{"id":309,"date":"2008-09-12T18:43:59","date_gmt":"2008-09-12T18:43:59","guid":{"rendered":"https:\/\/bhgrealestateblog.com\/?p=309"},"modified":"2024-12-30T14:51:58","modified_gmt":"2024-12-30T19:51:58","slug":"loss-factor-in-allowing-a-low-listing-absorptionconversion-ratio","status":"publish","type":"post","link":"https:\/\/bhgrecareer.com\/bebetterblog\/loss-factor-in-allowing-a-low-listing-absorptionconversion-ratio\/","title":{"rendered":"Loss Factor in Allowing a Low Listing Absorption\/Conversion Ratio"},"content":{"rendered":"<p style=\"text-align: justify\">Unsold listing inventory is arguably the biggest obstacle in our current real estate market. It creates downward price pressure which of course impacts consumers and real estate professionals alike.\u00a0 I will save my discussion on strategies to effectively move listing inventory for my next post.\u00a0 Before I do that, though, I feel it is critically important to preface this with an explanation of the impact of unsold inventory on financial performance and sales agent productivity levels.<\/p>\n<p style=\"text-align: justify\">Let\u2019s assume we have an \u201caverage\u201d brokerage (based on recent national results available).\u00a0 This company has 24 agents who average 10 closed transactions per year at an average sales price of $212,000.\u00a0 The average broker commission rate in this example market is 5{0a8e414e4f0423ce9f97e7209435b0fa449e6cffaf599cce0c556757c159a30c}.<\/p>\n<p style=\"text-align: justify\">Based on those figures, the company would have annual production of 240 transactions (assume for simplicity half are list-side, half are sell-side), $50,880,000 in sales volume, and $1,272,000 GCI.<\/p>\n<p style=\"text-align: justify\">Let\u2019s assume that due to the glut of inventory, the company successfully sells only half the listings it takes (it therefore has a 50{0a8e414e4f0423ce9f97e7209435b0fa449e6cffaf599cce0c556757c159a30c} listings \u2018absorption rate\u2019 aka listing \u2018conversion rate\u2019).\u00a0 The company wants to see this rate back up to the 70{0a8e414e4f0423ce9f97e7209435b0fa449e6cffaf599cce0c556757c159a30c} it was achieving only a couple years ago.\u00a0 Here\u2019s how the effect of that movement would play out:<\/p>\n<p style=\"text-align: justify\"><a href=\"https:\/\/bhgrecareer.com\/bebetterblog\/wp-content\/uploads\/sites\/11\/2008\/09\/listings.jpg\"><img fetchpriority=\"high\" decoding=\"async\" class=\"aligncenter size-full wp-image-308\" title=\"listings\" src=\"https:\/\/bhgrecareer.com\/bebetterblog\/wp-content\/uploads\/sites\/11\/2008\/09\/listings.jpg\" alt=\"\" width=\"484\" height=\"267\" srcset=\"https:\/\/bhgrecareer.com\/bebetterblog\/wp-content\/uploads\/sites\/11\/2008\/09\/listings.jpg 484w, https:\/\/bhgrecareer.com\/bebetterblog\/wp-content\/uploads\/sites\/11\/2008\/09\/listings-300x165.jpg 300w, https:\/\/bhgrecareer.com\/bebetterblog\/wp-content\/uploads\/sites\/11\/2008\/09\/listings-100x55.jpg 100w\" sizes=\"(max-width: 484px) 100vw, 484px\" \/><\/a><\/p>\n<p style=\"text-align: justify\"><!--more--><\/p>\n<p style=\"text-align: justify\">If the company increased its listings absorption rate from 50{0a8e414e4f0423ce9f97e7209435b0fa449e6cffaf599cce0c556757c159a30c} to 70{0a8e414e4f0423ce9f97e7209435b0fa449e6cffaf599cce0c556757c159a30c}, an additional 48 transactions (168 minus 120) would be created, or 2 additional listings sold per person.\u00a0 Based on the company\u2019s prior average of $5,300 GCI per transaction ($1,272,000 GCI \u00f7 240 transactions), an additional 48 transactions would result in $254,400 of additional GCI.\u00a0 No additional listings have been taken, only a sharper concentration on strategies to ensure that the right listings are taken so that the absorption rate increases.<\/p>\n<p style=\"text-align: justify\">If listing absorption is an issue for you, discuss it with your agents by posing this question to them. <strong>\u201cIs it harder to control inventory that you already have, or to list additional saleable inventory?\u201d<\/strong> Most agents will agree that acquiring good listings is no easy task today, or for that matter, at any time. Why then would we waste an opportunity when we have it?<\/p>\n<p style=\"text-align: justify\">Once this point is discussed and understood by all, you are off to the races to uncover the underlying reasons for the low absorption rate in your organization.