RealTrending

On this week’s episode of the RealTrending podcast, we are joined by Scott Wright, a partner with RTC Consulting, the premier consulting firm for brokerage mergers and acquisitions, and business valuations for teams and brokerages. They've been collecting brokerage and team benchmarking data for the past 12 years. Tracey and Scott cover the upcoming Dealmakers Conference and talk about the importance of benchmarking data on brokerage operations, including trends that they’re seeing in brokerage expenses, gross margin and how firms are valued. They also explore some of the innovative services brokers can adopt to enhance value and productivity, and talk about recent market dynamics and M&A trends.Here’s a glimpse of what you’ll learn: Occupancy and personnel costs are the largest expenses for brokerages, and reducing these costs can significantly impact profitability. Brokers can boost their value by adding creative services, increasing productivity, and focusing on scale. Teams can have value beyond a referral fee by developing business systems and focusing on equity value. Benchmarking data is crucial for understanding how a brokerage is performing relative to its peers. Managing expenses is important, but recruiting and developing agents should be a priority for long-term success. Related to this episode: Connect with Scott on LinkedIn RTC Consulting The Gathering HousingWire’s YouTube Channel Enjoy the episode!The RealTrending podcast features the brightest minds in real estate. Every week, brokerage leaders, top agents, team leaders, and industry experts share their success secrets, trends, and lessons learned navigating this ever-changing industry. Hosted by Tracey Velt and produced by Elissa Branch.

On this week’s episode of the RealTrending podcast, we are joined by Mark Johnson, the co-founder of Co-Recruit Systems and a business partner in Third Pool Recruiting Systems. He is an industry veteran and also was the former brand president and CEO of JPAR Real Estate company-owned stores, and under his leadership, they grew nearly five times.In today’s episode, he discusses the stark difference between simply recruiting and attracting talent, emphasizing the importance of company culture in attracting and retaining worthwhile agents. Mark also discusses the use of artificial intelligence in recruiting and the importance of focusing on productivity in the current market. Plus, find out the newest twist on recruiting trends.Here’s a glimpse of what you’ll learn: Recruiting is more about selling, while talent attraction is about branding and attracting agents to the brokerage's culture. Culture is a key factor in attracting and retaining agents, and it is important to communicate the culture authentically to prospective agents. Retention is a form of recruiting, and investing in existing agents can lead to increased productivity and referrals. Events that allow agents to experience the brokerage's culture are effective in both talent attraction and retention. The use of artificial intelligence and data analysis can help identify agents who are more likely to move or be successful. Time management and prioritization are crucial for success in recruiting and talent attraction. Getting closer to agents and providing value and support are essential for building strong relationships and retaining talent. Related to this episode: Connect with Mark on LinkedIn Recruiting Insight ThirdPool Recruiting The Gathering HousingWire’s YouTube Channel Enjoy the episode!The RealTrending podcast features the brightest minds in real estate. Every week, brokerage leaders, top agents, team leaders, and industry experts share their success secrets, trends, and lessons learned navigating this ever-changing industry. Hosted by Tracey Velt and produced by Elissa Branch.

On today’s episode of RealTrending, Dave Liniger, co-founder and chairman of the board of RE/MAX, joins us to discuss his longstanding real estate career, his new book 'The Perfect Ten' and shares insights on leadership and success in the real estate industry. Liniger shares his most impactful leadership lessons and how his failures have informed his success. He shares personal stories and talks about the use of the 'Perfect 10' score in measuring brokerage satisfaction. Liniger stresses the importance of communication, determination, and leadership adaptability for achieving success. He also goes into the many changes in the real estate industry over the years and the challenges faced by agents of the future.Here’s a glimpse of what you’ll learn: The 'Perfect 10' score measures customer satisfaction and loyalty in the real estate industry. Effective communication and leadership are crucial for success in business. Grit, determination, and resilience are key qualities for achieving success. Successful leaders are adaptable, loyal to their team, and prioritize the success of the whole over individual achievements. Related to this episode: Connect with Dave on LinkedIn Dave Liniger - RE/MAX Holdings RE/MAX The Gathering HousingWire’s YouTube Channel Enjoy the episode!The RealTrending podcast features the brightest minds in real estate. Every week, brokerage leaders, top agents, team leaders, and industry experts share their success secrets, trends, and lessons learned navigating this ever-changing industry. Hosted by Tracey Velt and produced by Elissa Branch.

