Let’s be honest—most agents today are underprepared.
And it’s not their fault. Nearly 70–80% of real estate agents haven’t been in the business long enough to have sold through a market like this.
They don’t know how to handle price drops, buyer fear, or rising inventory.
But what is your responsibility as a broker is to train them now—or risk losing momentum, clients, and reputation.
🔍 Here’s What You’re Up Against:
- Inventory is doubling in places like Alberta and Calgary.
- Sales are down 15% in Columbus.
- Chicago listings are up 35% in just 30 days.
- And sellers? They still expect bidding wars.
Unless your agents know how to manage in this climate, your business is exposed.
MOST Agents Have No Script for This Market
Agents don’t know how to explain:
- Why price reductions are necessary
- Why listings are sitting
- Why buyers are afraid—and how to reframe it
If you haven’t been in the market 15 years, respectfully, you’re brand new. Your agents likely don’t know how to communicate in a downturn. And they’re not equipped to lead buyers back to long-term thinking.
- A Clear Buyer Communication Strategy
Help your agents shift clients from short-term fear to long-term vision. Show them ROI over 10–40 years.
In Canada, a $104K down payment turned into $287K profit over 10 years—14.21% annual return, and you got to live there. Even in “underperforming” cities like Erie, PA, real estate went up steadily over 40 years. Buyers need to hear that before they walk into a showing. - Set Weekly Seller Check-ins—Starting at the Listing Appointment
If your agents aren’t regularly calling their sellers, you’re the one who’s going to get the frustrated messages. Set expectations early. Normalize the idea of price adjustments upfront. - Teach Nancy’s Rule for Price Adjustments
Nancy Dykeman is a real estate legend—licensed in 1972, still active in Central Florida and The Villages, and she’s navigated more market cycles than most agents even know existed. Her advice is direct and battle-tested:
- No showings? Drop the price by 10%.
- Showings but no offers? Drop it 5%.
Her formula works and it’s a powerful way to train newer agents who’ve never had to have tough pricing conversations before. Let them borrow Nancy’s voice until they find their own.
- Stop Selling Homes—Start Selling Real Estate
Today’s consumers are overloaded with short-term news. Your agents need to reframe the conversation: This isn’t just about buying a house—it’s about building wealth over a lifetime.
Real estate goes up. Not always in the short-term—but always over the long-term.
Broker Leadership Isn’t Optional—It’s the DifferencE
This isn’t good news or bad news—it’s just the market. Our job is to solve problems.
But today’s agents don’t even know what problems they’re facing unless you guide them. Your job now is to prepare them for a market that most have never seen—and build their confidence to lead clients through uncertainty.
If your agents are struggling to price, to lead, or to convert in this market—it’s not just frustrating. It’s dangerous for your business.
Let’s fix that.
Join me for a free discovery call where we’ll:
✅ Talk through what’s happening in your market
✅ Identify the biggest gaps in your team’s mindset and communication
✅ Share insights to help you lead with clarity, not confusion
You’re not alone in this. And you don’t need to figure it out alone either.
