10 Lessons Learned To Thrive in Real Estate During Tough Times

By Jason Baker

Jason is a full time agent who enjoys training his agents on how to think big and live an incredible life, while providing the best experience for their clients.

Did you have a hard time closing deals last year? You might have heard some pretty grim statistics about real estate agents. Reports say that around 50% to 70% of agents in the U.S. didn’t close a single transaction in 2024.

I’m not here to dwell on those numbers. Instead, I want to focus on what worked for us, especially during a challenging time in my personal life. Back in March, my wife, Sarah, found out that her cancer had returned. It was a tough blow, and we didn’t know what the future held. Yet, despite everything, my team and I managed to increase our numbers in 2024.

How did we do it? I want to share some personal insights that helped me and my team get through a tough year. Here are 10 lessons I’ve learned that I believe can help you, too:

1. Don’t let worry ruin your day. Never in history has a problem been solved with worry. It just ruins your moment and your momentum. Instead of stressing, focus on what you can control today.

2. Always have a plan. You’ve probably heard the saying: “Those who fail to plan, plan to fail.” It’s true. Think about what you need to do each day to make it a win. Planning ahead helps guide your actions.

3. Add humor to your life. Life can be messy, and that’s okay. I often poke fun at myself, and laughter really is great medicine. A good laugh can lighten the mood and help you handle life’s challenges better.

4. Say what needs to be said. Say what you have to say to people, but communicate respectfully. I’ve learned that time is precious, especially now. Sarah and I communicate openly, sharing our thoughts and feelings without holding back.

5. Allow others to help. Swallow your pride and accept help from your team. This is a tough one for me. I like to be independent and high-energy, but I realized I can’t do everything alone. My team has been there for me, and allowing others to help has been a game-changer.

6. Learn to say no. It’s important to say no to things that don’t bring you joy or serve your goals. Whether it’s events or distractions, move toward what makes you happy and focus on what you want to achieve.

7. Have faith during tough times. December and January can be particularly challenging. Remember, it only takes a few days to lose momentum but weeks to build it back. Have faith in your team even when nothing seems to be going right. Good businesses and teams take care of people really well.

8. Be consistent. Treat your work like a profession, not a side hustle. Whether helping people buy or sell real estate, consistency is key. Clients want to know you’re reliable and committed.

9. Keep going, no matter what. Even on your worst days, just getting out of bed is an accomplishment. Celebrate those small wins because they add up.

10. Give yourself a pat on the back. You’re your toughest critic, but remember to go easy on yourself. Measure how far you’ve come, not how far you still have to go. Make sure you’re setting achievable goals. Instead of aiming for 100 deals in your first year, why not start with five or ten and gradually build your way up?

If you found these insights helpful, or if you have questions, feel free to reach out. I’m offering free coaching consultations to help you tackle whatever’s on your mind. You can contact me at (406) 552-4443 or jason@jasonbakerteam.com. I look forward to hearing from you.