by Christy Murdock | Jun 26, 2025 | Industry, News Feed
Find out how this luxury broker and her team continue to set records in some of the country’s most exclusive markets.
Real estate is changing fast, and so must you. Inman Connect San Diego is where you turn uncertainty into strategy — with real talk, real tools and the connections that matter. If you’re serious about staying ahead of the game, this is where you need to be. Register now!
As a featured real estate expert on both local New York City TV and national platforms, including Good Morning America and The Today Show, luxury real estate team lead Lisa Simonsen and her team serve clients in New York, Florida and California. “We joke that we work eight days a week, and we wear many different hats: We are brokers, psychiatrists, designers and friends to our clients,” she said.
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She loves social media for keeping in touch with past and present clients as well as other members of her sphere of influence and leverages her networking prowess to get deals done. Simonsen recently closed the off-market sale of a luxury rental building for $150 million, forming a relationship with the buyer through her personal marketing and locating the off-market opportunity through her commercial contacts.
“Our exclusive new development, Abi Chelsea Penthouse, sold for the highest price per square foot for a downtown boutique condominium in the past five years. We continue to break records with residential resales in premier Park and Fifth Avenue Cooperatives and hold sales records in many of the top Fifth Avenue buildings on the Upper East Side,” Simonsen said.
Find out how this luxury broker and her team continue to set records in some of the country’s most exclusive markets.
Name: Lisa Simonsen
Title: Licensed associate real estate broker
Experience: 20+ years
Location: New York, Florida, California
Team Name: The Simonsen Team
Rankings: Top .5 percent of all real estate brokers nationwide
Team size: 3
Sales volume: $206 million sales volume in 2024
Awards:
How did you get your start in real estate?
I started in real estate over 20 years ago, following a career as a celebrity fitness trainer. A client suggested that I consider getting my license. I initially planned to pursue real estate as a side career; however, I quickly landed an $18 million sale during my first week as an agent, and my career took off from there.
How did you choose your brokerage?
Brown Harris Stevens is the No. 1 privately held real estate firm in New York City, with a 150-year legacy of white glove luxury service. BHS agents sell more homes per agent than any other firm, with the highest average sale price achieved per agent nationwide.
The brokerage is renowned for providing innovative tools and resources to its agents, and in turn, the high-net-worth buyers and sellers they represent. My domestic and international clients benefit from this ingenuity and from the firm’s sophisticated brand.
What do you wish more people knew about working in real estate?
This is not a part-time job, and the day-to-day life is far removed from what is portrayed on television shows focused on the brokerage industry.
What’s something you know now that you wish you knew when you started?
The importance of follow-up. I once lost a listing because I did not provide my client with regular, timely follow-ups. I quickly learned this golden rule and will never make that mistake again!
What are 5 things you’d like readers to know about you and your brokerage?
- I am licensed in New York, Florida and California and sell properties in major markets in all three states.
- In 2024, we closed a $150 million deal and a $500,000 deal, both in the same week. The Simonsen Team provides the same level of service to our clients across all price points.
- Brown Harris Stevens has the highest average sale price achieved per agent nationwide.
- Brown Harris Stevens agents sell more homes per agent than any other firm in New York City.
- Over 25 percent of The Simonsen Team’s major sales are of properties that are not actively on the market. It is key for buyers and sellers to align themselves with a proactive broker who can actively identify and secure opportunities that may not be available online.
What’s your top prediction for 2025?
There is a wealth of opportunity for smart buyers (and their brokers) at the moment. Buyers willing to tackle a project should seize the opportunity to purchase value-add properties, as there is currently less competition for properties that need work. (To that point, owners of turnkey properties who may wish to sell should certainly consider listing now, as buyers will pay a premium for turnkey inventory.)
First-time buyers who plan to finance should consider buying now and refinancing as interest rates continue to drop.
What’s your top tip for newly formed teams?
Grow your team (and your career) slowly and with intention. Coaching and mentorship are key, even for team leaders!
What makes a good leader?
