How to Keep Your Mojo in a Down Market as a Realtor

Negative news and difficult markets can affect your business and your attitude. Here’s how to stay focused on the positive.

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As a solo agent, how do you prepare for what’s to come? We certainly see a change. Depending on how you define the start of this turn, there are already notable elements in play right now.

This isn’t the first change we’ve seen either. There was the 2008 recession, of course, and a further leap back: you have the 1991 accident. I was an agent at the time, trading in the Sacramento market when the metaphorical ceiling of the market collapsed. Two Air Force bases and the Army depot closed in the local area.

Overnight, tens of thousands of base-linked civilian jobs and service members left the community. There were suburbs where every house had a for sale sign. You would show a house knowing that there were 100 similar houses going on the market the next day.

In 2022, we’re not headed for apocalyptic scenes like these, but that doesn’t take away the stress, uncertainty, and potential panic.

So how do agents stay on top of things and keep their heads on their shoulders, even when they’re pivoting?

Stay out of the hype

Life will go on and all the functions that life entails, births, deaths, marriages, divorces, relocations and more. Housing, or shelter, a basic human need, will remain a stalwart regardless of what your social media feed may tell you.

Bad news and more bad news can quickly become the mantra. Stay away from this. Take your time and focus on yourself, what you can do and what it will help you practice, not the “What ifs”.

The positive

It’s easy to walk into a space where you want to quit because of all the noise around you. Stay focused on the positives.

When the market tightens, sellers will look for experienced agents. This means that more sellers and buyers will start relying on you, the agent, to help them. So stay positive and keep growing and promoting the value of the services you can offer.

Positivity is a daily reminder to deliver to all customer touch points. Continue to highlight your value proposition and why you are trustworthy in an uncertain market.

Systems, processes and efficiency

Agents who have spent time improving and improving the operation of their business will do well during this period and in many cases can take more business. Conversely, agents who don’t have a trading machine going are really going to start feeling some pain.

Take care of your mental health

There will be increasing pressure on your business, your finances and most likely your personal life.

I am all too familiar with the struggles of mental health, having fought my own personal battle with it in the past, coming out stronger and better at the end. I strongly believe in the power of physical exercise as a way to prevent mental health problems. Get active.

Also, turn off sensational media content. This can be your news on TV or on social media.

Avoid workspaces that inspire negativity

Unfortunately, this could be your office, and it could even be the people you choose to surround yourself with professionally.

Focus on long-term goals, rather than what’s between now and the next six months.

Make your office a breeding ground for inspiration, positivity and productivity. Agents will need you to show leadership over the next period.


It’s important to remember that this all looks different for everyone, but the main goal is the same: if you take care of yourself, then take care of your business. A key thing to remember is that regardless of changes and changes, keep investing in and nurturing your systems, both professionally and personally.

James Becker has over 25 years in real estate, mortgage and business development. Currently, he is the founder and CEO of Fusion Growth Partners. Connect with him Facebook or Linkedin.

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