Why You'll Still Succeed in a Normal Market

You're going to be just as successful as ever. Here's why.

To my real estate friends, repeat after me: A market in which a home doesn't get 20 over-priced offers in the first 12 days ISN'T broken.

It's just NORMAL.

And: a market filled with smart, trained and well-supported professionals who prepare their clients for a NORMAL market will also have one your best years ever!

Let me tell you why.

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We’ve been here before

Many people around you have been here before: like my mentors Darryl Davis, and Dan Elzer who have coached agents in all sorts of markets. My amazing friends Mike Staver and Debbie Maier and Garrett Frey who help thousands of leaders pivot and grow regardless of market surprises.

And your office managers, favorite trainers, franchise presidents and independent company owners who ceaselessly invest in your future. MLS executives and REALTOR® Associations who advocate on your behalf. Hundreds of industry partners who didn't just "show up in your feed" with "secret hacks" this week —

They’ve been supporting for you all along.

They have been here before, and they’re still here. They’ve collected the best practices and organized the best tools and prepared the best lessons for one reason:

To help you succeed in NORMAL markets just like today.

There’s a market for everyone. Pick yours! © Matthew Ferrara.

Normal Times need Normal Approaches

Trust me: You don't need to rearrange the furniture according to psychic forces or bury statues in the yard or pray to the oracles of AI to achieve your goals this year.

Nor should you freak out when a new listing hasn’t received the perfect offer in a mere 12 days. Or 20. Or even 50.

A balanced market might be more like 90 days in 2025; or a little longer or a little shorter. Those of us who have been here before know that patience comes with the territory. And for those who have never experienced a normal pace before: you may need to adjust your expectations, and those of your clients. If you joined the industry in the last decade, you’ve only experienced an “upward curve” of prices and sales and demand. You might even remember after the pandemic when the mere hint of a new listing brought in a pile of offers.

That was almost four years ago. And trust me, it wasn’t normal.

Client-Market Balance

Think of it like work-life balance, except this is called “client-market” balance.

A market where it takes a little time - maybe 70-90 days - to sell a home. That’s the historical norm for selling big, complex items like homes, with a transaction of many stages, many moving parts, and hundreds of pages at the closing. The market isn’t falling apart if it doesn’t happen in 24 hours (or even 2,160 hours).

In life, many good things take time.

Plenty of Opportunity in a Normal Market

In a normal market, you’ll need to take more steps to make things work. Like taking a little longer for marketing and staging and responding to leads, with full sentences and a gracious attitude. Like negotiating without demanding and making concessions in partnership and talking to people, even on the phone (gasp!). Adding "send highest and best in the next 24 hours!" to the MLS won’t cut it in a normal market.

It takes more than a few minutes to give everyone a square deal.

So how many deals do you want this year?

Because this NORMAL market is already selling 9 homes a minute, over 12k a day, and heading for more than 4 million this year. I’m pretty sure whatever number you want will be available in that size market. Certainly plenty for you and your clients to find the success they desire. Most of them only need one.

Just remember, in a normal world of sales:

It will take more than one ad.
It will take more than one open house.
It will take more than one price adjustment.
It will take more than one social media post.
It will take more than one conversation with colleagues.
It will be a NORMAL market and it won’t be a problem.

Because, no matter what it takes, you’ll have what it takes - with the help of so many resources all around you.

How can I be so confident? Because I've been here multiple times in 33 years.

I've seen recessions, financial meltdowns, new competitive models, new technology, pandemics, interest rate fluctuations, government credits, lawsuits and even murder hornets try to stop us.

They haven't; and they won't, even in a normal year.

The most important thing to repeat to yourself every day is:

You've got this.
Normally!

Hey Normal Readers! Want some goodies to boost your sales, marketing and growth this year? Here’s are some of my favorite digital downloads and THREE free 60-minute webinars at your convenience (available to upgraded subscribers). Just Scroll down 👇