#758: How to Thrive in Uncertain Markets with Jeff Thibodeau

Episode Overview In this episode, John Kitchens sat down with Jeff Thibodeau, a real estate veteran with nearly two decades of experience who has seen the industry from every seat—agent, team leader, brokerage owner, investor, and mentor. Jeff shares his full-circle journey through real estate: from entering the business during the financial crash, to building high-performing teams and a brokerage, to stepping away—and ultimately returning with a renewed focus on simplicity, freedom, and intentional design. Together, John and Jeff unpack what it really takes to thrive in uncertain markets, why top producers continue to gain market share, and how agents must evolve from being information gatekeepers to trusted advisors who sell certainty in an increasingly complex world. This conversation is a masterclass in mindset, leadership, client communication, and designing a real estate business that supports your life—not consumes it. Key Topics Covered Jeff's Full-Circle Real Estate Journey Entering real estate during the financial crash and surviving early uncertainty Leveraging online marketing and lead generation before it was mainstream Building teams, operational systems, and eventually a brokerage Selling the brokerage and rediscovering a simpler, more intentional business model Growth vs. Fulfillment The pressure of "always scaling" and chasing the next level How growth environments can both accelerate success and lead to burnout Recognizing when a season of life calls for simplicity instead of expansion Why production isn't a "low-level task" if it aligns with your strengths Market Cycles & Mindset Why your brain goes to "zero" in challenging markets—and how to fight that instinct Understanding that markets never stop producing opportunities Why top agents gain market share when others retreat The reality that today's market requires more effort, not less Lead Generation & Client Qualification Why everything starts at the front of the funnel Generating more conversations to avoid desperation decisions The danger of taking B, C, and D clients in a tough market How scarcity thinking destroys profitability The Skill That Matters Most Right Now Why having uncomfortable conversations is the #1 skill in today's market Disagreeing with clients without losing trust—or the relationship Leading clients through reality instead of avoiding conflict Framing conversations to maintain authority and professionalism Leadership & Certainty as the New Value Proposition Why consumers feel more informed than ever Moving from a knowledge-based role to a wisdom-based role Selling certainty in a market filled with fear and complexity Why clients pay for confidence, clarity, and leadership—not access to data AI, Smarter Consumers & the Future of Agent Value Why information is no longer the differentiator How AI empowers consumers—and agents who adapt Reframing your value as guidance, judgment, and execution Becoming the calm, trusted professional clients rely on Resources & Mentions Jeff Thibodeau YouTube Channel – Real-world strategies and market insights John Kitchens Executive Coaching → JohnKitchens.coach The 8 Stages of the Real Estate Business → The8Stages.com Crucial Conversations – Recommended for improving difficult client conversations Final Takeaway The agents who win in today's market aren't louder, cheaper, or flashier—they're calmer, clearer, and more decisive. As Jeff explains, real estate professionals no longer win by controlling information. They win by delivering certainty, leading difficult conversations, and guiding clients through complexity with confidence. When uncertainty rises, leadership becomes the product. "People don't hire agents for information anymore. They hire them to feel certain they'll reach the finish line." – Jeff Thibodeau Connect with Us: Instagram: @johnkitchenscoachLinkedIn: @johnkitchenscoachFacebook: @johnkitchenscoach If you enjoyed this episode, be sure to subscribe and leave a review. Stay tuned for more insights and strategies from the top minds. See you next time! 🔥