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ISMedia's 36th Annual CEO & Leadership Exchange kicked off on September 4 at Washington D.C.'s Mayflower Hotel, bringing together over 400 brokerage leaders and industry executives. The event featured two powerful keynote addresses that set the stage for a productive discussion on navigating today's complex market.

    Dermot Buffini, CEO of Buffini & Company, emphasized the importance of focusing on opportunities rather than challenges in his opening keynote address, "Leading Above the Line to Grow Your Bottom Line." Hoby Hanna, CEO of Howard Hanna Real Estate Services, shared strategies for navigating market challenges during his speech, "The State of Real Estate: Insights for Navigating Today's Market."

    Both Buffini and Hanna stressed the need for adaptability, innovation, and a focus on customer experience. They agreed that opportunities abound for those who are serious about leading their companies successfully through today's market.

    Buffini encouraged attendees to adopt an above-the-line mindset, explaining that it is essential to lead above the line to impact the bottom line. He noted that below-the-line thinking represents chaos, toxicity, and drama, but also pointed out that 47% of agents sold zero homes last year due to a lack of preparation for market fluctuations.

    Buffini & Company has launched its Certified Full-Service Professional (CFSP) designation, an online training and certification program aimed at helping agents articulate their value and raise the bar in professionalism. The goal is to get agents thinking, talking, working, and communicating like professionals.

    Hanna provided a brokerage executive's perspective on the state of today's residential real estate market, highlighting both challenges and opportunities. He emphasized the importance of core values, innovation, and strong leadership in navigating market cycles. Hanna also stressed the need for training, technology, and strategic partnerships to drive growth and profitability.

    Both Buffini and Hanna agreed that the industry needs to raise its standards and professionalism, with a focus on delivering an exceptional customer experience. They encouraged attendees to look internally to determine effective strategies for guiding agents through the current environment and to stay true to their core values.

    As the event came to a close, both speakers expressed optimism about the future of the real estate industry. Buffini saw a window of opportunity to raise the bar and change the game, while Hanna predicted a strong finish in 2024 and a potential resurgence in 2025/26.