Rodolfo Delgado, CEO & Cofounder of Replay Listings, is an architect, entrepreneur and real estate enthusiast with a passion for tech.
Political uncertainty and global events often create hesitation in the real estate market; this year, in particular, geopolitical conflicts, concerns about the future, and inflation have cast a shadow over the real estate market.
For industry leaders, investors and entrepreneurs like myself, these circumstances highlight the importance of refining our approach.
Uncertainty can stall decision making, but it also reveals opportunities for those of us who can adapt quickly. By proactively guiding our clients, providing clear insights and anticipating their concerns, we can help them remain confident, even in a market clouded by shifting variables.
The time to think about these challenges is now—those who wait for clarity may find themselves missing out on valuable strategies that can strengthen client relationships and future-proof their business.
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A Proactive Approach
This year, I’ve noticed current events and political uncertainties have created challenges for many investors looking to invest in certain areas. Some investors have entered a state of paralysis, uncertain where to place their money until more precise economic signals emerge.
As real estate professionals, we should focus on helping clients navigate turbulent periods by offering them insights and potential alternatives to sitting tight in uncertainty. For instance, if an investor is unsure about the future of a particular market, you may want to encourage them to diversify their portfolio by exploring different areas or sectors with more stable prospects.
Communication is key—ensure your clients feel informed and empowered with the knowledge they need to make decisions in an uncertain climate. It’s vital to be proactive, as paralysis during these times can help prevent missed opportunities.
To take a truly proactive approach, think about how you frame conversations with clients. Instead of waiting for them to express doubts, initiate discussions about what’s happening in the market. Offer scenario analyses: “If X happens, here’s how we might respond.” Consider scheduling periodic check-ins, providing tailored market updates or sharing curated reports that break down complex issues into clear, actionable insights. By doing so, you’re not only demonstrating expertise but also showing that you recognize their anxieties.
Meanwhile, keep educating yourself—attend industry webinars, follow reputable economic forecasts and build a network of fellow professionals to discuss best practices. Managing your own uncertainty means staying informed and flexible, ready to pivot strategies as conditions evolve.
I, for example, have a messaging group with fellow CEOs and founders of tech startups in New York. We continuously keep each other informed about new technologies that are working or that others may find interesting, and we also do video meetings regularly to see how we can help each other in these uncertain times.
The Importance Of Education
In 2024, factors like politics and global tensions—wars, trade instability and shifting international alliances—have added a layer of uncertainty for investors. I’ve worked in the real estate market long enough to see how global events can affect local markets. Often, the paralysis felt on a global stage translates into hesitation at the local level.
As real estate professionals, we must stay ahead of these shifting global trends and educate our clients about potential impacts. I suggest fostering dialogue with clients about how international events might affect the local market—whether by offering insights on how economic instability may influence mortgage rates or keeping an eye on geopolitical factors. Clients will appreciate a knowledgeable professional who helps them address these challenges.
Over the years, I’ve found that the most effective client education strategies revolve around clarity and relevance. Focus on how changes in interest rates or shifts in supply chains might affect a client’s specific investment goals. Avoid overwhelming them with unnecessary data; instead, highlight the key indicators they should watch.
To stay ahead of global trends, consider subscribing to well-regarded economic newsletters, partnering with analysts or joining professional groups where you can exchange insights. Importantly, don’t shy away from explaining the “why” behind your advice—it builds trust.
And be cautious about making definitive predictions. Guide clients with probabilities and options rather than absolutes. In uncertain times, a balanced, well-researched perspective can set you apart as a reliable advisor.
Thinking Long Term
With rising inflation and cost-of-living increases, many families find it harder to make ends meet, particularly regarding housing. The gap between wage stagnation and skyrocketing housing prices has left many working-class families feeling sidelined, wondering if homeownership is even an attainable dream anymore.
I have friends in New York who have earned six-figure salaries over the past few years, yet despite their financial success, many of them would still rather rent than purchase a property. The reason? They fear the unpredictability of their future—what if they lose their job or face a financial setback? The constant pressure of maintaining a mortgage payment, especially in an expensive market like New York, outweighs the dream of homeownership. Even with solid incomes, many hesitate to commit to a long-term financial burden because the security that once came with owning a home seems increasingly out of reach.
When working with clients in a similar position, remind them that there are ways to overcome this hesitation and take more control of their financial future. For those who are uncertain about purchasing a home right now, you may want to discuss rent-to-own options, where they can start building equity while still maintaining flexibility and reducing the immediate pressure of a full mortgage commitment.
Lastly, remind them that homeownership doesn’t need to happen all at once. A steady path toward ownership might involve first investing in more affordable properties or even taking advantage of first-time homebuyer programs that offer lower down payments or better financing options. If the real estate market feels too volatile, consider encouraging your clients to explore markets where homes may be more affordable or find ways to increase their financial security before jumping into the commitment.
By helping clients address their fears and set clear goals, you can empower them to make a decision that aligns with both their current needs and future aspirations.
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