A good leader and mentor is generous with their time, provides constructive feedback, and genuinely wants to see those around them grow and flourish.
What’s one thing you wish every agent knew?
There is always an opportunity to expand your skillset, to learn a new skill and to grow your business. Never become complacent!
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by Debra Trappen | Jun 26, 2025 | Industry, News Feed
The people you surround yourself with can fuel or extinguish your fire. Debra Trappen shares strategies for building up and letting go.
Real estate is changing fast, and so must you. Inman Connect San Diego is where you turn uncertainty into strategy — with real talk, real tools and the connections that matter. If you’re serious about staying ahead of the game, this is where you need to be. Register now!
Welcome to Lead with Fire, A Soulful Series for Real Estate Game-Changers. This is more than business advice — “Lead with Fire” is a transformative series created for the soulful, visionary humans in the real estate industry who are done with the old playbook and ready to redefine success on their own terms.
There’s a difference between a group chat and a sacred circle. Between people who “get” you and people who see you. Between acquaintances and soul allies.
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Within the Red Threads Collective, we frequently discuss the importance of the people you surround yourself with because no matter how powerful your strategy or polished your brand, if you’re surrounded by individuals who drain your energy or don’t support your vision, your passion will dim. Slowly. Quietly. Until one day you wonder why everything feels so heavy.
This is your permission slip to reassess who gets a seat at your table.
The role of community in real growth
Real growth isn’t always glamorous. It’s vulnerable. It’s messy. It’s filled with moments that require courage, clarity and a sense of community.
Whether you’re launching a new vision, refining your niche, grieving a former identity or stepping into a next-level version of yourself, you need people who can hold space for your becoming, without judgment, projection or comparison.
You deserve a circle that witnesses your evolution and celebrates it.
Who belongs in your wise council?
Your wise council might include friends, mentors, clients, spiritual guides or even unexpected connections who spark something in you. You’ll know them by how they make you feel:
- Safe to be messy and magnificent
- Seen without having to overexplain
- Celebrated, not just tolerated
- Called forward with loving honesty
These are the ones who fan your flames, not your fears.
And sometimes, to make space for this level of connection, you must lovingly release the relationships that no longer serve your soul’s direction. (I know this sounds like a lot. Remember, we can do hard things.)
When you let go, you make room
Letting go doesn’t mean there wasn’t a connection. It means you are no longer available for relationships built on guilt, obligation or outdated versions of you.
As you rise, your relationships will shift. That’s not a failure; that’s growth.
Choose to surround yourself with people who are doing their healing, holding their vision and walking beside you, not above or behind you.
Reflective journal prompts
- Who are the 3 people in my life who uplift and inspire me — and how can I deepen those connections? Send the text. Schedule the coffee. Open your heart.
- Where am I still seeking connection out of habit rather than alignment? What does that cost me energetically?
- What does a sacred circle look and feel like for me? Visualize the energy. The laughter. The nourishment.
- How can I be a better member of someone else’s wise council? Support goes both ways. Shine your light back.
Mantra to Lead With Fire
“I am held by a circle that sees me, supports me and celebrates my becoming.”
Next up in the Lead with Fire series — Ditch the sensless hustle: How to create a business and life you love
Are you designing your business and life from the inside out or simply following the map someone else handed you? Next, we’ll dive into creating a business and life you actually love, rooted in harmony, not hustle.
by Greg Hague | Jun 26, 2025 | Industry, News Feed
Real estate is changing fast, and so must you. Inman Connect San Diego is where you turn uncertainty into strategy — with real talk, real tools and the connections that matter. If you’re serious about staying ahead of the game, this is where you need to be. Register now!
Zillow’s 24-hour policy ignited the most consequential real estate lawsuit of our generation. It will have a bigger impact than Sitzer on how we do business. And be assured that the tech giants are circling like vultures.
