If you’ve been involved in real estate in Northeast Tennessee over the past few years, you know how

much the market has changed. Not long ago, homes were selling almost as quickly as they were listed; buyers were competing for properties, and sellers often received multiple offers.

Today, things have slowed down. Buyers are watching their budgets more closely, mortgage rates are influencing decisions, and sellers are learning that pricing their homes correctly matters more than ever.

But a slower market doesn’t mean there aren’t opportunities. It just means we may need to do things a little differently.

A recent article from the National Association of REALTORS® (NAR), How Brokers Can Keep Agents Productive in a Slow Market, reminds us that when business slows, it’s time to focus on relationships, education, and the things we can control.

That’s good advice for REALTORS® here in Northeast Tennessee.

Our region has a lot to offer, from the growing communities of Johnson City, Kingsport, and Bristol to the smaller towns and rural areas that make East Tennessee special. But every community and neighborhood has its own housing market. What works for selling a home in Johnson City may not work in Greeneville or Rogersville.

That’s where a REALTOR®’s local knowledge and experience really make a difference.

In a changing market, buyers and sellers need honest advice. Sellers need to understand that their homes may take longer to sell and that yesterday’s prices may not reflect today’s market. Buyers need someone who can help them recognize opportunities and make decisions that fit their budgets.

For REALTORS®, this is also a good time to get back to the basics. Pick up the phone and check on past clients. Stay involved in your community. Reach out to someone who has been thinking about buying or selling, even if they’re not quite ready.

Not every conversation has to lead to a sale. Sometimes just being there to answer a question is what builds a relationship that lasts for years.

Brokers also have an important role to play. Many newer agents entered the business when homes were selling quickly. They haven’t experienced a slower market, and they need guidance and encouragement from brokers and experienced REALTORS® who have worked through changing conditions before.

Education is another way to make good use of this time. At the Northeast Tennessee Association of REALTORS® (NETAR), we continue to offer classes and professional development opportunities to help our members sharpen their skills, stay informed, and better serve their clients.

The good news is that people will always have reasons to buy and sell homes. Families grow, jobs change, people retire, and new residents continue to discover what makes Northeast Tennessee a great place to live.

We can’t control interest rates or the economy, but we can control how we serve our clients, how well we know our market, and how we prepare for what’s ahead.

Real estate has always been about people and relationships. Here in Northeast Tennessee, that’s something we’ve always understood. And no matter what the market does next, that won’t change.

Source: National Association of REALTORS®, “How Brokers Can Keep Agents Productive in a Slow Market,” October 29, 2026.