Thriving Through the Slowdown: What Top Agents Do When Mortgage Rates Are High and Clients Hit Pause

What Agents Should Do in Slow Market

Written by Jessica Fisher, Top Agent Magazine Publisher

what agents should do in slow market

Achieving real estate agent success is a journey.

When mortgage rates climb and client confidence stalls, the real estate market shifts into a slower gear. Buyers put their plans on hold, sellers get nervous, and suddenly, those once-hot leads go cold. It’s a cycle every agent knows—but not all navigate it the same way.

The most successful agents don’t just wait out slow markets; they work them. They use downtime as runway. Because real estate, at its core, is a rollercoaster—filled with highs, lows, unexpected turns, and thrilling rebounds. And those who understand that are always preparing for the next climb, even when the ride slows down.

Here’s how top-producing agents maximize their time and mindset when the market cools and clients choose to wait.

1. Embrace the Downtime as a Strategic Gift

It’s tempting to view a slow market as a setback—but what if it’s actually a setup for your next breakthrough?

Downtime allows you to do the work you often push aside during busier seasons. Think of it as your off-season training. Athletes don’t just play during game time—they condition, study, and strategize during the off-season so they’re sharper when competition returns. The same applies here.

Revisit your business plan. What worked this year? What didn’t? Refine your goals and track your metrics.
Organize your systems. Clean up your CRM, refresh your email templates, and streamline your listing and buying processes.
Take a break—intentionally. Recharging your mindset is productive, too. This industry demands energy, and rest is part of resilience.

By shifting your perspective from scarcity to strategy, you’ll find that this “slower” time can actually be your most productive yet.

2. Master Your Market and Elevate Your Expertise

In uncertain markets, clients crave certainty. That doesn’t mean you have all the answers—but it does mean you can provide clarity.

Use this time to become the agent who doesn’t just show homes, but explains the market.

Deepen your economic knowledge. Understand how interest rates impact buying power and pricing trends. Learn how sellers can use concessions or rate buydowns to create win-win deals.
Get additional certifications. Consider designations like Certified Residential Specialist (CRS) or Accredited Buyer’s Representative (ABR®) to enhance your expertise.
Follow local data weekly. Be able to answer: How many homes sold last month? Are prices holding steady? Where’s the inventory?

The more fluent you are in your market’s story, the more confident your clients will be in working with you—even if they’re not ready yet.

3. Stay Top of Mind Without Selling

When clients feel uncertain, the worst thing you can do is push. Instead, lean into value-based marketing. Show up as an advisor—not a salesperson.

Create useful content. Videos, newsletters, or blog posts that break down current conditions show you’re active and informed.
Host no-pressure events. Webinars like “What Buyers Should Know in 7% slow Market” or community meetups keep your presence warm and helpful.
Send personal check-ins. Reach out to past clients just to say hello, share a relevant tip, or see how their home is treating them.

These moments build trust. So when your client is ready to move, they’ll remember that you stayed engaged—not just when the market was hot, but when it mattered most.

4. Focus on Relationships, Not Just Transactions

Deals may slow down, but relationships never go out of season. Use this time to deepen your network.

Reconnect with past clients. A note, call, or coffee can spark future referrals or repeat business.
Collaborate with vendors. Stagers, lenders, inspectors—now’s the time to build stronger partnerships and find ways to co-market.
Give first. Recommend local businesses, highlight community events, or offer to help with homeownership questions. Being generous with your time builds loyalty.

5. Keep Showing Up—Because the Slow Market Will Turn

History shows it time and again: real estate rebounds. Rates drop, confidence returns, and the clients who were waiting suddenly jump in. The question is—will you be ready when they do?

Consistency is your competitive advantage.

Keep posting. Even if engagement dips, stay visible.
Keep learning. Markets shift, and knowledge is your edge.
Keep moving. Host open houses, preview listings, attend broker tours—activity fuels momentum.

Agents who retreat during slow periods have to start over when the market wakes up. But those who stay present, focused, and proactive? They’re already ten steps ahead.

Use the Dip of the slow market to Prepare for the Climb

Real estate is a cyclical business. Every slowdown is followed by an upswing. And the agents who succeed long-term are those who accept that truth, prepare through the pauses, and never let external conditions define their value.

High mortgage rates might slow your pace, but they don’t stop your purpose. Embrace the downtime. Improve your skills. Stay visible. Strengthen relationships.

Because when the market comes back—and it will—you won’t just be back in the game.

You’ll be leading it.

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