How Top Producers Think, Move & Win – Even in a Slow Market

Let’s be brutally honest. Most real estate professionals aren’t losing deals because of the market; they’re losing them because they’re waiting. Waiting for the “right” buyer to appear, the “perfect” offer to land, interest rates to drop, the stars to align, or for something, anything, to make selling easier.

Meanwhile, top performers aren’t sitting around hoping conditions will improve; they’re out there making their own market. They’re turning hesitant buyers into confident decision-makers, inspiring sellers to act now instead of “thinking about it,” and building pipelines so strong that even in a slow season, they keep closing deals while others complain about how bad things are. The difference isn’t luck, it’s not magic, and it’s definitely not about grinding endless hours. It’s about how they think, how they move, and how they win. And here’s exactly how they do it… and how you can, too.

Urgency Isn’t Found - It’s Created

In slow markets, momentum often dies before a decision is made. Buyers revisit homes again and again, sellers stall in hopes of a better offer, and negotiations drag on.

Top performers know that urgency isn’t something you wait for; it’s something you engineer.

They do it by:

Future Pacing: Painting a vivid picture of what lies ahead and why acting now benefits the client’s goals.
Deep Discovery: Asking meaningful, layered questions to uncover real motivations—whether it’s a lifestyle upgrade, school district preference, or investment timing.
Micro Commitments: Gaining small “yes” moments along the way that create trust and forward momentum.

Stay on Their Road, Not Yours

Every buyer and seller travels a different path toward a decision. Force them to take your road before they’re ready, and you risk losing them entirely.

The most effective professionals:

Spend 70–75% of the conversation listening before presenting options.
Tailor value to the client’s actual needs instead of overwhelming them with irrelevant details.
Move at the client’s pace while still guiding them toward the next step.

The Power of Questions

Surface-level answers rarely give the full story.

If someone says, “I want a big backyard,” don’t stop there. Ask:

“What would you use it for? ”
“How big is ‘big’ to you? ”
“Why is having that space important? ”

The answers might reveal emotional drivers, space for pets, family gatherings, or a sense of privacy that becomes the key to making the sale.

Borrow Their Language

Connection deepens when you reflect a client’s own words.

If they say, “I want a home that feels right,” don’t translate it to “a practical property.”

Say: “Let’s find a home that feels right.”

This subtle but powerful mirroring signals that you’ve listened and that you understand them.

Promise for a Promise

Trust is built through mutual commitment.

Offer something of value, then ask for a small promise in return.

Example:

“I’ll prepare a custom list of properties that fit exactly what you’re looking for. Can you promise to review them with me Tuesday?”

Small agreements like these build the trust and momentum needed for larger commitments like making an offer or signing a listing agreement.

Always Set the Next Step

Every conversation should end with a concrete follow-up date. Whether that’s a showing tomorrow or a call three months from now, having the next step in place keeps you front and center in the decision-making process.

Lasting Impressions Win Deals

First impressions open the door, but lasting impressions close it.

That means ending every interaction by: