Episode 070 - A Cooler Market: Doing the Hard Things

The subject on everyone’s mind right now is all the different ways the real estate market has been changing. Not to beat a dead horse, but we’re moving from a bullish market where sales and transactions moved at an extremely high pace, to one that aligns more with what we might call a normal market. We’ve talked about it before, and until things settle down, we’ll keep talking you through it. On this episode, we’re talking about going back to the Hard Things, but don’t let the name scare you! It’s really best practices that might have fallen to the side while things were moving so quickly.   So what are the hard things? We’re going through them bit by bit, and both Steve and Bernie have some perspectives that they’ve found over the course of their careers. Things like open houses, nourishing your client base, improving your marketing, these are those practices that are those necessary things agents will need to get used to again in a cooling market. But things are shifting and advancing, and there are outside of the box ideas to make these “hard things” work for you.   “The chaos wasn't really chaos, the chaos was that we didn't have to work very hard to bring a consumer into our game; they were joining our circle on their own. Now we're in an environment where you need to bring some skills to the conversation, you need to have conversations that are emotionally intelligent and connect with your clients to help them.” – Bernie   “Most of our listeners are probably 10 years or less in the business, and there's a lot of things that you've never seen put in place in a market that is a shifting market. We need to be more educated  and practice using that education.” – Steve   “Are you having elevated conversations? How are you having purposeful and intentional conversations? What's the one consistent thing that you do in your business? Everybody that is listening right now, I would ask you to take out a piece of paper and write down one thing you do every single day in your business.” – Bernie   “I think ri