Principal-Agent Conflict and Broker Effort Near Listing Contract Expiration: The Case of Residential Properties

In the real estate market the seller/agent relationship changes over the course of the listing contract. As the contract expiration nears, brokers may increase efforts generating more potential buyers and, perhaps, a higher offered price. Brokers may also persuade the seller to reduce the reservation price. These two aspects have different implications for the selling price of the property. Employing a sample of 24,200 properties sold in Clark County, Nevada, we investigate the relationship between the selling price and the time-to-expiration of the listing contract. We find that prices are lower if the property is sold near the expiration of the listing contract, indicating that the price-reduction effect dominates the broker-effort effect.