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REM Bot

Content by REM Bot has been created with the assistance of AI. Audio and video interviews, conducted by our team with real people, are transcribed and repurposed into text for those who prefer reading. REM Bot articles are reviewed by staff before publication to ensure factual accuracy and maintain editorial standards.

The post How top Realtors stay calm when their listings don’t sell appeared first on REM.

That downturn lasted longer than anyone hoped. From 2015 to 2021, Edmonton was a buyer’s market as prices slid thousands of dollars, inventory stacked up, and apartment-style condos got the shortest end of the stick. The market was rough, and there were 40 per cent fewer transactions for any agent; many left the industry or picked up day jobs. I felt the pressure and now I know how pressure makes diamonds.

In the first six months of 2015, I sold 10 houses a month (60 transactions in six months) because I was forced to learn that markets don’t create or remove opportunities; they just shift where the opportunities live. Here are the lessons that stuck with me.

Decode your market

It’s not just a buyer’s market; the impact varies by price point, and it hits people who bought last year differently than those who bought five years ago. Using tools like a strengths, weaknesses, opportunities and threats (SWOT) analysis, we saw that owners who bought five years earlier were in a stronger equity position than those who bought the year before. We also saw that condo and townhouse owners were more affected, as they tended to be less established, and luxury was more affected due to fewer qualified move-up buyers at higher ranges. By understanding the spectrum of impact, we could see who was positioned to win.

Visualize the wins

When the market is hot, wins are plentiful and visible — more like checkers. In a down market, the wins take multiple moves — more like chess. Buyers have the advantage in a buyer’s market, and when someone is selling and buying, the buy can outweigh the sell. Every upgrader was likely to save more on the higher-priced purchase than they would lose on the lower-priced sale. At the top end, thinner buyer pools can widen that spread, which is why calm, evidence-based guidance is a differentiator.

It turns out the challenge wasn’t math; it was fear. People were scared of what they’d heard about the market and what friends would think if they sold in a downturn. What they needed most was a knowledgeable guide to help them see that the down market offered opportunities for those with equity.

Selling in a market that doesn’t want to buy

To unlock the win on the purchase, we had to sell the first property. That meant understanding the market appetite and guiding sellers to solve the market for the highest price. Again, it started with analysis.

If the market had one buyer for every three sellers, you couldn’t be second or third — let alone fifth — in a field crowded with inventory. Most competing listings started five per cent over market, then reduced slowly over a two-month period. Any property that sat more than 60 days without a price change was irrelevant to buyers.

Our clients made better decisions out of the gate, set better prices and had better outcomes. Buyers responded more readily to a listing priced to sell on opening weekend, rather than one that inched down over weeks.

We laid out worst-case scenarios up front, set clear goals and helped people with unrealistic expectations see that this market wasn’t for them.

Spoiled for choice

Once the sale property went pending, we moved to the buy — a better position, with its own challenges. Buyers saw options everywhere, looked for big discounts and had plenty of leverage. The market looked full of deals, but they were harder to find. The risks were decision paralysis and overpaying.

Through testing, we found buyers did better with strong reference points before the first showing. We created a blueprint meeting to build a blueprint for success. It showed the true frequency of opportunities that matched what they wanted — replacing the myth that “thousands of listings” meant unlimited choice. It’s not a game of selection; it’s a game of elimination. You eliminate all but the best option.

We also played the long game. When a listing was new and overpriced, we waited through the price adjustments — and a little longer — to let the seller see the market wasn’t responding. Using time well was a key factor in successful negotiations.

It wasn’t rocket science. It was patience, pattern recognition, and a refusal to get distracted by the noise.

The bigger picture

If you can’t see the wins available in your market, it’s hard to be valuable to people in your marketplace. We can’t look at the market like an ocean with giant waves and stay on the beach. We have to adapt. If there’s wind, we sail; if there are waves, we surf — but we accept we’re getting wet either way.

Taylor Hack

Taylor Hack is an international keynote speaker, cohost of The Leads are $hit Podcast, and leader of HACK&CO at RE/MAX River City; the highest-reviewed team in the Greater Edmonton Area on RankMyAgent.com. Most of Taylor’s 20-year industry experience has been in the top 1 per cent of RE/MAX globally, whether his market has been hot or cold. Taylor is a devoted girl dad, Formula One fanatic, and he believes you miss 100 per cent of the dogs you don’t pet.

