Riding the shifts: Preparing yourself and your clients to handle the uncertainty with confidence
How brokers and agents can strengthen their emotional core—and deliver the steadiness clients crave
In a shifting market, the first thing that needs to be steady isn’t the data or even your process—it’s you.
There’s a universal temptation in real estate (and any other industry) to hunt for a “right answer”—a hidden gem that wins the listing or seals the deal. But the real challenge isn’t the lack of answers. It’s learning to face moments when there isn’t a clear solution, and to lead anyway.
The brokers and agents who thrive in the long haul are the ones who master their own response in moments of uncertainty. Your market may zigzag—sometimes by the hour, which makes providing clarity tough. But more than anything, they want to know you’re calm, composed, and prepared for what’s next.
Why Mindset Evolution Is Not Optional
The Law of Business Evolution (IBRE Law 2) reminds us: You are not an employee with a job—you are a business owner who needs a brand. In today’s market, that brand must include emotional intelligence and adaptability. Being unshakeable isn’t a personality trait; it’s a discipline you choose to grow. Our job isn’t about controlling outcomes, but about evolving ourselves so we can guide others through anything the market brings.
Growth doesn’t happen during the easy years. It’s forged right here, when every decision feels high-stakes, and no script fits the problem in front of you. If you want your team to adapt and your clients to trust you, you must first model how to ride out uncertainty, reflect, and show up steady—even when you’re unsettled behind the scenes.
Bringing Real Emotional Tools Into the Conversation
“Just stay positive” isn’t enough. When things start to feel sideways—when your client is frustrated, a deal’s teetering, or you sense your own panic rising—remember: If you sense trouble, or begin to panic, “P.A.A.C.K. it.”
It stands for Pause, Accusation Audit, Acknowledge Feelings, Check the Conversation, and Keep the Future in Mind. Take a beat before you react. Breathe. Let that silence work for you. In that out breath, do a quick audit—what might the other person be feeling, or even blaming you for? Address it openly, not defensively. Name the real emotion you hear. Shift the focus to what’s under their words —sometimes the conversation is about disappointment, not pricing strategy. And always, always point to what comes next.
Great brokers and agents aren’t perfect, and we certainly aren’t robots. We just get better at carrying steady energy into the storm. The next time you’re caught in the market’s chaos—or in your own—give yourself permission to “P.A.A.C.K. it” first.
Modeling for Your Team and Clients
The way you handle uncertainty sets the emotional climate everyone else will walk into—both in your office and in your client meetings. Your composure (or your panic) becomes contagious; your ability to stay grounded is a lifeline for those who are watching, even if you’re improvising behind the scenes.
When you model self-awareness and adaptability, you give agents (and clients) permission to do the same. They learn by watching you pause instead of react, admit what you don’t know, and guide the conversation calmly back to solutions. This kind of leadership doesn’t require perfection—it asks for presence, honesty, and the discipline to keep evolving, even when it’s uncomfortable.
By showing what it looks like to “P.A.A.C.K. it,” you’re not just handling problems in the moment—you’re teaching others how to weather the storms that real estate inevitably brings. That’s not only protective for your business; it’s a real gift to everyone you serve.
Reflection Prompts
When was the last time you felt the impulse to react quickly and instead chose to pause?
How might your office, team, or clients describe your leadership style under pressure?
What does “business evolution” look like in your day-to-day—not just in your marketing, but in emotional readiness?
Action Steps for the Week
Look at your calendar. Where might some tough conversations occur? Are you avoiding a tough conversation? Schedule it and prepare to “P.A.A.C.K. it.”
If you get ambushed by someone else’s emotions, pause and breathe—and in that breath, drop a defensive posture and adopt a guide perspective.
Try an accusation audit: “I wouldn’t be surprised if you feel…”
Acknowledge: “It’s disappointing when buyers reject your price— lots of sellers find it hard not to take it personally.”
Clarify the real conversation—what are they likely feeling? Name it.
Always end by keeping the future in mind: “Here are some options. What would you like to see happen next?”
The laws of Identity-Based Real Estate
Law 1: The Law of Authenticity
Success comes from claiming who you truly are - not who you think you should be. Your clients prefer the real you over any idealized version of a realtor. Never trade credibility for likability. Never.
Law 2: The Law of Business Evolution
You are not an employee with a job—you’re a business owner. Owners are responsible for growing and evolving their own brand. Generic sales tactics and "copy-and-paste" cultures create sameness. True success requires evolving beyond standard selling systems, so keep growing.
Law 3: The Law of Value First
Before you can articulate your value, you must know what it is. Once you do, it’s your responsibility to honor it.
Law 4: The Law of Boundaries and Bravery
Success requires both courage to claim your identity and discipline to maintain boundaries. Don't treat prospects like clients before they commit. Create clear rules of engagement, know who you serve, and be brave enough to say "no" to those who aren't your ideal clients. The right doors won't open until you're brave enough to claim the version of yourself meant to walk through them.
Law 5: The Law of Guide Evolution
Transform from selling to solving, from chasing to attracting, from hero to guide. This evolution requires you to identify your specific problem-solving abilities and the courage to claim them publicly. When you operate as a guide rather than a salesperson, you naturally attract those who need your style of expertise.
-