Market shifts, particularly downward ones, require fast and deliberate action. Act too late, and you don’t just lose momentum; you lose listings that could have been guided to a successful sale with the right strategy and advice.
A shifting market is the toughest environment to navigate because it’s the moment where buyers and sellers are suddenly on very different pages. Sellers are anchored to yesterday’s prices, while buyers are reacting to today’s conditions.
If you’re noticing buyers hesitating to make offers, continuing to look after finding a seemingly suitable property, or becoming more price-sensitive than they were just weeks ago, there’s a strong chance you’re already operating in a shifting market.
So, what should you be doing differently?
One: Speak to your sellers, early and honestly
The first and most important action is communication.
Sellers need to be made aware of early indicators and what they mean for the outcome of their sale. This isn’t about alarming them; it’s about informing them.
Where possible, sit down with sellers again and clearly explain how a shift in the market may impact their final sale price, time on market, and buyer behaviour. Most importantly, help them reconnect their expectations with their original goals for the sale.
Delaying these conversations erodes confidence and leads to lost listings.
Two: Actively seek buyer feedback
In strong markets, agents become accustomed to simply collecting offers and presenting these to sellers. Sales flow, competition does the heavy lifting, and feedback becomes almost incidental.
A shifting market is very different.
Salespeople must proactively seek detailed feedback from buyers, particularly around price, value perception, and competing properties. These insights are critical and must be shared with sellers so they can accurately assess the strength and seriousness of any offer that is presented.
Without this feedback, sellers are left guessing, and opportunities to bridge gaps are missed.
Three: Sharpen negotiation skills
In a shifting market, almost every transaction involves a price gap.
Buyers and sellers are rarely aligned, and sales don’t happen by accident. Your salespeople must have the skills, confidence, and structure to negotiate that gap effectively.
Many agents have operated as mediators in strong markets – simply passing information between parties. A negotiator, however, actively leads the process, manages emotion, reframes value, and drives resolution.
That distinction becomes the difference between results and stagnation.
Why Leadership Matters Most in Shifted Markets
Navigating market shifts is what Smartre Training does better than anyone.
Our business was built more than 30 years ago during one of the toughest property markets this country has seen, with interest rates at 18%. We weren’t formed in ideal conditions; we were forged in challenging ones.
Leaders need to know which levers to pull and how to empower their salespeople to perform when conditions are uncertain. Systems, language, and skill development matter more now than ever.
If you’re focused on building a great business but feel uneasy about navigating the realities of a shifting market, a conversation with Smartre Training could be timely.
Reach out to the Smartre Training team to discuss how we can support you and your salespeople to not just survive a market shift – but thrive in it.
Market shifts, particularly downward ones, require fast and deliberate action. Act too late, and you don’t just lose momentum; you lose listings that could have been guided to a successful sale with the right strategy and advice.
A shifting market is the toughest environment to navigate because it’s the moment where buyers and sellers are suddenly on very different pages. Sellers are anchored to yesterday’s prices, while buyers are reacting to today’s conditions.
If you’re noticing buyers hesitating to make offers, continuing to look after finding a seemingly suitable property, or becoming more price-sensitive than they were just weeks ago, there’s a strong chance you’re already operating in a shifting market.
So, what should you be doing differently?
One: Speak to your sellers, early and honestly
The first and most important action is communication.
Sellers need to be made aware of early indicators and what they mean for the outcome of their sale. This isn’t about alarming them; it’s about informing them.
Where possible, sit down with sellers again and clearly explain how a shift in the market may impact their final sale price, time on market, and buyer behaviour. Most importantly, help them reconnect their expectations with their original goals for the sale.
Delaying these conversations erodes confidence and leads to lost listings.
Two: Actively seek buyer feedback
In strong markets, agents become accustomed to simply collecting offers and presenting these to sellers. Sales flow, competition does the heavy lifting, and feedback becomes almost incidental.
A shifting market is very different.
Salespeople must proactively seek detailed feedback from buyers, particularly around price, value perception, and competing properties. These insights are critical and must be shared with sellers so they can accurately assess the strength and seriousness of any offer that is presented.
Without this feedback, sellers are left guessing, and opportunities to bridge gaps are missed.
Three: Sharpen negotiation skills
In a shifting market, almost every transaction involves a price gap.
Buyers and sellers are rarely aligned, and sales don’t happen by accident. Your salespeople must have the skills, confidence, and structure to negotiate that gap effectively.
Many agents have operated as mediators in strong markets – simply passing information between parties. A negotiator, however, actively leads the process, manages emotion, reframes value, and drives resolution.
That distinction becomes the difference between results and stagnation.
Why Leadership Matters Most in Shifted Markets
Navigating market shifts is what Smartre Training does better than anyone.
Our business was built more than 30 years ago during one of the toughest property markets this country has seen, with interest rates at 18%. We weren’t formed in ideal conditions; we were forged in challenging ones.
Leaders need to know which levers to pull and how to empower their salespeople to perform when conditions are uncertain. Systems, language, and skill development matter more now than ever.
If you’re focused on building a great business but feel uneasy about navigating the realities of a shifting market, a conversation with Smartre Training could be timely.
Reach out to the Smartre Training team to discuss how we can support you and your salespeople to not just survive a market shift – but thrive in it.
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