Stuck or Scaling: Today’s Agent Bifurcation & the Path Forward
Let’s break down some numbers really quickly…
There are somewhere around 1.5 million licensed agents in the U.S.
But of those, only 57% have actually transacted a deal this year.
So there’s approximately 850,000 agents handling this crazy market we’re in right now.
And as I look out on everything going on, I can’t help but see two entirely different types of agents…
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What is Bifurcation?
Bifurcation is the pivotal moment in a real estate agent’s career where they face two diverging paths: staying stuck in outdated habits or scaling their business to new heights. This bifurcation defines whether an agent remains overwhelmed by solo work or embraces systems, delegation, and leverage to grow. Recognizing bifurcation allows agents to make strategic decisions that lead to increased efficiency, profitability, and long-term success. The real estate industry is full of bifurcation points, and those who navigate them wisely move from being individual producers to true business owners. Understanding bifurcation is essential for any agent ready to scale instead of stall.
Who Are These Two Groups?
When it comes to how to be successful in real estate, the first group is those agents who are trying to do it all themselves, and because their productivity is tied directly to their own actions, they’re STUCK. They’re already very busy, and there’s simply no time for them to possibly achieve more.
The second group consists of those who see the immense opportunities in today’s market and are proactively working to EXPAND every aspect of their business...
- Their personal brand – along with the trust they’ve established in their communities
- The number of appointments they’re securing
- The number of listings they’re acquiring
- The size of their real estate team, by hiring assistants, a transaction coordinator, additional sales agents, or marketing support
- Their market share
- Their total transactions
- Their GCI and net income
- Their quality of life
It’s clear which group you’d prefer to join. But… which group do you currently belong to?
Get Out of the “It’s Gotta Be Me” Mindset
Too many agents I know think, “I’m the only one who can handle this paperwork correctly.” This mindset is hindering their progress.
Even if you excel at paperwork, it doesn’t matter. It’s not taking you where you want to be. I’ve heard that each real estate transaction involves 11 hours of “work” to close a file.
How many of those hours are you personally handling? Ideally, your answer should be, “None, Tom! I've mastered the art of task delegation!” What’s your response?
Be Willing to Do What Others Won’t
If you’re starting to realize that you’re in the “stuck” category, here’s step one… Acknowledge it!
Ask yourself this question and really answer it: “What are the constraints of my growth?”
I want you to dig in and really get into the nitty-gritty… What’s stopping you from building your brand so people see you everywhere? What’s preventing you from making more calls? What’s stopping you from turning your marketing strategy up to 11 (yes, that’s a Spinal Tap reference) with more videos, more direct mail, more social posts, more paid media, etc.?
The answer you’ll probably come up with is resources: Not enough time or money.
When resources are holding you back, it’s time to get resourceful.
Whatever you do, don’t let the greatest real estate economy in your lifetime pass you by because you’re unwilling to hire some help, delegate paperwork, or invest in your future.
It’s time to figure out how to overcome the challenges you face and start making hay.
A Simple Script for Step 2
The market is at a bifurcation point—you have a choice: wait for opportunities to come to you or take action to create them.
The agents who thrive in this bifurcation don’t sit back; they proactively educate homeowners on the opportunities available right now. That means reaching out, starting conversations, and positioning yourself as the trusted expert who bridges the gap.
You can’t afford to be passive in this bifurcation—you need to be intentional. Here’s a simple script to help you engage every single person in your database. Call, text, or email them individually (no mass emails), re-establish rapport, and ask one simple question:
“How has the market changed the way you view your house?”
Then listen. Provide them data about home price appreciation, buyer demand, and how many offers homes are typically getting in your market.
Then ask, “Have you given any thought to making a move?”
Now is the Time!
I hope you sense my urgency here—this is a true moment of bifurcation, a rare crossroads that doesn’t happen every day. The opportunity for growth is immense, but bifurcation demands a choice.
Will you stay stuck in the same place, or will you embrace bifurcation and step into a world of vast potential?
The path is clear—take action, make the shift, and SCALE!
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