Let me give you a paradigm shift that might sting a little: frustrated that leads are taking longer to convert? Feeling like business is scarce and the market’s to blame? Here’s the reality check – the market conditions change. They fluctuate. This is part of being in business, part of the entrepreneur’s journey.

But what we’re really seeing now is a revelation that agents never took the time to actually build a business. When the market was hot, everybody was closing deals not because they were skilled at business, but because it was just easy to convert leads. Now that things have slowed down? It’s exposing and revealing gaps in our businesses.