It’s not about avoiding challenges, writes Ojo’s Chris Heller. It’s about embracing them as opportunities to grow, improve, and lead.
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It is not uncommon for the real estate industry to change. Challenges are inevitable, whether it’s market volatility, economic uncertainty, regulatory changes, or the ripple effects of election cycles. Moments like these test us, but they are also an opportunity to prove our resilience and adaptability.
For example, elections almost always influence consumer behavior. These affect people’s confidence when making important decisions such as buying or selling a home. However, this hesitation is usually short-lived.
There are always winners and losers after an election, but the reality is that most people will refocus and move forward with their plans within a few weeks.
The role of a real estate agent is clear. Our goal is to educate our clients, provide perspective, and help them understand that long-term market trends and opportunities remain stable despite short-term political uncertainty.
nature of change
Beyond elections, the continued oversight of real estate commissions and changes to rules that affect our industry can be daunting. However, this is also an opportunity. Now, more than ever, agents need to articulate their value clearly and consistently. Why should your clients choose you? How can you make their experience easier, better, and more profitable?
Times of change require a return to basics. Agents who stick to the basics of building relationships, honing their skills, and being disciplined rise to the top.
Successful agents focus on what they can control and use challenges as opportunities to adapt and grow. Staying ahead of changes in the industry and educating clients about what those changes mean is one of the hallmarks of top agents.
But what really separates great agents is their mindset. When uncertainty arises, it’s easy to get caught up in fear and negative thoughts. The most successful agents avoid that trap by remaining calm, focused, and goal-oriented. Instead of labeling change as “good” or “bad,” focus on accepting change for what it is and adapting. The market is not within our control, but how we respond to it is up to us.
do not be afraid
Fear can be paralyzing, but action overcomes it. When challenges arise, great agents act quickly to address them for themselves and their clients. Successful people remain relentlessly focused on their goals and the steps necessary to achieve them. Avoid distractions and be proactive.
Another important factor is surrounding yourself with the right influences. Negative conversations and environments can discourage agents, so it’s essential to seek a positive attitude and collaborate with colleagues who are similarly committed to success.
Change is common in our industry. Whether it’s elections, new commission cases, or evolving rules, these changes are part of the job. What matters most is how we respond. For agents, these moments are opportunities to demonstrate leadership, hone their value proposition, and strengthen the foundations on which to build lasting success.
It’s not about avoiding challenges, it’s about embracing them as opportunities to grow, improve, and lead. Agents who take these steps will be stronger, more skilled, and better positioned in the future. In moments like these, what our clients and industry need most is clarity, discipline, and confidence. Let’s rise to the occasion.
Chris Heller is a best-selling author and currently serves as Chief Real Estate Officer at Ojo Labs. He also serves as an advisor and editorial board member for AgentAdvice.com. Connect with him on Facebook and LinkedIn.
