At a time when the value we provide is in question, the last thing an agent can do is devalue the representation we offer.

Unfortunately, many agents unknowingly undermine their own value by falling into habits that erode the trust and professionalism clients expect.

Whether it’s getting complacent in a hot market, neglecting client communication, or cutting corners to close deals quickly, these actions send the wrong message about the quality of service we provide.

The reality is that a successful real estate business doesn’t happen by chance.

It’s the result of consistent effort, hard work, and a focus on providing exceptional representation, even when the market is uncertain or challenging.

When things are going well, it’s easy to get comfortable. Complacency can creep in, and agents may start to forget the fundamentals that made them successful in the first place.

But markets rise and fall. And when the inevitable downturns come, those who haven’t kept up their standards or value proposition will feel the impact.

The top 13% of agents know that the market will always shift. They don’t bury their heads in the sand when things change.

Instead, they stay alert, adapt, and look for opportunities to pivot.

So, how can agents avoid devaluing their work? How can we continue to uphold the high standards our clients deserve?

In this episode, we’re joined by Susan Nicolson, Commissioner of the Arizona Department of Real Estate.

She shares insights on the habits that top-performing agents maintain, how to stay adaptable during challenging times, and the work she’s doing to keep the real estate industry strong and credible.

Guest Bio

Susan Nicolson is the Commissioner of The Arizona Department of Real Estate. In February 2023, after 28 years working in the real estate industry, serving clients and growing her businesses, Susan inactivated her real estate license, closed up shop at her real estate school, and transferred ownership of my brokerage to a longtime friend and colleague. She became deeply involved in the industry, serving the local, state and national associations of REALTORSⓇ in various leadership roles. Connect with Susan on LinkedIn.

About Your Hosts

Lance Billingsley is a seasoned real estate professional with over a decade of experience in agent development and business coaching. Since January 2021, he has served as the Vice President of Agent Development at Navi Title Agency, where he leverages his extensive industry knowledge to mentor and support real estate agents. Before his tenure at Navi Title, Lance co-owned a top-performing real estate team at Realty ONE Group, achieving recognition as one of the company's top five teams. He also served as a business coach for Tom Ferry.

Dave Richards is a well-respected business coach working with CEOs, entrepreneurs, mortgage and real estate professionals, and others. With over 25+ years of executive leadership experience, he coaches and consults with the top professionals and organizations in their respective industries. Capitalizing on his certifications in Human Behavior, he specializes in building and optimizing high-performance teams and tackling difficult decisions that hold his clients back. He easily connects with entrepreneurs to help identify and communicate their vision, define their culture, and increase their profits and growth in today’s dynamic marketplace.

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