There’s no question that the real estate market has shifted.
Global events have impacted consumer confidence, and that shift is now being felt across the country. Markets that were once surging, particularly in Western Australia and Queensland, have experienced a sudden change. Others that were already soft are now feeling increased pressure.
In times like this, results don’t come from the market; they come from leadership.
If your goal is to run a profitable, high-performing sales team, there are critical actions you must take immediately to ensure your people are equipped, confident, and focused.
Here are five steps to help you maintain control and lead through a shifting market:
In a changing market, skill becomes the ultimate differentiator.
Whether this shift lasts months or years is irrelevant. What matters is your team’s ability to perform right now.
Focus training on three core areas:
• Accurate property pricing
• Contract negotiation between buyers and sellers
• Coaching sellers from “for sale” to “sold”
If you’ve led through a market like this before, bring those experiences forward. Share real examples. Run role plays. Build confidence through repetition.
Prepare your team for today’s market, not yesterday’s.
Profitability isn’t just about generating income; it’s also about protecting it.
Strong markets often lead to unnecessary spending. Now is the time to cut it.
Ask yourself:
• What expenses have we accumulated that we don’t need?
• What can we cancel immediately?
• What contracts can we renegotiate or exit?
Go line-by-line through your expenses. You’ll likely uncover subscriptions and costs that no longer serve the business. Small savings compound quickly.
Discipline in your spending now will determine your resilience later.
Not all listings are equal in a shifting market.
Some sellers will still achieve strong outcomes, and others won’t. Your job is to identify who needs to sell, and prioritise accordingly.
Review your current stock with your team:
• Which sellers are genuinely motivated?
• Who must sell due to timing or circumstance?
A sale today may be lower than it was weeks ago, but it could be significantly higher than what’s achievable in the months ahead.
Focus your energy where outcomes are still possible.
When confidence drops, passive marketing becomes less effective. Potential sellers hesitate. They wait. They watch. That’s why prospecting becomes critical.
Your team needs to:
• Get on the phones
• Have real conversations
• Understand people’s plans and motivations
In many cases, a softer market creates opportunity, especially for those upgrading. Lower competition and reduced changeover costs can work in their favour.
Find the people who are considering selling, and create opportunities to present.
In a shifting market, conversations create transactions.
Your leadership matters most when conditions are uncertain. Your team will take their cues from you. Your energy, your focus and your standards will all be watched.
Stay connected:
• Check in daily
• Coach in real time
• Provide clarity and direction
Support builds confidence. Confidence underpins performance.
Good teams survive shifting markets. Great teams thrive in them.
Recently, Smartre Training streamed a live training session to our members focused on leading through a shifting market, expanding on the strategies outlined above.
Many members reported taking actions from the session and turning them into results. A few reported sales later, that same day, they wouldn’t have otherwise achieved.
If you’d like access to the full session to share with your team, email us at connect@smartretraining.com.au, and we’ll send you the recording.
There’s no question that the real estate market has shifted.
Global events have impacted consumer confidence, and that shift is now being felt across the country. Markets that were once surging, particularly in Western Australia and Queensland, have experienced a sudden change. Others that were already soft are now feeling increased pressure.
In times like this, results don’t come from the market; they come from leadership.
If your goal is to run a profitable, high-performing sales team, there are critical actions you must take immediately to ensure your people are equipped, confident, and focused.
Here are five steps to help you maintain control and lead through a shifting market:
In a changing market, skill becomes the ultimate differentiator.
Whether this shift lasts months or years is irrelevant. What matters is your team’s ability to perform right now.
Focus training on three core areas:
• Accurate property pricing
• Contract negotiation between buyers and sellers
• Coaching sellers from “for sale” to “sold”
If you’ve led through a market like this before, bring those experiences forward. Share real examples. Run role plays. Build confidence through repetition.
Prepare your team for today’s market, not yesterday’s.
Profitability isn’t just about generating income; it’s also about protecting it.
Strong markets often lead to unnecessary spending. Now is the time to cut it.
Ask yourself:
• What expenses have we accumulated that we don’t need?
• What can we cancel immediately?
• What contracts can we renegotiate or exit?
Go line-by-line through your expenses. You’ll likely uncover subscriptions and costs that no longer serve the business. Small savings compound quickly.
Discipline in your spending now will determine your resilience later.
Not all listings are equal in a shifting market.
Some sellers will still achieve strong outcomes, and others won’t. Your job is to identify who needs to sell, and prioritise accordingly.
Review your current stock with your team:
• Which sellers are genuinely motivated?
• Who must sell due to timing or circumstance?
A sale today may be lower than it was weeks ago, but it could be significantly higher than what’s achievable in the months ahead.
Focus your energy where outcomes are still possible.
When confidence drops, passive marketing becomes less effective. Potential sellers hesitate. They wait. They watch. That’s why prospecting becomes critical.
Your team needs to:
• Get on the phones
• Have real conversations
• Understand people’s plans and motivations
In many cases, a softer market creates opportunity, especially for those upgrading. Lower competition and reduced changeover costs can work in their favour.
Find the people who are considering selling, and create opportunities to present.
In a shifting market, conversations create transactions.
Your leadership matters most when conditions are uncertain. Your team will take their cues from you. Your energy, your focus and your standards will all be watched.
Stay connected:
• Check in daily
• Coach in real time
• Provide clarity and direction
Support builds confidence. Confidence underpins performance.
Good teams survive shifting markets. Great teams thrive in them.
Recently, Smartre Training streamed a live training session to our members focused on leading through a shifting market, expanding on the strategies outlined above.
Many members reported taking actions from the session and turning them into results. A few reported sales later, that same day, they wouldn’t have otherwise achieved.
If you’d like access to the full session to share with your team, email us at connect@smartretraining.com.au, and we’ll send you the recording.
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