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In my five decades as a real estate broker and attorney specializing in real estate, I’ve witnessed shifts that reshaped our industry in various ways. I cut my teeth in the 1970s representing my father and other prominent Cincinnati brokers, forging a settlement in a landmark civil rights case involving buyer steering, a case that fundamentally and positively changed how we approach fair housing. It was a wake-up call that the industry needed at that time.
But I’ve never seen anything quite like what unfolded with Compass filing an antitrust lawsuit against Zillow in a New York federal court. What we’re witnessing isn’t just a corporate dispute; it’s the opening shot in a war that will determine the future of how Americans buy and sell homes. Having analyzed real estate litigation for half a century, I can tell you this: Compass fired a legal missile that could blow Zillow’s monopoly to smithereens.
The shot heard ’round the real estate world
Compass, America’s largest residential brokerage by market share, pulled the trigger on what is legally considered the “nuclear option.” In a 67-page federal complaint filed in the Southern District of New York, Compass alleged that Zillow Group violated federal antitrust laws through “anticompetitive tactics” designed to protect its monopoly over online home listings.
But here’s what makes this case different from every other real estate lawsuit I’ve analyzed: It’s not about commissions, fair housing or traditional brokerage practices. This is about who controls the digital gateway through which nearly every American searches for their next home.
What triggered this legal earthquake? A policy change Zillow quietly implemented in April 2025, a policy positioned to be about equal access to all publicly marketed listings and fairness to buyers.
A 24-hour ultimatum broke the camel’s back
Picture this scenario: You’re working with sellers who want to test the waters before fully committing to putting their home on the market. Maybe they want to see if there’s buyer interest at their dream price, or perhaps they value their privacy and don’t want the entire neighborhood knowing their business immediately. For decades, this was not only possible but was common practice in real estate.
Then, the Clear Cooperation Policy (CCP) was implemented by our trade organization. The Clear Cooperation Policy requires MLS participants to submit listings to their MLS within one business day of marketing a property to the public. Since it was “our” trade organization, we accepted it.
But Zillow is a vendor. When NAR modified CCP to permit agents to delay sending their listings to MLS feeds that go to Zillow and other portals, and Compass’s Private Exclusives program gained attention and traction, Zillow dropped its 24-hour bombshell.
Zillow’s 24-hour policy is deceptively simple yet devastatingly effective: Any home that is publicly marketed for more than 24 hours before being posted to both Zillow and the local multiple listing service (MLS) will be permanently banned from ever appearing on Zillow’s platform. Not temporarily restricted. Not subject to review. Permanently banned.
To understand the magnitude of this move, you need to grasp Zillow’s stranglehold on home search. With an average of 227 million unique monthly users (reported by Zillow in Q1 2025), Zillow isn’t just a place buyers search for homes; it is the place. It has become the Google of real estate, the digital town square for homebuyers and sellers to first meet each other.
Compass CEO Robert Reffkin didn’t mince words: “No one company should have the power to ban agents or listings simply because they don’t follow that company’s business model.” But this lawsuit isn’t just about corporate philosophy; it’s about profits. Serious profits that could reshape how everyone in our industry conducts business.
This case could rewrite real estate law forever
Compass has weaponized the most powerful legal machinery available to take down monopolies. The Sherman Antitrust Act of 1890, the same law that broke up Standard Oil and AT&T, contains two nuclear weapons that Compass is now deploying against Zillow.
Section 1: The conspiracy charge
Section 1 of the Sherman Act outlaws “every contract, combination, or conspiracy in restraint of trade.” This isn’t just legal jargon; it’s the same provision that has toppled corporate giants for over a century. Compass alleges that Zillow’s policy isn’t just a unilateral business decision; it’s part of a coordinated effort with industry players to stifle competition. The lawsuit specifically names Redfin as a co-conspirator, claiming these platforms are working together to eliminate private listing networks.
Section 2: The monopolization bomb
Section 2 prohibits monopolization and attempts at monopolizing any aspect of interstate commerce. Compass argues that Zillow’s 24-hour rule represents textbook “exclusionary conduct,” effectively using market dominance not to compete on merit, but to eliminate competitors entirely.
