Hot markets deliver income but slow markets build lasting strength. Let me explain.
When the market is red-hot, listings fly off the shelf, phones ring off the hook—it’s exhilarating. It even feels like the universe has put you center stage. But after nearly two decades in Greater Vancouver real estate, I’ve learned what many agents won’t say outright: fast markets make money, but they don’t build sustainable business systems. Often, there’s little structure behind the applause.
As soon as the pace slows, cracks appear: agents ask, “Where are the leads? How do I keep business flowing?” It’s not about their skills, it’s that they never built the plumbing because the faucet never stopped.
Here in Greater Vancouver both resale and new developments, sales are softening while inventory climbs. That doesn’t mean collapse, it just means we’ve reentered equilibrium. A balanced market can feel sluggish after a prolonged boom.
The agents who are thriving right now aren’t relying on inbound frenzy. They are the guys and gals who:
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Designed follow-up systems before volume disappeared.
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Learned to price strategically when multiple offers were no longer guaranteed.
That’s true resilience. As I always say: hot markets pay you—but slow ones refine you.
Where to invest your energy while others pause:
These strategies aren’t theoretical, they’re what top agents in our market are doing successfully right now:
1. Audit and rebuild your follow-up engine.
Hot markets let you coast on momentum. A cooler market forces discipline. I’ve reviewed my CRM, re-tagged cold leads, and launched 30/60/90-day drip campaigns designed for buyers who aren’t ready yet. Plus, I touch base with past clients weekly—no pitch, just service.
2. Sharpen your listing presentation.
When frenzy fades, you must articulate your value clearly. I keep my stats current using REW data (not last year’s hype), practice responses to seller objections, and present a comprehensive multi-week marketing plan even for properties that begin to stall.
3. Normalize pricing precision before it becomes reactive.
In cooler markets, proactive pricing wins. I set upfront price checkpoints (“no showings by Day 10…”) and communicate this strategy early. I anchor expectations using sold comparable not just live listings and use templated messaging to make difficult conversations smoother.
4. Host a value-driven event even for ten people.
People in slow markets want guidance, not hype. I’ve partnered with a trusted mortgage broker to deliver a “buy before you sell” workshop. We promoted it via REW.ca, Instagram, and email, then followed up with every attendee personally. You’re not just an agent—you’re a resource.
5. Audit your online presence like a buyer would.
First impressions count more now. I Google myself regularly, am I consistent across REW.ca, LinkedIn, my website? My bio reflects current market conditions, not boom-time bragging. I’ve also added three fresh, current testimonials that speak directly to navigating slow-market realities.
6. Time-block prospecting even if you only commit 45 minutes.
Consistency beats frenzy. I dedicate an hour, three times a week, to reach past clients, warm leads, and local connections with a simple “Just saw a GVR stat, you might want to know this…” message.
These are the habits that create bullet-proof business models not the ones built on fleeting heat.
In short: If the market feels sluggish, that’s good. That means you’re being called to build depth not just momentum. Use this time to craft systems, solidify your value, and sharpen your competitive edge.
Because when the next upswing arrives as it always does, you won’t just ride the wave, you’ll lead it.
Imran Ali, Greater Vancouver real estate professional, 18+ years experience, shaped by Mike Ferry, Alex Hormozi, and Mike Sherrard
The Ali Group
📧 [email protected]
📞 604-616-555
