How to Thrive in a Shrinking Market: Take a Bigger Piece of the Pie

📉 How to Thrive in a Shrinking Market: Take a Bigger Piece of the Pie 🏆

In a tight market, success goes to those who outpace the competition. Discover how to secure more deals, increase your market share, and take control of your local real estate market with a smart strategy.

2024 has been a challenging year for real estate, with transaction levels hitting their lowest point since 1995. And let’s be honest—the market isn’t suddenly expanding overnight.

So, what do you do?

You have two choices:

1. Accept fewer deals and brace for a slower year.

2. Get aggressive, outwork your competition, and take a bigger share of the transactions.

As Warren Buffett famously said, “Be fearful when others are greedy, and greedy when others are fearful.” This is the moment to lean in, not step back. The agents who adapt, push harder, and go after overlooked opportunities will win more business while others struggle.

Here’s how to do it.

🚀 Shift Your Mindset: Think Bigger, Not Smaller

Most agents will respond to a shrinking market by cutting back—less marketing, fewer prospecting calls, and lower confidence in their business. That’s a mistake.

This is the time to double down while your competition hesitates. The fewer active deals there are, the more aggressive you need to be in pursuing them.

What does this look like in action?

• More lead follow-up – Most agents quit after one or two calls. Keep going. Deals happen in the follow-up.

• A stronger online presence – If buyers and sellers don’t see you consistently, they won’t remember you.

• A “no deal left behind” attitude – Old leads, expired listings, FSBOs… don’t let these opportunities slip away.

🔑 Find and Capture Overlooked Transactions

When fewer homes are selling, you need to find the deals that your competitors are missing.

Here’s where to look:

• Expired Listings & FSBOs – These sellers are motivated but frustrated. Show them why you’re the agent who can get results.

• Old Buyer Leads – Buyers who didn’t pull the trigger months ago might still be searching. Reconnect and see what’s changed.

• Relocation Buyers & Investors – Not everyone is waiting for the market to improve. Find those who must buy or sell now.

Action Step: Pull up your database and identify 10 old leads to follow up with today. Those who stay in front of their leads will close more deals, period.

📢 Step Up Your Marketing While Others Step Back

Marketing is often the first thing agents cut when the market tightens. That’s exactly why you should do the opposite.

• Be everywhere – Social media, email, ads—get in front of buyers and sellers before your competitors do.

• Video content wins – Listings, market updates, and behind-the-scenes clips build trust and generate leads.

• Testimonials create trust – Show real success stories to build credibility and attract more clients.

When other agents fade into the background, your brand can dominate.

💡 Work Smarter, Not Harder

Success in this market isn’t about working more hours—it’s about working more strategically.

• Leverage tech tools – Use automation, AI, and CRMs to streamline lead management and follow-ups.

• Maximize your database – Your past clients, referrals, and local connections are gold mines for new business.

• Master negotiations – Sellers need pricing guidance, and buyers need help securing the best deal. Be the expert they turn to.

🏆 Final Thoughts: The Agents Who Take Action Will Win

A shrinking market doesn’t mean shrinking success. It just means fewer agents will do what it takes to win.

Be the one who takes action. Follow up more, market harder, and go after deals your competitors ignore. Those who stay aggressive will not only survive this market—but thrive.

Want to build a six-figure real estate business even in a challenging market? Call or text us at 855-935-MORE!

📚 Get your free copy of 19-Point Marketing Plan and start winning more deals today!

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