It doesn’t matter where you’re selling real estate right now. Coast to coast, the same shift is happening. Listings are sitting longer. Buyers have more choices. And a lot of agents are standing still, unsure of what to do next.
This is where I double down on what’s always worked.
I have three non-negotiables in my business. These are the actions I take every single day, whether I’m slammed or slow, whether rates are rising or deals are flying. If you stay consistent with these three things, you will build momentum, grow your pipeline, and move your business forward. It doesn’t matter what the market is doing.
Let’s get into it.
1. Prospecting: Your Pipeline Doesn’t Fill Itself
Prospecting is the lifeline of your business. That’s not just a line I repeat to sound disciplined. I live it.
And what’s crazy is that the moment things get hard, when we feel pressure or panic, it’s the first thing most agents drop. But this is exactly when it matters most. You have to stay committed to building relationships, having conversations, and making yourself known.
Here’s where I start: Decide how much money you want to make this year. That’s your target. Then break it down into actual conversations.
Let’s say your goal is $1 million in GCI, and your average commission per deal is $10,000. That means you need to close 100 deals. Now work it backward.
If it takes about 100 conversations to open one escrow, then:
- 100 deals x 100 conversations = 10,000 conversations a year
- Divide that by 260 workdays (a standard full-time calendar) = around 39 conversations a day
Not every one of those has to be on the phone. These can happen face to face, over social media, in DMs, through texts, or anywhere you’re having real estate-related conversations.
Once you know your number, you can stop guessing and start executing.
2. Marketing: Work On Your Business, Not Just In It
This one’s simple. You need to market your business every day. Even if it’s just for an hour.
Most agents stay stuck in the daily chaos, showings, calls, fires to put out. But if you’re only working in your business and never on it, you’re missing opportunities to grow.
Marketing isn’t just about social media (though I’m a fan of that too). It’s anything that keeps your brand top of mind and creates opportunities.
Here are a few areas I focus on regularly:
- Email Marketing: Are you showing up in your clients’ inboxes? We send 2–3 emails a week, but even one good email can move the needle if you do it right.
- Content Creation: Whether it’s blog posts, newsletters, or market updates, content builds authority. Tools like ChatGPT make this easier than ever.
- Lead Magnets: Think evergreen. A solid buyer or seller guide you can use year round can turn cold leads into warm conversations.
- Brand Building: How are you showing up online? Are you someone your audience would trust with a $500,000 decision?
Whatever route you take, pick one marketing task a day and commit to it. You don’t need to do everything. But you do need to be doing something.
3. Education: Stop Just Learning to Get Leads, Start Learning to Serve
Most agents spend all their energy figuring out how to get business. Very few spend time getting better at the business itself.
Here’s what I mean:
- Are you fluent in the current market?
- Do you know the loan options available to your buyers?
- Could you explain the listing agreement inside and out, line by line?
Clients don’t just want a friendly guide. They want a confident expert. And in this market, that means staying sharp. I make it a point to spend time reading, listening, and studying every week.
Some of my go-to sources:
- nowbam.com (yes, I’m biased, but the content is solid)
- The Real Deal
- Blueprints newsletter
- Inman
- And even broader news outlets like CNN, BBC, or Yahoo, because your clients are reading those too
Your job is to take in the information, filter out the fluff, and turn it into something useful for your clients.
Final Thought
The market may shift. The headlines will change. But these three actions—prospecting, marketing, and education—are what keep me growing, no matter what the world throws at us.
If this was helpful and you want to save yourself some time, check out the BAMx Skool community. You’ll get access to plug-and-play buyer guides, seller guides, and templates you can use daily to support the work you’re already doing.
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