Hot markets make you money; slow markets make you better.

I talk to agents all the time who thrived during the peak of the market, only to find themselves scrambling when things slowed. They start asking, “how do I find leads? What should I be doing to generate business?” It’s not a question of talent. It’s that often the systems, structure and strategy needed to sustain success weren’t built earlier, because in a hot market, they never had to be.

And now? The pressure’s here. Actually, if we’re being truly honest with ourselves, it’s been here for a while.

In Vancouver, GVR reports that sales are slowing and inventory is building on both resale and new development sides of the market. But this doesn’t necessarily mean the sky is falling. A balanced market can feel slow as cold molasses in January when we’ve been riding the fast-paced wave of the COVID market.

Make no mistake, GVR agents aren’t coasting. But the ones thriving right now are the ones who had to learn how to do more with less. The ones who built follow-up systems when there weren’t multiple offers. Who learned how to price properly when they couldn’t rely on the frenzy to do it for them.

That’s the stuff that makes you and your business bulletproof.

So, if your market is slower right now? You’re not behind. You’re in the perfect position to build something real. Something that can withstand all market conditions.

Tangible ways to reinforce your business (while others hit pause).

These aren’t theoretical ideas. These are the things we’re seeing top agents actually do in this market.

Spoiler alert: they’re working.

1. Rebuild your follow-up system from scratch.

Hot markets spoil us. A buyer registers on your site and texts you five minutes later to book a showing. But when they don’t? You need structure.

Try this:

• Audit your CRM. Who’s gone cold? Re-tag them and re-engage.
• Create a 30/60/90 day email/text campaign tailored to buyers not ready yet.
• Schedule three check-ins per week with past clients, no agenda, just value.

2. Refresh your listing presentation – and get to know it by heart.

In fast markets, the house sells itself. In a slower one, you need to sell it. Sellers need to be shown – not just told – why you’re the right choice to lead them from “for sale” to “sold.”

Try this:

• Update your stats with fresh, relevant REW data (not last year’s headlines).
• Practice handling objections: “Why is my neighbour’s house still sitting?” “Why is this taking so long?”
• Include your plan for weeks three to six on the market. Most agents don’t. It’s usually a front-loaded go-to-market listing strategy, but rarely includes a longer term marketing plan.

3. Reframe price reductions as strategic moves.

No one likes having the price conversation. But in a slower market, agents who aren’t proactive get stuck. We end up getting frustrated when sellers don’t agree or want to make a change, so just focus on sharing the information. They’ll catch up.

Try this:

• Set pricing checkpoints with the seller upfront (“If no showings by day ten…”).
• Share sold comparables, not just active listings, to re-anchor pricing expectations.
• Create a templated email or SMS in your voice for pricing conversations, making it easier to initiate. My favourite? “Hey, I know the timing wasn’t right for this information last time, but maybe it is this time…”

4. Run a free workshop or webinar (yes, even with ten people).

Education is currency. And in a slow market, you need all the trust you can get.

Try this:

• Partner with a mortgage broker for a “buy before you sell” seminar.
• Promote on your REW.ca profile, Instagram and email list.
• Follow up with every attendee with a recap and personal touch.

5. Audit your online presence like a consumer.

You don’t get a second chance to make a first impression. People are deciding between you and five other agents with similar track records.

Try this:

• Google yourself. Does your REW.ca profile, LinkedIn and website have consistent information? Is it all up to date?
• Refresh your bio to reflect the market you’re in now, not 2021.
• Add three fresh testimonials from this year. Ideally with specifics on how you helped them be successful in this market.

6. Time-block prospecting – even if it’s just 45 minutes.

You don’t need eight hours a day of outbound calls. You just need consistency.

Try this:

• Block off an hour, three days a week. No excuses.
• Do it like it’s your job. Because it is.
• Rotate themes: past clients, warm leads and community connections.
• Use a short “value hook” script: “Just saw this stat from GVR and wanted to share with you.” Pro tip: don’t forget to include how it may impact their circumstances.

Here’s the hard truth: hot markets pay you – but slow markets are a test, and a training ground.

This is where the best agents refine their process, double down on consistency and stop relying on market momentum to do the heavy lifting. And when things heat up again (because they will), they’re not just riding the wave, they’re leading it.

So if it feels slower right now, take the opportunity. Get uncomfortable. Build things that don’t break when volume dips.

Because when the next boom comes, you won’t just make money – you’ll already have a business built to last.