Addressing Market Uncertainty: Authority Brokers Lead, Not Linger
Uncertainty. It’s the word we’re hearing everywhere lately—from media outlets to boardrooms, from TikTok feeds to trusted advisors. And let’s be real, the noise is deafening.
Whether it’s shifting interest rates, policy headlines, or economic whispers, it’s easy to feel paralyzed. But here’s the truth: uncertainty isn’t the problem. Indecision is.
As Rod Santomassimo explains, “What’s happening right now? It’s a blip. A pimple on the larger economic cycle.” We’ve weathered far worse—just ask anyone who remembers the RTC, the Great Recession, or the COVID-19 shutdowns.
But even a “blip” can feel overwhelming when it leads to indecision. And indecision breeds paralysis.
The Danger of Standing Still
In commercial real estate, when clients freeze, so do transactions. And too many brokers are letting that stall become the status quo. They’re nodding their heads when clients say, “We’re going to wait and see.”
That’s not authority. That’s being a commodity broker—a placeholder, not a trusted advisor.
So What Do Authority Brokers Do Differently?
- They lead.
- They guide.
- They create clarity amid chaos.
When a client hesitates, an authority broker doesn’t reply, “Yeah, I get it. I’ll check in six months.”
No, an authority steps in with context, strategy, and direction:
- “Here’s what happened in similar markets in 2008…”
- “In 2020, here’s how my clients adjusted and thrived…”
- “Here are three options to consider right now—and the best path forward.”
They’re not guessing. They’re not echoing the fear. They’re providing structure. Frameworks. Direction.
Rod shares the Dan Martell model, a powerful approach to decision-making:
When someone comes to you with an issue, don’t give them the answer. Ask them to come back with three possible solutions—and their recommendation. Nine times out of ten, they’ll realize they already had the answer. They just needed the confidence to act.
The Real Opportunity in Uncertainty
Let’s be clear: your job isn’t to force transactions that aren’t ready.
Your job is to position yourself as the trusted voice that clients think of when they are ready.
“Even if they don’t transact now, they need to say, *‘When I do, I’m calling YOU.’” – Rod Santomassimo
That’s the game. That’s the mindset. That’s the authority approach.
So, ask yourself: 👉 Are you operating like a commodity or like an authority? 👉 Are you reacting to the market… or helping your clients navigate it?
This market doesn’t need more bystanders. It needs brokers who can help others move confidently, even when the road ahead is uncertain.
Let’s Move Forward, Together
Rod Santomassimo
Founder and President
The Massimo Group
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