Neither the Federal Reserve nor St. Joseph Will Save Housing This Year
This summer, some strange ideas are floating around the housing industry: that the Federal Reserve must “do something” to revive housing, or that burying St. Joseph in the yard will magically sell a listing. This week it got stranger, as the federal government said it might declare a “national housing emergency” and do something-something to fix something-something.
Yet none of these things are necessary.
Why? Because even without government interference and divine intervention, more than 4 million homes will sell this year. That’s a lot of moves, and a lot of transactions, and a lot of opportunity. Certainly more than enough for you to have a great year:
If you choose.
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Remember the Housing Market of 2008?
I remember teaching an all-day sales class during the worst financial crisis since the Great Depression (certainly a lot worse than conditions today). The economy was a mess, credit went from carefree to impossible, and fear was everywhere. And yet…
4.12 million homes sold that year!
It was not because interest rates dropped. They averaged 6.23%, about the same as today. It was not because of government policies, industry tricks, or even divine intervention. Homes sold because some agents decided they would sell them. They adjusted their strategies, leaned into new tools, worked harder on negotiation skills, and stayed present for their clients.
Most importantly, the successful salespeople refused to wait for someone else to “fix” the market.
A Tale of Two Attitudes
That day, at lunch, a student approached me and whispered, “The market’s a mess. Everything you’re talking about is just too much. I’m thinking of sitting this out until the market comes back.” Then she walked away.
As I stood there a bit depressed at what I’d just heard, another salesperson who’d overheard stepped over, placed her hands firmly on my shoulders, and looked me in the eye. “Don’t listen to her. Give us everything you’ve got. I won’t let this market stop me.”
Then she hugged me.
That moment comes to mind when I read headlines these days, or scroll social media where agents are grasping for magic lamps. That day, one person surrendered; the other chose courage. That is the choice in front of us every day:
Sit it out, or step it up!
Succeed By Example
Your colleagues and clients face the same frustrations and temptations today.
Many are hoping the Fed will wave a wand, or some miracle artificial solution will appear. Some hide their listings in private networks. Others cut their prices, hoping volume will make up for it. But the truth is simple:
More than 4 million consumers and agents will take bold action this year, too.
And someday, those buyers and sellers will look back and thank you for helping them make a wise — and timely — decision by leading by example.
The St. Joseph Moment
When I came back from lunch that day, a small St. Joseph statue was sitting on my laptop. I wondered who had put it there. Then, I had an idea.
I held it up to the class and asked: “Shall we wait for him to fix the market, or get to work ourselves?”
From the back of the room came a quiet but powerful answer: “I don’t think St. Joseph would bury his own head in the sand.”
The class broke into laughter. The mood shifted. We got back to work. And we built strategies that carried people through that year and beyond, to times like today —
And opportunities we can create all by ourselves.
—M
Did you like this story? If so, please give it a ❤️ or leave a comment. And keep reading, for a list of ways to fire up your own market, starting today. 👇
10 Ways to Fire Up Your Sales Before the End of the Year
1. Double Your Value, Don’t Halve Your Fee
Idea: Stop negotiating from fear. Clients don’t want less of you; they want more of you.
Instructions: When the fee question comes up, pivot away from price and back to your value. Walk them through your marketing plan, your negotiation track record, and your community expertise. Rehearse the words: “Let me show you again how I’ll help you win.”
Example: One agent I coached created a one-page “value recap” sheet she leaves behind at listing appointments. It highlights her last five sold listings, their days on market, and the above-asking results. Clients rarely argue with data plus confidence.
Watch: Your Invaluable Proposition [60 minute free webinar recording]