The evidence appears compelling. Zillow’s policy specifically targets what Compass calls its competitive advantage: the ability to offer sellers “Private Exclusives” and extended “Coming Soon” periods. These services allow sellers to test pricing, gauge interest and maintain privacy.
Treble damages and the nuclear option
Here’s where this case transforms into a potential industry earthquake. Under federal antitrust law, and I’ve seen this play out in countless cases, successful plaintiffs don’t just recover their losses. They receive treble damages, meaning three times their actual harm, plus attorneys’ fees and costs.
So, what could Compass potentially recover? Consider its inability to deliver the three-phase marketing process promised to thousands of current sellers, future loss of listings by having to revamp its core listing program while training thousands of agents on a new presentation, and diminished ability to recruit agents because of a perceived black-eye to its industry image, and you’re likely looking at provable damages reaching $50-75 million.
Apply the treble damages multiplier, and suddenly Zillow faces a $150-$225 million judgment.
Zillow has the resources to defend itself and the money to pay a big judgment if it’s assessed. Courts have historically been generous in antitrust damages calculations, recognizing that monopolistic behavior often causes harm that’s difficult to quantify precisely.
But the damage to Zillow’s reputation could make a monetary damages award look tiny. This lawsuit will receive widespread consumer-focused press coverage. When America’s homebuyers learn that Zillow’s model is to sell them as leads, and homesellers learn that they are used as the bait, I don’t see a positive PR outcome for Zillow. And if this case isn’t settled and goes to trial, a jury will decide who wins. In my view, Compass’s moral positioning to a jury significantly outweighs Zillow’s.
Reading the legal tea leaves: Probability of victory
Compass has assembled a strong case. But the path to victory is fraught with legal landmines that could explode at any moment.
Compass’s winning arguments
- Clear exclusionary conduct: Zillow’s policy explicitly punishes competitors for offering differentiated services
- Undisputed market dominance: With an average of 227 million monthly users, Zillow’s monopoly position is virtually unassailable
- Demonstrable consumer harm: The policy reduces seller choice and limits the growth of innovative marketing options
- Smoking gun timing: The policy’s implementation coincided directly with the growth of Compass’s Private Exclusives program
Zillow’s likely defense strategy
- Pro-competitive justification: Zillow will argue that the policy promotes market transparency and equal access for buyers
- Industry alignment: The policy aligns with the National Association of Realtors’ Clear Cooperation Policy
- No duty to deal: Companies generally aren’t required to provide platforms for competitors
- Legitimate business rationale: Preventing market fragmentation serves broader consumer interests
My settlement prediction
This case will ultimately hinge on one crucial question: Is Zillow’s policy primarily designed to improve market transparency (pro-competitive) or to eliminate competitive threats (anti-competitive)?
I predict Compass has the upper hand and Zillow will settle before trial, paying between $85-$140 million in damages, with Zillow agreeing to discontinue its 24-hour policy. I also see the public attention and scrutiny of industry practices stemming from this lawsuit resulting in the end of NAR’s Clear Cooperation Policy.
3 scenarios that could define our industry
Having watched our industry evolve through multiple disruption cycles, I see three distinct paths forward, each with profound implications for how you’ll practice real estate in the coming decade:
Scenario 1: Compass wins at trial (20% probability)
If Zillow doesn’t settle (it should) and Compass secures a decisive victory with a massive damages award, this will signal open season on dominant platforms. Expect a flood of new entrants offering innovative listing services, private networks and alternative search experiences. The MLS system could fracture into specialized platforms serving different market segments, similar to how the airline industry deregulated in the 1980s.
Scenario 2: Negotiated settlement (70% probability)
A negotiated settlement that eliminates Zillow’s policy will create significant opportunities for new players in the real estate marketing space. These platforms will leverage AI and novel approaches to offer yet unimagined choices. This will enable savvy agents to differentiate themselves and compete by recommending various platforms to their clients. This innovation will be propelled by the elimination of NAR’s Clear Cooperation Policy, which I predict to be a certainty.
