For the last few years, this industry has been hoping for things to "go back to normal."

We've been waiting for rates to drop, inventory to come back, and transactions to pick up.

Agents want this business to feel the way it used to.

And now that it's a new year, a lot of that hope has reset again. People believe that this will be the year things finally turn around.

But what if what's happening isn't just a bad stretch? What if uncertainty really is the new normal?

How do we stop asking if the market will get better and start focusing on succeeding if things stay exactly the same?

In this episode of The 13%, three real estate leaders talk about why hoping the market gets better isn't a strategy, and what to do instead.

In This Episode:

• Leigh Brown on accepting reality without becoming cynical or disengaged.

• Kimberly Ryan on how to stop outsourcing your mindset to the market.

• Jason Waugh on staying focused when uncertainty is part of the job.

About Your Hosts

Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry.

Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today's dynamic marketplace.

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