Hey Team,
Tomorrow, Charlie, Jade, and I are heading to Nashville for the REMAX Broker/Owner Conference! We’re excited to hear what’s new, learn what other offices around the country are doing, and hopefully come back with some great ideas we can put to work right here at home.
Before we take off, I wanted to share a thought with you all about what it really means to "walk the walk" in our real estate careers...
It’s easy to be a "Talker" in real estate when things are moving fast—when offers are rolling in, open houses are packed, and price drops lead to instant contracts. But real success in this industry isn’t measured when the job is easy; it’s measured by how we show up when things are quiet.
I was having a conversation with Vivian Todd this week, and we were discussing one of the toughest parts of our job: making those uncomfortable follow-up calls to sellers when there’s no real news to report.
It’s tempting to delay those phone calls until you have a showing feedback update, a new offer, or a shift in market data to share. But as Vivian and I talked about, our sellers don't just want updates—they want us. They want to know that we haven't forgotten about them, that their property is still top-of-mind, and that we are working in their best interest even behind the scenes.
Picking up the phone when you have "nothing new" to say takes courage and discipline. It transforms us from agents who just talk a good game into Walkers—professionals who actively walk alongside our clients through every stage of the transaction.
Here are three quick reminders for those quiet-market check-ins:
Silence creates anxiety: If a client doesn't hear from you, they assume nothing is happening. A 2-minute call to say "Hey, no new showings this week, but I'm reviewing local activity and staying on top of things for you" builds immense trust.
Reframe the goal: The goal of the call isn't always to deliver a breakthrough—it's to deliver peace of mind.
Consistency builds reputation: Anyone can communicate when there's good news. Top producers communicate consistently regardless of the market climate.
This week, I challenge each of you to look at your seller list. Is there someone you've been putting off calling because there’s "no news"? Pick up the phone today. Be a Walker.
Have a great weekend,
~ Stacey Harley
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