When the real estate market becomes more difficult, not all agents will have what it takes to make it through. The ones who are able to survive and actually thrive are those who have a firm and foundational understanding of, and skill in, real estate sales. Basically, it all comes down to whether or not you can continue to set appointments, and whether or not you can convince the people meeting with you to actually work with you.
Trust me, there are still plenty of appointments to be had, even in a tough real estate market. There are still people moving and still people buying and selling homes. The only difference is that you may have to work a little bit harder to get them to work with you. In more difficult times, it pays to go back to the basics and make sure you have a solid foundation. In this article, we cover five tips and strategies to help you succeed in ANY market.
- Perfect your introduction to get the conversation going
- Focus on your follow up or lose the lead
- Ditch outdated real estate sales tactics
- Be direct and specific on your calls
- Craft a power statement that sets you apart
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Perfect your introduction to get the conversation going
In a tough real estate market, most agents lose out before the conversation even starts. The usual scripts are stale and sound like cold calls. Instead, use a customized opening line that immediately tells your lead why you’re calling and what’s in it for them. This simple shift shows confidence and clarity—two things prospects are far more likely to respond to. You only get a few seconds to make a connection, so skip the fluff and get to the point.
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Focus on your follow up or lose the lead
Real estate sales don’t often come from the first touch. Follow up is where the deal lives or dies. Most agents either stop too soon or send the same message repeatedly. Effective follow up means staying relevant to your lead’s current situation. Adjust your message to match their timeline, preferences, or concerns. If you’re not sure what to say, reference something specific from your last conversation. This is where real estate training can make a major difference—systems and strategy matter just as much as the hustle.
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Ditch outdated real estate sales tactics
Today’s buyers and sellers are savvy. They can smell a script from a mile away. Old school tactics like high pressure closes and vague promises don’t work in a competitive or slow market. Instead, focus on conversations that add value. Educate, listen, and offer solutions based on your prospect’s actual needs. That builds trust—and trust leads to appointments and contracts. The best real estate agents today aren’t “selling” in the traditional sense. They’re solving problems.
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Be direct and specific on your calls
One of the fastest ways to get stuck in a slow market is to be too vague. If your call-to-action is soft or unclear, your lead won’t move forward. Want to get more real estate appointments? Offer a specific time slot, explain what the appointment will cover, and emphasize the benefit to the client. And above all else, don’t forget to actually ASK for the appointment. Real estate sales pick up when your calendar is full. It won’t fill itself. Be proactive and confident when asking for the meeting.
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Craft a power statement that sets you apart
A power statement is a short, punchy way to explain what you do and why you’re different. It’s not just about your brokerage or your years in the business. It’s about what you help clients achieve. In a tough real estate market, your power statement should speak to their biggest concerns and quickly show that you’re the right person to guide them. Here are some examples:
Example #1:
“My team and I specialize in buyer representation and expert negotiation. On average, our clients pay 7% less than other buyers and spend half the time searching for the perfect home. That means you find the right home faster, save money, and avoid common buying pitfalls.”
Example #2:
“With my 15 years of negotiation experience, I’ve helped my clients win 8 out of 10 competitive offer situations—securing the right home at the right price without overpaying or accepting poor terms.”
If you want to maximize the number of appointments you can set, then our 12 week bootcamp is the real estate training program for you. It is designed to teach you the art and science behind getting your prospects to say “Yes” to an appointment with you. I know the market is down right now, we are all feeling it. The only thing we can do is get out there and find more business. Let us teach you the easiest, most convenient and most successful way to do it.
Grab a time on my calendar here to chat about the bootcamp and whether it’s right for you: https://calendly.com/sis-sales/bootcamp-solo