D
ermot Buffini, CEO of Buffini & Co., joined the RealTrending podcast to discuss the challenges facing real estate leaders in today's volatile market. Speaking with host Tracey Velt at HousingWire's The Gathering, Buffini emphasized the importance of focusing on fundamentals amidst market noise.

    When brokers come to him struggling with low margins and agent departures, Buffini starts by identifying which agents are crucial to the brokerage's future. He uses his 100 Days to Greatness program to help them lead effectively and focus on generating leads, referrals, and nurturing their database.

    In tough markets, brokers often feel overwhelmed, trying to stabilize while dealing with agent attrition and shrinking margins. Buffini acknowledges this feeling, likening it to sliding down a hill without traction. He advises brokers to prioritize the agents who truly matter to their business.

    While losing some agents might not be ideal, Buffini suggests that letting go of problem agents can actually be beneficial. The key is to focus on what drives results: agent productivity. "What's in the middle of the peanut butter and jelly sandwich," he says, "is where you'll find success."