I
n this week's episode of RealTrending, host Tracey Velt sits down with Debbie De Grote, founder of Forward Coaching, a leading real estate and business coaching company. They discuss strategic negotiation skills in the modern market and how agents can adapt to the new rules mandated by the National Association of Realtors (NAR) settlement.

    De Grote shares her background as a top agent for Century 21 before transitioning into coaching. She founded Forward Coaching, focusing on teaching new agents how to negotiate with buyers and collaborate with sellers and listing agents on concessions. However, De Grote notes that even experienced agents need coaching to stay up-to-date with the industry.

    The NAR settlement has changed the game, making negotiations more complex. De Grote believes intermediate-level agents may not have strong negotiation skills, relying too heavily on MLS listings. Veteran agents also need a refresher. Velt mentions an article about appraisers contacting real estate agents directly, and De Grote advises agents to respond promptly and compare previous sale prices with current appraised values.

    De Grote emphasizes the importance of improving negotiation skills to avoid getting left behind. She shares her own experience negotiating buyer-seller agreement forms, including a three-step approach: understanding the buyer's needs, marketing services as a buyer's agent, and advising clients on fee-payment options. De Grote warns against aggressive negotiations, instead advocating for a calm and tactful approach.

    To close the conversation, De Grote stresses the versatility of the industry, urging listeners to ask probing questions, develop listening skills, communicate simply, and study various markets to find their niche and build a lucrative career.