Scenario 3: Zillow’s fortress holds (10% probability)
If Zillow successfully defends its policy, it will cement the platform’s dominance but also attract intense regulatory scrutiny. This scenario makes government intervention more likely and could trigger broader antitrust investigations into real estate technology, something I’ve witnessed happen repeatedly when monopolies become too brazen.
The revolution will be digitized
What we’re witnessing isn’t just a lawsuit; it’s the first domino falling in a restructuring of how Americans interact with real estate. The old model of a few dominant platforms controlling access to listings is already cracking under the pressure of innovation, consumer demands, and it will now topple in the wake of this lawsuit.
Having been a broker, real estate trainer and attorney since the 70s, and having advised agents and real estate firms through fair housing lawsuits, commission battles and technology disruptions, I can tell you this: change will be your only constant in the next few years. The question isn’t whether this transformation is coming; it’s whether you’ll capitalize on the wave or be swept away by it.
The Compass vs. Zillow lawsuit may have started as a dispute over a 24-hour policy, but it will end as the catalyst that democratizes real estate technology, empowers innovation, and ultimately puts consumers back in control of how they buy and sell homes.
Choose your side carefully because in my experience, those who resist, or even hesitate, during industry inflection points get left behind.
Greg Hague has been a real estate broker and attorney specializing in real estate law since the 1970s. He has provided advice and commentary on landmark industry cases spanning five decades and is currently CEO of 72SOLD. This analysis represents an informed opinion based on publicly available information and should not be construed as legal advice.
by Taylor Anderson | Jun 26, 2025 | Industry, News Feed
Real estate is changing fast, and so must you. Inman Connect San Diego is where you turn uncertainty into strategy — with real talk, real tools and the connections that matter. If you’re serious about staying ahead of the game, this is where you need to be. Register now!
EXp founder Glenn Sanford fired back at Compass on Wednesday, two days after being mentioned in a lawsuit Compass filed against Zillow, as the battle between brokerages continues to roil.
Sanford blasted recent consolidation moves, and the push for private listings that has become a flashpoint in the industry.
Glenn Sanford | eXp Realty
“This isn’t about any single company’s business model,” Sanford wrote on LinkedIn. “It’s about whether real estate maintains a competitive landscape where innovation can emerge from anywhere, or becomes dominated by a handful of capital-intensive players controlling listing access.”
Compass has used both consolidation and private listings to sustain its growth as the No. 1 brokerage in the nation by sales volume.
But as the founder of the No. 1 brokerage in the nation by total transactions, Sanford used his LinkedIn post to distinguish eXp from Compass and call for continued support of broad access to listings via multiple listing services.
“EXp handles more transactions than any other brokerage in the United States,” Sanford, who today serves as CEO of eXp parent eXp World Holdings, wrote. “We’re now large enough that we could create our own private marketplace and walled gardens. But we choose not to.”
Robert Reffkin
The post was eXp’s first public response after Compass mentioned it in a lawsuit filed against Zillow on Monday over the portal’s new policy banning listings if they’re marketed off-MLS for more than 24 hours.
When Zillow announced the policy in April, eXp was quick to come out in support of it. Compass said that support amounted to conspiracy between Zillow and eXp. (EXp was not named as a defendant in the lawsuit.)
Compass is working to uphold its “3-Phased Marketing Strategy,” which includes a Compass Private Exclusive period where sellers privately market a property without listing it on an MLS.
In its suit, Compass revealed that nearly half of all the brokerage’s homeseller clients outside Washington state (48.2 percent) opted to start by marketing their homes as private exclusives during the first three months of the year, though most (94 percent) eventually list their homes on the MLS as well. The suit also argued that Zillow is a monopoly, forcing consumers to market their homes in a way that the portal wants so it can monetize the listing.
As part of its ban, Zillow has said public marketing includes yard signs, social media posts and brokerage private listing networks (PLN) where consumers must log into a site to see listings.