The post Pressure makes diamonds: Selling through a market downturn appeared first on REM.

Now is your window

It’s not going to be obvious. You won’t suddenly wake up to headlines screaming “It’s back!” You’re not going to feel it until long after it’s already passed. But for the agents who are paying attention – the ones putting in the work right now – opportunity is already forming.

The question is: Will you be ready when it fully arrives? Or will you still be waiting for permission to go?

The writing’s on the wall

I’ve spoken one-on-one with three different economists over the past few weeks: Benjamin Tal, Sherry Cooper, and Jason Mercer. All of them – from different backgrounds, using different data – said a similar thing: we’re roughly 12 months out from a healthier housing cycle. One even suggested it’s coming sooner.

Sure, there are still headwinds – tariffs, the federal government changing our Canadian landscape and making it unrecognizable, plus buyers who are skeptical and sellers who are still emotionally stuck in 2021. But interest rates are slowly creeping down, and consumer confidence will return as that momentum builds.

Which means your moment to start making moves is right now. Not six months from now. Not after the holidays. Now!

Stop waiting. Start doing.

Agents love to tell me they’re waiting.

Waiting for the market to stabilize.
Waiting for their clients to make a move.
Waiting for a sign that now’s the right time.

But success doesn’t come to those who wait. It comes to those who build and work their pipeline now, so that when confidence returns, they’ve already positioned themselves as the trusted expert who never disappeared.

Here’s your checklist of action steps:

Pick up the phone

If you haven’t called your database in the past 30 days, you’re already falling behind. Your past clients, your warm leads, your sphere – they need to hear from you. Not a social media post. Not a random ad. You!

Call to educate, not to sell. Update them on rate changes. Help them understand market conditions. Ask how you can support them.

Don’t overthink what to say. This isn’t about having the perfect script. It’s about being present.

Pro Tip: The more you track the notes from each of your calls and communications with each person on your list, the easier it will be to carry the conversation the next time you see them. That leads to stronger rapport building, which leads to trust, which then sets you up for the opportunity to earn their deal.

If you say you don’t know what to say, I’ll say you don’t want to work hard enough to run your business the way you should be running it. And if that’s the case, get out of the business because you can’t last that way.

Audit your marketing

Marketing isn’t what you do when you’re busy. It’s what you do so you can be busy.

Too many agents are running marketing plans based on hope – sporadic social posts, a few templated emails, maybe a postcard if they remember.

Do you have a campaign running? Do you know your budget? Are you tracking conversions?

If you’re not treating marketing like your main driver for growth, you’re not serious about actually growing.

Every piece of content you put out – from a video to a CMA to a coffee meeting – is either building MindShare or it isn’t. And if it’s not? You’re just wasting time.

Fix your follow-up

This one’s blunt: most agents are garbage at follow-up.

They make a call once. Maybe twice. Then they move on because the client didn’t call them back.

In a recent conversation, someone actually compared Realtors to sharks. Realtors swim around and bump into stuff, asking, “Are you ready to buy/sell yet?”. And when the answer is no, they move on, and then at some point down the road, maybe, they swim back around and ask the same question again. 

But deals don’t happen on the first call, or because of a random sales call. Most buyers or sellers don’t convert until at least the fifth to twelfth touchpoint. Remember that!

You need a system. A real one. With CRM notes. With scheduled check-ins. With value built into every follow-up.

If your process is “hope they call me back,” then your pipeline will always be empty, and you will always be stressing about where your next deal is coming from.

Train your clients

A lot of the frustration in this market isn’t about economics. It’s about expectations.

Buyers think they can afford more than they can. Sellers still want 2022 prices. And agents feel stuck in the middle.

But you’re not stuck – unless you refuse to lead.

Your job is to communicate to educate. To set realistic expectations. To coach your clients through the process, not just show up and say “okay.”

If you don’t train your clients to understand the market, the media will train them for you – and you will continue to find it harder and harder to get those deals done.

Plan for 2026

That’s right. 2026.

What you do right now sets the tone for how you finish your year, and just as importantly how your new year will start off.

