Don’t Let Your Business Plan Be Dictated By The Headlines
As a real estate coach, I’m seeing and hearing a lot of fear in agents because they are reacting to the “sky is falling” headline news.
The truth? Markets will always fluctuate, media narratives will always shift, and uncertainty will always make noise. What matters most is how you respond.
When the market changes—whether it’s interest rates, inventory, or buyer demand—agents start searching for answers anywhere they can find them. And while I don’t have a crystal ball, I can tell you this with confidence: every market is a good market for agents who are prepared, proactive, and positive.
A Tale of Two Markets…or Is It Three?
Traditionally, we talk about two kinds of markets: a buyer’s market and a seller’s market. But there’s a third that often goes unrecognized—the fair market, or what I like to call the sweet spot market. This is where most real estate professionals truly thrive.
That’s not to say success can’t happen in other markets—far from it. Over the years, we’ve seen agents leave the industry, some struggle, and others have their best years ever—all under the same conditions. The difference wasn’t the market. It was the mindset, the systems, and the willingness to adapt.
The fair market, or agent’s market, rewards skill, consistency, and professionalism. When the frenzy settles and stability returns, clients start looking for trusted advisors who can guide them with clarity and care. That’s where opportunity lives.
Related Reading: The Key To Pricing Properties Right in a Balanced Market
A Little Bit of History
When I first started in real estate, conditions were far from “ideal.” Interest rates were high, homes stayed on the market for months, and yet—transactions still happened. I averaged six closings a month during that time.
The lesson? It doesn’t matter what kind of market we’re in—you can be successful if you’re willing to shift with it. Real estate has always been cyclical, and those who adapt, endure.
What’s Happening in the Industry Has Nothing to Do With Your Success
No matter what’s going on—rising rates, shifting inventory, changing regulations—none of it determines your personal success. Your results come from doing the right activities, maintaining focus, and adjusting your strategy to fit the moment.
When you operate from that perspective, you stop feeling like a victim of the market and start acting like a student of it. That shift alone separates thriving agents from surviving ones.
Related Reading: Real Estate is Always Good, Even If The Market Shifts
Related Reading: Market Maker – What to Do in a Shifting Real Estate Market
Who Market Changes Really Affect
Market changes—whatever form they take—tend to affect your clients more than they affect you. Buyers might see their purchasing power fluctuate. Sellers might have to rethink pricing or expectations.
That’s where your expertise becomes invaluable. Your role isn’t just to open doors or write offers—it’s to guide people through uncertainty with knowledge and confidence. Over time, prices, rates, and inventory all swing back and forth like a pendulum. The agents who understand this rhythm—and stay calm through it—win in the long run.
Remember: real estate is resilient. It always finds its balance. If you stay steady, consistent, and focused on serving, you’ll not only survive market changes—you’ll thrive because of them.
Related Reading: Investopedia – Explaining Rising Interest Rates and Real Estate to Clients
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