NAR NXT, The REALTOR\u00ae Experience<\/a>, in Anaheim, Calif., brokers spoke about where they\u2019ll focus their energy to make the most of 2024.<\/p>\n\n\n\nPerception Matters<\/h2>\n\n\n\n
Real estate is a profession that is constantly in flux, but you can choose to see that fact in different lights. \u201cI personally could not be more excited about the changes afoot. I\u2019ve been in the business for 37 years, and I\u2019ve always found it interesting that someone else is negotiating my payment for my services,\u201d said Gretchen Pierson, president and owner of Berkshire Hathaway HomeServices Drysdale Properties in Danville, Calif. \u201cThere\u2019s an opportunity for transparency with the clients that will make a big difference in how the industry works, and I think that\u2019s a good thing.\u201d<\/p>\n\n\n\n
Michele Harrington, COO of First Team Real Estate in Long Beach, Calif., said he chooses to see obstacles as opportunities, noting that now is the time to help agents separate fact from emotion. \u201cOur agents rely on us to be factual, logical and not emotional. It\u2019s time for us to lead them through these hard times with the facts and help them figure out how to overcome challenges.\u201d That requires training, Harrington and Pierson said.<\/p>\n\n\n\n
Train, Train, Train<\/h2>\n\n\n\n
Buyer representation agreements, customer service, conveying value\u2014all agents, regardless of their experience level, need to understand and execute these three business practices consistently. Additionally, staff need to know how to support agents and the brokerage.<\/p>\n\n\n\n
Todd Sumney, CIO and CMO of HomeSmart International who moderated the panel, said training and communication are top priorities for his brokerage. He\u2019s providing agents with masterminds, in-person trainings and meetings to help meet their needs. He\u2019s also encouraging training at every level and in every relationship, from broker to agent and agent to client.<\/p>\n\n\n\n
In order to get agents to show up to the training, Pierson said, her brokerage has gamified attendance as an incentive.<\/p>\n\n\n\n
Remove Biases<\/h2>\n\n\n\n
Brokerages must remove biases to survive in this market, Pierson said. \u201cA lot of times, we\u2019re asked the question, \u2018Why do you do it this way?\u2019 The only answer is because we always have.\u201d That\u2019s not good enough anymore, she said, which is why she\u2019s drilling down on all of the processes she has in place and figuring out where they can change. \u201cGeographical boundaries no longer exist, for example. We\u2019re bringing in agents and still training them to farm a geographical location, and yet, I don\u2019t see any sphere of influence that lives on the same block.\u201d<\/p>\n\n\n\n
Maximize Every Person in the Office<\/h2>\n\n\n\n
Harrington is taking a microscope to her offices to ensure the right staff and agents are positioned to perform the best. \u201cThe most important thing in a company is who you have, and now is a great time to make sure the \u2018who\u2019 is exactly what it needs to be,\u201d she said.<\/p>\n\n\n\n
Figure out what everyone is good at and where they could use some training, and direct that activity, she said. If you find that you don\u2019t have the people you need, get them. Having the right people positioned well means that 2024 can start off without a hitch.<\/p>\n\n\n\n
Refocus on Relationships<\/h2>\n\n\n\n
The last few years might have been fast and furious, with no time to build relationships, but now is the time to fall back on cultivating connections, said Craig Cheatham, president and CEO of The Realty Alliance in Colorado Springs, Colo. \u201cWe\u2019re looking at things more like a long-term financial planner would, where there\u2019s this ongoing conversation that isn\u2019t just centered around the transaction. People need counseling right now. They need real information and a trusted advisor.\u201d The real estate agent is positioned well to provide this kind of relationship, he said.<\/p>\n\n\n\n
Relationships take communication, especially in uncertain times, said David Romero, executive vice president of growth at Realty One Group in San Diego. That\u2019s why he has agents focused on reaching out to past clients and current customers to help walk them through any industry-related questions they might have.<\/p>\n\n\n\n
Sumney said that now is the time to lean into client feedback. \u201cGrab a consumer and interview them. Ask them what\u2019s important to them. When agents here directly from the consumer, it connects with them and helps them face any challenges they might be feeling.\u201d<\/p>\n\n\n\n
This moment in the industry calls for strong leadership, Harrington said. Now is the time for brokers and managers to take a hard look in the mirror and ask themselves whether they have what\u2019s necessary to lead their agents through the market\u2019s current climate. \u201cAsk yourself what your weaknesses are and how you can work on them. Ask yourself how you can lead better because our agents are asking us to lead them right now,\u201d Harrington said.<\/p>\n\n\n\n
National Association of REALTORS\u00ae
Reprinted with permission<\/p>\n","protected":false},"excerpt":{"rendered":"
Panelists from RISMedia\u2019s Power Broker Forum talk about where they\u2019re focusing their energy to start strong next year. Many brokers found that tumult characterized 2023. Interest rates and inflation caused a major dip in the market, and the slowdown made clear the gaps in professionalism among less-experienced agents. At the RISMedia Power Broker Forum during … <\/p>\n
Continue reading<\/a><\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[16,8],"tags":[5,32,4,9],"class_list":["post-25089","post","type-post","status-publish","format-standard","hentry","category-news","category-real-estate-tips","tag-anthony-didonato","tag-news","tag-real-estate","tag-tips","item-wrap"],"yoast_head":"\nBrokers Say Leadership, Relationships Matter Most - Real Estate Agent and Sales in PA - Anthony DiDonato Broomall, Media, Delaware County and surrounding areas in Pennsylvania<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.anthonydidonato.net\/wordpress\/brokers-say-leadership-relationships-matter-most\/\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"admin\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"4 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/www.anthonydidonato.net\\\/wordpress\\\/brokers-say-leadership-relationships-matter-most\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.anthonydidonato.net\\\/wordpress\\\/brokers-say-leadership-relationships-matter-most\\\/\"},\"author\":{\"name\":\"admin\",\"@id\":\"http:\\\/\\\/www.anthonydidonato.net\\\/wordpress\\\/#\\\/schema\\\/person\\\/964792b6994e8cc4cbddc36ad4824908\"},\"headline\":\"Brokers Say Leadership, Relationships Matter Most\",\"datePublished\":\"2025-08-05T14:45:34+00:00\",\"dateModified\":\"2025-08-05T14:45:38+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/www.anthonydidonato.net\\\/wordpress\\\/brokers-say-leadership-relationships-matter-most\\\/\"},\"wordCount\":869,\"publisher\":{\"@id\":\"http:\\\/\\\/www.anthonydidonato.net\\\/wordpress\\\/#\\\/schema\\\/person\\\/964792b6994e8cc4cbddc36ad4824908\"},\"keywords\":[\"Anthony DiDonato\",\"News\",\"Real Estate\",\"tips\"],\"articleSection\":[\"News\",\"Real Estate Tips\"],\"inLanguage\":\"en-US\"},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/www.anthonydidonato.net\\\/wordpress\\\/brokers-say-leadership-relationships-matter-most\\\/\",\"url\":\"https:\\\/\\\/www.anthonydidonato.net\\\/wordpress\\\/brokers-say-leadership-relationships-matter-most\\\/\",\"name\":\"Brokers Say Leadership, Relationships Matter Most - 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