Easy is not permanent.

You know the market is shifting. Along with that, the way we do business has to change.

Recently, I was talking to a lender who said almost 80% of the loan officers in his office either quit or are looking for a side job.

I’m witnessing the same thing in the real estate industry. How many people became real estate agents in the last two years? People entered the industry thinking it was easy. And for a while, it was.

But that is quickly changing. And those of us who are in it for the long haul are excited about this. I’ve been in the business for almost 15 years, and I can tell you that the things that really test you in your profession are the things that make you grow.

So, what do you do when things stop being easy? 

Go back to the basics.

Think of the things you used to do before things got easy—prospecting, cold calling, door knocking. The things that were neglected the past two years because things were ‘easy,’ well, it’s time to do them again.

Here are four basics to go back to when things stop being easy. 

Remember

First, take a moment to remember what you have to do to get clients. Remember what you have to do to become the best in your market.

It’s not just about closing deals. It’s about staying in touch with your clients, providing excellent customer service, and prospecting for new leads. 

Go back to a time before things were easy, and remember everything you did to stand out. If you just got into the business in the past two years, start researching the best ways to prospect and get clients—and figure out which ones you’re best at.

Practice

Chances are, you’re out of practice with all these skills you neglected over the past two years. Start role playing daily. I do a lot of role playing with my team, especially when it comes to objections. Right now, most buyers are saying they want to back out or hold off until rates come down. 

Practice what to say in these situations, so you can figure out what to say to those clients. 

Take Action

Now go do it. 

Don’t just keep doing role play and hope that people will come to you. You need to take action and put all your practice to good use.

Be Accountable

Most important, especially during these times, be accountable. 

Get an accountability partner, get into coaching, get a mentor—whatever it takes to hold yourself accountable. Because when you don’t have accountability, it’s really easy to slack off. 

You can’t just sit there and expect business to fall on your lap like it was the past two years. You’re gonna need to work.