Let’s be honest. The market has changed in so many areas of the country, and a lot of people are feeling discouraged about homeownership. High interest rates, rising home prices, and a limited number of homes to choose from have left many potential buyers feeling stuck.

So what do you do as a Realtor when it seems like fewer people are ready to make a move?

The answer is simple. You keep showing up, but you shift your focus. You show up not just to sell homes, but to serve people. To support them through this season and be the person they turn to when the time is right. Here are some practical ways to do that.

1. Focus on serving, not selling

Right now, people are craving honesty and guidance. They don't want pressure. They want someone who will help them understand the market and figure out what their options are. Share useful tips. Offer real talk about the challenges and opportunities. Be the one they trust, not just the one they follow.

2. Create content for people at every stage

Your audience isn’t only made up of ready-to-buy clients. There are renters, people waiting on rates to drop, and others working on their credit or savings. Speak to all of them. Share content like:

How to get your finances ready to buy a home
What to do if you want to buy but feel like now isn’t the right time
Ways to boost your credit score
How to decide between renting and buying

When your content is relatable and helpful, people will remember you even if they aren’t ready to reach out today.

3. Offer support beyond the sale

Think about what someone needs before they’re ready to buy. Can you connect them with a great lender? Recommend a credit repair service? Share a budgeting resource? You don’t have to wait for someone to be “ready.” Help them take the next step, no matter how small.

This kind of support builds trust. You’re not just focused on making a sale. You’re showing them you care about their long-term success.

4. Stay consistent with your marketing

It’s easy to slow down when the market feels slow. But this is when your consistency matters most. Keep showing up with helpful content. Keep having conversations. Keep checking in on your past clients and sphere.

The people who stay visible and valuable during the slow seasons are the ones people turn to when things pick back up.

5. Educate and empower your audience

Real estate can feel overwhelming, especially for first-time buyers. Break it down in simple language. Explain terms like “pre-approval,” “closing costs,” or “escrow” in easy-to-understand ways. Share short videos, graphics, or tips in your email list or on social media.

When you help people understand the process, you help them feel confident about it. And that confidence builds momentum.

6. Build relationships, not just a pipeline

It may feel like fewer people are ready to move right now, but that doesn’t mean your efforts are wasted. Every conversation, every post, every helpful email or video you share is planting a seed.

Stay focused on relationships, not just transactions. The more trust you build now, the stronger your business will be in the future.

This market may feel hard. But it’s also an opportunity to lead differently. To slow down, listen more, and really connect with the people you want to serve.

Buying a home might feel out of reach for some, but that doesn’t mean your value has decreased. In fact, your knowledge, encouragement, and consistency matter more now than ever.

So keep showing up. Keep offering value. And trust that your efforts today will make a difference in someone’s journey tomorrow.

What to Do as a Realtor When Buying a Home Feels Out of Reach for Many

Stale or Strategic? 5 Signs Your Real Estate Marketing Needs a Reset