The most successful agents aren’t just winging it – they’ve got an engineered plan that helps them see what their next quarter will look like, and what their year ahead looks like. That’s a plan. So –

• What does your brand look like a year from now?
• What will your marketing campaigns be for the spring?
• What are you doing today to ensure income consistency in 2026?

Planning that far out doesn’t mean having every step figured out. It means knowing the destination – so you can reverse engineer your daily behaviour to align with where you want to go.

Don’t just plan a little harder. Think bigger. Think longer. Make time to work on your 2026 business plan now so your pipeline is always full.

Final word: Your market is coming back — but only if you show up first

You don’t need a crystal ball. You just need to pay attention.

Yes, the past 18 months have been hard. Yes, the market’s been sluggish. But all signs are pointing to a shift.

So if you’ve been waiting for the go-ahead, this is it!

This is the time to rebuild your habits.
This is the time to reinforce your marketing.
This is the time to show up for your clients and re-establish trust.

Opportunity is already forming. And the people who’ll win in 2026 are already doing the work today.

Make your calls. Work on your business plan. And build your MindShare because it equals market share.

Don’t wait for the market to come back.

Be the reason it does!

David Greenspan

David Greenspan, CEO and founder of #MindShare101 is a nationally recognized keynote speaker, trainer and coach who helps sales professionals and businesses improve their sales and marketing efforts by bridging the gap between online and offline marketing to achieve a higher ROI on every marketing dollar spent. His direct, raw, and real approach is designed to motivate you and give you the advice you need to know.

David’s goal is to help you build MindShare, creating a top-of-mind intuitive, instinctive reaction so when people think of the product or service you offer, they think of your name first, always putting you in the right place at the right time to take your business to the next level.

The post The housing market is returning — but only for those who are ready appeared first on REM.

Between the economic uncertainty, a roller-coaster market, and the continuing ripple effects of the iPro Realty Ltd. disaster, the real estate industry is being tested like never before. Agents are burned out. Deals are harder to put together. Clients are more skeptical. And trust across the board is wearing thin.

But here’s the truth – and you’re not going to like it.

We did a lot of this to ourselves.

The fallout we should have seen coming

The iPro collapse didn’t just come out of nowhere. It was the result of weak leadership, a lack of oversight, and a culture that prioritized fast growth over long-term sustainability.

But more than that, it exposed a bigger problem in our industry: the way we chase every new gimmick, trend, or tool without thinking through the consequences.

Chatbots. Lead funnels. Commission-cutting platforms. Every time something shiny comes along, we act like it’s the magic bullet. And every time we skip the fundamentals, we erode our own value.

The fallout from iPro should be a wake-up call. Not just for regulators. Not just for brokerages. But for every single agent in this industry.

Ask yourself: Am I building something real? Or am I just playing a short-term game?

Most people won’t win this fall market – here’s why

The fall market is one of your last real windows to make 2025 a success. But most agents won’t capitalize on it. And it’s not because the market is too slow or the rates are too high.

It’s because most agents are spending too much time reacting – and not nearly enough time executing.

They’re spinning in chaos instead of running their days with intention. They’re watching others on social instead of doing the actual work. They’re consuming more than they’re creating. Waiting for business to come to them instead of going out to get it.

Winning the fall market isn’t about luck. It’s about structure. Discipline. Systems. And conversations that actually move the needle.

Your daily battle

If you want to build a bigger, better, more profitable real estate business – now and long term – it starts with winning the daily battle.

That battle is against distraction. Against procrastination. Against chasing shortcuts.

And it’s also a battle for your brand, your voice, and your relationships in a market where attention is everything.

Marketing isn’t optional anymore. MindShare equals MarketShare. If you’re not staying top of mind with your audience, someone else is.

But here’s where most people mess this up: they’re marketing without a system. No clear message. No consistency. Just random posts and hope.

Hope isn’t a strategy.

Want to finish the year strong? Here’s what you need to do:

1. Review your marketing plan

Where are you spending money? Where are you spending time? What’s actually working?

Stop pouring dollars into tactics you can’t track. Double down on what generates results – whether that’s your email list, your database touchpoints, your geographic farm, or your video content.

And stop outsourcing your voice. Nobody can tell your story like you can.

Action step:

Audit your last 90 days of marketing. What messages did you put out? How consistent were you? What kind of response did you get? Use that data to tighten your strategy for Q4.

