How To Actually Win More Listings in 2026 - David Bartels

Agents everywhere want more listings heading into 2026, but most are focusing on the wrong things. Yesterday’s webinar with David Bartels made one point very clear: the agents who win next year will be the ones who stop chasing and start using strategy.

David Bartels is the Founder of Easy Seller Leads and one of the most accomplished listing agents in the country. He has sold more than 1,000 homes, including 173 transactions in a single year. In our webinar, he broke down the exact mindset, approach, and daily actions that allowed him to grow his business fast in a crowded market.

Below is a full breakdown of what he shared, including the psychology behind seller decision making, why most agents struggle with conversion, and how to build a listing machine in 2026.

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Why Getting Listings Has Become Harder Than Ever

Competition is intense. One out of every 87 adults in America has a real estate license. Even your best sphere contacts know five or six agents already. That means trust and reputation alone are no longer enough.

Many agents are doing the same things:

• Cold calling
• Door knocking
• Paying massive referral fees
• Buying recycled leads
• Sending generic mailers
• Chasing their sphere

But as David explained, the real problem isn’t effort. It’s conversations. Most agents simply aren’t talking to enough people who want to talk about selling.

And even when they are, the second problem appears: they aren’t converting enough of those people into real listing presentations.

Winning in 2026 comes down to two things:

1. Finding people who want to sell

2. Selling the people you find

Everything else is noise.

Stop Blaming Leads: The Conversion Gap Is a Sales Problem

One of David’s key messages was direct:

Failure to convert a lead is not the fault of the lead.

Leads are not transactions. They’re not even prospects. They’re just names until you find out whether someone is actually planning to move.

Statistically, only 2.9 percent of homeowners will list in the next 12 months. That means you need a process that identifies the right sellers early, long before they raise their hand on Zillow or schedule a CMA appointment.

Many agents make a critical mistake: if a seller isn’t ready right now, they assume the conversation was a waste. But the sellers you talk to today become the listings you close three to twelve months from now.

Top performers play the long game. They fill the pipeline early. They build relationships long before decision day.

The Three Psychological Stages Every Seller Goes Through

David explained that all sellers move through three mental stages before hiring an agent:

1. Research Mode

They begin quietly thinking about selling.

• What’s my house worth?
• Is the market shifting?
• What would it take to move?

They aren’t ready for an agent yet. They’re gathering information.

2. Strategy Mode

This is where they start getting serious.

• What repairs should we make?
• When is the best time to sell?
• How should we price the home?

They may start talking to agents, but they haven’t decided who they trust.

3. Decision Mode

This is where most agents attempt to enter the conversation…
but it’s already too late.

If a seller is talking to multiple agents at this stage, they’ve already formed opinions based on the research and strategies they reviewed earlier.

The key is getting to them before they choose an agent.

The Mindset Shift That Tripled David’s Business

After years stuck between 50 and 77 transactions a year, David had a breakthrough. He realized:

Sellers don’t choose an agent. They choose a strategy. Then they hire the agent who can execute it.

Most agents show up and promote themselves:

• I’m a great agent
• I’m experienced
• I’m local
• I care
• I take great photos

Sellers don’t make decisions this way.

They choose the strategy that feels safest, smartest, and most likely to help them reach their price. The agent who communicates the best strategy wins the listing.

Once David shifted from selling himself to selling a plan, he jumped from 76 transactions to 173 transactions in one year.

Why The 10 Day Strategy Works

David gave a brief overview of the listing strategy that helped him scale fast.

It works because it creates:

• Scarcity
• Urgency
• Fear of loss

The short version looks like this:

• List the home on a Monday
• Restrict showings until Friday
• Generate high demand over the weekend
• Drive multiple offers
• Counter on Tuesday or Wednesday
• Open escrow quickly

1. Homes priced right that sell fast
2. Overpriced homes that sit until they become priced right

Your strategy simply gives the seller a clear, predictable plan to get the best outcome.

Why Offering Research Opens More Doors

Instead of asking sellers to hire you, offer them value based on where they are mentally.

Examples include:

• A 10 day home selling playbook
• A strategic pricing guide
• A home prep checklist
• Local market research
• A seller timeline guide

These offers are safe. There’s no commitment. Sellers say yes because they want information, not pressure.

When they engage with your research, it naturally leads to the next step.

The Real Reason Sellers Choose You

David put it simply:

If they like your strategy, they like you. And if they like you, they trust you.

Once someone trusts you:

• Objections disappear
• Resistance fades
• Competitors get eliminated silently
• The listing becomes yours to lose

This is why experience matters far less than most agents think. David shared a story about his niece, who had no experience at all. Within 90 days she secured two listings simply by presenting a better strategy than experienced agents.

People want a plan they can believe in, not a resume.

How to Build Predictable Listings in 2026

David broke down five actions every agent can start today.

1. Have five conversations every day

No matter what method you use, talk to five potential sellers.
Five per day equals 25 per week, 100 per month, 1,200 per year.
The math is undeniable.

2. Lead with value, not pressure

Stop opening with:
I’m an agent, can we talk about selling your home?
Start offering something useful:
If you’re thinking about selling, I’d love to send you my guide on how to prepare your home for the market.

3. Move people to the next logical step

Not the finish line. Not the close. Just the next step.
Momentum creates opportunity.

4. Build long term relationships

Most sellers don’t want to tell multiple agents no.
When you provide value early, they feel a sense of reciprocity and loyalty.

5. Focus on listing presentations, not listings

You don’t need more listings.
You need more opportunities to earn listings.

One more presentation per week can mean two to three additional transactions per month.

Leverage Listings to Multiply Your Transactions

One listing can create:

• The seller’s purchase
• Open house leads
• Neighbors who see your activity
• Referral opportunities
• Future repeat business

Listings attract buyers automatically. They create leverage in a way buyers never will.

The Formula for 2026 Growth

If you follow the system David teaches, you can:

• Double your listing presentations
• Convert a higher percentage into closings
• Attract more motivated sellers
• Build a healthier pipeline
• Have more consistent income
• Stop chasing buyers and start attracting them

Key Takeaways

• Sellers choose strategies, not agents
• Offer research, not pressure
• Get in early during research and strategy mode
• Have five high quality seller conversations each day
• Build value before asking for the business
• One listing can turn into multiple transactions
• Focus on more presentations, not more listings