Compass CEO Robert Reffkin said his company sued Zillow to protect consumer choice.
“This lawsuit is about protecting consumer choice. No one company should have the power to ban agents or listings simply because they don’t follow that company’s business model,” Reffkin said in a statement. “That’s not competition. It’s coercion. Imagine if Amazon banned a seller for offering a product on their own website first. That’s what Zillow is doing in real estate. Consumers should have the right to choose how they sell their homes.”
The battle for private listings
The battle between Compass, Zillow and eXp, among others, gets to a key dividing line in the industry around when, where and how real estate listings are marketed.
Supporters of policies that have maintained broad public access to listings, including via Zillow and other real estate portals, say that it is unique and fosters competition among real estate companies.
In an exclusive interview on Wednesday, eXp Realty CEO Leo Pareja, speaking by phone from Barcelona, Spain, said broad access to listings via public portals and other websites made the industry in the U.S. far more streamlined than in most other countries.
Leo Pareja
“We as Americans take for granted the beauty of the efficient market that we enjoy in the U.S. and Canada,” Pareja said. Without access to listings via the MLS and other sources, Pareja added, “The process would be very difficult. It would take you six to 10 websites to maybe have an idea of what the inventory looks like. And months and months of hunting and pecking — no transparent market.”
Alternatively, Compass has argued that its three-phased plan allows consumers to test the market for pricing, gain insights into aspects about the home and drum up buyer interest. The second phase involves marketing the listing on Compass.com as a “Coming Soon” listing, a status that doesn’t show price history or days on market. The final stage is listing the home on the MLS.
In response to Sanford’s LinkedIn post, a Compass spokesperson pointed out that eXp previously launched its own exclusive listing system.
“Compass is confused by eXp Founder’s statement that they ‘choose not to’ launch an off-MLS listing system because in 2023 eXp launched an off-MLS listing system called eXp Exclusives,” the spokesperson told Inman.
In October 2023, Pareja said eXp believed marketing on the MLS was the “highest and best form” of marketing a home for sale, but that there were “situations where sellers may not want to enter the property into an MLS due to restrictions on showing it and many other unique scenarios.”
He specifically mentioned new-builds that aren’t yet finished, tenant-occupied rentals, or “properties whose sellers are just not comfortable entering into the MLS but would sell if they received an offer that satisfied their needs and worked with their requirements.”
Taking on Zillow
Asked about Compass’ battle with Zillow, one industry insider noted that Zillow became a behemoth that now generates substantial revenue selling consumer leads to agents via listings it gets through the MLS.
Victor Lund
“What I see happening as a result of Compass picking a fight with Zillow is that more agents join Compass, because Compass is standing up for agents,” said Victor Lund, a managing partner of Wav Group.
On Sanford’s post, Lund said that the entrepreneur was “spinning a narrative.”
“Which by the way is what all of them are doing,” Lund said. “These are all public companies that are spinning a narrative that is capturing the capital markets as well as their agents.”
NextHome CEO James Dwiggins, who has been critical of Compass’ private listings push, said that if another major brokerage and franchiser followed Compass’ lead and launched its own private listings network where it had almost 50 percent of its inventory off MLS, it could have a domino effect on the industry.
James Dwiggins | NextHome
“What ends up happening is that everybody has to respond in kind in order to keep their people so they don’t lose their agents,” Dwiggins said. “And all of the big companies launch their private listing networks, which is what you saw with Douglas Elliman and Corcoran.”
“It would be catastrophic,” he added, “and be so harmful to consumers.”
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by Verl Workman | Jun 26, 2025 | Industry, News Feed
By focusing on lead generation, networking, productivity and skill development, coach Verl Workman writes, you’ll rise above the pack and become the driving force behind your team’s success.
Real estate is changing fast, and so must you. Inman Connect San Diego is where you turn uncertainty into strategy — with real talk, real tools and the connections that matter. If you’re serious about staying ahead of the game, this is where you need to be. Register now!
