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!

Let’s get one thing straight: A recession doesn’t have to wreck your real estate business. But ignoring the warning signs? That’ll do it every time.

Agents who thrive during economic shifts don’t wait for calm — they build clarity, confidence and consistency into their daily business before the storm hits.

Here’s how to do just that — seven ways to prepare, perform and prosper when the market tightens.

1. Lead with service, not sales

In uncertain times, clients want a guide — not a pitch. Check in. Ask questions. Be a resource. That “How’s the family?” call today becomes tomorrow’s listing lead. Focus on delivering value without expecting an immediate return.

Teachable moment: People remember how you made them feel — especially when things feel shaky. The agent who listens wins.

2. Get clear on your value (and how to explain it)

Your “professional fee” isn’t just a number — it’s a reflection of your value. Can you explain, without flinching, exactly what you bring to the table?

Teachable moment: Confidence is contagious. The more clearly you can explain your worth, the less you’ll need to defend it.

3. Streamline like a CEO

Now’s the time to cut the fluff and double down on what works. Audit your budget, trim subscriptions and upgrade your CRM. Spend less time reacting and more time executing.

Teachable moment: An innovative business doesn’t spend more during slow seasons — it spends smarter.

4. Stop chasing everyone. Start farming like a pro

Recession markets demand deeper, not wider. Instead of chasing the whole ZIP code, target your warmest leads — your past clients, sphere and farm.

Teachable moment: A strong database beats a cold call list any day, especially when wallets tighten and trust matters most.

5. Stay loud when others go quiet

Most agents pull back when the market slows. Don’t. Stay visible. Post-market updates. Host workshops. Send newsletters. Keep showing up.

Teachable moment: When you disappear, so does your credibility. Visibility builds trust — even when clients aren’t ready to buy or sell yet.

6. Become the local economist of choice

National headlines won’t help your clients decide. Local data will. Know your town like the back of your hand—inventory, days on market, trends — and share it often.

Teachable moment: In a market full of noise, the agent with clarity becomes the voice of reason.

7. Sharpen your skills — before you’re desperate for them

Waiting until things get really tough to learn objection handling or lead gen? Rookie move. Hone those muscles now — scripts, time blocking, marketing, negotiation.

Teachable moment: You don’t rise to the occasion — you fall to the level of your training. Raise your level. Then, keep raising it.

You don’t need to brace for impact — you need to build for it. The agents who start now will not only weather what’s coming, they’ll grow from it. 

Darryl Davis is the CEO of Darryl Davis Seminars. Connect with him on Facebook or YouTube. 

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!

Let’s get one thing straight: Spring isn’t just a season; it’s a massive opportunity.

And if you’re new to real estate? That opportunity is even bigger. Because while seasoned agents might be coasting on last year’s referrals, you’re out here building your brand, making your mark and setting the stage for long-term success.

So how do you do that — without a huge budget, a long track record, or fancy systems?

Start here. Below are 10 proven, doable, confidence-building strategies to help you grab market share, connect with clients and show your community that you’re the agent to watch.

1. Host neighborhood-first open houses

Ask your broker or team leader if you can host open houses for their listings. Then take it a step further — invite the neighbors to a private preview before the public arrives. Hand-deliver invites with a smile and a simple note:  “Just wanted to personally invite you to take a sneak peek before the crowd!”

Teachable moment: You don’t need your own listing to build local visibility. Show up and start conversations.

2. Run geo-targeted social ads (Yes, even as a newbie)

Don’t overthink this. A simple Facebook or Instagram ad with your name, face and a message like: “Curious what your home is worth this spring?” can go a long way. Geo-target your ZIP code or neighborhood farm.

Teachable moment: A $10 ad can do more than a $100 postcard — if it’s relevant and localized.

3. Start a spring-cleaning campaign

Offer a free home prep checklist or 10-minute curb appeal consult. It’s a soft entry into the minds of potential sellers. Not pushy — just helpful.

Teachable moment: New agents who give value first earn trust faster. Be useful before you try to be impressive.

4. Reach out to expired listings

Check your MLS for listings that expired unsold. Then call, text, or mail a quick note offering a fresh perspective. Practice saying:  “Hey, I saw your home came off the market. I’d love to share a few things that might help it get sold if you’re still open to it.”

