Your Home Won't Sell - Here's why.
The 21-Day Reality: The Market Isn’t Confused — You Are
Every listing tells you the truth long before your agent will.
Usually by Day 21.
After tracking dozens of listings across 30A — ours and everyone else’s — I’ve come to believe something most agents don’t want said out loud:
The first 21 days tell you everything.
Everything after that is denial, excuses, or confusion.
Let me break this down in real-world terms.
But first look for my new Series every Thursday - The Caregiver’s Journey. It tells my why of what I do.
1. No showings in 21 days? You’re priced wrong. Full stop.
This isn’t emotional. It’s behavioral economics.
When buyers won’t even try to get into the home, the market isn’t whispering — it’s shouting:
“They’re not even in the game at this price.”
You don’t need a CMA to tell you this.
The silence is the data.
If we hit Day 21 with zero meaningful activity, it’s mispriced. The longer you pretend otherwise, the more value you burn.
2. Showings but no offers? Now you’re in the comparison trap.
This is where amateurs get lost and professionals get to work.
A good agent tracks what happened after each showing, because the truth lives there — not in the showing itself.
There are only two outcomes:
A) The agent took their buyer somewhere else.
This is gold in disguise.
It means another home beat yours on some combination of:
Price
Condition
Location
Quality
Story
That’s actionable.
You pull the comp, share it with the seller, and recalibrate expectations.
B) The agent did nothing with the client.
This means the showing wasn’t a real comp — just tourism.
Not data.
Not insight.
Not useful.
And here’s the uncomfortable truth:
If your agent isn’t tracking this, you’re flying blind.
3. If you don’t know #1 or #2… you hired the wrong agent.
You’d be surprised how many listings sit because neither the seller nor the agent knows which bucket they’re in.
This industry has a bad habit of substituting optimism for information.
Hoping for a buyer is not the same as strategizing for one.
If your agent can’t tell you:
Why you’re getting (or not getting) showings
What happened to each buyer after the showing
Which homes beat yours and why
What the market is saying — not what they wish it would say
…then you’re not being represented.
You’re being babysat.
The Story: A Listing That Spoke Early
A few months back, we launched a home that checked every box.
Great architecture. Great location. Great condition.
Week 1: solid traffic.
Week 2: more showings, good energy.
Week 3: still no offers.
Because we track every showing, we knew exactly what happened:
Three buyer agents took their clients to a competing home nearby — slightly better positioning, cleaner finish level, and priced 4% lower.
That was the verdict.
Not emotional.
Not personal.
Just the truth about where this home sat in the buyer’s mental hierarchy.
We repositioned, reset, and relaunched.
The offer came in Week 2 of the second run.
This is why the 21-Day Reality matters:
It’s not a theory. It’s a pattern.
The Reset: The Only Strategy That Actually Works Now
A price drop on a stale listing is like apologizing without changing behavior. It just invites more punishment.
Here’s the discipline that works:
Withdraw.
Recalibrate.
Rebuild.
Relaunch.
Not emotional.
Not dramatic.
Just strategic.
The 21-Day Reality isn’t a slogan — it’s a diagnostic tool.
If you don’t have showings, the market has spoken.
If you have showings but no offers, buyers have spoken.
If you don’t know which is which, your agent is the problem.
The Mantra: Clarity Over Comfort
Here’s the line I keep coming back to:
The market is telling you the truth.
Your comfort level is the only thing lying.
When the market speaks, listen.
When it goes quiet, listen even harder.
This isn’t about pressure.
It’s about direction.
The first 21 days are your compass.
Everything after that is correction.
If you want, I can create a high-impact Notes version for Substack or a tight Instagram carousel that distills the three rules into punchy visuals.