(How to Dominate in Any Cycle)

Stress in life and real estate stems from a lack of control. You can’t control inventory, interest rates, or how fast homes are selling—but you can control your mindset, your actions, and your income. In today’s market, that’s more important than ever.

Today, we’ll show you how to stay productive and profitable, even when the market cools, your energy dips, or you feel like you’re just spinning your wheels.

Understand the Cycles—and Adapt

There’s a saying:

“Hard times create strong men. Strong men create good times. Good times create weak men. And weak men create hard times.” – G. Michael Hopf

Markets are cyclical. So is motivation. Sometimes the cycle is short—a week or a month. Sometimes it’s long—years or decades. But the strongest agents don’t rely on good times to get by. They thrive because of their discipline, not their conditions.

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Remember the days when listings sold overnight with multiple offers? When buyers would write anything to win because of FOMO (fear of missing out)? That was the “easy” cycle. But easy cycles create unrealistic expectations. Let’s reset.

Here’s how to lead—and earn—during the more challenging cycles:

1. Own Your Results

“If it’s meant to be, it’s up to me.”

You cannot hinge your business on:

• Mortgage rates
• Who’s president
• If the market is hot
• How you feel today
• What someone said on the news
• Whether you’re young, old, new, or experienced

Success is not circumstantial. It’s intentional. And it starts with personal responsibility.

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2. Focus on Consistent, Dollar-Productive Action

Big wins feel great—but they’re random if you don’t know how you got them.

Sustainable income comes from predictable habits:

• Lead generation
• Furiously Fast Lead follow-up (better yet: Just answer your phone!)
• Prequalifying
• Presenting
• Negotiating
• Closing

If your income is unpredictable, it’s time to stabilize your systems. Sporadic work creates cash spurts. Consistent work creates consistent income!

3. Follow a Real Plan (Not Luck or Hopium)

Hope is not a strategy. Download your Real Estate Treasure Map or start your 90-Day Massive Action Plan. Both can be found at PremierCoaching.com

Whether you’re rebuilding or just stuck in a rut, you need structure.

• Know your numbers
• Set your goals
• Create (and follow!) your dollar productive schedule
• Track your results and modify for consistent improvement

Get help from your coaches and don’t take advice from agents who haven’t done what you’re striving to do!

4. Stop Waiting—Start Leading

Waiting isn’t profitable. Action is.

Don’t wait for:

• A past client to call you
• A lead to follow up
• The buyer to find something they like online or in your drip system
• Your listing(s) to get more showings
• The other agent to call back

Take control of the transaction. Take the lead.

Repeat after us: “I’m a doer. I do things now. I get things done.”

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5. Have More Conversations

The difference between top producers and struggling agents? Top producers don’t wait to feel motivated—they do the work anyway.

This is still a contact sport.

If you’re not making the money you want, you’re not having enough conversations with people who need to buy or sell.

• If you’re making the contacts, but not generating qualified appointments, you may be speaking with the wrong lead source. (circle prospecting versus expireds for example).
• If you’re talking to the right people but not setting appointments, your skills may need work.  Contacting 3 expireds daily but still not landing appointments? You need a script upgrade.

Need to fix this fast? Use proven scripts. Join Premier Coaching. We’ll roleplay with you until you win.

6. Real-World Example + Expired Math

One of our Premier Coaching members in Michigan followed this exact plan and went from zero listings to five in just 45 days. Her secret? She stopped overthinking and started following the 90-Day Massive Action Plan. Daily lead generation, consistent follow-up, and coaching accountability made all the difference.

Let’s break down what just one listing per month can do for your business:

If you take and sell just one expired listing per month, based on the national average sale price of $400,000 and a typical net commission of $10,000, that’s $120,000 per year—from just one listing source.

This is the kind of opportunity waiting for agents who consistently take action, even in slower markets.

7. Know What’s Hot—and What’s Not

The market isn’t slow everywhere in your town. Some neighborhoods are moving fast, while others have stalled out. You should always know:

• Which price points are moving
• Which school districts are drawing buyers
• What types of homes are getting multiple offers

Use your MLS hotsheet every morning. Supplement with Altos Research and set Google Alerts for news about your local housing market. That way, you’re not relying on national headlines—you’re tracking what’s actually selling in your zip code.

Wayne Gretzky said, “I skate to where the puck is going to be, not where it has been.” The same goes for real estate. Know where your market is heading, and position yourself there before everyone else does.

Final Thoughts

Ready to turn motivation into money? Join our mastermind today at HarrisMastermind.com and surround yourself with the industry’s most driven and successful agents.

The market isn’t what it was in 2021—but neither are you. You’ve grown, you’ve learned, and you’re more capable than you think.

Stay focused, stay proactive, and stay coachable. The agents who thrive in this cycle will dominate the next one.

Let’s go!