Ever feel like you’re fighting uphill as a one-person sales team? That’s exactly what a new realtor in Austin, TX was dealing with. He came to me frustrated and struggling with flaky clients, a lack of direction, and the constant grind of bringing in new leads without any marketing help. The big question he asked was: “How do I turn this around?”

In our first session, he shared how some of his clients were putting him through the ringer—like one who tried to renegotiate his commission after the contract was signed. The realtor was caught off guard and unsure of how to respond confidently in the moment. Together, we worked on assertive responses he could use in scenarios like these, leaning on key negotiation tactics. Here’s a tip I gave him: Start by saying, “It sounds like…” and follow with a statement that the client needs to confirm or deny. For example, “It sounds like you think my commission adjustment will help with your down payment?”

Obviously, that’s not how it works! And hopefully by getting them to confirm/deny a statement, you’ll gain more knowledge about what the actual problem is so that you both can move forward with the deal.

As we got into the calls, we focused on finding the right tone, building trust fast, and creating light-hearted, memorable openers that cut through the typical sales call feel. He quickly learned that clients love a touch of humor or a unique approach—like leading with a quirky observation on their email address. His calls were already sounding more engaging, and he was building confidence with every one.

For other solo agents out there struggling in a similar slump, here’s a quick breakdown from our coaching calls:

Don’t Be Afraid to Get Firm

When clients push for last-minute negotiations or unnecessary discounts, hold your ground. You’ve put in the work, and it’s okay to value your own effort. Saying, “How can I do that after the contract is signed?” sets a clear boundary.

Anchor Your Calls with Humor or Relatable Openers

If you’re calling someone for the first time, find a way to break the ice. Start with something fun or unexpected that lowers their guard and opens up the conversation. A simple, funny and honest opener can go a long way in making you memorable and approachable.

Get Organized with Your Leads

We went through his lead list, filtering by the ones who showed genuine interest, recent activity and most importantly - people who haven’t been contacted in a while. If you’re working alone, efficiency is everything. Use the data you have to prioritize clients who are active and cut down on dead-end leads.

Breaking out of a slump takes time, but with the right tactics and some consistent action, you’ll start seeing results. If you’re a solo agent wondering how to turn things around, stay tuned for more insights from our coaching sessions. Let’s get you back on track and closing deals confidently!