2. Control your schedule, or it will control you

Real estate is a game of time blocking, not time hoping. The agents who finish strong this fall aren’t the ones running around reacting to every notification. They’re the ones with time set aside every single day for revenue-generating activity.

You say you’re busy? Show me your calendar. If there’s no time blocked for lead gen, for follow-up, for marketing, for client nurturing – then you’re not busy. You’re just scattered.

Action step:

Every evening, build tomorrow’s schedule. Know what time you’re waking up, what you’re posting, who you’re calling, and what the non-negotiables are.

3. Set expectations and lead conversations

Right now, sellers are still expecting 2021 numbers. Buyers are still dreaming beyond their budgets. And agents are still afraid to say what needs to be said.

Stop it!

You are the expert. You are the guide. If you’re not leading the conversation, the market will do it for you – and your clients won’t like the outcome.

Action step:

Start every client relationship with clarity. Review financing before showing a home. Review comparable sales before pricing a listing. Have the “why now?” conversation with every lead you talk to.

4. Play the long game

Most of the industry is focused on the next deal. And that’s why they’ll never scale.

You want to grow your business? Start thinking in quarters, not closings. In relationships, not transactions. In brand equity, not just commission splits.

Build a business that’s about more than just survival. Build something that compounds. Something that lasts.

Action step:

Start every day by asking: What am I doing today that will bring me more business tomorrow, next month, or next year?

If the answer is nothing, you’re not building a business. You’re just filling time.

Final thoughts

What happened at iPro should have shaken you. Not just because of the money lost, but because of what it revealed about how fragile this industry can be when it leans on shortcuts, hype, and silence.

And what happens next – how you finish this year – comes down to whether or not you’re willing to do the work that most won’t.

Because most people won’t:

• Audit their time.
• Reset their systems.
• Speak hard truths to their clients.
• Show up every day, whether they feel like it or not.

But if you want to build something bigger – if you want the brand, the business, and the balance – you’ve got to be part of the few who do.

There’s still time left in this year to make it count.

Just stop waiting for motivation. Stop waiting for the market to fix itself. Stop waiting for your phone to ring.

Lead. Own your day. Own your brand. And the market will follow.

David Greenspan

David Greenspan, CEO and founder of #MindShare101 is a nationally recognized keynote speaker, trainer and coach who helps sales professionals and businesses improve their sales and marketing efforts by bridging the gap between online and offline marketing to achieve a higher ROI on every marketing dollar spent. His direct, raw, and real approach is designed to motivate you and give you the advice you need to know.

David’s goal is to help you build MindShare, creating a top-of-mind intuitive, instinctive reaction so when people think of the product or service you offer, they think of your name first, always putting you in the right place at the right time to take your business to the next level.

The post Amid industry chaos, here’s how you can still finish 2025 strong appeared first on REM.

In times like these, it’s easy to start looking for something new. A new tool. A new lead source. A new way to market. The temptation is real, especially when the traditional routes feel like they’re slowing down. 

But in reality, what’s working best right now is not new at all. It’s the same foundation this business has always been built on: trust, relationships and real conversations.

This is not the time to reinvent the wheel. It is time to get back to basics.

The data speaks for itself

For years, industry data has shown that 70 to 90 per cent of an agent’s business comes from repeat and referral. That is not just a trend – it is a truth. 

Recent numbers show that the figure is rising even higher in today’s market, with some agents reporting that at least 90 to 95 per cent of their deals right now are relationship-driven.

This shift matters.

When the market slows, most agents panic. Instead of focusing on the relationships they already have, they start searching for leads in unfamiliar places. They buy online leads. They sign up for expensive automation systems. They chase the latest social media or even AI trend or throw money into digital ads that promise instant results.

The problem? Those strangers on the other end of the click are not ready. They are not loyal. And most importantly, they do not know you.

A click does not equal a client.

In a slower market, agents need to be even more intentional with where they invest their time and energy. The highest return still comes from your existing relationships – the people who know you, like you, and trust you; they are the ones who are most likely to send business your way… but you already know this.

Real marketing = real connection

There was a time when online leads flowed more freely. A decent website and a catchy social media post could spark engagement. But in 2025, that strategy is falling flat for most people. 

