by Darryl Davis | Jun 21, 2025 | Industry, News Feed
Are your clients “waiting for the market to recover”? They’re often talking about fear and uncertainty, coach Darryl Davis writes. Ask these questions to shift from uncertainty to clarity.
Since the NAR commission suit settlement, buyer agents have faced new rules, new documents and a new normal. This month, Inman drills down on Today’s Buyers Agent with the fresh marketing strategies, skills and tools buyer agents are using to prosper in changing times.
Let’s talk about one of the most common phrases I hear from agents lately: “My clients say they’re going to wait until the market recovers.”
Sound familiar?
It’s an easy thing for buyers or sellers to say. But let’s pull the curtain back a little — because when someone says, “We’re waiting for the market to get better,” they’re often not talking about real estate at all. They’re talking about fear. About uncertainty. About wanting guarantees in a world that’s anything but predictable.
The problem is, they’re trying to drive with one foot on the gas and one on the brake.
And your job? It’s not just about selling homes — it’s about helping people get unstuck.
‘We’re waiting for the market to recover’
But what does that even mean?
This came up in a coaching call recently. I said, “Recover from what? A bad breakup? The sniffles?” We all laughed, but the truth underneath that joke is important: Recovery is vague — and vagueness keeps people stalled.
Is your client waiting for rates to drop? Prices to rise? Inflation to ease? Political changes? A cosmic sign?
It’s like standing on the shore, waiting for the “perfect wave,” but the tide keeps shifting. If you wait too long, the opportunity passes.
That’s why one of the best things you can do in these moments is ask a question that shifts the conversation from external uncertainty to internal clarity.
Flip the focus: From market conditions to life decisions
Try this with a client:
“Are you committed to waiting for interest rates, or are you committed to making the move that supports your life goals?”
That one question changes everything.
It’s like switching the lens from a telescope (always scanning the horizon) to a mirror (what do I want?). It gets people out of waiting mode and into decision mode.
For a buyer renting or living with family:
“Are you committed to renting for another year, or are you ready to step into the next chapter of your life as a homeowner?”
You’re not pressuring. You’re coaching. You’re helping them reconnect with what they can control — their decisions, not the market’s whims.
Because here’s the truth …
The market will shift. Rates will rise and fall. Inventory will tighten and loosen. That’s the nature of the business.
But if your clients are waiting for all the stars to align before they act, they’ll be standing still while others move forward.
Imagine someone sitting in a car, engine running, GPS ready, but refusing to hit the road until every light on the highway turns green. It’s not realistic, and it’s not necessary.
You serve the committed
Let me be clear: Not everyone is ready to move. And that’s OK.
Some sellers will say, “If I get my price, I’ll sell,” but deep down, they’re just testing the waters. There’s no urgency, no vision, no commitment. You can’t coach someone who isn’t ready to play.
You serve the ones who are ready to take that next step, even when it feels a little uncomfortable.
Your role is to help them move from Point A to Point B, not just physically, but emotionally and mentally. And that means bringing empathy, clarity and courage to the table.
Try these conversation starters:
When someone says, “We’re waiting for the market to improve,” try asking:
- “What would ‘recovered’ look like for you?”
- “How will you know when it’s the right time?”
- “What’s more important to you — external timing or personal progress?”
- “What would moving now make possible in your life?”
We teach agents to lead conversations, not chase them. To guide with heart. To stop selling and start serving.
Because at the end of the day, this business isn’t just about keys and contracts; it’s about people and possibilities.
And if you’re reading this thinking, “Yes, but I’m feeling the weight too,” let me say this: You’re not alone. These are challenging times. But they’re also full of opportunity, especially for agents who know how to help clients cut through the noise and make decisions that serve their future.
You’re not just in real estate. You’re in the business of transformation. Keep leading with questions. Keep listening. And keep helping people move forward — one thoughtful conversation at a time.
Darryl Davis is the CEO of Darryl Davis Seminars. Connect with him on Facebook or YouTube.
by Darryl Davis | Jun 20, 2025 | Industry, News Feed
Bigger. Better. Bolder. Inman Connect is heading to San Diego. Join thousands of real estate pros, connect with the power of the Inman Community, and gain insights from hundreds of leading minds shaping the industry. If you’re ready to grow your business and invest in yourself, this is where you need to be. Go BIG in San Diego!
