C
hange is a constant in the real estate industry, making brokers essential for providing reassurance to agents navigating uncertain terrain. "Brokers must be the calm in the storm that tells everyone, 'it's going to be okay,'" says Robert Morris, a Tennessee-based selling broker.

    To give agents a sense of security, offer perspective by sharing your experience and stories about how you've navigated challenging markets. This helps agents understand that highs and lows are part of the business. "Having seen these things before, it gives some level of comfort that this too shall pass," Morris says.

    Model calm and optimism, as agents follow their leader's example. Ben G. Schachter, a Florida-based broker, advises remaining composed and projecting positivity, even in difficult times. "The moment a leader shows pessimism or frustration is the start of a cancerous growth in the organization."

    Keep messages brief during uncertain periods, as too many details can be overwhelming. Instead, focus on reporting what happened, what you're doing about it, and why agents will be okay. Make yourself available to agents who may need guidance or support.

    Maintain vigilance if an agent is acting atypically, and ask them what's going on. If they're dealing with a personal issue, suggest they take care of it while your team covers their work. Offer support by normalizing anxiety and encouraging agents to share their struggles.

    Partner with your agents to help them appeal to prospects and feel more confident. Consider creating a support group in your office or offering recognition through awards for outstanding performance. Coach agents to use downtime wisely, up-skilling during slower markets so they're prepared when opportunity knocks.