The Shift That Separates Great Agents from the Rest

For the first time in what feels like forever, we’re experiencing a real estate market shift unlike any we have seen in recent years. With a looming war, economic uncertainty, interest rates at their peak in 2026, and affordability in a not-so-great place, you can’t really blame some people for not being extremely enthusiastic about real estate. That said, it’s clearer now than at any time since I’ve been in real estate that agents are being tested on whether their aptitude, social intelligence, and skill set are sufficient to navigate a market like this.

What I’ve personally witnessed in the past few months has opened my eyes to the true skill and craft of real estate, and how so few agents have actually put in the work to support their clients when it truly matters. Repeatedly, I see scenarios where buyers walk into one of my listings that fits their needs, but naturally, given those external factors, they aren’t enthusiastic about putting pen to paper for that house they seemingly want.

Now, this is where things get interesting… Real estate agents are here to listen and guide you from point A to point B to achieve your goals. The absolute first thing we must do is pay attention to our clients’ words and subtle cues, while carefully guiding them to achieve their aspirations. Whether that’s moving closer to the water so they can walk to dinner now that the kids are gone, or even finding a community where the schools and neighborhood associations provide a sense of community. But what happens when agents never need to be enthusiastic, socially receptive, or in tune with details because the market and economy were always exciting enough to get offers written? You end up with a market where inventory stacks, days on market accrue, and showings become nothing more than leisurely home tours.

I cannot stress enough the number of showings in recent months where we, as listing agents, must walk other agents’ clients through the property and help them envision its potential based on what they tell us they want, all while their agent remains a fly on the wall with nothing to contribute. What ends up being an hour of good conversation and enthusiastic exploration often results in follow-up responses like, “They’ll let me know if they want it.” (This just actually happened.) It’s becoming more and more obvious that if you aren’t the shining light, listening to your clients and helping their dreams come true, the hope will quickly fade. And in a market like this, it’s becoming increasingly clear who is actually cut out for the job as your real estate agent and who just has a Supra key box to unlock doors for the next few months.

Let’s be clear, this isn’t about persuasion to get a deal closed; this is about intentional listening, feeling, and social aptitude required to understand your clients and help make their goals become their reality. Now more than ever, who you work with matters.

Ben Fisher is a Long Beach native who currently resides in Naples with his wife Kristen, their fur baby Watts, and their son Lou. If you don’t see him in the office or on social media, there’s a good chance you’ll run into him on the golf course sneaking in a few rare moments of personal time whenever he can.