Let’s be honest — few things deflate a listing appointment faster than hearing: “Well, another agent said we could get $100,000 more.”
Cue the crickets.
Or how about this one: “Maybe we’ll just go with the agent we used last time.”
That can feel like a double punch to the confidence if you’re not ready for it. But here’s the good news: Objections aren’t rejection. They’re just requests for more information. And when handled right, they’re the gateway to winning trust — and the listing.
Let’s break down two of the most common objections sellers throw our way and how to handle them like a seasoned pro.
Objection No. 1: ‘Another agent told me I could get more money’
Classic, right? A homeowner hears a big shiny number and starts mentally spending that imaginary money. Suddenly, you’re the bad guy for bringing them back down to earth.
Here’s how I coach my agents to handle it: Stop saying, “This is what your home is worth.” That opens the door for opinion-based ping-pong.
Instead, shift your language to:
“This is what your home will likely appraise for.”
Why that distinction matters: When you say worth, it feels personal. Subjective. Open for negotiation. But appraisal? That brings the bank into the conversation. And nobody argues with the bank — not even your cousin Sal, who still thinks Bitcoin’s coming back.
Ask the seller to imagine they are the appraiser. Three similar homes in the area sold for $500,000, $515,000, and $525,000. Which number are they going to pick to protect the bank’s interest? Probably the lowest. Not because they’re cheap, but because they’re covering their assets — literally.
Remind them: The bank isn’t just loaning money — they’re investing in the property. And after 2008? Let’s just say banks got real cozy with caution. So, no matter which agent they hire, the home still has to pass the appraisal test.
I like to lighten the mood by saying:
“I’d love to be wrong — if it sells for $100,000 more, that’s more commission for me!”
That kind of transparency builds trust. You’re not chasing a paycheck — you’re preparing them for reality. And that’s exactly what they want: a straight shooter.
Objection No. 2: ‘We’ll just use the agent we had last time’
Sometimes this sounds like loyalty — but more often, it’s about comfort and assumed advantage. The sellers might figure, “We’ve worked with them before … they know us … they’ll probably cut us a deal or work harder to get us top dollar.”
But here’s the reality: Just because you know an agent doesn’t mean their strategy is right for this market — or for your goals.
Try something like this:
“If you had a great experience last time, that’s awesome. But even great agents can get too comfortable using the same approach. My job is to give you a pricing strategy that works in today’s market — and get your home sold at a price the bank will support, not just what sounds good on paper.”
Then bring it back to the facts:
“At the end of the day, no matter who you hire, the home still has to appraise. No agent — no matter how friendly or familiar — can change that.”
And if you want to sprinkle in a little humor?
“If I could promise $100,000 over asking just for being nice, I’d be out here hugging every homeowner in town.”
That line usually gets a laugh — and diffuses any lingering tension.
The goal isn’t to bash the other agent. It’s to position yourself as the one with the most relevant, up-to-date, and bank-backed strategy. The relationship might earn the old agent a seat at the table — but it’s pricing smarts that earn the paycheck.
Presenting a strategy that works
Try this: Present a pricing range instead of a fixed number. Give them the high and low ends of what similar homes are selling for, and explain:
“We can test the higher end if you’d like — but I want to make sure we don’t scare off qualified buyers or risk losing the deal in appraisal.”
Let them make the final call. After all, it’s their home. Your job is to educate and guide, not arm-wrestle.
Here’s how you win the listing
When a seller says, “We’re thinking of listing with someone else,” don’t panic. Pivot. Use it as a chance to prove your value.
Here’s the game plan:
- Reframe the pricing convo around appraisal, not opinion
- Teach them how banks determine value
- Use a pricing range to give them control
- Position yourself as a marketer, not a price-guesser
- Stay calm, stay clear, and stay kind
At the end of the day, sellers aren’t looking for the slickest pitch or the biggest promise. They’re looking for someone who will tell them the truth, guide them through the process, and help them make informed decisions without the salesy pressure.
And when you can do that with confidence, clarity and a little humor? You don’t just win listings. You win clients for life.
Darryl Davis is the CEO of Darryl Davis Seminars. Connect with him on Facebook or YouTube.
by Darryl Davis | Jun 16, 2025 | Industry, News Feed
Stop trying to DIY your compliance or ignore difficult clients. According to coach Darryl Davis, keeping careful records, researching thoroughly and communicating regularly are your best bets for staying on the right side of the law.
