Why Market Cycles Expose Weak Explanations Before They Expose Weak Skills
Boom markets hide a lot of problems. Slow markets expose them.
When demand is high, poor explanations still get forgiven. When demand softens, clients ask more questions. They want to know why something isn’t moving, what should change, and what risk looks like now. That’s when weak explanations become obvious.
Here’s how this plays out. An agent who relied on momentum struggles to explain strategy when momentum disappears. An agent who has always explained decisions calmly feels more valuable than ever.
AI doesn’t change this dynamic. It accelerates it. Clients arrive with more information and higher expectations. If an agent can’t connect the dots clearly, trust erodes quickly.
Strong agents use market cycles as teaching moments. They explain why conditions changed. They show how strategy adapts. They remind clients that cycles are normal and manageable with the right approach.
Market cycles don’t reward perfection. They reward perspective. Agents who can explain what’s happening without defensiveness or panic become anchors for their clients.
That’s not just a market skill. It’s a leadership skill.
About Aaron Stelle
Aaron Stelle is a widely recognized real estate strategist, keynote speaker, and content creator who is currently serving as VP-Growth Architect with Fidelity National Financial.
Aaron works with real estate brokers, agents, and leadership teams across the Northwestern United States and Hawaii, advising on business strategy, marketing systems, technology adoption, and long-term growth planning. He is a frequent keynote speaker and educator, having presented at numerous regional and national events across the country.
In addition to his speaking and consulting work, Aaron is an industry contributor whose insights on real estate strategy, market behavior, and technology trends have been featured through Inman News. His work focuses on helping real estate professionals move beyond tactics and build clear, durable systems that support better decision-making, stronger client relationships, and sustainable growth.