The Market Doesn’t Lie
Last week, I started something with a group of agents called “Race to Year End.” It’s a simple accountability challenge built around doing the daily activities that actually create business.
We’re only one week in, and something interesting is already happening.
23 contracts written in 5 days.
At the same time, 30 people have dropped out because they couldn’t maintain the daily activity required to stay in the program.
Same program. Same seven days. Very different results.
And it got me thinking about what this market is doing to our industry.
Maybe one of the unexpected things about a difficult market is that it has the potential to make us better.
When business comes easily, it’s easy to get away with weak habits. Follow up can wait. Prospecting becomes inconsistent. We start relying on the market to create opportunities for us instead of creating them ourselves.
And for a while, you can get away with it because the results still show up.
A tougher market exposes those habits pretty quickly. But it also gives you a reason to build better ones.
The agents I’m watching adapt right now aren’t doing anything revolutionary. They’re having more conversations. They’re following up consistently. They’re staying in touch with their database. They’re getting better at what they do.
Most importantly, they’re doing the work even when there isn’t an immediate reward for doing it.
That’s a skill in itself.
Because today’s conversation might become an appointment next month. Today’s follow up might become a listing three months from now. The work and the reward don’t always arrive at the same time. And that’s what I find interesting about this market.
The habits you’re being forced to develop today don’t disappear when conditions improve. You get to take them with you.
So maybe the question isn’t only, “When is the market going to get better?”
Maybe there’s another question worth asking.
“How much better will I be when it does?”
Your assignments this week:
- Write down your three daily non negotiables. The activities that matter enough to your business that they deserve your attention every day.
- Review your follow up list and reach out to five people you’ve been meaning to contact.
- Think about one habit this market has forced you to get better at. Is it something worth keeping even when business gets easier again?
Markets change.
The habits you build can stay with you for the rest of your career.
Have a powerful week ahead.