On today’s episode of RealTrending, Jerry Holden, founder of THA Brands, shares his journey of transitioning from a traditional brokerage model to a 100% commission transaction fee-based model. He discusses the challenges he faced in gaining recognition and credibility in the industry and how he overcame them. Jerry also highlights the importance of coaching and training in boosting agent productivity and shares his unique approach of paying agents to train. Jerry emphasizes the significance of continuous improvement and customer satisfaction in driving growth.Here’s a glimpse of what you’ll learn: Transitioning to a new business model can be challenging but can lead to increased agent retention and growth. Coaching and training programs can significantly improve agent productivity and success. Paying agents to train and providing accountability measures can enhance training effectiveness. Owning affiliated mortgage and title companies can provide additional income streams and improve customer experience. Continuous improvement, customer satisfaction, and hard work are key to success in the real estate industry. Related to this episode: Connect with Jerry on LinkedIn THA Mortgage The Gathering HousingWire’s YouTube Channel Enjoy the episode!The RealTrending podcast features the brightest minds in real estate. Every week, brokerage leaders, top agents, team leaders, and industry experts share their success secrets, trends, and lessons learned navigating this ever-changing industry. Hosted by Tracey Velt and produced by Elissa Branch.

Luxury property specialist Michael LaFido discusses trends in the luxury market, tips for finding hidden inventory, personal branding, and opportunities for growth in the sector. He shares his journey into luxury real estate, overcoming limiting beliefs, and the importance of authenticity. LaFido also highlights the significance of thinking like a marketer and provides insights on breaking into luxury as a new agent.

In this sponsored episode of the RealTrending Podcast, host Tracey Velt interviews Gene Millman, the President and CEO of REcolorado. They discuss the importance of partnerships and collaboration in the MLS industry, as well as the need to adapt to changes in the real estate industry.What does the future hold for the MLS? Millman talks about where he is seeing innovation, how important data protection and security are and where opportunities lie. Millman shares impactful moments and pivots in his career, and concludes by discussing the future of REcolorado.Here's a glimpse of what you'll learn: Partnerships and collaborations are essential in the MLS industry to provide a comprehensive and trusted real estate marketplace. Adapting to changes in the industry, both legal and economic, is crucial for the success of MLSs and their subscribers. The future of MLS lies in embracing innovation and technology, particularly in terms of data management and providing a seamless experience for subscribers. Data protection and security are top priorities for MLSs, and they must ensure the responsible use and protection of subscriber data. MLSs have opportunities to enhance their value proposition by focusing on the needs of their subscribers and providing choice in services. Impactful moments and pivots in a career can lead to valuable insights and improvements in the MLS industry. Related to this episode: Connect with Gene on LinkedIn REcolorado The Gathering HousingWire’s YouTube Channel Enjoy the episode!The RealTrending podcast features the brightest minds in real estate. Every week, brokerage leaders, top agents, team leaders, and industry experts share their success secrets, trends, and lessons learned navigating this ever-changing industry. Hosted by Tracey Velt and produced by Elissa Branch.

In this episode of the Real Trending podcast, Tracey Velt interviews Julie Harris, co-founder of Tim and Julie Harris Coaching. Harris has deep insights into what agents are struggling with right now (inventory!) and offers solid ways to find more listings. She also explores trends in the industry, such as the value of expanding one's center of influence and emphasizes the importance of focusing on fewer, more meaningful goals and breaking them down into daily and weekly tasks. By whittling down weekly goals and consistently taking proactive actions, agents can make significant progress in their business. Julie shares pivotal moments in her career and offers three to-dos for agents to change their business.Here's a glimpse of what you'll learn: The lack of inventory is a major challenge for real estate agents, but being proactive and creative in finding inventory can lead to success. Real estate commission lawsuits are causing uncertainty in the industry, but agents can navigate this by being more professional and transparent in their buyer representation. The most successful agents are those who are proactive, stay educated, and focus on expanding their center of influence. Pivotal moments in a real estate career can include making strategic pivots, such as targeting luxury markets or returning to basics that have proven to work in the past. To change their business, agents should focus on generating new business daily, staying educated, and expanding their center of influence. Focus on fewer, more meaningful goals and break them down into daily and weekly tasks. Consistently take proactive actions to make progress in your real estate business. Invest in personal development and maintain a healthy lifestyle for overall success. Whittling down weekly goals helps agents stay focused and avoid overwhelm. Related to this episode: Connect with Julie on LinkedIn Tim and Julie Harris Real Estate Coaching The Gathering HousingWire’s YouTube Channel Enjoy the episode!The RealTrending podcast features the brightest minds in real estate. Every week, brokerage leaders, top agents, team leaders, and industry experts share their success secrets, trends, and lessons learned navigating this ever-changing industry. Hosted by Tracey Velt and produced by Elissa Branch.

