In the wild world of real estate, 2023 was a gut punch for many agents. Rates skyrocketed from 4% to 8% in just 30 days, buyers vanished, and sellers froze. Inventory in hot markets like Dallas-Fort Worth dropped 20% below pre-2020 levels. Yet, in this storm, two agents—let’s call them Amy and Sarah—chose very different paths. Their story reveals a critical truth: the market rewards those who grind through the tough times, not those who wait for better days. Here’s what happened and what it means for your real estate game in 2025.

Amy’s Exit: Chasing Side Hustles

In March 2023, my agent friend Amy threw in the towel. “The market’s dead,” she said. “I’ll come back when things get better.” She saw the chaos—rising rates, skittish clients—and bailed. Over the next 34 months, Amy bounced through six side hustles: freelance marketing, ride-sharing, even a stint selling candles online. Each pivot promised quick cash, but none built lasting wealth. She assumed the real estate drought would last forever, missing the bigger picture.

Sarah’s Grit: Thriving in the Tough Times

Sarah, Amy’s friend, took a different road. She stayed in the game, doubling down in a brutal market. While others quit, Sarah kept calling expired listings in Southlake, where luxury homes sat stagnant. She door-knocked neighborhoods in Kennedale, where sales were ice-cold. No glamour, just grit. Her hustle paid off: in 2024, Sarah closed 31 transactions, even as the market limped along with 8% rates and wary clients. How? She mastered the art of selling in the hardest conditions in 15 years.

The Hidden Wealth Amy Missed

Amy’s biggest mistake wasn’t quitting—it was misunderstanding the market. This isn’t 2008, when homeowners owed more than their homes were worth, triggering mass foreclosures. In 2025, two-thirds of U.S. homes are either paid off or sitting on massive equity, per Freddie Mac data—$14 trillion in tappable equity nationwide. DFW alone saw home values hold steady, with median prices at $375K despite low inventory. This “paralysis” is temporary, fueled by high rates and uncertainty, not a lack of wealth. Sarah saw the opportunity: homeowners with equity are potential sellers, and cautious buyers need guidance, not gimmicks.

Why Sarah’s Winning (and Amy’s Not)

Sarah didn’t just survive; she built a foundation for dominance. Here’s what set her apart:

• Skills Over Luck: Sarah honed her pitch for expired listings, learning to unlock hesitant sellers with data-driven CMAs (unlike Zestimates, off by 2–10% or $7.5K–$37.5K on a $375K home). She mastered tough negotiations in a high-rate environment.


• Systems That Scale: She built a CRM to track leads from door-knocking and follow-ups, ensuring no opportunity slipped. In 2024, 60% of her deals came from consistent outreach, not market tailwinds.


• Stamina for the Long Game: Sarah embraced the grind, knowing every drought ends. Historical data backs her up: rates dropped from 8% in 1987 to 6% by 1988, sparking a boom. With 2025 forecasts hinting at 6% rates by Q3, Sarah’s ready to capitalize.

Amy, meanwhile, is still cycling through side hustles, wondering if Sarah’s hiring. When the market rebounds—as it always has, always will—Sarah’s skills and systems will make her unstoppable.

Lessons for 2025: Are You Sarah or Amy?

The real estate market is cyclical. The question isn’t when recovery comes (experts predict rate cuts by mid-2025, with DFW inventory creeping up 5% YoY). It’s whether you’re ready to dominate when it does. Here’s how to be like Sarah:

• Work the Hard Market: Call expired listings (10–15% of DFW’s MLS in 2024) and door-knock low-turnover areas. Build relationships now for deals later.


• Sharpen Your Skills: Learn to sell value over price—highlight equity opportunities ($200K average tappable equity per DFW homeowner) and guide buyers through rate volatility.


• Build Systems: Use tools like Follow Up Boss to track leads. Consistency beats waiting for “sunshine.”


• Stay Curious: Study local trends (e.g., DFW’s 3.3% rent hikes outpacing mortgage costs) to offer clients real insights.

Ready to Build Your Foundation?

Every storm ends, but only those who prepare during the rain will thrive. Sarah’s story proves it: 31 deals in a tough market didn’t happen by accident. Are you building skills, systems, and stamina like Sarah, or waiting for the market to “get better” like Amy? DM me “grind” on X, and I’ll share tips to set you up for the 2025 rebound—no fluff, just real strategies.

Disclaimer: Real estate markets vary. Consult local data and professionals for tailored advice.