This week, I attended a dynamic and candid panel at Keller Williams Integrity Lakes in Minneapolis, where members of our Agent Leadership Council (ALC)—Dewayne Moore, Aaron Roselle, Elizabeth Mckevit Perez, Dave Bialke, and Sarah Mckee—opened up about the realities of selling real estate in today’s uncertain market. Expertly facilitated by Graham Smith, the conversation yielded a treasure trove of actionable insights for agents and clients alike.

1. Accept Uncertainty—Use It as an “Indicator,” Not a Judgment

Market sentiment is cautious. Dave noted that the gap between appointments set and held (with a 69% conversion rate) is widening due to client hesitancy. Buyers and sellers are sitting on the sidelines, waiting for clarity amidst ongoing economic uncertainty.

Actionable Takeaway:
When clarity is scarce, the solution isn’t to bemoan the uncertainty, it’s to increase your activity. If people need more time, adjust your goals by raising your outreach. Uncertainty doesn’t mean “stop”, it means “pivot and ramp up.”

2. Progress Isn’t Linear—Monitor, Adjust, and Don’t Judge Yourself Harshly

Aaron reflected on missing his deal target, highlighting an important mindset shift:

“What if we didn’t look at goals as bad or good but treated them as indicators?”

Actionable Takeaway:
Review your business metrics regularly and use them as signposts for necessary adjustments, don’t use them as fuel for negative self-talk. It’s common not to hit stretch goals, what’s important is your willingness to adapt and keep flying.

3. Bet on Relationships—Your Sphere is Gold

Sarah emphasized leveraging her sphere of influence and being more social, and Dewayne echoed this simplicity:

“The best chance of closing deals is in your sphere—the people you already know and have relationships with.”

Actionable Takeaway:
Don’t chase cold leads at the expense of your existing network. Your fastest path to new business is through deepening relationships with your sphere, people already know, like, and trust you.

4. “Farming” and Focus Create Long-Term Wealth

Elizabeth shared her journey of shifting focus from chasing instant wins to farming (nurturing) specific neighborhoods. Her goal of reaching a higher price point may mean fewer units, but higher profitability.

Actionable Takeaway:
Embrace slow-burn strategies, like neighborhood farming or targeting higher price points, even if you see fewer immediate transactions. Stability and growth come from intentional, long-term relationships, not just quick deals.

5. Don’t Measure Success by the Yardstick of Others

Graham challenged the panel:

“How many of us validate our success based on what others achieve?”

Actionable Takeaway:
Resist the urge to compare your journey to others. Build a business that serves your life, not a prison dictated by external standards.

6. Create Urgency with Empathy, Not Pressure

Multiple panelists observed that many clients are on the sidelines, waiting for “something.” The question isn’t how to force them into action, but how to uncover what would make moving forward appealing or necessary.

Actionable Takeaway:
Ask probing, empathetic questions to discover motivations. What would make them feel secure in moving ahead? How can you help them recognize the opportunities that exist even in uncertain times?

Key Takeaways for Navigating Real Estate in 2025:

• Increase appointments and conversations. Activity is your safety net in uncertainty.
• Track progress and pivot often; goals are just waypoints.
• Prioritize relationship-building within your network for immediate and future business.
• Focus on strategies (like farming) that create sustainable business, not just instant wins.
• Trust your own journey and be kind to yourself if you fall short of “perfect.”
• Meet clients where they are, uncover motivations, and guide them, not push them forward.

The market may be uncertain, but opportunity exists for those willing to adapt, connect, and play the long game.