What Realtors Should Do When the Market Is Slow (And What I’d Do If I Was a 20-Something Just Starting Out)
Yes — that’s me in 1977 at my parents’ cabin at Lake Tenkiller. I’m guessing this was my first real estate sign. I can’t believe I wasn’t in a KISS shirt. LOL.
Back then, I didn’t know a thing about contracts, negotiations, or home inspections — but I was already learning the first lesson of real estate: you’re never too young to start putting yourself out there. Fast-forward to today, and I realize that same mindset applies to anyone starting their career — especially young Realtors in their 20s. Every Realtor eventually faces a slow market. The phone isn’t ringing as much, showings are fewer, and suddenly Netflix is looking way too inviting for a “quick break.” But here’s the reality: slow markets separate the professionals from the part-timers. This is the time to double down, sharpen your skills, and set yourself up for a massive comeback when the market shifts again.
And let’s be honest — if you got into Real Estate during COVID and your business exploded, congrats… but that was not the real reality of real estate. EVERYONE was busy, multiple offers were the norm, and deals were often fast and simple. Those days are over. Now we’re back to grinding, following up relentlessly, working ridiculous repairs, negotiating TRRs, and doing everything it takes to get deals across the finish line.
YES — I’m making less than half of what I was making during COVID times. But that’s okay. We’re back to real real estate — the hustling, grinding, negotiating, creative-marketing, relationship-building version. If you want to remain relevant in today’s market, you need to hustle and motivate yourself.
No hour-long lunches. No movies during the workday. No shopping trips. No binge-watching Netflix. No golf (unless you’re networking with a client). No “quick” trips to HomeGoods that mysteriously turn into 2 hours. No scrolling TikTok for “inspiration” for half the afternoon. I personally work EVERY day like someone is trying to replace me — because in this industry, they are.
If you get complacent and think, “I’m just going to keep doing what I’ve always done,” you will NOT be relevant anymore. You have to take on new things every year. Add new marketing strategies every year. This year, I added daily blogs to my routine — and it has been an absolute game changer for lead generation, SEO, and brand awareness.
1. Be Patient — Seriously
You will get frustrated. Pay your dues now, because your rewards will come later. This is especially hard for the younger generation because so many crave instant gratification. In real estate, you have to learn to be patient, stay consistent, and let your business grow over time.
One of the best ways to build that patience? Do Open Houses EVERY weekend. Not just when you “feel like it” — every single weekend. Back when open houses were 2:00–5:00 p.m., I did them every weekend for 3 straight years. It taught me how to talk about real estate with anyone, answer on-the-spot questions, and build a pipeline of relationships that paid off for years.
2. Start the Day Early and Right
I’d begin every morning with a positive mindset — reading the Bible, working out, and doing cardio to set the tone for the day. Your morning routine sets your mental and physical energy level, and in real estate, energy is contagious.
3. Treat Real Estate Like a Real Job
This isn’t a hobby — it’s a career. I’d be mentally clocked in by 9:00 a.m. every single day. That means dressed, ready, and actively working on growing my business until the evening. No “I’ll get to it later” attitude. In slow times, discipline wins.
I would also work on marketing for at least 4 hours every day — which I still do today, and I’ll be 55 in just two months! Consistent, intentional marketing is the lifeblood of this business.
4. Keep Learning — Every Day
I’d read books, blogs, and articles on:
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Negotiating
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Social media marketing
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Networking strategies
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Real estate trends and tactics
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And of course — anything about motivation and personal growth
You can’t control the market, but you can control how skilled and informed you are.
5. Stop Hiding Behind Texts and Emails
Here’s a crazy idea for 2025: CALL PEOPLE. Yes, with your actual voice. Most of this generation hates phone calls, which is exactly why you should use them — you’ll instantly stand out.
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Call past clients to check in.
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Call prospects to follow up.
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Call leads instead of sending a “just checking in” text that gets lost in their notifications.
6. Go Old School With Handwritten Cards
If I was 23 and trying to make my mark, I’d handwrite:
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Birthday cards
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Home purchase anniversary cards
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Thank-you cards
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Random “thinking of you” notes
People keep handwritten notes. Nobody frames your email.
(Side note — if it was my birthday in my 20s, I’d celebrate ONE night at dinner and not drag it out for a week!!! LOL. Sorry, this one really gets to me with this generation.)
7. Read, Study, and Get Designations
Slow months are the perfect time to work on your skill set. I’d:
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Get a new real estate designation (like Certified Luxury Home Marketing Specialist, Accredited Buyer’s Representative, or NAR GREEN).
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Read at least one industry-related book a month.
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Take online marketing and negotiation courses.
Knowledge is the only asset that can’t be taken away from you — and it compounds.
8. Promote Other Realtors’ Listings
Don’t just wait for your own inventory — help your network. Share other agents’ listings on social media, in newsletters, and with buyers you know. You’ll get on other Realtors’ radars, and they’ll remember you when they have a referral. I let EVERY agent at The Agency use my listing photos and videos as their own. If they find a buyer thats greats for me and my seller!
But always reach out and ask for permission first! Not only is it professional courtesy, but it also helps you avoid accidentally misrepresenting their property or marketing without their consent.
9. Study Successful Realtors and Shadow Them
Find the top agents in your area and ask if you can shadow them for a day. Learn how they handle showings, negotiations, and client relationships. Take notes, ask questions, and apply what works.
10. Use Social Media and AI Creatively
If I was new, I’d spend at least 30 minutes a day learning AI tools and mastering how to:
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Write killer property descriptions.
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Automate social media content.
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Analyze market data for eye-catching posts.
And on social media? I’d mix high-quality listing posts with local content — restaurant reviews, business spotlights, event coverage — to build a personal brand people trust.
11. Mix Modern Marketing with Old-School Hustle
I’d combine Instagram reels, TikTok, and YouTube shorts with door knocking, open houses, and community events. Being everywhere — both online and offline — makes it impossible for people to forget you.
12. Promote Local Businesses
I’d reach out to local companies, do short videos or interviews with them, and post those to my social channels. This not only builds goodwill but also puts my name in front of their customer base.
13. Attend Every Real Estate Conference Possible
Local, regional, and national — if there’s a conference or networking event, I’d be there. Nothing beats in-person relationship building.
14. Start a Podcast
I’d create a podcast interviewing successful people and local business owners in Oklahoma. Not only would I learn from them, but I’d also build a network that could send me referrals for years.
So to all the young Realtors out there — remember this:
Work like someone is trying to take your job (because they are). Be patient, pay your dues, and put in the hours when nobody’s watching. Don’t chase instant gratification — build something that lasts. Keep learning, keep showing up, and for the love of real estate, don’t drag your birthday out for a week.
At The Agency Oklahoma, we thrive in every market — slow or hot — because we combine local expertise with global reach. With over 140+ offices worldwide, award-winning marketing, and a luxury brand recognized across the globe, we’re not just selling homes — we’re building relationships that last.
If you’re ready to buy, sell, or talk strategy for growing your real estate career, call me.
Wyatt Poindexter
The Agency Oklahoma
405-417-5466
www.WyattPoindexter.com
