​I recently received this question from an agent who received their license in 2022: 

“I have managed to survive the last two crazy years in real estate, but frankly I’m exhausted and don’t know what to expect in 2024. How can I best prepare myself and actually start to thrive?”

This is a super-relevant question and one that most should consider, regardless of how long they’ve been in business. It’s been a roller coaster - low rates, high rates, lack of inventory, inflation - with each having an impact on seller and buyer behavior. Incorporate these five ideas into your plan and you are likely to find yourself doing more than what you thought was possible. 

1. Focus on mastering fundamental sales skills. I could mention over 20 skills that those in our industry may rely upon, but the most important are prospecting, connecting, converting, and negotiating. Think about the buyers you may have assisted in the last few years. Did you really negotiate on their behalf, or did you simply prepare best and highest offers to beat out others? How much time did you spend each week seeking to source new business? Did you script practice, role play, listen to podcasts and read business related books? If not, start NOW. The most successful in our industry are exceptional sales people - NOT customer service representatives. 
2. Pay greater attention to what’s happening from a national economic standpoint and within your local market. You are entrusted to help people navigate six and seven figure transactions and you must commit to being fully informed. Daily you must delve into your MLS so you may better understand inventory levels and pricing; you must also know where rates lie and what programs may be best suited for your buyer clients. Weekly you should be getting into as many homes as possible so you have first hand knowledge of neighborhoods and communities. You should review local business journals to understand which companies may be expanding, hiring, or relocating; this impacts home sales and helps you work more strategically!
3. Track your numbers and monetize your pipeline. You are running a business, and it’s critical that you keep your eyes on your production - and profitability - with consistency. What’s your current active listing volume? What’s the anticipated volume for pipeline sellers? For buyers? What’s the potential income associated with all three? It’s easier to keep your head in the game when you attach a monetary reward to the outcome. Post your numbers in a place where you’ll be reminded of your progress and keep them updated!
4. Incorporate a B2B approach in order to receive ongoing referrals and create consistency. You likely spend your time looking for buyers and sellers, but have you considered connecting with those who influence them? Each and every month, homes owned by those who have passed, are aging, divorcing or experiencing financial hardship must be sold - regardless of market conditions. Attorneys, retirement advisors, and assisted living or nursing home admission counselors are people you need to get into relationship with. Don’t forget to create connections and nurture relationships with out of area agents, too -  there’s enormous opportunity for referrals as people continue to move in and out of state. 

Work smarter, not harder, with a mindset of abundance and opportunity. While it’s important to be informed, it’s equally as important to be pragmatic. Don’t allow the media, influencers or even other agents create internal fear or scarcity. Avoid gloom and doom like the plague. Seek to expand your network and promote your area of expertise. I’ve seen those who stick to good habits, adapt and respond to market conditions, and surround themselves with other positive, successful people increase their market share and income exponentially in a single year - and you can, too!

I'll make this short and sweet. 
It's hard to believe that we're approaching the halfway point in the year! I have spoken to so many agents and loan officers concerned about their YTD production and the fear they have around finishing 2023. Does this resonate with you?
Please don't allow yourself to lose hope - it's time to double down and commit to making big gains in the months ahead!
Football games are never won in the first two quarters. At halftime, a break is taken, a breath is taken, and then it's time to reassess. What plays failed to work? How did the competition show and up and defend themselves? What strategies must be implemented in order to come back strong and win? I'm suggesting that you do the same, starting NOW. 
This market has presented some enormous challenges and the majority of them are out of your control. Here's what you can control: your mindset, your activities, your flexibility, and your "plays". Stop expecting your SOP (standard operating procedures) to provide the same results as years past. Stop believing the crazy notion that you can MAKE people buy or sell (but you can promote the benefits and how to help them get what they want.) Stop praying for miracles and a Hail Mary. Instead, study your market, assess your competition, and acknowledge the behavior being demonstrated by buyers and sellers. Seek alternatives to structuring deals, increase your visibility, and try the new and untested. Be bold in your approach and confident in your delivery. Enhance your offerings, increase your skills and knowledge, and spread the word. You may not be able to change the market but you can certainly change YOU.
It's time to get back to the field - so suit up, show up, and win!

I sold a lot of real estate when I got started in the business and the truth is I did it without ever making cold calls, knocking on doors, or sitting floor time for my broker. In fact, I was largely ignored and ran on instinct and intuition, choosing to do what felt good and comfortable to me. However, my feet did hit the floor each morning with intention and here's what I learned: you'll never be happy - even if you make a lot of money - doing the stuff that you hate. You simply need to engage in a number of activities to discover where your time and efforts are best spent. Once you do, be all in!
I have carried this belief into my role as a coach and consultant. You possess your own magic, secret sauce, and value proposition, and I believe it's my job to help you discover where your strengths lie. Mediocrity and the same old, same old doesn't create significance and doesn't set you apart. Be you, Boo! Our industry and your market needs what you've been divinely designed to provide!