In nearly every industry, including real estate, standing out and becoming a rainmaker on your team requires more than just hard work. It involves strategic thinking, continuous development and a proactive approach to both business and people.
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Rainmakers are the top producers, the ones who consistently generate leads, close deals and drive business growth. If you want to elevate your career and become a key player on your team, here’s how to do it.
1. Understand your role beyond selling homes
Being a successful real estate agent isn’t just about closing deals; it’s about creating opportunities. A rainmaker identifies and capitalizes on new business prospects, whether through networking, strategic marketing or leveraging referrals. You must become a market expert, knowing trends, pricing strategies and buyer behaviors better than anyone else on your team.
I also recommend that you “serve regardless of opportunity.” Offer prospects resources of value for the sake of helping them, not just to get them to become a client.
Action steps:
- Actively seek out new listings and potential buyers. Prospect!
- Study the market trends and neighborhood developments. Be the go-to expert on all things real estate.
- Position yourself as a go-to resource by providing valuable insights to clients and colleagues.
- Always be willing to offer something of value, sometimes this shows up as options. Be an options broker by providing the best options and allowing the client to be in a position to make the best decision for them, without regard to how it impacts you.
2. Build and nurture
A rainmaker’s strength lies in their networking abilities. The more people who know you as an expert, the more referrals and deals you’ll generate. Focus on building strong relationships with past clients, potential buyers, industry professionals and community leaders.
Action steps:
- Attend and lead local events, and make connections with homeowners and business owners.
- Leverage social media and digital marketing to engage with your audience. Keep balance in your posts: family, business, fun, friends.
- Stay top of mind with past clients by offering market updates, home tips and personal touches, like holiday cards, anniversary of the home purchase and check-in calls.
- Conduct your own “Lunch and Learns” or webinars around real estate-specific topics for first-time buyers, investors or multigenerational homes.
3. Adopt daily success habits (DSH)
Success in real estate comes from consistency. Developing daily success habits focused on money-making activities (MMAs) will separate you from the pack. This means committing to lead generation, follow-ups, showings and strategic planning every single day. I always recommend using not only a Daily Success Habits Tracker, but also something I call the “My Perfect Week Scheduler.”
In prospecting, the ultimate source of power is action. When you measure what you do daily (awarding points for money-making activities), you become clear on how much time you spend focused on activities that generate revenue. A rainmaker makes course corrections and makes MMAs non-negotiable in their daily routine.
Action steps:
- Use a daily success habits (DSH) tracker to measure your productivity.
- Dedicate time each morning to prospecting and lead follow-up.
- Establish a structured routine that prioritizes high-impact activities, such as calls, client meetings and negotiations.
4. Leverage systems and tools
The best rainmakers work smarter, not harder. They use systems to track leads, automate follow-ups and manage transactions seamlessly. By incorporating technology and data-driven tools, you can streamline your workflow and increase conversions.
Action steps:
- Utilize CRM software such as Boldtrail, CINC, Follow Up Boss, BoomTown or WSS Lead Tracking to manage leads effectively.
- Automate follow-ups with email drip campaigns and text reminders.
- Maintain an active and organized contact list to ensure that no leads fall through the cracks. Follow the ABC Lead System for higher conversion.
- Maintain a “Top 50” list with 50 people who know, like and trust you. Reach out to them monthly with a personal touch, and ensure they know you are counting on them for at least one referral per year.
5. Create a culture of productivity on your team
Rainmakers don’t just succeed individually — they lift others. A truly valuable agent supports, mentors and encourages their team members. By fostering a culture of collaboration and productivity, you’ll naturally establish yourself as a leader.
Action steps:
- Share knowledge, tips and strategies with your team. Teach them to hunt, and demand excellence in everything they do: prospecting, follow-up, presentation skills and client care.
- Implement daily team huddles to review goals and challenges.
- Practice scripts and dialogs for a minimum of 30 minutes a day.
- Prospect as a team for at least 1 hour daily.
- Deliver a positive and energetic work atmosphere by celebrating wins and victories. Step in and help each member of the team personally and professionally.
