Why Did That Agent Say That? Part 4: “We Sell the Most Homes in the Area”

It sounds impressive, doesn’t it?
An agent proudly telling you they’ve “got the most listings in the area” or that they’re running 5–10 open homes every Saturday.

But here’s the big question: how are they servicing them all?

The Problem with High Volume

To get a strong result for a seller, there’s a lot more involved than simply putting your property online and unlocking the door on a Saturday.

A great campaign involves:
✅ Preparing the home – all maintenance, repairs, and styling done right
✅ Sharp, strategic pricing to create urgency
✅ Two open homes at times buyers can actually attend
✅ Private inspections for those who can’t make the scheduled opens
✅ Follow-up calls to every single attendee
✅ Skilled, structured negotiation to maximise offers

And here’s the reality: if you’re doing all of that properly, it’s almost impossible to manage more than two fresh listings in the same week without dropping the ball.

Why Timing Matters

The best open home times for buyers aren’t a mystery:

Weekdays: After 5pm – especially Wednesdays and Thursdays
Saturdays: Mid-morning and early afternoon

We’ve seen agents squeeze in 8–10 open homes on a Saturday, with some starting as early as 7:55am. No wonder they get just 3 groups through – most buyers are still having breakfast.

When we run opens, we stick to proven peak times:

Weekdays: 5:00–5:45pm
Saturdays: 10:00–10:45am, 11:15am–12:00pm, and 1:00–1:45pm

That’s how we consistently see 30–100 groups through a well-prepared, well-priced property in its first week.

The Follow-Up That Makes the Difference

A strong campaign doesn’t end when the open home does.

We personally call every single attendee back – and that initial call round can take most of a day. Negotiations often run from Saturday through to Tuesday or Wednesday, when we sit down with the seller to review best and final offers.

Buyers are often surprised we actually return calls, and that they can have as many conversations with us as they need until the deadline. This creates a transparent, competitive environment where the only reason someone misses out is because they weren’t willing to beat the best offer – not because they were ignored or misinformed.

The “Listing Agent” Trap

Some agents are brilliant at convincing you to list with them. But when it comes to actually selling, they fall short.

Here’s why:

They take on too many properties at once to boost their “market share” stats
They avoid pricing homes so they can drag campaigns out and field more enquiries
They send inexperienced assistants to opens – buyers’ questions go unanswered
They use your listing as a stepping stone to get more listings, not to sell yours fast

The result?
❌ Weird, inconvenient open times
❌ Buyers who lose interest
❌ Longer campaigns
❌ Lower sale prices

Do the Maths

Let’s break down the weekly time needed for a live listing done properly:

2–3 hours: Setting up, running, and closing open homes
4–5 hours: Callbacks to every attendee
2–3 hours: Responding to calls and emails from interested buyers
8–12 hours: Negotiation
2–3 hours: Sitting down with the seller to present offers

That’s 18–26 hours per week, per listing. And that’s just from the time it goes live online to the first feedback meeting!!

Ask yourself – how many of these could an agent realistically handle well?

The Bottom Line

More listings doesn’t mean better results. In fact, the busier your agent is with other people’s homes, the less time they have to focus on yours.

If you want an agent who limits their active listings so they can give your property the attention it deserves, call Kath Chown on 0458 912 906.

Stay tuned for Part 5 of “Why Did That Agent Say That?” – where we’ll uncover yet another industry tactic that’s more about the agent’s brand than your bottom line.