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Let’s not sugarcoat it—the market is tough.
Tariffs, world politics, economic uncertainty, job sensitivity, interest rate volatility, elections, the list of uncontrollable factors goes on!
Across the industry, agents are feeling it. Conversations that used to turn into listings now fizzle. Buyers are hesitant. Sellers are holding back. Voluntary moves are on pause as people wait to see what the economy does next. And while everyone waits, agents are left wondering: What now?
This is the reality of a market in reset mode. And for many agents, it’s creating a deep sense of desperation. But here’s the hard truth: desperation is not a strategy. Clarity is. Focus is. Discipline is.
The Market Hasn’t Stopped—It’s Shifted
People are still moving. But now, it’s not about curiosity or convenience. It’s about necessity. The transfers. The divorces. The growing families who no longer fit in their homes. The retirees who must downsize. These are the people making moves right now.
If your lead gen strategy is built around waiting for the “nice to haves” to reappear, you’ll be waiting a long time. Your time and energy need to be spent where the need exists.
I learned from my coach, years ago, that when the market is rising, we stand in the middle and help buyers and sellers navigate the complexities of real estate transactions. And when the market is falling or uncertain, we stand in the middle and help buyers and sellers navigate the complexities of real estate transactions.
Desperation vs. Discipline
Desperation makes agents chase every weak lead, offer unnecessary discounts, and lose confidence in their value.
Discipline refocuses that energy on qualifying harder, asking better questions, and showing up consistently—especially when the results aren’t immediate.
Now is the time to tighten your focus. The agents who can stay calm, clear, and connected to their purpose are the ones who will come out stronger on the other side.
Your New Job: Become a Motivated People Magnet
In a market like this, your job is to sift—not sell.
Stop trying to “convince” people to move. Instead, sharpen your ability to quickly identify who needs to act and spend your time there. That means:
- Reconnecting with your database—but asking different questions
- Listening for life events, not just market curiosity. Babies, marriages, divorces, retirements, etc.
- Building relationships with allied professionals who work with motivated movers (lawyers, lenders, financial advisors, HR departments)
If your business is built on volume and surface-level interactions, now is the time to go deeper instead of wider.
You’re Not Failing—The Market is Filtering
Slow markets feel personal, but they aren’t. Trust me, no one is attacking ‘you’. You haven’t created this problem! This is the industry putting every agent through a filter. The uncommitted will sit back. The reactive will panic. And the truly great will adapt.
If you’re feeling stuck, ask yourself:
- Am I speaking to people with real timelines and needs?
- Am I adjusting my strategy or just hoping the old one starts working again?
- Am I investing in skills and conversations that lead to opportunities?
- Am I even speaking with enough people to uncover the right number of opportunities in order to have the business I need?
This Isn’t Forever
The market will stabilize. It always does. But when it does, the agents who built stronger muscles now—the ones who got better at qualifying, communicating, and converting—will be miles ahead and they will reap long term rewards.
So yes, it’s tough. But tough markets aren’t a career death sentence. They’re a call to level up.
Want support as you navigate the new normal? Let’s talk. Coaching isn’t about having all the answers—it’s about helping you ask better questions and find a path forward that works for you.