Teachable moment: You don’t need to have sold 10 homes to solve problems — just bring ideas, energy and effort.

5. Record short video market updates

Don’t worry about being perfect — just be real. Share a quick 60-second video:

“Here’s what’s happening in [your town] this month: X homes listed, Y sold and what it means for YOU.”

Post it to Instagram, Facebook and email it to your database (yes, even if that’s just 12 people right now).

Teachable moment: You don’t need to know everything — you just need to show that you’re learning and sharing.

6. Partner with local businesses

Introduce yourself to a few small business owners — landscapers, stagers, painters — and see if they’d like to be part of a “preferred vendor list” you share with your clients.

Teachable moment: You’re not just building a career — you’re building a network. And it starts with one conversation.

7. Host a first-time buyer spring session

Invite a local lender and host a free event — online or at a coffee shop — where you walk new buyers through the process. Promote it through social, Eventbrite and your own contacts.

Teachable moment: You’re new, yes — but to your buyer audience, you’re the one who showed up to help them. That’s leadership.

8. Door-knock with purpose (and a smile)

Bring a printed market update, mini home value guide, or even a springy gift like a seed packet. Knock, smile, say Hi and offer value — not pressure.

Teachable moment: You don’t need to sell on the doorstep — you just need to start the relationship.

9. Polish your listing presentation NOW

Even if you don’t have a listing appointment yet, create your presentation. Include your broker’s stats, sample marketing materials, testimonials from your team and a clear plan. Practice it.

Teachable moment: The time to prepare is before the opportunity comes knocking.

10. Reconnect with everyone you know

You may not have a long list of past clients, but you do have a sphere of influence (SOI): friends, family and former coworkers. Reach out. Send a spring card. Offer a free CMA. Invite them to your buyer seminar. Stay visible.

Teachable moment: Relationships are greater than experience. People choose agents they like, know and trust — even if they’re brand new.

You don’t need 10 years in the business to make an impact this spring.  You need 10 moves — done with consistency, creativity and a willingness to learn as you go.

So, what are you waiting for?

Pick three strategies from this list. Implement them this week. Then show up again next week. The agents who win in Q2 aren’t waiting for confidence. They’re building it.

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!

Zillow recently released a list of what types of listings are considered acceptable under their new Listing Access Standards — a policy that, let’s be honest, feels more like a set of regulations than a private company’s internal guidelines.

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According to Zillow’s own Chief Industry Development Officer, Errol Samuelson, in this LinkedIn post, the following listing types will not be blacklisted from Zillow:

• True private listings for sellers who need privacy throughout the life of the listing and never intend to market it online
• Office exclusives that are within a brokerage but not publicly marketed or available to consumers directly
• Coming Soon and other pre-marketed listings entered into the MLS and distributed to all participants
• Delayed marketing listings entered into the MLS and shared with all participants
• For sale by owner (FSBO) listings
• Rental listings
• New construction homes sold directly by builders

Sounds clear, right?

Well … not exactly.

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The problem I have with Errol’s bullets is the fourth one from the bottom, ”Delayed marketing listings entered into the MLS and shared with all participants.”

I think people are making an assumption that this is addressing NAR’s delayed IDX feed policy, but it’s still creating a lot of confusion for people like me. Why can’t they specifically spell it out so it’s not confusing?

Here’s the bigger problem: Who put Zillow in charge?

What bothers me more than the policy confusion is this: When did Zillow become the regulatory body of our industry?

Let’s remember who Zillow is — a vendor that built its empire by reselling our listing leads back to us. They took our money.

Then they bought tools and platforms like:

These acquisitions strategically positioned Zillow as the central command hub of the real estate transaction, including scheduling, signing, follow-up and beyond.

And now?

They’re policing what you can and can’t do with your own listings.

That’s not partnership.

That’s a power grab.

We are not Zillow’s vendors. We are the professionals

Somewhere along the way, the power dynamic flipped. We became the vendors. Zillow became the gatekeeper. And the scariest part?

Some leaders in our industry are cheering them on.

But let me ask you: Would your local paper or TV station ever tell you, “Sorry, we won’t run your ad because we don’t agree with your marketing strategy?” Of course not. So why are we tolerating it from Zillow?

