5 Proven Systems to Thrive During Hardship

Transform Your Business Even in the Toughest Times

Christy Solar’s journey through significant medical and family challenges during a tough market while maintaining her top producer status shows that systems, relationships, and mindset are the foundation of success in any market. By implementing these five action items, you can weather any storm (whether it’s personal or market driven) while positioning yourself for greater success when conditions improve.

1. Implement a Structured Weekly Communication System

Create a consistent weekly rhythm for your business communications:

  • Mondays: Follow up with anyone who was looking at properties or writing offers from Thursday through Sunday.

  • Tuesdays: Call everyone in your pipeline with active contracts (buyers, buyer's agents, listing agents, title companies, and insurance agents).

  • Wednesdays: Connect with past clients (use birthday months as a natural reason to reach out).

  • Thursdays: Call everyone who is pre-approved to check if they're looking at properties over the weekend.

  • Fridays: Send comprehensive updates to your agent partners about all their clients in your pipeline.

This structured approach ensures you're consistently nurturing relationships and staying top-of-mind with clients and partners.

2. Control Your Communication Expectations

Don't leave communication timeframes to others' interpretation. Be specific about when and how you'll respond:

  • Send clear voicemail messages that specify exactly when you'll return calls (e.g., "I'll be returning voicemail messages between 11-12 and 4-5 today").

  • Provide alternative contact methods for urgent matters.

  • Time-block your day to ensure you can fulfill these commitments.

  • Communicate proactively about file status so your phone only rings when it's making you money.

"If you control your business, you're going to have more leverage."

3. Build Authentic Relationships Beyond Transactions

Focus on creating genuine connections rather than just completing transactions:

  • Host events that bring your partners together (even simple gatherings at parks if you don't have a large home).

  • Check in with clients and partners during personal milestones or challenges.

  • Offer help even when there's no immediate transaction involved.

  • Remember that "if you put families first, you'll always be successful."

  • Find ways to be different in your market by doing what others aren't doing.

4. Be Solution-Driven, Not Reactive

When challenges arise (and they will), approach them strategically:

  • Don't immediately call clients or agents when problems occur.

  • First, work with your team to identify potential solutions.

  • Present options rather than just problems.

  • Educate clients upfront about processes so they understand when issues arise.

  • Remember that "if you are the solution-driven link, have a solution."

5. Follow Up with Every Lead and Pre-Approval

Never assume clients will circle back without prompting:

  • Call everyone who applies, regardless of credit score.

  • For those not yet ready to buy, provide guidance and maintain the relationship.

  • Follow up consistently with pre-approved clients who haven't found a property.

  • Send weekly updates to agents about all their clients in your pipeline.

  • Remember that today's credit repair client could be tomorrow's successful buyer.

As Christy emphasized, "If you care about the people, no matter if they're going to close now or two years from now, you will always win."