{"id":3154,"date":"2022-06-09T12:00:00","date_gmt":"2022-06-09T12:00:00","guid":{"rendered":"https:\/\/www.realtrends.com\/blog\/2022\/06\/09\/ask-a-coach-dr-lee-offers-agent-strategies-for-a-changing-market\/"},"modified":"2025-03-13T02:43:11","modified_gmt":"2025-03-13T02:43:11","slug":"ask-a-coach-dr-lee-offers-agent-strategies-for-a-changing-market","status":"publish","type":"post","link":"https:\/\/www.realtrends.com\/blog\/2022\/06\/09\/ask-a-coach-dr-lee-offers-agent-strategies-for-a-changing-market\/","title":{"rendered":"Ask a coach: Agent strategies for a changing market"},"content":{"rendered":"\n

Real estate coach and consultant Dr. Lee Davenport is a fourth-generation homeowner and educator, a second-generation real estate investor, and a first-generation Realtor<\/a> and coach.<\/p>\n\n\n\n

She holds a Master\u2019s degree in legal studies and became a managing broker of three RE\/MAX<\/strong> offices. For her doctoral dissertation, she studied some of the nation\u2019s top 1,000 agents<\/a> using RealTrends<\/strong> as her data source and unearthed several key qualities of top producers no matter their personality. Her findings have helped agents in the U.S. and abroad learn how to succeed in what she calls \u2018profit with your personality.\u2019<\/p>\n\n\n\n

RealTrends:<\/strong> Agents are burned out and frustrated with today\u2019s market. But the market is changing. What can agents do to prepare for a market shift to more inventory and fewer buyers?<\/strong><\/p>\n\n\n\n

Davenport:<\/strong> One key principle of effective coaching as identified by the International Coaching Federation<\/strong> is asking powerful, soul-searching questions to help clients have a revelatory moment that suits\u00a0their\u00a0needs and life situation. Thoughtful reflection<\/a> and pre-planning instead of being blindsided by changing markets have been key to navigating shifting financial markets.\u00a0
It’s like GPS telling you while you\u2019re driving about an upcoming slowdown, allowing you to re-route to a new road to still get to your destination. With today’s news of rates rising, we are getting those GPS alerts that a slowdown is coming, so proactively reroute.<\/p>\n\n\n\n

RealTrends: You make the point that in seeing some extremes over the last 20 years that you have been in real estate as an investor, agent, managing broker and now educator\/coach, \u2018one size never fits all.\u2019 Please elaborate.<\/strong><\/p>\n\n\n\n

Davenport: <\/strong>It may be because you are in a different part of the nation. Perhaps you serve a different niche market, such as horse farms versus in-town condos. You may have ailing parents to also consider. Perhaps student loan debt impacts your drive for real estate deals. Or you may have something completely different that weighs heavily on your wheeling and dealing in real estate. <\/p>\n\n\n\n

RealTrends: Given most agents and brokers you coach do not have the same life circumstances, you use questions to help each hone in on what works best for them personally. What are those questions?<\/strong><\/p>\n\n\n\n

Davenport:<\/strong><\/p>\n\n\n\n

  1. What type of clients have been my \u2018bread and butter\u2019 during the last month and has this changed year over year?
    Hint:<\/strong> reflect on each closed deal, think about how your clients found you and what their characteristics were, such as a move-up buyer, relocating buyer, investor, used down payment funds, paid cash. Be sure to always avoid categorizing your customers by fair housing protected classes. You might note having worked with first-time homebuyers, but don’t classify them as \u2018young families.\u2019<\/li>
  2. As interest rates continue to rise, how will such changing conditions impact similar clients?
    Hint:<\/strong> think about how your deals year over year may have changed had interest rates been higher. Who would have been left out of the market? Who would have gotten off the fence and into the market? Which of my resources would have been used less? Which of my resources would have been used more?\u00a0<\/li>
  3. How can I enhance my marketing and resources \u2013 including preferred partners \u2013 to continue to serve current clients but expand my client base to mitigate rising rates and inventory \u2013 how can you move away from having all your eggs in one basket?
    Hint:<\/strong> you don’t know what you don’t know, so this is where taking more classes and networking at innovative conferences comes into play. At the bare minimum, be sure to set up alerts such as Feedly, Google Alerts, Mention.com to receive notices of new and\/or improving resources in your area.<\/li><\/ol>\n\n\n\n

    Davenport notes that by reflecting on those three questions each month for the remainder of the year will help real estate professionals stay ahead while navigating market shifts.<\/p>\n","protected":false},"excerpt":{"rendered":"

    The real estate market is changing and real estate professionals need to get back to basics and evaluate their businesses to ensure they’re on track.<\/p>\n","protected":false},"author":15802,"featured_media":4822,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[3255],"tags":[],"coauthors":[2647],"class_list":["post-3154","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-archive"],"acf":[],"yoast_head":"\nAsk a coach: Agent strategies for a changing market - RealTrends - Blog<\/title>\n<meta name=\"description\" content=\"The real estate market is changing and Dr. Lee Davenport offers advice to ensure real estate agents are on track to succeed.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.realtrends.com\/blog\/2022\/06\/09\/ask-a-coach-dr-lee-offers-agent-strategies-for-a-changing-market\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Ask a coach: Agent strategies for a changing market\" \/>\n<meta property=\"og:description\" content=\"The real estate market is changing and Dr. Lee Davenport offers advice to ensure real estate agents are on track to succeed.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.realtrends.com\/blog\/2022\/06\/09\/ask-a-coach-dr-lee-offers-agent-strategies-for-a-changing-market\/\" \/>\n<meta property=\"og:site_name\" content=\"RealTrends - 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