What Drives Listing Performance
Carey Armstrong
What Agents Can Do (and Why It Works)
Every listing tells a story, but not all stories resonate with buyers.
When a property underperforms relative to benchmarks like views, saves, or comps, it’s a signal. Using listing-level performance data from Truelist, agents can identify exactly where a listing is falling short and what to fix.
Below we break down the three common listing performance problems agents face and the specific actions they can take to improve results.
1. When Listing Views Are Below Benchmarks
The problem: The listing is not generating enough visibility.
Listing views determine whether buyers ever consider a home. Truelist benchmarks listing views against homes in the ZIP, city, and state, so agents can see when a property is underperforming relative to its competitive set. When views fall below benchmark, it usually means buyers are not clicking into the listing from search results. At this point buyers have usually seen at least the first photo of the home, the listing price, and key stats like beds and baths.
What this typically means
The listing does not stand out visually in search results
The price places the home outside common buyer search ranges
Certain attributes limit how often the listing appears in searches
What agents can do
Improve the first impression by strengthening the hero image and photo order
Address visual presentation through staging, decluttering, or layout changes
Adjust pricing to re-enter common search thresholds where buyer traffic is highest
Ensure listing details clearly surface the attributes buyers prioritize
Consider paid promotion options increase exposure on major portals
Why this works
Views are a gatekeeper metric. Improving visibility increases the number of buyers who can evaluate the home at all, which is required for every downstream signal.
2. When View-to-Save Ratio Is Below Benchmark
The problem: Buyers view the listing but do not save it.
The view-to-save ratio measures how often buyer interest turns into consideration. Truelist tracks view-to-save ratios across portals and benchmarks them against other homes in the ZIP, city, and state, giving agents a direct signal of buyer intent. When this metric falls below benchmark, buyers are engaging but not committing. These buyers have clicked into the listing and chosen not to save or favorite it.
What this typically means
The listing doesn't justify the price.
The listing looks weak compared to the competition
There's uncertainty around price, condition, or fit
What agents can do
Clarify why the home is priced where it is and how it compares to alternatives
Strengthen the listing narrative so differentiation is immediately clear
Improve visual alignment through updated photography or staging
Reduce uncertainty by proactively addressing common buyer questions
Why this works
Saves reflect intent. Improving the view-to-save ratio increases the likelihood that buyers return, schedule showings, and move toward offers.
3. When Pricing Is Misaligned With Comps
The problem: The home’s price does not align with comparable listings.
Pricing has a direct impact on how buyers find, evaluate, and engage with a listing. Truelist shows all relevant comps and benchmarks pricing both overall and on a per-square-foot basis, giving agents clear context for where a home sits within its competitive set. When a listing falls outside those benchmarks, buyer behavior often changes quickly.
When the overall price is above comps
Even modest pricing gaps can create early friction with buyers.
What this typically means
The listing falls outside common buyer search ranges
Buyers compare the home directly against lower-priced alternatives
Engagement metrics like saves and showings soften
What agents can do
Use benchmark pricing to ground conversations in market context
Adjust price to re-enter the core comp range
If holding price, clearly differentiate the home using measurable attributes
Set performance checkpoints tied to buyer engagement
When price per square foot is above comps
A higher price per square foot places the listing at the top of its competitive set.
What this typically means
Buyers evaluate the home more critically relative to size and layout
Nearby listings appear to offer better value on a normalized basis
Small pricing or presentation gaps have a larger impact
What agents can do
Review per-square-foot benchmarks alongside overall pricing
Ensure the listing clearly communicates its market position
Track engagement closely to confirm the market supports the price
Adjust if buyer response signals resistance
Cross-Cutting: Things Agents Often Miss (But Shouldn’t)
These apply across all three problem areas and can be added as a short section or woven in.
Recommend staging as a performance lever, not a cosmetic one
Treat photos, pricing, and copy as iterative, not one-time decisions
Use benchmarks to create objective seller conversations
Make changes decisively rather than incrementally when signals are clear
Turning Performance Signals Into Action
Low views, weak save rates, and pricing gaps aren’t failures, they’re feedback.
When agents use benchmarks and comps as diagnostic tools rather than judgments, they gain clarity on what to fix and why. Small, targeted changes to presentation, pricing, or distribution can dramatically improve outcomes without restarting the entire listing strategy.
The best-performing agents don’t just list homes. They listen to what the data is telling them, and they act fast.
Your Next Steps
Wondering how you can get access to this kind of benchmark data to understand and share your listing performance? Apply for access to Truelist here.