After being in what RE/MAX President and CEO Nick Bailey calls a “momentum-based market,” many agents are being challenged by the current real estate landscape. But, he adds, the market is becoming more skills-based – and those who are proactive and resilient are positioned for success.
The year ahead was the focus on the latest episode of Keepin’ It Real, where show host Bailey was joined by two top industry coaches, Brian Buffini and Jared James, for a conversation surrounding productivity in 2024.
Together, the trio tackled the question: What’s challenging agents right now – market or mindset?
James believes the year ahead will be the prime opportunity to separate those who are serious about the profession from those who aren’t.
“My message right now to agents everywhere is that your success moving forward is going to be determined by your ability to substitute skill where talent used to be enough,” he said.
“[Serious agents] are going to understand the market. They’re going to work on their skills. They’re going to have a coach. They’re going to be professionals. And, they’re going to be what our market really needs right now.”
Buffini echoes the sentiment of upping one’s game – and consequently finding more customers – to increase business.
Agents right now should be building relationships and connecting with homeowners who want to move up, move out, get a second home, or downsize, Buffini shared.
“Getting listings and generating listing leads – that’s really the key right now,” he said.
Both coaches agree that the low interest rate environment and rapid market activity of the past few years created unrealistic conditions some agents became accustomed to.
“[Agents] have to get back to the fundamentals,” Buffini said. “If you focus on generating listings in the first quarter of next year, you will have a great 2024.”
James adds that technology – and in turn, digital marketing – provides opportunity for agents to get in front of prospective customers rather than waiting for business to come their way.
“The message I would have for everybody is that the bigger the world becomes, the smaller you can make it feel for your community – and the better you’re going to do,” he said. “Transactions are happening everywhere. The only question is whether they’re happening with you.”
Tune in to the latest episode of Keepin’ It Real with Nick Bailey to learn even more tips from real estate experts – like what Buffini predicts the interest rate would need to hit to stir sizable market activity, and why James thinks agents should be getting rejected “every single day.”
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Written by LEAH CURTIS