Since the NAR commission suit settlement, buyer agents have faced new rules, new documents and a new normal. This month, Inman drills down on Today’s Buyers Agent with the fresh marketing strategies, skills and tools buyer agents are using to prosper in changing times.
Let’s get something straight: In real estate, the legal landmines are everywhere. Even if you’ve dotted every “i” and crossed every “t,” you can still end up in a courtroom. That’s not fear-mongering — that’s the nature of the job.
But here’s the good news: You can dramatically reduce your risk by being intentional, informed and yes, maybe just a little bit paranoid (the healthy kind without the tinfoil hats).
5 ways to stay out of trouble
These five strategies aren’t just best practices — they’re essential armor for staying protected in today’s high-risk, post-settlement industry.
1. Document everything like your career depends on it, because it might
If it’s not in writing, it didn’t happen. Period.
Every phone call, showing or negotiation that even might matter later? Back it up with an email.
“Hi [Client Name], just confirming our conversation this morning where you said you wanted to hold off on submitting that offer.”
Boom. Timestamp. Proof. Protection.
I’ve told agents for years: Assume you’re going to get sued. Not because you’re doing anything wrong, but because that’s the nature of the beast. A solid paper trail isn’t just smart; it’s survival.
2. Stop confusing MLS rules with license law
One of the biggest mistakes agents make is assuming that MLS rules or association policies carry the same legal weight as your state’s license law. They don’t.
If someone claims something is “illegal,” don’t panic; ask for the source. “Show me the law” should be your default response. MLS policy violations and legal violations are two different animals. Don’t take the bait. Don’t get burned.
3. Your association is not a law firm, so stop treating it like one
Associations serve a purpose, but that purpose is not legal counsel. Their forms and opinions are designed to cover their own liability, not necessarily yours.
If you have a legal question, your first call should be your broker. Your second? The state’s licensing department or hotline (yes, you should have that number saved in your phone). It’s amazing how many lawsuits could be prevented if agents stopped asking the wrong people for legal advice.
After all, would you get parenting advice from someone who’s never had children? Probably not. Why, then, would you get legal advice from people who aren’t attorneys?
4. Stay educated because what you don’t know will hurt you
Real estate is an ever-changing industry. What was legal or standard a year ago could be a lawsuit today. If your education ends when you check off your CE credits, you’re falling behind. Every agent should block time off in their week just for training, reading and getting up to speed. Make this time a non-negotiable, because your career may depend on it.
Subscribe to trusted sources (like Inman News). Attend quality trainings. Join mastermind groups. And yes, read the fine print on your board’s updates. The agents who stay informed are the ones who stay in business — and out of court.
5. Over-communicate like a pro (Even when there’s nothing new to say)
If there’s one thing that drags agents into drama, it’s silence. When clients or cooperating agents don’t hear from you, they fill in the blanks — and usually not with anything flattering. In fact, the longer the silence continues, the worse the assumptions become. That’s not how to create a positive experience for your clients.
Here’s the rule: No update is still an update. Tell your clients, “Hey, still waiting to hear back; just wanted to keep you in the loop.” It builds trust. It calms nerves. And it gives you written proof you kept everyone informed.
If you want to stay out of court, you have to stop playing defense and start playing offense. That means being disciplined, detail-oriented and willing to slow down long enough to protect your future.
Do the boring stuff. Send the recap email. Make the extra call. Read the update from your state’s real estate commission. Because in this business, the agents who survive are the ones who prepare like it’s already hit the fan.
And when in doubt? Don’t guess. Ask your broker or attorney. That five-minute call could save you five years of regret.
by Darryl Davis | Jun 16, 2025 | Industry, News Feed
When you hit a bump in the road in your real estate career, you’ll know how to handle it and push through with these tips from coach Darryl Davis.
Bigger. Better. Bolder. Inman Connect is heading to San Diego. Join thousands of real estate pros, connect with the Inman Community, and gain insights from hundreds of leading minds shaping the industry. If you’re ready to grow your business and invest in yourself, this is where you need to be. Go BIG in San Diego!
No need to sugarcoat, right? Real estate isn’t always sunshine, commission checks and champagne closings (but wouldn’t that be awesome?). It’s a rollercoaster. One minute you’re up. The next, you’re screaming into a pillow because a deal blew up at the eleventh hour. But here’s the good news: Every problem has a solution — if you’re prepared.
