In a changing market, REALTORS^® need more than scripts, sales tactics, and old assumptions. They need clarity, consistency, and a renewed focus on people.

In the latest episode of the Ready to Real Estate podcast, TRREB President Daniel Steinfeld speaks with Mary-Anne Gillespie, CEO of Red Apple Coaching, about how REALTORS^® can adapt when the traditional real estate playbook no longer works.

Recorded in front of a live audience at TRREB REALTOR^® QUEST 2026, the conversation explores how REALTORS^® can stay focused, build trust, and create opportunities during uncertain market conditions.

Focus on Meaningful Client Relationships

Gillespie says REALTORS^® can still grow in challenging markets when they commit to the work and focus on meaningful client relationships. That starts with moving away from passive or negative approaches.

She encourages REALTORS^® to pick up the phone, check in with clients, and offer useful information when people face real concerns, including mortgage renewals, higher payments, or difficult selling decisions. When REALTORS^® show up with care, consistency, and authenticity, they strengthen relationships and build lasting trust.

“People aren’t going to know how much you care until you show you care,” she says.

Choose One Lane and Stay Consistent

Gillespie also encourages REALTORS^® to simplify their approach to lead generation. Rather than chasing every tactic at once, she recommends choosing one source, measuring the activity, and staying accountable long enough to see results.

That could include phone calls, door knocking, open houses, or following up with old leads. The approach is simple: choose one lane, commit to it, and stay consistent.

“Pick a source of lead generation, and then become great at it,” she says.

Build Resilience Through Action

For Gillespie, success in a difficult market also requires resilience and accountability. She explains that growth often happens when people stay committed through challenging seasons and push toward their goals with discipline.

“Don’t quit, see it to the finish line,” she says. “It’s always about the journey of who you become when you set a goal.”

Listen to the full episode of Ready to Real Estate to hear more timely advice, direct encouragement, and a clear reminder that even when the playbook changes, REALTORS^® can keep building relationships and move forward with confidence.