It’s time to take back our industry — here’s how

Here are a few powerful, practical ways to start:

1. Get involved in your MLS and associations

Your MLS doesn’t just run on autopilot. Join a committee. Show up to meetings. Propose smart changes — like allowing agents to insert contact info in the final photo slot of a listing. That single move could dismantle Zillow’s Premier Agent revenue model.

2. Create your own lead sources

Stop relying on portals.

Try:

3. Educate your clients on what’s really happening

When a homeowner asks about Zillow, don’t bash — just be honest:

“Zillow makes money by taking your listing and selling leads to other agents. That means buyers clicking on your home may never speak to me, the agent who knows it best.”

Help them understand what platforms do — and what they don’t.

4. Use (and explore) tools your company already offers

You’d be surprised how many agents never log into their brokerage dashboard or ignore the tools their company already pays for — tools that can generate leads, enhance marketing or streamline client communication. Before buying another third-party solution, take inventory. You might already have what you need.

5. Support broker tools that empower agents

Explore alternatives to Zillow-owned platforms. Choose systems built by brokers, for brokers. Showing schedulers, CRMs, transaction managers — there are plenty of options that keep you in control, not feeding the competition.

This isn’t just about a policy. It’s about power

The longer we let Zillow define the rules, the harder it becomes to take our industry back.

So, if you’re frustrated, you’re not alone. But frustration without action is surrender. And now’s the time for action — in your business, your MLS and your client conversations.

Let’s stop letting a vendor dictate our standards. Let’s reclaim our industry. One voice, one action, one listing at a time.

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!

Spring is more than just blooming flowers and warmer weather — it’s a perfect season to refresh and reinvigorate your relationships with past clients. Building connections isn’t about sales pitches; it’s about genuine, thoughtful interactions. Let’s dive into seven engaging strategies to help you reconnect meaningfully with your past clients this spring.

1. Spring check-in calls

Take a morning to make friendly, no-pressure phone calls. Simply reach out to say hello, ask how they’re doing and let them know you’re thinking of them. “Hey, I was just thinking about you — how’s your spring shaping up? Anything exciting happening in your world?” A thoughtful call can deepen your connection far beyond emails or texts.

2. Seasonal gratitude notes

Handwritten notes never go out of style. Send personalized spring-themed notes that express appreciation for your past clients.

“Just wanted you to know I appreciate you and am grateful to have you as a client. Wishing you a joyful spring season!”

These notes can brighten their day and strengthen your relationship.

3. Organize a community clean-up day

Spring means renewal — what better way to reconnect than organizing a local park or neighborhood cleanup event? Invite past clients and their families to join in giving back to the community. Working together creates lasting memories, deepens your bond and showcases your genuine investment in the community.

4. Celebrate National Gardening Day on April 14

Connect with clients who love gardening by dropping off seed packets or small gardening tools with a thoughtful note like,

“Wishing you growth and happiness this spring! Let me know if there’s ever anything I can do to help your dreams bloom!”

A thoughtful gesture linked to a personal hobby shows authentic care.

5. Host a spring appreciation gathering

Plan a simple, casual client appreciation event — a backyard barbecue, picnic at a local park or an ice cream social. Encourage past clients to bring family and friends. Events that build community connection reinforce trust and loyalty, and deepen relationships naturally.

6. Send helpful home tips

Spring is a prime time for home improvement. Share useful seasonal home maintenance tips, DIY project ideas or market updates in a personalized newsletter or social media posts. Providing practical value strengthens trust and positions you as a helpful resource rather than just an agent.

7. Celebrate their milestones

Spring is abundant with personal milestones like graduations, weddings, birthdays and anniversaries. Reach out directly to celebrate these events personally with a thoughtful card, phone call or small gift. Recognizing important moments in their lives sends a powerful message — you genuinely care beyond just the real estate transaction.

Creating connections that count

Your interactions don’t need to be complex or expensive to have a big impact. Instead, the key lies in authenticity, thoughtfulness and consistency. When your clients feel appreciated and understood beyond the business relationship, trust grows deeper, loyalty strengthens, and referrals naturally follow.

Spring reminds us that everything worthwhile requires nurturing and care — your client relationships included. By investing time into genuine connection, you’ll create bonds that last well beyond the season.