This week on the RealTrending podcast, Tracey Velt sits down with Debbie De Grote, founder of Forward Coaching, a leading real estate and business coaching company.Debbie and Tracey discuss the importance of informed negotiation skills in today's market and how agents can readily adapt to changing policies and regulations. They also explore the new challenges that agents face when working with buyers and sellers, and talk about how to avoid common mistakes when talking to clients. Here’s a glimpse of what you’ll learn: High-level negotiation and questioning skills are crucial for agents. Agents need to be ready to adapt to new policies and procedures post-NAR settlement. Avoid pulling clients into the drama of negotiations. Negotiation should be a collaborative process, not an aggressive one. Focus on understanding the nuances of your local market. Related to this episode: Forward Coaching Debbie De Grote | LinkedIn HousingWire | YouTube More info about HousingWire 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. Learn more about your ad choices. Visit megaphone.fm/adchoices

Master Class: A Settlement Strategy PlaybookWelcome back to the Settlement Strategy Playbook, brought to you by JPAR Real Estate, produced by HousingWire, and hosted on the RealTrending podcast with Tracey Velt. In this series, we’ll explore and discuss fiduciary responsibilities, the intent behind the settlement and the DOJ’s involvement, strategies for building an effective buyer consultation, and finally, crafting a transparent seller consultation. Executives, agents, and brokers from JPAR will join us in every episode to share their expertise. The second episode of this four-part series features Laura O’Connor, president and COO of JPAR Affiliated Network. Tracey and Laura discuss the intent behind the NAR settlement and the DOJ’s involvement.Here’s a glimpse of what you’ll learn: The settlement change presents opportunities for agents to show their value to consumers. Consumer education is crucial in helping both buyers and sellers understand the commission changes. The DOJ intended to decouple commissions, and agents must be aware of this and educate their clients accordingly. Related to this episode: JPAR Laura O'Connor | LinkedIn Laura O'Connor | JPAR®  JPAR ® Franchising HousingWire | YouTube More info about HousingWire 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. Learn more about your ad choices. Visit megaphone.fm/adchoices

Master Class: A Settlement Strategy PlaybookWelcome to the Settlement Strategy Playbook, brought to you by JPAR Real Estate, produced by HousingWire, and hosted on the RealTrending podcast with Tracey Velt. In this series, we’ll explore and discuss fiduciary responsibilities, the intent behind the settlement and the DOJ’s involvement, strategies for building an effective buyer consultation, and finally, crafting a transparent seller consultation. Executives, agents and brokers from JPAR will join us in every episode to share their expertise. The first episode of this four-part series features Tony Delgado, Vice President of Broker Support and designated broker for JPAR Real Estate. We focus our conversation on understanding fiduciary duties in today’s real estate world.Here’s a glimpse of what you’ll learn: Understanding the difference between a customer and a client is crucial in determining the level of agent obligations. Fiduciary duties include obedience, loyalty, disclosure, confidentiality, accounting, and reasonable care. Agents should know their geographic area and be adaptable to new rules and regulations. Related to this episode: Tony Delgado | JPAR® Tony Delgado | LinkedIn JPAR JPAR ® Franchising HousingWire | YouTube More info about HousingWire 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. Learn more about your ad choices. Visit megaphone.fm/adchoices

Master Class: A Settlement Strategy PlaybookWelcome back to the Settlement Strategy Playbook, brought to you by JPAR Real Estate and produced by HousingWire, and hosted on the RealTrending podcast with Tracey Velt. In this series, we’ll explore and discuss fiduciary responsibilities, the intent behind the settlement and the DOJ’s involvement, strategies for building an effective buyer consultation, and finally, crafting a transparent seller consultation. Executives, agents, and brokers from JPAR will join us in every episode to share their expertise. In this last episode of this four-part series, we talk to Jessica Conrad, Realtor and GRI at JPAR San Antonio. Tracey and Jessica discuss how best to move forward with transparent seller conversations.Here’s a glimpse of what you’ll learn: Proactively educate sellers about the new MLS rules and compensation agreements. Emphasize transparency and honesty in seller conversations. Show your value and highlight the benefits of working with a professional agent. JPAR provides excellent communication and support through training sessions and open discussions. Related to this episode: Jessica Conrad | LinkedIn Jessica Conrad | JPAR® JPAR HousingWire | YouTube More info about HousingWire 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. Learn more about your ad choices. Visit megaphone.fm/adchoices

Master Class: A Settlement Strategy PlaybookWelcome back to the Settlement Strategy Playbook, brought to you by JPAR Real Estate and produced by HousingWire, and hosted on the RealTrending podcast with Tracey Velt. In this series, we’ll explore and discuss fiduciary responsibilities, the intent behind the settlement and the DOJ’s involvement, strategies for building an effective buyer consultation, and finally, crafting a transparent seller consultation. Executives, agents, and brokers from JPAR will join us in every episode to share their expertise. The third episode of this four-part series features Susan Boyer, broker-owner of JPAR Silverpath Real Estate. Tracey and Susan discuss understanding and building an effective buyer conversation.Here’s a glimpse of what you’ll learn: Transparency is crucial in the buyer conversation, especially in light of the NAR settlement. Agents should emphasize how they can save buyers money and navigate pitfalls. The Total Agent Academy is a comprehensive training program designed to help agents establish a robust business foundation and foster continuous professional growth Buyers are becoming more empowered and selective in choosing their representation, and agents must adapt. Related to this episode: Susan Boyer | JPAR® Susan Boyer | LinkedIn JPAR JPAR ® Franchising HousingWire | YouTube More info about HousingWire 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. Learn more about your ad choices. Visit megaphone.fm/adchoices

