The days are getting shorter. There’s a crispness to the air, even if you’re still sneaking in beach days. Summer is winding down, and you can feel the shift. The fall market is around the corner. Rates have dropped to a ten-month low. On paper, this should be the moment when buyers rush back in.

But here’s the trap: waiting for it is not the same as preparing for it.

Anticipation has a way of tricking us. You think you’re doing something because you’re watching, waiting, refreshing the headlines. But it’s not action. It’s fixation. Energy spent circling yourself instead of moving forward.

Service is the antidote to fixation.

Instead of spiraling on when the market will wake up, spend this week in service:

• Give away the emergency $20 that’s been sitting in your wallet untouched.
   
• Help a newer agent in the office navigate their first board package.
   
• Call your aunt, who hasn’t been feeling well.
   
• Volunteer for a couple of hours at a soup kitchen.

You’ll be surprised how quickly the static clears when you shift from anticipation to action, and from action to service.

Coaching Corner: Why it Works

Psychologists call it the attention reset. When you put your energy on someone else, your brain breaks out of the loop of self-focus and rumination. Service interrupts fixation. It creates perspective, restores confidence, and often sparks unexpected opportunities.

The truth is, the agents who win this fall aren’t the ones who waited most patiently. They’re the ones who used the quiet weeks to deepen their relationships, nurture their people, and remind themselves why they do this in the first place.

The market will wake up soon. The question is: will you be ready, grounded, and in motion when it does?