\u00a0 Sooner or later, the discussion leads full circle back to listing and marketing skill, but the specifics vary greatly from place to place and company to company.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Unsold listing inventory is arguably the biggest obstacle in our current real estate market. It creates downward price pressure which of course impacts consumers and real estate professionals alike.\u00a0 I will save my discussion on strategies to effectively move listing inventory for my next post.\u00a0 Before I do that, though, I feel it is critically [&hellip;]<\/p>\n","protected":false},"author":181,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[181],"tags":[1271,1351,14621,30361,33981],"class_list":["post-309","post","type-post","status-publish","format-standard","hentry","category-real-estate","tag-agent-productivity","tag-agents","tag-finance","tag-operations","tag-real-estate"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.2 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Loss Factor in Allowing a Low Listing Absorption\/Conversion Ratio - Better Homes and Gardens Real Estate Be Better Blog<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/bhgrecareer.com\/bebetterblog\/loss-factor-in-allowing-a-low-listing-absorptionconversion-ratio\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Loss Factor in Allowing a Low Listing Absorption\/Conversion Ratio - Better Homes and Gardens Real Estate Be Better Blog\" \/>\n<meta property=\"og:description\" content=\"Unsold listing inventory is arguably the biggest obstacle in our current real estate market. It creates downward price pressure which of course impacts consumers and real estate professionals alike.\u00a0 I will save my discussion on strategies to effectively move listing inventory for my next post.\u00a0 Before I do that, though, I feel it is critically [&hellip;]\" \/>\n<meta property=\"og:url\" content=\"https:\/\/bhgrecareer.com\/bebetterblog\/loss-factor-in-allowing-a-low-listing-absorptionconversion-ratio\/\" \/>\n<meta property=\"og:site_name\" content=\"Better Homes and Gardens Real Estate Be Better Blog\" \/>\n<meta property=\"article:published_time\" content=\"2008-09-12T18:43:59+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2024-12-30T19:51:58+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/bhgrecareer.com\/bebetterblog\/wp-content\/uploads\/sites\/11\/2008\/09\/listings.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"484\" \/>\n\t<meta property=\"og:image:height\" content=\"267\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Elizabeth Byrne\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Elizabeth Byrne\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"2 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/bhgrecareer.com\/bebetterblog\/loss-factor-in-allowing-a-low-listing-absorptionconversion-ratio\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/bhgrecareer.com\/bebetterblog\/loss-factor-in-allowing-a-low-listing-absorptionconversion-ratio\/\"},\"author\":{\"name\":\"Elizabeth Byrne\",\"@id\":\"https:\/\/bhgrecareer.com\/bebetterblog\/#\/schema\/person\/cba2618c2f68146c705ea5ed10947fe4\"},\"headline\":\"Loss Factor in Allowing a Low Listing Absorption\/Conversion Ratio\",\"datePublished\":\"2008-09-12T18:43:59+00:00\",\"dateModified\":\"2024-12-30T19:51:58+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/bhgrecareer.com\/bebetterblog\/loss-factor-in-allowing-a-low-listing-absorptionconversion-ratio\/\"},\"wordCount\":485,\"commentCount\":2,\"publisher\":{\"@id\":\"https:\/\/bhgrecareer.com\/bebetterblog\/#organization\"},\"image\":{\"@id\":\"https:\/\/bhgrecareer.com\/bebetterblog\/loss-factor-in-allowing-a-low-listing-absorptionconversion-ratio\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/bhgrecareer.com\/bebetterblog\/wp-content\/uploads\/sites\/11\/2008\/09\/listings.jpg\",\"keywords\":[\"Agent Productivity\",\"Agents\",\"Finance\",\"Operations\",\"Real estate\"],\"articleSection\":[\"Real estate\"],\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\/\/bhgrecareer.com\/bebetterblog\/loss-factor-in-allowing-a-low-listing-absorptionconversion-ratio\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/bhgrecareer.com\/bebetterblog\/loss-factor-in-allowing-a-low-listing-absorptionconversion-ratio\/\",\"url\":\"https:\/\/bhgrecareer.com\/bebetterblog\/loss-factor-in-allowing-a-low-listing-absorptionconversion-ratio\/\",\"name\":\"Loss Factor in Allowing a Low Listing Absorption\/Conversion Ratio - 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