This week on the RealTrending podcast, Tracey Velt sits down with Steve Murray, founder of RealTrends and a senior advisor for HousingWire.Steve and Tracey discuss the key points from the latest RealTrends GameChangers report on brokerage growth and compare the housing policies and their potential impacts of both the Harris and Trump campaigns. They also examine current activity in the M&A landscape, including valuation trends.Here’s a glimpse of what you’ll learn: Leaders must always be personally involved in recruiting talent. Most successful brokerages combine acquisitions with organic growth. The M&A market is active at both the local and regional levels. Valuations are based on EBITDA multiples and gross margins. Housing policies from candidates can significantly impact secondary sectors of the housing market. Housing sales are expected to improve in the next 12 months. Related to this episode: Steve Murray | LinkedIn HousingWire | YouTube More info about HousingWire 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. Learn more about your ad choices. Visit megaphone.fm/adchoices

This week on the RealTrending podcast, Tracey Velt sits down with Dan Duffy, the CEO of United Real Estate Holdings, and a 2024 RealTrends GameChanger. Under Dan’s leadership, United Real Estate Group has grown over 727% in transaction sides from 2019 to 2024.Dan and Tracey dive into United’s primary focus on organic growth and franchising opportunities, as well as their strategic approach to mergers and acquisitions. They also talk about the levers that United Real Estate is constantly pulling to assess and navigate market opportunities, particularly when it comes to growth opportunities through agent recruiting, mergers, acquisitions and franchising.Here’s a glimpse of what you’ll learn: United Real Estate Group has experienced significant growth through mergers and acquisitions, on top of organic growth. The key to successful acquisitions is due diligence, and thorough cultural and operational assessments. Opportunities for growth in the market include brokers and agents looking for a platform that offers more economic upside and support. Related to this episode: 2024 GameChangers | HousingWire Dan Duffy | LinkedIn  United Real Estate HousingWire | YouTube More info about HousingWire 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. Learn more about your ad choices. Visit megaphone.fm/adchoices

This week on the RealTrending podcast, Tracey Velt sits down with Nick Krautter, author of The Golden Handoff and a real estate broker based in Portland, Oregon. Nick shares his expertise on the process of selling your book of business and planning a good exit strategy if you are ready to phase out of your business. Nick and Tracey talk about the potential challenges and pitfalls you can expect in the transition period and the most effective way to structure a potential deal to make sure that you are getting your value’s worth out of your database. He also talks about partial handoffs, where retiring agents can gradually step back from the business while maintaining involvement, and emphasizes the importance of selecting the right adopting agent to prepare for an eventual sale.Here’s a glimpse of what you’ll learn: Finding the right adopting agent is crucial for a successful golden handoff. Partial handoffs allow retiring agents to phase out of the business while still maintaining some involvement. The structure of deals in golden handoffs is typically based on referral fees. Retiring agents should keep their databases up to date to ensure a smooth transition and ensure they are not underestimating their value. Related to this episode: The Golden Handoff Nick Krautter | LinkedIn HousingWire | YouTube More info about HousingWire 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. Learn more about your ad choices. Visit megaphone.fm/adchoices

This week on the RealTrending podcast, Tracey Velt sits down with Luis Carrion, the CEO and Chairman of Berkshire Hathaway Home Services, California Properties and a 2024 RealTrends GameChanger. In 2022, Luis acquired and took over the firm from the family of the late Bruce Malhern.He and Tracey talk about the growth and restructuring of the company under his leadership these past two years, and the importance behind building strong, personal relationships with agents. He outlines his ambitious growth plan for BHHS, which includes M&A opportunities, increasing agent productivity, and strategic recruiting. Luis also talks about the challenges that he faced during the transition, including the larger impact of COVID-19 on his business and the industry, as well as other valuable lessons he has learned along the way.Here’s a glimpse of what you’ll learn: The lessons learned during transition periods are crucial to organizational growth. The pandemic years shined a light on the need for change and adaptability in real estate. A well-rounded growth plan should include mergers and acquisitions, agent productivity, and recruiting. Related to this episode: Luis Carrion | LinkedIn Berkshire Hathaway Home Services, California Properties 2024 RealTrends GameChangers HousingWire | YouTube More info about HousingWire 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. Learn more about your ad choices. Visit megaphone.fm/adchoices

This week on the RealTrending podcast, Tracey sits down with Stuart Sim, the Vice President of Industry Development at Lofty. Stuart joins us to talk about the impact of the NAR settlement on agents’ business and marketing strategies. Now that the new regulations are in practice, what can real estate professionals do to market themselves effectively?Stuart believes in automating your business and differentiating yourself with new and existing technology in this evolving, post-NAR settlement market. He also discusses how you can use data analytics to better understand customer preferences and market trends, and how to engage meaningfully with past clients.Here’s a glimpse of what you’ll learn: There are a lot of new opportunities for real estate agents in the current market. Utilizing technology platforms to their fullest potential can greatly enhance an agent's efficiency and effectiveness. Data analytics can provide valuable insights into customer preferences and market trends, allowing agents to stay ahead of the competition. Agents should proactively engage with past clients and identify opportunities for future transactions. Related to this episode: Stuart Sim | LinkedIn Lofty HousingWire | YouTube 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. Learn more about your ad choices. Visit megaphone.fm/adchoices