How To Rebuild Your Real Estate Momentum in a Shifting Market

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.

I recently sat down with an agent who honestly shared, “I used to do 12 or 13 deals a year. Now I’m doing three. I don’t have any systems. I don’t know what to do.”

Does this situation sound familiar? Many agents are experiencing this shift. We’ve moved from a wild seller’s market to a more balanced landscape, potentially leaning toward a buyer’s market.

The reality of today’s real estate market is this: fewer people are transacting. Prices are softening, interest rates remain high, and clients aren’t reaching out the way they once did. However, this doesn’t mean the deals are gone; it simply means you can no longer sit back and wait for business to come to you.

Spending $5K to $30K on internet leads might yield some results, but even the best online leads can take years to convert. In this market, most agents can’t afford to wait or waste money on uncertain opportunities.

I asked that agent, “Can I coach you for a minute?” They agreed, and I shared our team’s effective 5-step daily routine, which we follow every morning from 9:15 to noon. It’s simple, but it works.

1. Start with expired listings and FSBOs. These sellers have already shown intent, making them the fastest path to closing. We use a straightforward script:

• For expired listings: “Hey, it looks like your home was on the market recently. Did it sell, or are you still hoping to get it sold?”

• For FSBOs: “If I could show you how to net more, even after paying a commission, would that be worth 15 minutes of your time?”

Some say yes; others tell you to take a hike. Either way, you’re engaging with the right people.

2. Call your sphere. This agent mentioned that most of their past business came from people they knew. When I asked what they were doing to stay in touch, the answer was: nothing. You can’t rely on people to remember you; you need to remind them. Here’s what we say:

“Hey, it’s Jason. This is a business call, but I’ll ask about the kids in a second. Any real estate plans for 2025?”

It’s short, direct, and keeps you top of mind.

3. Follow up with internet leads. While internet leads may be slow to convert, they shouldn’t be ignored. We check our CRM for active leads and say:

“Hey, I saw you looked at a property on Main Street. Is that the only area you’re focused on right now?”

This approach reopens the conversation without being pushy.

4. Farm local neighborhoods. Choose a geographic area and start dialing. When we list a property, we call nearby homeowners:

“We just listed a home over on 123 Main Street. Know anyone looking to move into the neighborhood?”

This casual, value-based approach allows for a follow-up:

“How about you? Any plans to sell soon?”

5. Use a system to stay organized. I leverage a CRM and a virtual assistant to prepare my daily call list. This way, when I sit down to prospect, I know exactly what to do.

Last month, our team didn’t just make calls; we had meaningful conversations with over 3,400 people. That’s why we’re on track for one of our best years yet; not because the market is easy but because we’re doing the uncomfortable work that many agents avoid. That’s what sets our team apart.

Every Wednesday from 11:00 a.m. to noon, I host a free Zoom session where I walk agents through this process. There’s no recruiting, no gimmicks; just practical advice that works in real life. If you can’t make it live, email me, and I’ll send you the recording.

This market demands more effort, more intention, and more structure. If you’re ready to stop waiting and start taking action, this five-step system is your next move. Feel free to call (406) 552-4443 or email jason@jasonbakerteam.com. We’d be happy to walk you through how we’re doing it and how you can, too.