Real Estate One’s Dan Elsea discusses flexibility in the brokerage business model

Today’s RealTrending podcast features Dan Elsea (president of Real Estate One), a RealTrends 500 brokerage. Elsea’s family is in its fourth generation as a family leader. Stuart, Elsea’s brother, have been able to navigate through many housing markets and have seen new competitors enter the business. Dan says flexibility is key to your business model and the services you offer.
Dan talks about how his company and business model evolved over the years. He also discusses how they are open for experimentation with consumer services and agent compensation.

Here’s a preview of Dan’s interview today. This transcript has been lightly edited to improve clarity and length.

Tracey Velt – I’ve noticed a renewed effort by agents to increase productivity, especially right now. Agents need to have a dialogue with buyers and sellers to understand the market. This will help them get off the fence and see the bigger picture. This dialogue is what I see as a pressing need. What can I say? How can I handle this situation? How can I help people understand interest rates and make the right decision?
Dan Elsea says: We give them real examples and information, rather than scripts. We don’t want to teach them to say “Well, every market you go to is great, and this market is great for buyers.” We give them honest information, and help them become counselors, and not salespeople. There are times when they will counsel a client, a buyer or seller, not to sell right away. They shouldn’t be afraid of doing that. They hire us to be counselors. This type of education and training is what we focus on. To do that, we created our research group. We can provide information to them so they can do the job they were hired to do.

RealTrending is a podcast that features the best minds in real-estate. Twice a month, industry leaders, top agents, team leaders and brokerage leaders share their success stories, trends and lessons learned in this ever-changing field. Tracey Velt hosts and Elissa branch produces.

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