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“Efficiency is doing things right. Effectiveness is doing the right things.” – Peter F. Drucker

In challenging times, FOCUS becomes an absolute priority to help agents get on track, stay on track, and leverage change for all it’s worth.

While the current industry landscape may initially appear concerning, particularly with many agents leaving the market, this shift actually presents a golden opportunity. Less competition means more room for dedicated agents to capture market share and listings from those exiting the field.

The key is to help agents get out of their own way. Many are so focused on “the ship is sinking!” rhetoric and things they can’t control that they have stopped focusing on the activities they CAN control, like prospecting for listings in every way, shape, and form possible.

Related reading: Building a Skills Development Roadmap: Best Strategies for Real Estate Leaders

Related reading: The Real Estate Trainer – Realtor Motivation – How to Help Agents Focus

Here are seven ways your agents can re-focus and secure more listing appointments:

1. Ditch the Distractions: Now, more than ever, agents must step away from the NEWS (Negative Events We See) and dive passionately into W.O.R.K. (Walk the Walk, Obtain Leads, Remain Resilient, Keep Focused). Visual charts, contests, and integrity partnerships can help them get in the zone and stay there. Encourage agents to limit their consumption of negative news or social media and instead channel their energy into productive activities. Regular team meetings and positive reinforcement can also play a critical role in maintaining morale and focus.
2. Target Expired and FSBO Listings: Make it a priority for agents to connect with owners of expired listings and FSBO properties. We already know these homeowners have the desire to sell, and in the case of FSBOs, we also know that agent-sold homes sell for higher than what they could get selling on their own. Equip your agents with dialogues, tools, and strategies to effectively communicate the value they can bring to these sellers to get their home sold, and put more money in their pockets.
3. Re-Engage Their Sphere: Past clients will always be a great source of referrals and business for agents IF they consistently stay top of mind. There’s already a level of trust and rapport built, so your agents should proactively call to check in, connect, and offer to answer questions about what the current market might mean. Regular newsletters, personalized emails, and even handwritten notes can also keep agents top of mind with their sphere.
4. Put Past Records to Good Use: In almost any company, there are files of past client transactions where the listing or selling agent has left the business or the company. That begs the question, who’s representing the company now? Dust off those files and disperse those contacts as leads to new agents to call as the new representative and ask if they have any real estate questions or needs. This approach not only revives dormant leads but also provides new agents with a valuable starting point.
5. Get OUT of the Office: Now is no time for agents to be “secret agents.” Every week our coaching members tell us they are taking this advice, getting out into their communities with their name badges proudly displayed and even in branded career wear. They are picking up clients in the process! Encourage your agents to attend community events, visit local businesses, and participate in neighborhood activities. Visibility is key.
6. Engage in Local Events: Active participation in local events, community activities, and especially community Facebook groups put agents front and center in the minds of potential sellers. This not only gives agents the chance to demonstrate their expertise but also allows them to build a robust local reputation. Encourage agents to sponsor events, host booths, or even offer free seminars to share their knowledge and build trust within the community.
7. Establish Partnerships with Local Businesses: Here’s what we know – when agents collaborate with local businesses to sponsor events or even just spotlight the business as part of the communities they serve, they set up a reciprocal relationship that often turns into more listings. Just this week, one of our members shared how a simple outreach to a local plumber turned into two listing appointments. By creating and nurturing these partnerships, agents can tap into new networks and gain referrals from trusted local sources.

These are challenging times, no doubt – but they aren’t “end times” for agents that are willing to dive in. As leaders, it’s up to you to help your agents navigate new normals, even if that means a new shift every season!

Related reading: Staying Motivated by Focusing on Your Task

Related reading: Better Up – The ultimate guide to motivating a team — and why it matters

For Your Agent…

As we move forward, I want to emphasize the importance of focusing on two key areas: securing new listings and building strong client relationships. Each of you brings unique strengths to our team, and together, we have the potential to achieve amazing results. Remember, every listing is an opportunity, and every client interaction is a chance to make a lasting impression.

Let’s push ourselves to go the extra mile, provide exceptional service, and show our clients why they chose us. Your dedication and hard work are the driving forces behind our success. Keep up the great work, stay motivated, and let’s make this an outstanding season for our team!

Darryl Davis is an award-winning international speaker, real estate and business coach, and best-selling author of three books, all published by McGraw Hill Publishers.

For more than 35 years, Darryl has spoken to and trained more than 100,000 sales professionals around the globe to more than double their production year after year. His book,  How to Become a Power Agent in Real Estate, tops Amazon’s charts for one of the most sold books to real estate agents.

He was awarded the Certified Speaking Professional (CSP) designation by the National Speaker’s Association, which is given to less than 2% of all speakers worldwide.

Whether from a stage or Zooming into a virtual room, Darryl’s extraordinary humor, relatability, and natural gift for teaching real-world, results-producing skills and mindsets to audiences have made him a client favorite throughout his career.

Audiences will laugh, learn, and ultimately walk away better prepared for a changing world, with the tools, skills, and training they need to build their businesses with more ease and less stress and to design lives and careers worth smiling about.

Bring One of Darryl’s W.O.R.K. Topics to Your Organization! 

By providing your agents with the knowledge and insights they need to stay ahead of the game, you can ensure that they are equipped to handle any situation that comes their way! Contact us here to learn more!