How to keep a listing (and your sanity) when sellers won’t listen

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Let’s talk about something every agent will face eventually — the listing that tests your patience and professionalism.

You know the one. The seller who ignores your advice. Wants to hover during showings. Says no to photos, no to staging and is this close to going back to FSBO even though it didn’t work the first time. One of our clients recently shared a story like that during coaching: a smoker’s home, sellers who insisted on being there for every showing, and now — after weeks of no movement — they’re threatening to walk away altogether.

Sound familiar?

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Whether you’re brand new or you’ve got decades under your belt, listings like this can rattle even the best agents. But they don’t have to derail you. Let’s walk through how to manage them with strength, professionalism and maybe even a little peace of mind.

Real talk: You’re not just spending time; you’re making an investment

Real estate is one of the only professions where you work first and get paid later — if the client follows through. No hourly wage. No salary safety net. You’re investing your time, your money and your expertise upfront, hoping that your client will partner with you to bring it to the finish line.

That’s not just a job — that’s a leap of faith. Every minute you spend is a down payment on their success.

So, when a seller decides midway through to cancel the listing or go back to FSBO, you don’t have to simply shrug and walk away. Especially if you’ve done the work. You have every right to protect your investment.

If they want out, don’t let them walk without understanding the cost

Here’s what I teach agents to say in situations like this:

“Seller, I’ve already invested time, money and resources into getting your home sold. I’ve done all that without asking for a penny upfront because I believed in your goals. But if you want to cancel and go back to FSBO, I can’t just walk away from that investment. In any other profession — attorney, consultant, contractor — you’d receive a bill for time and services rendered. I’ve taken the liberty of adding mine up. Here’s what that looks like.”

This isn’t about being confrontational. It’s about creating clarity. You’re not just “the agent”; you’re a professional. You’ve put in real work, and your value deserves recognition.

When sellers sabotage their own sale

Now let’s talk about the showings. Sellers who refuse to declutter, insist on staying during tours or won’t let you take photos aren’t just being difficult — they’re getting in their own way.

Buyers can’t speak freely if the seller is watching their every move. They won’t say, “It smells like smoke” or “This kitchen needs work.” But they will tell their agent, who can then pass that feedback on to help you reposition the property. If the seller shuts down that loop, they’re cutting off their own chance at a successful sale.

Here’s a simple metaphor I often use:

“Imagine I’m a doctor, and I prescribe medicine to help you get better, but you refuse to take it. Then, when your symptoms don’t improve, you blame the doctor. That doesn’t make sense. The same applies here. You hired me to help you sell your home. But I need your cooperation to make that happen.”

That usually lands.

Stand tall, set boundaries

There’s a difference between excellent service and emotional servitude. You are not a doormat. You are not a magician. You’re a skilled professional running a business.

If your client refuses to listen and insists on ending the listing early, you can offer a conditional release, meaning they can cancel, but if the home sells before your agreement expires, you’re still owed your commission.

“I want to support your decision, but I also have to honor the time and resources I’ve already committed. A conditional release protects both of us and respects the work that’s already been done.”

That’s not being “difficult.” That’s being fair.

This business is simple, but it’s not always easy

At the end of the day, the formula is clear: Be honest. Be professional. Set clear expectations early. And when necessary, be willing to have the tough conversations.

Because sometimes, the most important thing you can do for your client is not to agree with them. It’s to guide them. To educate. To hold the line. And to remind them that success comes when we act like a team — not when we go rogue.

So, if you’re in one of those listings right now — the kind that keeps you up at night — take a breath. Stand your ground. And remember: You didn’t sign up to be steamrolled. You signed up to serve. And there’s a big difference.

And you’re reading this on Inman, so you’re in the right place

This is where smart agents go to grow. To sharpen their skills. To find perspective and solutions when things get tough. My team and I are proud to support professionals like you — because this business needs strong, heart-centered leaders now more than ever.

Keep going. Keep learning. And keep standing tall.