7 common problems
That’s what this article is about. Looking under the hood of seven common real estate problems and how to overcome them like a true professional (the kind who doesn’t lose sleep when things go sideways).
1. Unrealistic client expectations
The problem: Sellers think their home is worth a million bucks because they painted the cabinets and updated the flooring. Buyers think their dream home exists — complete with quartz countertops, a pool and walkability to Starbucks — for $200,000.
The fix: Set expectations from Day 1. Show data. Use comps. Walk through actual outcomes in today’s market. Real people, real houses, real scenarios. And, for the love of listings, learn to speak in analogies:
“Trying to sell an overpriced home is like walking into Starbucks and trying to sell a $5 coffee for $10. It doesn’t matter how good it smells or how many hearts and smiley faces you draw on the cup — people know the going rate for a coffee.”
When you can reframe the scenario and parallel it with something they already know to be true, they’ll get it. They might not like it, but it will bring them back into more realistic thinking.
2. Deals falling apart at the finish line
The problem: Inspections, financing hiccups, cold feet — oh my! Deals can fall apart in the blink of an eye during this crucial time, and for any number of reasons. It’s disappointing (maybe even crushing) for your clients who thought they had this in the bag.
The fix: Be proactive, and look for any potential hiccups early on. Vet buyers fast. Encourage pre-inspections for sellers. Over-communicate with all parties like you’re the conductor of a very fragile orchestra. And always, always have a Plan B. Even a Plan C. No surprises, just solutions.
3. Low inventory (AKA ‘the search for unicorns’)
The problem: Buyers want homes that aren’t on the market. Sellers are waiting for a variety of reasons – trying to time the market to their advantage, waiting for interest rates to change – whatever their reason, they aren’t ready to sell.
The fix: This is where you earn your stripes. Knock on doors. Mail letters. Work your expireds and FSBOs. Call your sphere and say, “Hey, I’ve got a family looking to buy in your neighborhood — know anyone thinking of selling?”
Don’t wait for the market to serve up listings — go out and create them.
4. Nervous buyers on the fence
The problem: Interest rates tick up, and suddenly buyers freeze like deer in headlights. They’re scared to move. Scared to breath. Worried that one wrong move will end their dreams of buying a home.
The fix: Don’t downplay their fear — educate it. Show them the power of long-term equity growth. Walk them through what waiting could cost. Show them the long-term effects that waiting might have. You can say:
“You don’t stop buying groceries when prices rise — you shop smarter. Real estate’s the same. The right time is when you’re ready, not when the headlines say so.”
5. Time management mayhem
The problem: You’re running around like a chicken without a CRM. Maybe your client list is an Excel spreadsheet. Maybe it’s on file cards. Heck, maybe your to-do list is written on a napkin. It’s time to face facts: You don’t have a strong system.
The fix: Structure is sexy. (OK, maybe just effective.) Time-block your prospecting. Use a CRM that doesn’t confuse you. Prioritize your dollar-productive activities. Remember: Consistency beats intensity. A focused 60 minutes a day trumps chaos every time.
6. Objection overload
The problem: Commission complaints. Buyer agency pushback. “We want to think about it.” Every listing appointment or buy conversation seems to be filled with Negative Nellies and excuses, and nobody wants to commit.
The fix: Objections aren’t rejections — they’re requests for clarity. Don’t get defensive — get confident. If someone questions your fee, try this: “Hiring me is like hiring a top attorney on contingency. I don’t get paid unless I win — for you.”
Boom — Professional. Relatable. Powerful.
7. Trust takes time
The problem: Clients are skeptical. You’re “just another agent” until you prove otherwise. How many times have you heard, “I get calls from 20 agents a week? What makes you different?” They’re tired and maybe even annoyed.
The fix: Overdeliver. Every time. Share real testimonials. Offer references before they ask. Respond quickly. Show them you’re not just in it for the commission — you’re in it for them. Trust isn’t built in a day; it’s built in every interaction.
Be the problem-solver, not the panic button
Look — real estate problems aren’t going anywhere. But neither are you. The agents who thrive in this business aren’t the ones who avoid problems — they’re the ones who lean in, stay ready and show up with solutions. So, when the rollercoaster dips, don’t scream. Stand up, smile and say, “Let’s solve this.” Because that’s what real professionals do.
by Darryl Davis | Jun 11, 2025 | Industry, News Feed
A price drop is not your only option when the market’s slow or the listing’s stale. Darryl Davis offers strategies to reboot and relaunch that property.
