Tough Market. Best Year.

How Does That Happen?

Most of my coaching clients are having their best year. Right now, in this market.

Sure, it’s harder. It takes deeper work. But after several years of a challenging market, buyers and sellers are choosing agents who have the skills to help them get things done.

My clients are making more money, finding more satisfaction in their work, and building market share for the future.

I won’t lie. This level of success isn’t easy.

But the answer isn’t longer hours or more stress and chaos. It’s doing the important work better.

They know what to do after someone says, “We’re thinking about moving.”

Finding that person is a critical first step. Marketing, prospecting, referrals—all important.

But now you have a buyer who’s nervous about prices falling. A seller whose plans depend on getting more than their home is likely worth. A couple who want to move but can’t agree on when, where, or how much risk they can tolerate.

You have a person to help. And some difficult conversations ahead.

Many agents arrive in AREN, our foundation negotiation course, frustrated by these conversations. Buyers hesitate. Sellers resist pricing advice. People who seemed keen suddenly stop responding.

They know their market. They care about their clients. But they haven’t yet developed the skills to navigate these crucial, nuanced moments.

So, they go looking for more leads.

Meanwhile, some of the people they couldn’t move forward with are choosing another agent.

An agent who knows how to build the necessary trust, understand what’s getting in the way, and earn their place as an advisor.

That’s uncomfortable to consider. It’s also an enormous opportunity.

You may already be meeting the people who could become your next clients.

In this market, buyers and sellers know their choice of agent matters. They’ve watched homes sit unsold for months. They’ve seen buyers second-guess their decisions and friends scramble when a deal falls apart.

They want someone who can help them navigate the uncertainty and make sound decisions.

That takes negotiation, communication, strategic thinking, professional empathy, and sound judgment—all elements of human intelligence.

Sure, we need to use technology well. But like driving a car, it’s a baseline skill for a real estate agent. You need it to do the job, but it isn’t why a client chooses you or what makes you exceptional. That comes from how well you connect, communicate, and negotiate on their behalf.

The same is true of AI.

Generating more content is easy. Earning someone’s trust when they’re worried about their financial future takes a different depth of skill.

The agents I work with are developing those skills alongside their ability to use technology. They’re keeping the person—the human being whose life is affected by the decision—at the centre of their work.

And yes, it takes effort.

Helping someone make a move they couldn’t see a way through, negotiating an agreement that looked unlikely, hearing “We couldn’t have done this without you”—that feels pretty good.

So does building a profitable business on work you’re proud of.

If you’re serious about thriving in real estate now and into the future, come join our community of committed professionals doing this work.

New to negotiation training? Start with AREN—Accredited Real Estate Negotiator.

Two live online, three-hour sessions to build your foundation in negotiation and strengthen the skills these conversations demand.

Bring your experience, your ambition, and the situations that have you stumped.

Explore upcoming AREN dates and reserve your spot

Already have AREN? Keep going.

You have the foundation. The deeper learning comes as you apply it, encounter more complex situations, and recognize what you want to get better at next.

Explore our Learning Ecosystem to find your next step. I’d love to keep working with you.

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