If you’re a real estate leader, you already know: this isn’t just a tougher season, it’s a total reset. The playbook that worked in 2021, or even in 2024, doesn’t apply anymore. 

Transactions are down, costs are up, and you’ve had to make brutal calls. Cutting team members, letting go of support staff, going back to solo production just to keep the lights on. 

These are some of the challenges many are facing right now. In this market, it’s not just about scaling back, it’s about survival. 

The truth is: you’re not alone, and you’re not doing it wrong.

Today’s market doesn’t reward the most charismatic, the flashiest, or the ones with the biggest teams. It rewards those who can meet the moment, leaders who stay in reality, adapt quickly, and keep moving forward even when the path isn’t clear.

How can leaders map the way forward in this challenging market? Do newer agents have the upper hand? How can we deal with slow-moving inventory? 

In this episode, we’re joined by real estate coach, industry leader, and expert, Holly Mabery. Holly shares what it takes to lead in today’s market, why old strategies are breaking down, and what high-performing agents and team leads are doing differently. 

Guest Bio

Holly Mabery is a Coach, Trainer, Speaker, and the Senior VP of Brokerage Operations at eXp Realty. With over 25 years of experience in brokerage leadership, compliance, and professional development, Holly is known for building agent-centric systems that drive both innovation and operational excellence.

She works closely with state brokers, leadership teams, and support staff to ensure eXp’s cloud-based model delivers world-class service while upholding the highest professional standards. Holly is also a passionate educator and speaker, regularly training agents on navigating market changes, mastering compliance, and building resilient, sustainable businesses. Her leadership blends big-picture strategy with boots-on-the-ground experience, making her a trusted voice in real estate transformation. Connect with Holly ​​https://www.linkedin.com/in/hollymabery/. 

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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