If you’ve been in real estate long enough, you know this truth: markets move. They rise, fall, stall, and surge — sometimes all in the same year. Whether it’s real estate or the stock market, volatility and corrections are part of the cycle. And yes, those shifts can stir up a lot of uncertainty.
It’s totally normal — and justifiable — to feel concerned when the market changes. But as agents, we have a responsibility: we can’t let fear, negativity, or paralysis dictate how we show up for our clients.
Because here’s the thing — in every market, there are opportunities. Good markets, tough markets, transitioning markets — all of them offer chances to grow your business and serve people who need real guidance. The agents who win are the ones who stay informed, think long-term, and stay in the game while others are retreating.
I think back to 2007–2011 — the height of the housing crisis. It was a brutal time. About 70% of our business came from foreclosures and short sales. We watched families lose their homes every day. There was confusion, fear, and doubt everywhere you turned. Many agents left the business. Some froze. Some gave up.
But not everyone.
Some agents leaned into the chaos, educated themselves, and became short-sale and REO specialists. They built entirely new niches — and careers — in a market most people couldn’t wait to escape. And investors who kept their eyes open made smart moves at historic lows. As bad as that era was, it was also a time of massive wealth creation — because some people chose to see opportunity instead of only crisis.
Now here we are again — different headlines, different challenges. Tariffs, interest rates, inflation… the noise is loud. But this isn’t the time to panic. This is the time to pause, observe, and strategize.
Timing is everything — but timing only works if you’re paying attention. If you’re out of the game mentally, you’ll miss the windows your clients are counting on you to see.
So, dig into the data. Look at the trends. Learn from history. And most of all — stay engaged. Our clients need us to see the path forward even when the road looks uncertain.
Opportunities are out there. Let’s make sure we’re sharp enough to find them — and bold enough to act.
TERRY Talks 