How to lead through market uncertainty with facts, not fear

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If you’ve been in this business long enough, you know one thing for sure — real estate is never dull. Markets shift, interest rates rise and fall, and now and then, we get a wave of headlines designed to send buyers and sellers into a panic.

In the DC metro area, we’re facing another round of market jitters. Federal job cuts, interest rate uncertainty and social media’s misleading doomsday narratives have agents fielding tough questions from clients. As brokers, this is our moment — not to react but to lead.

The best way to do that? Get the facts. Stay calm. Lead the way.

Federal layoffs: A real factor, but not a collapse

There’s no denying the psychological weight of federal layoffs in Washington, D.C. With about 14 percent of our local workforce tied to the government, any mention of job cuts sends ripples through the housing market. And sure enough, when the layoffs were first announced, our brokerage’s internal data showed an activity dip — down about 20 percent in the immediate aftermath.

But here’s what’s interesting: The market didn’t grind to a halt. It swayed, and now it’s stabilizing. Buyers are still out there; they are just moving with more caution. This isn’t a crisis — it’s a shift in momentum. 

Here’s what I’m telling my agents:

• Acknowledge the emotion, then pivot to the facts. People make decisions emotionally first and logically second. Agents need to validate concerns and bring clients back to reality with accurate data.
• Show, don’t tell. I make sure my agents have the latest numbers — inventory levels, showing trends, price movements — so they can replace fear with facts.

Mortgage rates: It’s not just math, it’s mindset

If I’ve learned anything from this market cycle, it’s that mortgage rates have a psychological grip on buyers that defies logic.

Let’s be honest — whether rates are 6.35 percent or 6.25 percent, the impact on affordability is minimal. However, when rates drop below 6 percent, buyers often feel like they’ve hit the jackpot. It’s not about the numbers — it’s about how those numbers feel. 

• Stop focusing on the rate alone. Agents should be trained to talk about the total cost of homeownership, not just today’s interest rate.
• Waiting can be costly. Buyers hoping for a return to 4 percent rates need to adjust their expectations. Those rates are unlikely to return, and waiting could mean facing higher home prices in the future.

Is inventory exploding? Not exactly

If you listen to certain “experts” on social media, you’d think the D.C. housing market is drowning in listings. The reality? We’re barely above COVID-era inventory lows.

• National inventory levels are rising but not surging. 
• The D.C. Metro is seeing more inventory, but it is nowhere near a flood. The numbers don’t lie — there’s no dramatic oversupply.

This means two things:

1. Sellers need to be realistic. The days of throwing a number on a listing and expecting 20 offers are fading. Pricing strategy matters.
2. Buyers still need to act strategically. Some homes (the well-priced, well-marketed ones) are still getting 16-plus offers. Others? Sitting.

Relationships win in every market

One of my best conversations with my agents isn’t about rates or inventory — it’s about relationships. Markets shift, but strong client relationships always lead to business. 

A few things I remind my agents: 

• Check in with past clients. Not to sell but to stay top of mind. A market update, a home maintenance tip, a friendly “How’s everything going?” call — it all matters.
• Be the go-to source of truth. Clients are bombarded with conflicting information. If an agent regularly provides clear, fact-based insights, they’ll be the first person their clients call when it’s time to buy or sell.
• Think long-term. The agents who make it through tough markets aren’t the ones who chase quick deals. They’re the ones who build trust, play the long game and stay in touch.

Control what you can control

We don’t control interest rates or government layoffs. But we do control how we lead, educate our agents and build trust in the marketplace. Fear-based decision-making leads to chaos. Data-driven leadership creates confidence.

So, my advice to brokers navigating this market is to stay steady, focus on the facts, and clearly lead your agents. Above all, keep building relationships — because that’s what will carry your business through any market cycle.

Thai Hung Nguyen is broker-owner of Better Homes and Gardens Real Estate Premier serving the Washington, D.C., metro area. Connect with him on Facebook and LinkedIn.