If you're looking to grow your real estate business in 2026, it's not about working harder. It's about showing up smarter, more consistently, and with real value.
If you’re a real estate agent looking at today’s market, you’re probably feeling the shift. Interest rates have gone back up, inventory dynamics are changing, and spring is right around the corner.
So the question is simple: how are you going to adjust?
I’ll tell you right now, 90% of brokers out there are not helping their agents figure this out. So I want to share five things I’m doing on my team that have given us one of the biggest pipelines we’ve ever had ready to close. These aren’t complicated. They just require being strategic, following a system, and being prepared.
1. Reconnect with your database intentionally. Most agents say they’re staying in touch with their database. But very few are doing it in a way that actually creates opportunities.
The key is to focus on what your clients need, not what you want to tell them. Instead of leading with interest rates or market stats, start with questions. What are they trying to accomplish? What challenges are they dealing with? What would make their next move easier?
One of the biggest wins comes from simply listening better. I had a client with a five-property portfolio who was interviewing multiple agents. He had a very methodical scoring system. It was one of the most elaborate interview processes I’ve ever been through. And we got it. Not because of some flashy marketing plan. We got it because we understood the true needs behind those properties and presented a better solution than the competition. That was probably the only difference. I just asked more questions to understand the dynamics.
And here’s another example of what serving people first actually looks like. My lender came to me years ago. He didn’t say, “Hey, I want your next deal.” He said, “Where is the biggest break in your business right now?” I told him my website was terrible. Two weeks later, he came back with a brand new website he’d built for me. I’ve worked with him for over a decade now. That’s what happens when you lead with service instead of asking for business.
“Listings have babies. When you give great service, people give you referrals.”
2. Build a plan for the next three quarters. If you want consistent results, you need a consistent plan. Think about the next nine months. What’s the theme for each month? What emails are you going to send? What conversations should you be prepared to have? What content will you share on social media? And is there a community event or something social you can invite people to so you can just be a part of their lives?
You have to map it out because when you’re consistent, you’re reliable. When you’re reliable, you’re trustworthy. And when you’re trustworthy, people will work with you and they will refer to you.
3. Commit to video. If you’re not using video yet, this is the time to start. Video creates familiarity in a way that no other medium can. People get to see how you think, how you communicate, and who you really are.
My business was built on cold calling. That’s how I created and built the business daily. But think about this. I posted one video about a team event, and 35 different people commented and engaged with it. Imagine if I had to cold call just those 35 people to have the same conversations. Instead, one video started all of them. Through video, I’m able to interact with hundreds, even thousands of people at once.
Don’t worry about being perfect. Just be you. Provide the information and be real. That’s what people respond to.
4. Focus on local expertise. You don’t need to know everything about every market. But you do need to know something deeply and talk about it consistently.
I live in Mill Creek, so that’s a location I know well. I talk about the events they’re having at the common, what appreciation rates look like, what’s going on in the area. I also like to talk about investment properties and the flips and projects we’re evaluating. It gives me something real and specific to share.
You don’t have to limit yourself to one neighborhood. I’m all over the place. But the key is that when you consistently share insights about specific markets, you build knowledge for yourself and you educate your audience. That’s how you become the go-to resource.
5. Double down on relationships. At the end of the day, this business is built on relationships. Small actions matter. Taking a client to lunch. Writing a thank you card. Knowing that someone loves McDonald’s and surprising them with a gift card just because. These moments create long-term loyalty.
When people feel valued, they come back. And they bring others with them. Because listings have babies. When you give great service to people, they give you referrals. And those referrals create more opportunities. That’s how it compounds.
This market may look different, but the fundamentals haven’t changed. If you stay consistent, follow a system, and focus on serving people, you’ll continue to grow your business. Not just with more opportunities, but with better ones.
If you’re looking for ideas, strategies, or just want to talk through what’s working in today’s market, feel free to reach out at 801-285-0521, email Justin@justinudy.com, or visit justinudy.com. I’m always happy to connect and help however I can.
