Avoid Negativity, Remain Persistent
Darren Krakowiak
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This is the 64th edition of The CRE Agents' Weekly. We aim to deliver specific and tactical advice for commercial real estate agents, brokers and leaders who are serious about accelerating their revenue with high levels of motivation.
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Avoid Negativity, Remain Persistent
As we navigate through today’s unpredictable markets, there are plenty of voices reminding us of the challenges ahead.
Take, for example, a friend of mine who regularly posts on social media, claiming that another major economic crisis is inevitable (he’s been saying this for the last three years, by the way).
Maybe you know someone like this too—constantly forecasting the next big downturn based on their own analysis.
At times, these forecasts can feel quite convincing, filling our minds with questions and concerns about what’s coming.
However, amidst the noise, I’ve discovered a simple two-step antidote to help weather these periods of uncertainty.
So, what’s the antidote?
The first step is to tune out the relentless negativity. It’s important to recognise that both mainstream and social media often amplify fear, driven by algorithms that thrive on keeping us engaged.
It’s easy to get swept up in this, but you have the power to step back and focus on what’s within your control—your business and your goals.
Sure, the market may be in flux, with investment activity slowing in some areas and deals taking longer to get done. But despite this, there are still active buyers and sellers, and transactions are closing.
Some sectors are adjusting, while others continue to outperform the rest. The key is not to get distracted by the headlines but to stay focused on the opportunities that exist, even in uncertain times.
This doesn’t mean you should ignore the external environment or make reckless decisions. Instead, it’s about being selective with where you direct your attention.
Limit time spent scrolling through the doom and gloom, and concentrate on the parts of your business that you can control.
Despite uncertainty, there are always new opportunities—often in areas that were previously overlooked. Now is an ideal time to continue planning for growth while others might be pulling back.
As the market adjusts, demand can emerge for services or solutions that were once underutilised or non-existent. Expansion during uncertain times can position you for long-term success when the market stabilises.
The second part of the antidote is persistence. Or, more simply, keep showing up.
We’ve all heard the saying, “90% of success is showing up.” But this isn’t just about physical presence—it’s also about being mentally engaged and continuing to bring your best effort to the table, even when times are tough.
If you allow yourself to be consumed by fear, you might find yourself stuck, paralysed by concerns about what could happen.
It’s important to remember that fear is just a thought about an unwanted future—it’s not reality.
Staying resilient means pushing forward despite the uncertainty, continuing with your prospecting, and keeping your pipeline full to offset any potential slowdowns.
Even if face-to-face meetings have been reduced in recent years, it’s time to reconnect with clients and get a true sense of what’s happening on the ground.
These direct conversations often reveal more actionable insights than any article or newsfeed ever could.
At the same time, keep your online presence consistent. Whether it’s sending email campaigns or engaging on social media, staying visible ensures that clients and prospects remember you, even if deals are scarcer.
If you’re short on listings or transactions to report, use this as an opportunity to share insights and expertise. Let your network know who you are and why you’re the expert they can rely on during uncertain times.
There’s always opportunity in change—a client mentioned to me the other day that owner-occupiers are the best buyers right now – they want a place of their own to conduct their business (security of tenure), they often have a preferred investment vehicle (SMSF) and they have a deadline (their current lease expiry) to motivate them into action.
This is the kind of real-world feedback that can fuel you to act – it’s a story you can tell potential sellers who have suitable product for these buyers, and it can help you maintain your motivation when other cohorts are far more cautious.
While we can’t predict the future or control the broader economy, we can control how we react to these external forces.
By choosing where to focus and staying consistent with your presence, you’ll be better positioned to guide your clients through the uncertainty and come out stronger on the other side.
And finally…
Communication is key.
Keep the lines of communication open with your clients. Clear communication builds trust.
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About the author
Darren Krakowiak is the Founder of?CRE Success ?and the author of?The CRE Agents’ Weekly?on LinkedIn. He works closely with commercial real estate principals to accelerate growth in their business. CRE Success has a program for commercial real estate agents who want to invest in their own success. Darren is also the host of?Commercial Real Estate Leadership .