Coldwell Banker's Jason Waugh urges agents to own the moment'

"Waugh drew on decades of industry cycles to remind the audience that downturns typically last three to four years, citing slumps in the early 1980s, early 1990s and the 2008 housing crash. With the current cycle already past the three-year mark, he said the industry is likely nearing a turning point. Flat markets, he argued, are not waiting rooms but growth windows. In his view, agents who lean into their businesses now will be best positioned when the market rebounds. When the market heats up again, the playing field levels, Waugh said."

"Waugh identified what he calls the Impact Triangle mortgage rates, housing supply and home prices as the main drivers of affordability. Recent data, he noted, shows encouraging signs; wages outpacing home prices, declining mortgage rates, normalizing inventory and slowing but positive price appreciation. The data is clear: we're nearing the end of this cycle, he said. Those who lean in now will be best positioned for what's next."

"To illustrate the point, Waugh spotlighted Jenna Amalfitano, a new agent with Coldwell Banker Tomlinson in Washington state. Despite having no local connections or prior real estate experience, Amalfitano closed 18 transactions in her first year. She hosted three (open houses) on Saturdays, three on Sundays, and two to four during the week each with the mindset that she would generate business. That's what more' looks like, said Waugh."

Industry downturns typically last three to four years, as seen in the early 1980s, early 1990s and the 2008 housing crash, and the current cycle exceeds three years. Flat markets function as growth windows rather than waiting rooms. Agents who increase visibility by hosting more open houses, talking to more clients and investing in skill development will be better positioned when the market rebounds. Mortgage rates, housing supply and home prices form an Impact Triangle that drives affordability. Recent data shows wages outpacing home prices, declining mortgage rates, normalizing inventory and slowing but positive price appreciation. Examples show new agents can generate significant volume by consistently increasing activity.

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