When the market shifts in real estate, you can go from the high of your best year ever to the low of wondering if you’ll ever sell a home again.

You’re showing up, doing the work, and checking all the boxes. But during a downturn, the quick wins of a hot market disappear, and suddenly, effort doesn't equal results.

This is where most agents spiral. They panic, pause, or start changing everything.

But the real danger isn’t the market. It’s how you respond to the silence.

Because when things slow down, the most tempting (and most costly) mistake is to stop doing the very activities that used to work, just because they’re not giving you immediate ROI.

So, how do you push through a slump? How do you keep showing up when it feels like nothing is working?

In this episode, agent Lauren Buckler shares how she went from a $10M year to a brutal 8-transaction stretch, and how she rebuilt her business without changing strategies.

Your objections will always transform because that market’s always changing. You have to keep up. -Lauren Buckler

Things You’ll Learn In This Episode

• The comeback equation When your business tanks, the average agent pivots. Why is it smarter to double down on the same activities?
• Stop using stale objection handlers Our scripts have to evolve with the market. How do we make sure we’re using objection handlers that match what’s actually going on?
• Cold calling isn’t a phone game Getting over our fear of cold calls isn’t about better scripts; it’s about controlling our energy before we ever touch the dial. How do we do this?
• Don’t get motivated, get bored High-performers don’t win because they feel inspired. What actually drives them?

Guest Bio

Lauren Buckler has been a Realtor since 2020. Being of service to people has always been in her nature and is one of the reasons why she chose to become an agent. And why not for one of the most meaningful purchases of their life? Clients love her integrity, honesty, how thorough she is, and that she will go above and beyond when necessary. Lauren moved from NEPA with he​​r husband, Adam, six years ago to make living by the beach a reality. In her spare time, she enjoys jet skiing, hiking, biking, camping and traveling. She has already been enjoying the environment and energy at the office and looks forward to taking her career to the next level. Follow Lauren on Instagram.

About Your Host

Brendon Payne has been selling Real Estate Since 2007. In a very short period of time, his performance has allowed him to be one of the highest-producing agents in South Carolina and in the Top 1% of agents nationwide. He has trained under the Top Real Estate Coaches in the industry and now uses his skills and expertise to lead and train his own agents at Century 21 Charleston Expert Real Estate Advisors. Brendon considers himself a lifelong student of the industry and seeks out other Top Performers, Trainers, and Coaches to continually stay at the top of his game and add value to his clients and the agents that he coaches.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

If you’re failing at lead conversion, it might not be because they are unmotivated. It might not even be that the market is slow.

Your clients might be locked up because of what’s coming out of your mouth.

Many agents struggle to get sellers to adjust their price or buyers to make a decision, Chances are, you’re accidentally framing conversations in a way that creates uncertainty and resistance.

And in this market, uncertainty kills deals.

The top-producing agents aren’t talking more, they’re talking better. They start by diffusing resistance, acknowledging where clients really are, and creating calm before making their case.

They use proven language patterns to build trust, clarity, and forward momentum so clients say “yes” more often.

In a market with more agents than ever, one thing separates the agents doing more business than everyone else. Communication.

In this episode, veteran sales coach and NLP expert Matthew Ferry joins us to break down how the words you use shape your results and how to start turning conversations into commission checks.

Marketing and advertising generate leads. Human beings convert leads. -Matthew Ferry

Things You’ll Learn In This Episode

• Trust vs. resistance One word can kill a deal before it starts. How do you reframe communication for immediate rapport and reduced anxiety?
• Stop chasing and start attracting How do tie-downs and cause-and-effect language patterns shift you from a pushy salesperson to a trusted authority who gets instant agreement?
• What separates a lead from a listing How do we create cooperation through collaboration so we’re no longer convincing sellers but partnering with them?
• How top producers win when others stall out The secret to more deals isn’t contacts or a better CRM. How does mastering our inner world and outer communication get clients to say yes without hesitation?

Guest Bio

Matthew Ferry is a Master Life Coach, Productivity Expert, Best-Selling Author and Creator of The Rapid Enlightenment Process. For over 30 years, Matthew has been coaching thousands of top performers to achieve Enlightened Prosperity. His books, audios, and seminars utilize his street-tested methodology called The Rapid Enlightenment Process, a guaranteed system to achieve profound states of happiness and success in life. For over 30 years, Matthew Ferry has taught thousands of top performers to achieve Enlightened Prosperity™ through his books, masterminds, and experiential live events. Matthew is the author of Creating Sales Velocity: Awaken Your Power To Attract Sales Effortlessly and the Amazon best-selling Quiet Mind Epic Life: Escape The Status Quo & Experience Enlightened Prosperity Now. His proprietary Stress-Free Income Accelerator and Mental Journey To Millions programs assist high-conscious go-getters in living the good life without the grind. Visit https://matthewferry.com/nlp-live_.

About Your Host

Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!

Five years ago, Anthwon Thomas had a small, scrappy real estate team of just 2 or 3 people. No leverage, just hustle, heart, and a belief that more was possible.

Fast forward to today, and that same small operation has grown into a thriving team of 20 to 25 agents. They’re not just holding steady in a tough market. They’re outpacing it.

While many agents and teams have seen production shrink by 10 to 15%, Anthwon’s team has increased its production by 47%.

So, how does that kind of transformation happen? What does it take to go from solo hustler to true team leader?

In Anthwon’s journey, there are lessons every agent and aspiring team leader can learn about what it means to level up. Because it’s not just about adding agents, it’s about building a culture where people can thrive.

It’s about systems, standards, and structure. It’s about showing up not just as a top producer, but as a coach, a guide, and an example.

In this episode, Anthwon opens up about the mindset shifts, leadership challenges, and personal growth it took to go from agent to owner.

In our market, sales have been dropping 10-15% year-over-year. Since 2022, we have increased our production by 47%. -Anthwon Thomas

Things You’ll Learn In This Episode

• The how but not the will Great team environments provide all the tools an agent needs to thrive, but not the will. How do you know that an agent has what it takes?
• How to grow in a shrinking market In a market where sales are dropping by 10-15% year-over-year, how has Anthwon’s team increased production by 47%?
• How to fail forward Team leaders often fall into the trap of stepping out of production too fast. How did Anthwon turn that breakdown into a business breakthrough?

Guest Bio

Anthwon Thomas is the Founder of Silver Lining Real Estate Group. After watching his mother run a successful business by providing great customer service, Anthwon knew he wanted to do the same. After finding his passion in Real Estate over 9 years ago, he quickly realized there was a great lack of customer service in the industry. To continue to provide the type of high-level customer service he wanted to give, he needed to build a team. Thus, Silver Lining Real Estate Group was born! Since 2015, Silver Lining has helped over 800 families across Indiana. Follow @anthwonthomas on Instagram.

About Your Host

Greg Harrelson is a real estate agent, coach, trainer and owner of Century 21 The Harrelson Group. He has been in the real estate business for over 30 years and has been professionally trained by coaches like Mike, Matthew, Tom Ferry, Chet Holmes and Tony Robbins. He is in the top 1% of all Realtors nationwide. His goal is to empower his clients with the information necessary to make sound financial decisions while being sensitive to the experience one is looking for in real estate ownership. The Harrelson Group has been the leading office in the Myrtle Beach real estate market for years and they have recently added a new office in Charleston, SC.

Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!