In this episode of the Real Trending Podcast, Tracey Velt interviews Steven Barks, the president and COO of Worth Clark Realty, a transaction fee brokerage. When Barks joined the company, they had 5 licensed salespeople. Now, they have 1,200. Barks talks about myths about transaction fee services and explains how a focus on recruiting the right agent has helped the brokerage break even in the difficult 2023 housing market. They also explore the use of AI in real estate and the opportunities for brokerage leaders in the industry. Steven shares his aha moment and the lessons he has learned in running a RealTrends 500 brokerage. Here's a glimpse of what you'll learn: Worth Clark Realty offers a flexible, transaction fee business model that allows agents to vary their service offerings and charge their clients accordingly. The use of AI in real estate is growing, but the adoption rate among agents is still relatively low. However, tools like AI writing assistants can help agents save time and improve their marketing efforts. Brokerage leaders should focus on providing value to their agents and helping them understand the unique value they offer to clients. Building strong relationships and communication with agents is key to success. The future of Worth Clark Realty involves expanding their market footprint, exploring alternative ways to represent clients, and continuing to provide value to their agents through tools and services. Related to this episode: Connect with Steven on LinkedIn Worth Clack Realty The Gathering HousingWire’s YouTube Channel Enjoy the episode!The RealTrending podcast features the brightest minds in real estate. Every week, brokerage leaders, top agents, team leaders, and industry experts share their success secrets, trends, and lessons learned navigating this ever-changing industry. Hosted by Tracey Velt and produced by Elissa Branch.

Renee Mueller, President and Co-founder of Elite Real Estate Systems, and her leadership team made a huge leap over the past three years as they reorganized the company and expanded core services. The goal of the reorganization was to make the company more sticky and provide better investment opportunities for agents.Now, the company fully owns all of its core services, has a structured ownership model for its C-suite and is working on an ESOP. Mueller highlights the challenges faced during the reorganization process and the importance of hiring the right people. She also discusses the impact of commission lawsuits on the real estate industry and how the company is preparing for changes. Find out her lessons learned during the process.Here's a glimpse of what you'll learn: Hiring the right people and focusing on the agents' needs were key challenges during the reorganization process. The company is preparing for changes in the real estate industry, including the impact of commission lawsuits. The use of AI has helped the company save money and improve operational efficiency. The future plans for Elite Real Estate Systems include expanding to more states and partnering with teams and brokerages. Related to this episode: Connect with Renee on LinkedIn Elite Real Estate Systems The Gathering HousingWire’s YouTube Channel Enjoy the episode!The RealTrending podcast features the brightest minds in real estate. Every week, brokerage leaders, top agents, team leaders, and industry experts share their success secrets, trends, and lessons learned navigating this ever-changing industry. Hosted by Tracey Velt and produced by Elissa Branch.

In today’s RealTrending, we speak with Mark Willis, CEO of Keller Williams. After serving as CEO of Keller Williams through some high-growth years for the company, Willis stepped down in 2015. Now, he’s back in leadership in his second stint as CEO and is ready to lead the company through some challenging times. Willis shares his leadership lessons learned, his love of helping others succeed, and the importance of building strong teams. Willis gets personal about his love for University of Texas Austin football and, on a more serious note, he opens up about personal experiences and the foundation he created in honor of his late wife. Here's a glimpse of what you'll learn: Keller Williams is designed to thrive during challenging economic periods. The company focuses on training and consulting to support agents and help them grow their businesses. Leadership is about serving others and making intentional decisions. Keller Williams is dedicated to building strong teams and providing value to their agents. Mark emphasizes the importance of personal growth and learning from failures. Related to this episode: Connect with Mark on LinkedIn Keller Williams Mark Willis steps back into CEO role at Keller Williams The Gathering HousingWire’s YouTube Channel Enjoy the episode!The RealTrending podcast features the brightest minds in real estate. Every week, brokerage leaders, top agents, team leaders, and industry experts share their success secrets, trends, and lessons learned navigating this ever-changing industry. Hosted by Tracey Velt and produced by Elissa Branch.