This isn't a bad market. It's an exhausting one. And according to Josh Cooley, the top team leader in Eugene, Oregon, that exhaustion is exactly where your competitive advantage lives. While 54% of agents in his county haven't closed a single transaction this year, Josh's lean team of 10 agents just hit their 100th closing. But here's what separates them from struggling agents: they stopped waiting to get lucky and started building pipeline for the market explosion coming in Q1 2026. In this conversation with Katie DeWitt, Josh reveals the specific strategies his team uses to "work with the least crazy in a crazy market" and why pipeline management for next year's opportunities is more important than any lead generation strategy you're using right now. Key Topics Covered: Why "controlling the controllables" beats hoping for market improvements The 7 qualification questions that prevent 40% of transaction fallouts How to build pipeline for Q1 2026 opportunities while competitors complain Why Josh's team ignores competitor stats and focuses on internal metrics The art of ethical confrontation that saves deals before they fall apart Pipeline management strategies for the "massive opportunity" coming in canceled listings How to reframe market conversations with your sphere to generate leads instead of fear Ready to stop complaining about market conditions and start building for the opportunity that's coming? This episode will challenge everything you think you know about navigating tough markets and position you to dominate when conditions shift. Take action: Apply Josh's qualification questions in your next three client conversations and notice how it changes your pipeline quality. Then start building your "buckets for later" to capture the Q1 2026 opportunity. Learn more about joining the Next Level Agents community at https://nextlevelagents.com/exp/ Please leave us a review at ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://ratethispodcast.com/nla⁠