I was recently on the phone with the CEO of a large real estate company, and he relayed the following story.The top agent in my company (personal income more than $1 million per year) recently called me and said,‘I’m really scared by what is going on in the industry right now, and I’m having doubts on how to move my business forward.Things are harder than they’ve ever been, and I know I need to make adjustments to stay competitive.But I liked the way things were, and I’m not clear on my next steps.’If someone at this level is experiencing this type of fear and uncertainty, you can bet it’s even worse with lower-producing agents.This CEO went on to say:My B and C performers sense things are changing as well, and they don’t know what to do.Two lessons to take away from this dialog.1. Your agents are scared. This fear needs to be addressed, and you must be the one helping them find solutions. If you don’t help them, someone else will.2. Your competitors’ agents are scared. Many of your competitors are not addressing this fear, are not offering solutions, and are hoping no one notices. It’s your opportunity to step in and be a resource to someone who needs help.The best recruiters find a way to get past the surface level resistance and address the real fears most agents are experiencing.