Last week I was sitting in a ballroom at the Thrive Broker Summit. The energy was solid. Agents from all over Socal taking notes.
Reconnecting with some of the OG’s of the re.net, swapping stories.
Then, an economist took the stage – Dr. Crhistopher Thornberg. He was sharp, witty, and incredibly technical, but somehow still funny.
And in one simple chart, he confirmed what every agent in the room has been feeling …
This market is one of the most difficult we’ve ever seen.
Rates are high.
Inventory is low.
And the number of agents who’ve closed a transaction this year? Lower than most would like to admit.
But he didn’t just leave us there. He followed with this:
Every cycle has winners. The question is: what are you doing right now to earn it?
So let’s get into it …
What’s Working Right Now
Here are five foundational and modern strategies agents are using to not just survive this market but build long-term leverage from it.
Reconnect With Your Database (Yes, Again … I’m going to keep hammering this one home)
You’ve heard this one before but now’s the time to actually do it.
The agents winning right now aren’t just emailing listings. They’re calling past clients. Hosting coffee catch-ups. Sending personalized videos.
Modern twist: Use video email tools like BombBomb or Descript to record short “just thinking of you” messages. You’ll stand out immediately.
Dominate One Local Channel (Not All of Them)
This is not the time to be everywhere. It’s the time to go deep.
Pick a hyperlocal farm, a Facebook group, or even your neighborhood and show up consistently.
Modern twist: Use AI tools like ChatGPT to generate market reports or neighborhood-specific content. Add your voice and publish weekly to own that space.
Offer a Modern Buyer Presentation
If you’re still showing up to buyer consults with nothing but a handshake and a smile, you’re losing.
Buyers are confused and scared. You need to educate, reframe, and show them how to win.
Modern twist: You need to build a better buyer presentation. Walk them through market data, offer strategies, and buyer agency with clarity and confidence.
Mike Novak has a pretty epic training resource on how to do this here:
The Proven 4-Step System To Close More Buyers, Scale Faster, and Work Less
Watch his presentation from our Ylopo + FUB Success Summit here: Dominate Your Buyer Process.
Shift From Selling To Advising
People don’t need pressure. They need perspective.
Top agents are positioning themselves like wealth advisors. They help clients understand when and why to move, even if the answer is not right now.
Modern twist: Use tools like Homebot or RealScout to keep clients informed. Stay in their lives with value, not urgency.
Build Now, Benefit Later
Smart agents are playing the long game.
They’re investing in content, relationships, and systems even if those efforts won’t pay off tomorrow.
Because they will pay off when the market shifts.
Modern twist: Record a weekly YouTube short or IG Reel that answers a market question. Share your point of view. Build trust now. Conversions will come later.
Jeb Smith was one of our speakers at Real Estate Video Blueprint this year … he has executed this to perfection by doing one simple thing, staying consistent. He’s grown his YouTube channel to 121k subscribers!
The Short of It
This market is tough. But it’s also revealing.
Agents who show up consistently, lead with trust, and combine fundamentals with modern tools are setting themselves up for the next chapter.
Happy Monday, hope you have an epic week!
P.S. You’re going to hear me talk a lot more about this as we gear up for this year’s D.R.E.A.M. Summit in September, and for good reason.
If you’re serious about leveling up your business, building relationships that matter, and getting real about what it takes to win in this market, this is the room you want to be in.
We’re bringing together some of the most respected and forward-thinking voices in real estate, leadership, and personal growth for an unforgettable experience in Southern California.
No fluff. Just real talk, real strategy, and real momentum.