The volume of noise online has made it harder for agents to stand out, especially those who have leaned too heavily on automation.

What clients want now is not more marketing. They want a real connection. Someone they can trust. A professional who knows the market and will give them honest advice, not just sell them a dream.

This is why old-school tactics are making a comeback. Open houses. Door knocking. Client check-ins. Community involvement. Personal outreach. These are not outdated – they are necessary. 

They are working because they create a connection. They build familiarity. And they remind people that you are still in business and still the expert they can count on.

In many ways, it’s about humanizing your brand again. Marketing that feels too polished or impersonal simply does not perform the way it used to. This is the time to be authentic, visible, and consistent in your efforts, especially with the people already in your database.

The hardest conversation in real estate

Marketing may bring you to the door, but what you say when you get there matters just as much.

One of the toughest conversations agents are having right now is with sellers who expect to get yesterday’s prices in today’s market. It is not an easy discussion, but it is a necessary one.

The first question every agent should ask is, “Why are you selling?”. The goal is to determine if this is a need or a want for them.

If the seller needs to sell – due to a job change, family circumstance, financial situation or other personal reasons – then it becomes a strategic conversation. You can work together to price the home appropriately, position it properly, and make adjustments when needed.

But if it is only a want – and the seller is fixated on a price that no longer reflects market reality – you need to consider whether taking the listing is the right decision for you.

Let’s be real – not all listings are good listings.

Overpriced homes sit on the market. They drain your time and money, they create stress, and they can damage your reputation when the results don’t come. 

More importantly, they often lead to frustration between agent and client, which erodes trust, and severely limits opportunity for repeat or referral business.

This is why it’s critical to set expectations early and clearly. Show the data. Explain the risks. Outline a pricing strategy with contingencies. And if the client is unwilling to adjust, be prepared to walk away.

You do not need every listing. You need the right listings.

And sometimes, the most professional move is to say no.

A return to fundamentals

If the last few years taught agents how to scale and pivot, this year is teaching us how to ground ourselves again.

It is about simplifying the approach.

Focus on your core business: your past clients, your current network, and your community. Be visible. Be consistent and honest.

This is not the time to rely on hacks, bright shiny objects, or quick wins. It’s time to build trust, provide real value, and stay disciplined in your daily activities.

You don’t need a thousand leads. You need a few strong relationships – and a system to nurture them.

The bottom line

The agents who are succeeding in this market are not chasing every new trend. They are not waiting for the phone to ring. They are not afraid of the tough conversations.

They are doing the work. They are revisiting old-school strategies. They are doubling down on relationships. And they are setting clear expectations with their clients – even when those conversations are difficult.

The market may be uncertain, but what it takes to succeed is not.

Go back to the basics. Stay consistent. Be bold enough to have the conversations that matter.

Because the agents who are doing that right now? They are the ones who will be standing tall when the market shifts again.

David Greenspan

David Greenspan, CEO and founder of #MindShare101 is a nationally recognized keynote speaker, trainer and coach who helps sales professionals and businesses improve their sales and marketing efforts by bridging the gap between online and offline marketing to achieve a higher ROI on every marketing dollar spent. His direct, raw, and real approach is designed to motivate you and give you the advice you need to know.

David’s goal is to help you build MindShare, creating a top-of-mind intuitive, instinctive reaction so when people think of the product or service you offer, they think of your name first, always putting you in the right place at the right time to take your business to the next level.

The post Back to basics: How human connection gets deals done appeared first on REM.

“COVID changed everything,” asserts Katelyn Fulton, who, along with her sisters Paige and Carly, helps run the family business, Century 21’s Percy Fulton brokerage in Toronto. “We found the power of video showings and virtual business. It worked out so well that we adapted our business. We came up with a specialized home-selling system for introverts.”         

High-pressure techniques can backfire with introverted clients

Tongue-in-cheek, Fulton refers to this fledgling niche market as home selling for homebodies. “This shift has allowed us to serve clients in a way that feels more aligned, more respectful of their comfort levels and ours, and honestly, more modern,” says Fulton. The real estate biz, irrefutably dog-eat-dog, is highly aggressive, she observes. Sales trainers tend to hammer home the importance of being super assertive. But clients aren’t one-size-fits-all. Not everyone likes the direct approach. 

