As a real estate coach working with principals across Australia and New Zealand, I’ve seen firsthand how market shifts can either break businesses or propel them forward. When faced with a 3D market downturn (decreasing prices, decreasing volume, and increasing days on market), most agencies brace for impact—but what if I told you these challenging conditions could actually accelerate your growth?

When faced with a market where sales volumes dropped by nearly 50%, some businesses we coached implemented systems that allowed them to double market share in the same period.

How? By focusing on controlling one critical metric: days on market.

1. Days on Market is Your Biggest Growth Lever

When properties sit on the market for extended periods, everything in your business slows down. Cash flow becomes unpredictable, team morale suffers, and clients grow frustrated.

By keeping properties moving within 30 days while your competition’s listings extend to 60, 90, or even 120 days, you create a massive competitive advantage. Your business maintains momentum while others stagnate.

2. Your Team Needs a Factual Framework for Seller Communication

Many agents avoid difficult conversations with sellers about pricing, presentation, and marketing strategy—especially in tough markets. This avoidance creates unrealistic expectations and ultimately damages trust.

Implementing a factual framework gives your team confidence to have authentic conversations from day one. This includes:

• Local market data on days on market trends
• Price adjustment patterns in your area
• Buyer feedback systems that capture actionable insights

When sellers understand the reality of the market through facts rather than opinions, they make better decisions faster.

3. Shorter Days on Market Creates a Positive Growth Cycle

The compounding effect of controlling days on market extends beyond just selling properties faster. When your team spends less time managing stale listings, they gain more time for:

• Prospecting for new business
• Building deeper client relationships
• Focusing on high-value activities that drive growth

This creates a positive cycle where efficiency generates more opportunity, which leads to greater market share, regardless of market conditions.

When you master days on market control as a real estate principal, everything changes. Market downturns transform from something to fear into massive opportunities for growth.

Rather than protecting what you have, you’ll be positioned to capture market share while your competitors struggle to adapt. This isn’t just about surviving tough markets—it’s about using systems for real estate that allow you to thrive because of them.

My advice as your real estate mentor is simple: start by analysing days on market inside your business compared to your competition. This gap represents your immediate opportunity for growth.

Ask yourself:

• What’s our average days on market compared to the local average?
• How consistent are our results across different team members?
• What systems do we currently have for managing days on market?

The answers will reveal exactly where to focus your improvement efforts.

If you’re a real estate principal looking to implement systems that control days on market and grow your business regardless of market conditions, let’s talk.

Book a Brainstorm Call →

During this complimentary 45-minute call, we’ll analyse your current days on market performance and identify specific opportunities to create immediate growth in your business.