I keep hearing the same thing at the networking events and in the online forums: “The market is slow.” “Seasonality is killing us.” “Rates are too high!”
Look, I get it. The volume isn’t what it was two years ago, but let’s take a deep breath, ignore the fear-mongering headlines, and look at the actual math. We’re in the business of solutions, and right now, the greatest obstacle to your success isn’t the market: it’s your mindset.
The Weekly Math: The Market is Always Moving
Instead of looking at the big, scary annual numbers that feel out of reach, let’s break the national market down to a weekly, manageable, and highly motivational trend.
Based on the latest U.S. housing data, here’s a snapshot of what’s happening every single week:
- New Mortgage Applications (Purchase): ~ 65,000 purchase applications are being filed. These are buyers who are actively putting in loan requests to secure a home.
- New Existing Home Pending Sales: ~ 76,000 homes are going under contract. These are transactions just waiting a few weeks to close.
- New Home Sales (Contracts/Closings): ~15,000 new construction homes are being sold.
That is over 150,000 transactions moving down the pipeline per week.
If your business isn’t getting a piece of that action, the problem isn’t the market. It’s your execution.
Stop Complaining, Start Attracting
Let’s be brutally honest about how real estate professionals are spending their time right now. There are only two buckets:
1. The Complainer (The Loser’s Mentality)
This agent spends their energy bitching about the business and the seasonality of the business. They are paralyzed by interest rates and inventory statistics. They are essentially waiting for the market to get easier before they put in the effort. They will be irrelevant when the market returns because their competition will have built momentum.
2. The Professional (The Winner’s Mentality)
This agent spends their energy attracting those that have a non-negotiable need to buy, sell, or invest.They know that the end of the year isn’t a slow season; it’s a high-leverage season. The people moving now are highly motivated. They’re not window shopping—they have to transact.
The David Knox 7 D’s: Your End-of-Year Game Plan
I’m not asking you to conjure business out of thin air. I’m telling you to focus your attention on the people who are driven by the “8 D’s of Attraction” and David Knox’s “7 D’s of Sales.”
These are the life events that force people into the market, regardless of the 30-year fixed rate:
- Death
- Divorce
- Debt (or Financial Distress)
- Departure (Relocation/Job Transfer)
- Downsizing/Upgrade (The kids moved out, or they had another baby)
- Distressed (The condition of the property is a motivator)
- Disruption (Job change, school zones, etc.)
Your job between now and January 1st is simple: Identify and attract the people for whom moving is a necessity, not a choice.
If you are spending more time whining than working, you are choosing to lose. I choose to see a market with 150,000 weekly opportunities.
Just saying… if you want to talk about YOUR local market, hit me up, I’ve got the numbers. Let’s quit talking about the problem and start capitalizing on the opportunity.
#WinTheDay
