NAR NXT, The REALTOR\u00ae Experience<\/a>, in Anaheim, Calif., veteran trainer David Knox, president of David Knox Productions Inc., outlined seven ways brokers and managers can help their agents through today\u2019s tumult.<\/p>\n\n\n\n1. Get Back to the Fundamentals<\/h2>\n\n\n\n
Spend time with your agents. \u201cJust have coffee with them. Ask them about their families. They are starved for your attention,\u201d he said, noting that in his findings, the number one request from agents of late was not more technology or resources, it was time with their brokers, owners and managers.<\/p>\n\n\n\n
Remind your agents that, regardless of market volatility, interest rates or any other variable they might be worried about, these three points are time-tested and still true today:<\/p>\n\n\n\n
People move. Agents need to see what that looks like in your market, Knox said, because right now, they\u2019re reading the headlines like everyone else, and it\u2019s scaring them. Show them the data.<\/p>\n\n\n\n
People still use real estate agents. The National Association of REALTORS\u00ae\u2019 latest data shows that 89% of home buyers used a real estate agent when purchasing their home. Despite anything speaking to the contrary, real estate agents are still an integral part of the home buying and selling process. Remind your agents of that, Knox said.<\/p>\n\n\n\n
Life circumstances change. Children are born. Loved ones pass on. Children grow up. Life\u2019s circumstances change, and people have to upsize, downsize or offload properties on their own timelines, no matter what the market is doing.<\/p>\n\n\n\n
To know what\u2019s going on in people\u2019s lives, agents need the fundamental skill of engaging in two-way communication, Knox said. \u201cConversations precede transactions. Make sure your agents are having two-way conversations with people.\u201d Relationship-building is a necessity in a slow market. \u201cCall clients and thank them. Invite clients or prospects to something. Give them useful information on what\u2019s going on in the market.\u201d<\/p>\n\n\n\n
2. Step Up Marketing<\/h2>\n\n\n\n
With so much negativity and catastrophizing circulating, make sure your agents know the importance of circulating a positive message. And when it comes to social media, tell agents to ensure that whatever they\u2019re posting, it\u2019s valuable to their audience.<\/p>\n\n\n\n
3. Go Back to Meetings and Training<\/h2>\n\n\n\n
You can\u2019t build the office culture you want online, Knox said. It has to be done in person. Even virtual offices can host in-person meetings at a Starbucks or a local staple, and agents want to get together.<\/p>\n\n\n\n
Knox suggested putting new agents and seasoned agents in different rooms and different training tracks altogether, because they don\u2019t need the same experiences.<\/p>\n\n\n\n
In training and coaching situations, get specific on what your agents want out of their careers, how they want to reach those goals and why those goals are important to them, he said.<\/p>\n\n\n\n
4. Have a Live Training Component<\/h2>\n\n\n\n
Rather than automating all of your training materials through videos, handouts or PowerPoint presentations, add in a live component. Bring in a presenter from an ancillary service or have one of your agents lead a presentation.<\/p>\n\n\n\n
5. Role-Play With Your Agents<\/h2>\n\n\n\n
Most agents hate it, Knox said, but time and again, the feedback he gets from role-playing is that it\u2019s a source of some of the greatest growth for agents. If they\u2019re dealing with an issue or walking into a new situation, role-playing the scenario will help them get comfortable.<\/p>\n\n\n\n
\u201cThey have to perform the skill for the first time somewhere,\u201d he said. \u201cWould they rather do it with you in the office, or would they rather do it out in the field in front of a client?\u201d<\/p>\n\n\n\n
6. Help Agents with the Numbers<\/h2>\n\n\n\n
Don\u2019t let your agents get caught up in negative concerns around interest rates and pricing. Instead, make sure the message they believe\u2014and the one they\u2019re spreading\u2014is rooted in reality. Show them the potential benefits and opportunities of the current market, and make sure they can articulate that to clients.<\/p>\n\n\n\n
But remember that too much time wrapped up in the numbers bypasses the most important and most fundamental factor about real estate: \u201cHome is where the heart is and home is where people find their security and raise their families.\u201d Numbers are secondary to that fact, Knox said.<\/p>\n\n\n\n
7. Manage the Inventory You Have<\/h2>\n\n\n\n
If a listing has gone stale, take action, whether that\u2019s a price adjustment, property enhancement, or marketing to a wider buyer audience. Make sure you\u2019re taking care of the inventory you have right now. Extend your contracts into January. Whatever you do, make sure that what you have on the books right now is moving the best it can.<\/p>\n\n\n\n
<\/p>\n\n\n\n
National Association of REALTORS\u00ae
Reprinted with permission<\/p>\n","protected":false},"excerpt":{"rendered":"
If you\u2019re a broker or manager, your agents need your time, attention\u2014and rational thinking. Many real estate agents today are in need of intentional, hands-on help from their brokers. It\u2019s easy to get caught up in the unknowns of the market and unrest in the industry, and without strong leadership, agents might flounder and catastrophize. … <\/p>\n
Continue reading<\/a><\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[16,8],"tags":[5,32,4,9],"class_list":["post-25091","post","type-post","status-publish","format-standard","hentry","category-news","category-real-estate-tips","tag-anthony-didonato","tag-news","tag-real-estate","tag-tips","item-wrap"],"yoast_head":"\nWays to Guide Real Estate Agents Through the Market - Real Estate Agent and Sales in PA - Anthony DiDonato Broomall, Media, Delaware County and surrounding areas in Pennsylvania<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.anthonydidonato.net\/wordpress\/ways-to-guide-real-estate-agents-through-the-market\/\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"admin\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"4 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/www.anthonydidonato.net\\\/wordpress\\\/ways-to-guide-real-estate-agents-through-the-market\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.anthonydidonato.net\\\/wordpress\\\/ways-to-guide-real-estate-agents-through-the-market\\\/\"},\"author\":{\"name\":\"admin\",\"@id\":\"http:\\\/\\\/www.anthonydidonato.net\\\/wordpress\\\/#\\\/schema\\\/person\\\/964792b6994e8cc4cbddc36ad4824908\"},\"headline\":\"Ways to Guide Real Estate Agents Through the Market\",\"datePublished\":\"2025-08-06T14:13:46+00:00\",\"dateModified\":\"2025-08-06T14:13:49+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/www.anthonydidonato.net\\\/wordpress\\\/ways-to-guide-real-estate-agents-through-the-market\\\/\"},\"wordCount\":836,\"publisher\":{\"@id\":\"http:\\\/\\\/www.anthonydidonato.net\\\/wordpress\\\/#\\\/schema\\\/person\\\/964792b6994e8cc4cbddc36ad4824908\"},\"keywords\":[\"Anthony DiDonato\",\"News\",\"Real Estate\",\"tips\"],\"articleSection\":[\"News\",\"Real Estate Tips\"],\"inLanguage\":\"en-US\"},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/www.anthonydidonato.net\\\/wordpress\\\/ways-to-guide-real-estate-agents-through-the-market\\\/\",\"url\":\"https:\\\/\\\/www.anthonydidonato.net\\\/wordpress\\\/ways-to-guide-real-estate-agents-through-the-market\\\/\",\"name\":\"Ways to Guide Real Estate Agents Through the Market - 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