Bigger. Better. Bolder. Inman Connect is heading to San Diego. Join thousands of real estate pros, connect with the Inman Community, and gain insights from hundreds of leading minds shaping the industry. If you’re ready to grow your business and invest in yourself, this is where you need to be. Go BIG in San Diego!
In a market where every listing is fighting for attention, agents are under pressure to produce results fast. But when a home lingers too long without offers, the default reaction is usually: slash the price. After all, what do grocery stores do when a loaf of bread gets stale? Slash the price and put it in the clearance bin.
Here’s the thing: Pricing may be the issue. But before you go reaching for that price reduction button, hit pause. There are seven powerful strategies that can reposition your listing, generate fresh interest and reengage the market, without leaving money on the table.
1. Refresh your first impression
A stale listing usually has a stale first image, and buyers scroll fast. The simple act of changing out your primary photo can reignite interest. Rotate in seasonal shots, twilight photos or lifestyle-focused images.
Are the pictures a little old? Is it July, and your images still show snow on the ground? Refresh your listing with all new in-season photos.
Bonus: Listings with updated images can get reprioritized by some MLSs and portals, helping them look “new” again.
2. Reframe the story
Your description should sell a story, not a list of features. If the home were a person, what kind of personality would it have? Your description should make the buyer feel something.
Think of it this way: If your listing were a dating profile, would it stand out or be ghosted? Has the home been recently staged? Upgraded? Did the sellers add smart home tech? Maybe the home office space is a remote worker’s dream. Highlight what makes the home matter now. If it’s been more than a month, rewrite the narrative.
3. Reintroduce the neighborhood
Buyers don’t just buy homes; they buy lifestyles. Add community photos, nearby hotspots, parks or dog-friendly areas to the listing. Paint the picture of what it feels like to live there. Create a “Love Where You Live” post for your socials or email a lifestyle-focused flyer to your database. Highlight schools, community events, festivals and anything else that will tell potential buyers, “You can have this lifestyle too.” Because nobody remains entirely in their home, it’s often easy access to the surrounding amenities that seal the deal.
4. Reevaluate your marketing mix
When’s the last time you did a marketing audit? Are you relying on auto-blasted email campaigns and hoping for the best? Now’s the time to get intentional. Test a new lead headline. Try a carousel video on Instagram. Post a behind-the-scenes tour to YouTube.
There are plenty of AI tools that can help you analyze your marketing systems and campaigns and can help you improve them with better SEO, more engaging content and better target audience engagement. If you’re not getting fresh eyes on the property, change the channel, not the price.
5. Upgrade to 3D and aerial
Let’s face it: Today’s buyers want more than just photos. They want immersion, and 3D walkthroughs, drone footage and narrated video tours help create a virtual experience buyers can’t ignore. They want to know what it feels like to be in that home before they even pick up the phone.
Try this stat on for size: Homes with video get 400 percent more inquiries. That’s not fluff. That’s fact. And it’s often the difference between “maybe” and “let’s make an offer.”
6. Tap into buyer and agent feedback
Before you drop the price, listen to the market. What are showing agents and buyers saying? Are there repeat concerns like room size, layout or lighting? Maybe you repeatedly hear that the home isn’t as nice as the one down the street. Tackle what you can, and reframe what you can’t.
For example: A small dining room can become a cozy breakfast nook. A dated kitchen becomes a blank canvas. Use feedback to reposition, not reduce.
7. Leverage the power of relaunch
Sometimes, you need to hit the reset button the right way. Consider temporarily withdrawing the listing for a week or two and relaunching it with new visuals, new marketing copy and a virtual open house campaign. This isn’t a stunt; it’s a strategic pause that allows you to come back to market with fresh momentum.
A home that’s sitting without offers isn’t a failure — it’s a message. And before you respond with a price cut, ask yourself: Have I done everything possible to tell this home’s story better, stronger and smarter?
You have tools. You have tactics. You have time to get it right, without rushing to reduce.
Let’s stop normalizing price drops as the only move in a slow market. Real estate is part art, part science — and a whole lot of strategy.
