The Market Is Rewarding Professionals Again (07.20.26)

The market may not be handing out easy wins right now - and that is exactly where strong professionals stand out.

The agents who are winning are not waiting for lower rates, perfect conditions, or more motivated clients. They are staying informed, communicating consistently, sharpening their skills, and confidently helping people make good decisions in the market we actually have.

This is the moment to lean into your value.

Be the agent who follows up.
Be the agent who knows the numbers.
Be the agent who explains what others cannot.
Be the calm, capable professional your clients need.

Your action step today: Identify one person in your pipeline who needs leadership - and reach out with something helpful.

The market is rewarding professionals again. Let’s make sure you are showing up like one.

Missed the call? Listen anytime at 518-418-1611.

#6AMCall #BadAssCoaching #RealEstateCoach #AgentSuccess #Professionalism

Transcript

SPEAKER_00 0:00

Good morning, everybody. It is Monday, July 20th, and um we're just so glad you're here. Welcome to the 6 a.m. call. Um Yeah, super impressive that you guys show up with us every single morning at 6 a.m. Um in the middle of summer. It is uh just a real testament to your commitment to yourself, to your day, and your support of uh Lee and Robin, badass coaching. We are so freaking grateful. So thank you. So this morning I want to talk about something that I believe is happening in real estate right now. The market is actually rewarding professionals again. Now, I'm not saying that professionalism ever stopped mattering, but let's be honest, there have been markets not too long ago where simply being available was enough to create business. And over the years that I've been in real estate, I've seen these markets come and go. And there's usually a whole flood of real estate agents coming in. And then when the market sort of softens up again and um becomes a little more balanced, we see really the professionals rise to the top. And so I think this is where we're headed now. You know, homes were selling quickly, the buyers were rushing to write offers, sellers were receiving multiple offers. There was so much activity that agents could sometimes get by without even being that exceptional at pricing, follow-up, communication, negotiation, or even understanding the deeper details of the market. I mean, that's just the way it was. And I mean, it's fun, it's it's fine, it's great. Um, for those of us that are professionals, it was kind of nice because we could really grab it while it was there. But I believe that this market is very different. The latest national numbers show that while it feels or that I'm sorry, the latest national numbers show why it feels confusing. Existing home sales declined from May to 10, but they were still higher than they were a year ago. At the same time, the median existing home price increased to 440,600 across the nation. Realtor.com reported that asking prices declined nationally while pending sales continue to rise. In other words, this is not one simple, predictable market. It's highly local, highly fragmented, and much more nuanced. And a nuanced market requires a skilled professional. This is not a market where people only need someone to open a door. They need someone who can interpret what's happening and explain it to them. They need someone who can look at a property and explain why it's been sitting on the market for a long time. And we've had those guys lately. I know that. We've had properties that are just sitting there and there's no explanation. They need somebody who understands pricing beyond simply looking at the last recons. They need someone who can help a buyer decide when to negotiate, when to move quickly, and when to walk away. They need someone who can sit across from a seller and have an honest conversation about price, condition, presentation, competition, and expectations. They actually need a real life, professional, trained, and experienced advisor. And that is an actual opportunity. For those of you that feel scared by that, don't. It's an opportunity to differentiate yourself. When the market becomes more complicated, the difference between an average agent and a true professional becomes much more easier for the consumer to see. Your knowledge matters more, your communication matters more, your ability to negotiate matters more. Your ability to stay calm when your client is emotional matters more. And I want you to underline that one and learn and focus on how to do that. Your ability to follow up without becoming discouraged matters more. And your ability to tell the truth, even when the truth is not exactly what your client wants to hear, matters in a huge way. A professional does not blame the market, a professional studies the market. A professional does not disappear when a listing is not selling, a professional creates a new strategy as many times as it takes. A professional does not tell a buyer, let's just wait until rates come down. A professional helps that buyer understand the entire financial picture, evaluate the available options, and make the decision that's right for their life. A professional doesn't panic when a transaction gets complicated. A professional slows down, gathers the facts, communicates clearly, and leads the people involved towards the solution. And I want to be clear about something else. Being a professional doesn't mean being dead, formal or perfect. It means being prepared, being responsible, and knowing your craft. And it is a craft, guys. This is a craft. And when the market slows down, it becomes more of a craft than ever. It means caring enough about the people you serve to keep learning, to keep growing, and to keep improving your skills. Because your clients do not expect you to control interest rates and inventory the economy or the behavior of the other side, but they do expect you to know how to guide them through those things. And that is where the value shows up and shines. And consumers are still choosing professional representation. According to NAR, 88% of buyers and 91% of sellers recently worked with a real estate agent. People are not saying they no longer need agents, and that's what we are afraid of, aren't we? They're becoming more thoughtful about which agent they choose. So instead of asking why is this market so hard, I wanted to ask a better question. What is this market asking me to become better at? Maybe it's pricing, maybe it's negotiation, maybe it's explaining the market in language your clients can understand. Maybe it's following up with people in your pipeline instead of waiting for them to call you hello. Maybe it's having more direct conversations with sellers whose homes are not getting activity and not waiting, but doing it proactively, maybe as soon as you see that it's sitting. Maybe it's learning how to confidently explain your value before asking someone to sign a buyer agreement. The market will tell us where our skills need work, but we have to be willing to listen and we have to be willing to take action. So here's what I suggest your action step could be for today. Choose one professional skill that would immediately improve your business. Not 10 things, but one thing. And then take a step to strengthen it. Review the reach of sales in your market, practice your buyer consultation. Take a couple of classes. There are videos all over the place. There are classes at your brokerage. And if you need help deciding what classes to take, just reach out to us and we'll guide you in the right direction. Hire a coach that can help you hone your skills. Study a contract provision that you don't fully understand. You know that one clause that you're not sure what it is? It's always the one that comes up to bite us in the butt. So take time and study it. Call a lender and learn more about financing options. Role play a pricing conversation. Follow up with the client you have, follow up with the client you've been avoiding because you don't know exactly what to say. Don't wait for the market to become easier because who knows when that's going to happen. It will, but we don't know when. Become the agent who is better equipped to succeed in the market we actually have. Because easy markets can make almost everyone look good. But markets like this reveal those agents who know how to lead. And that is the good news for the people on this call. This is our time to become more knowledgeable, more intentional, more, more intentional, more communicative, and more valuable. And this is our differentiator. This is the opportunity to stand apart from everyone else. The market is rewarding professionals again. Let's make sure we're the ones that they're paying attention to. So, guys, I ladies and gentlemen, I want to have you to have a beautiful day. Go out there, serve people well because that is what we do. And we'll see you back here tomorrow on the 6 a.m. call. Robin has a mic. We love you guys so much, and we just hope that today is as productive and meaningful, but also restful. Don't forget, it's Jill Summer. Um, so we'll see you tomorrow. Take care.