The reality is that high-pressure techniques can backfire with introverted clients, who generally prefer less intrusive interactions. 

When Fulton hears coaches advising agents to cold call, door knock or bring clients to the brokerage, her reaction tends to be “What!? Why?” 

She admits there’s a place for such tactics. “Not all my clients are introverts. Sometimes I have to put my extrovert hat on.” But she personally finds the hard sell to be old school. In her experience, even a practice as common as having an agent come to the house for a listing appointment can give introverts nightmares. 

Typically, introverted sellers “want to see us once and never again,” if at all, says Fulton, laughing. She’s seen mouths drop open in shock when she’s expressed this to a roomful of agents. But she’s on board with the introverts, which is why they’re her ideal target clients.   

“Introverts hate the phone and in-person meetings, especially without warning,” she maintains. “They need breathing room. They aren’t fans of surprises or drama. They don’t like small talk. They don’t like to make quick or pressured decisions.”

Emphasis on respecting personal space

It’s not unusual for her team never to meet an introverted seller in person if that’s the client’s wish. “But just because they don’t see us a lot doesn’t mean they’re not getting full service. We’re still getting everything done, just from a distance.”

Prioritizing listening and relationship building are every bit as important with introverts as with other clients, but emphasis on respecting personal space must be unswerving. Fulton advises agents working with introverts to “be a resource rather than a salesperson. This builds trust and shows respect for their autonomy.”  

Agents need to adapt to the client’s style, she continues. “Extroverted agents can work with introverted clients if they understand them. Ask clients how they prefer to communicate. If they prefer text or email, it may be a sign that they’re introverted.” 

She hopes that the introversion training she’s now providing at conferences and online will help challenge traditional marketing to become more nuanced and inclusive. There’s a need for Canadian coaches who specialize in introverted clients, says Fulton. At the moment, she isn’t aware of any at all.   

Best practices when working with introverted clients

Her suggestions on best practices when working with introverts include:

• The big one is to focus on written communication and limit in-person and telephone contact. Communicate by text, email or online message platforms. If you need to phone, schedule the call rather than making it out of the blue. Don’t bombard these clients with needless communication. 
•  Provide clear, detailed information, checklists and videos, and allow ample time for reflection.
• Embrace technology—use digital paperwork and e-signatures, online home evaluation tools for sellers, online offer submissions, video showing tours for buyers and virtual consultations with stagers. 
• Schedule private showings for introverted buyers rather than having them endure busy open houses. 
• Don’t pop by unannounced with a closing gift for sellers. Use Amazon or send flowers. The same goes for lockboxes—send them by Amazon or courier.
• Make sure that everyone on the team—stagers, photographers, and so on—understands that the client may not want to see them or speak with them directly. 

Greater Vancouver Re/Max agent Tim Hill finds that providing as much information as possible is especially important. Decision-making can be a painstaking process for introverts.

“Take the time to walk them through everything step-by-step,” advises Hill. “Slow and steady wins the race with this type of client.”

Keep in mind that introverted buyers may be looking for homes with calm and exceptionally private environments, although that’s by no means always the case.

Whether you’re an extrovert or introvert yourself, Hill is of the same opinion as Fulton, i.e., that as a Realtor your job is to recognize who you’re working with and tailor your services to their communication style accordingly.

Some agents aren’t able or willing to do this, Hill concedes. 

They could miss out, as introverts increasingly flip the script and challenge the industry to become more thoughtful and adaptable.

As American Realtor/writer Bryant Beltran has noted online, in this dynamic shift the industry has to ask itself how it can “strike a balance between the vibrant energy of extroverted marketing and the quiet needs of introverted buyers.”

Susan Doran

Susan Doran is a Toronto-based freelance writer who has been contributing to REM since its very first issue.

The post The rise of the introverted client—and the Realtors who get them appeared first on REM.

Bhanusmitha Das

Bhanusmita Das is a Content Writer with over 3 years of experience writing engaging and informative blogs, articles, and other content. She has immersive experience in crafting content for different industries such as real estate, home decor, lifestyle, and many more. Currently, Bhanusmitha thrives as a Content Writer at The Canadian Home Realty Inc., where her innovative approach and dedication have been making waves for over a year.

The post Special properties, special strategies: How to sell unique types of real estate successfully appeared first on REM.