6. Set ambitious goals and track your progress
A rainmaker always aims higher. Whether it’s closing 50 transactions in a year or expanding into luxury real estate, setting clear and ambitious goals will keep you motivated and focused. Nobody ever accomplished anything significant by setting SMART goals.
If you incorporate the words realistic and attainable into your goal-setting practice, you will never achieve anything exceptional, amazing or out of this world. It’s time to set some STUPID goals. STUPID goals are
- Strategic
- Transformational
- Unrealistic
- Purpose-driven
- Innovative
- Dynamic
Remember, if your vision doesn’t scare you, it’s not big enough!
Action steps:
- Define your STUPID goals.
- Break down your massive, ambitious goals into manageable action steps. Then do the work. It’s OK to fail if failing means you are kicking butt and doing better. I call it failing up.
- Regularly review your progress, and adjust strategies as needed.
7. Be a lifelong learner
The real estate industry is constantly evolving, and the best agents never stop learning. Staying ahead of industry changes, marketing trends and negotiation techniques will ensure you remain a top producer. You can accomplish this using what I call the 3-2-1 system. Call three past clients every day, prospect until you add two new prospects into your database, and learn one new thing every day. You will be blown away at how your business grows and your knowledge grows with it.
Action steps:
- Attend real estate workshops, coaching programs and industry conferences.
- Read books, listen to podcasts, and follow top-performing agents for inspiration and insights.
- Hire a team and leadership coach. High performers in every business and sport have specialty coaches who can look at your performance and make course corrections.
8. Become a closer and deal maker
Closing deals is what sets a rainmaker apart — the ability to find and convert leads into clients and clients into closed transactions. Mastering the art of prospecting, serving, negotiation and relationship-building will elevate you to the top of your field.
Action steps:
- Develop effective sales scripts tailored to various client scenarios.
- Learn advanced negotiation strategies to effectively handle objections.
- Follow up persistently — many deals are won through consistent outreach and engagement.
Become the rainmaker your real estate team needs
Becoming a rainmaker in real estate isn’t about luck — it’s about deliberate action, consistency and relentless improvement. By focusing on lead generation, networking, productivity and skill development, you’ll not only rise above the pack but also become the driving force behind your team’s success.
Start implementing these strategies today, and you’ll soon find yourself leading the charge in your market and becoming the leader you’d want to follow.
Verl Workman is founder and CEO of Workman Success Systems. Connect with him on LinkedIn or Instagram.
by Andrea V. Brambila | Jun 25, 2025 | Industry, News Feed
Real estate is changing fast, and so must you. Inman Connect San Diego is where you turn uncertainty into strategy — with real talk, real tools and the connections that matter. If you’re serious about staying ahead of the game, this is where you need to be. Register now!
The jury trial for Compass’s antitrust case against Northwest Multiple Listing Service over listing display rules is now on the court’s calendar.
On Friday, June 20, Judge Jamal N. Whitehead of the U.S. District Court for Western Washington set the trial date for June 8, 2026, nearly a year from now.
Whitehead scheduled the trial for June 2026 as suggested by Compass, and over NWMLS’s objection in a June 16 joint status report that choosing a date would be “premature at this time.” The parties did agree that it was too early to ” determine the number of trial days necessary.”
Compass filed the suit in April, alleging Northwest MLS — a broker-owned MLS that Compass is itself a shareholder of — restrains consumer choice and broker competition by banning office exclusives. Office exclusives are listings that listing brokers market within their own brokerage and do not submit into the MLS for view by other real estate agents in the market. Such listings are a key component of Compass’s “3-Phased Price Discovery and Marketing Strategy” for homesellers.
NWMLS has not yet filed its motion to dismiss the case, but has argued that Compass’s office exclusives are “fundamentally unfair and perpetuate inequities that have long plagued the housing system,” and “will lead to the dismantling of the real estate marketplace for the exclusive benefit of those brokerage firms that choose to exploit them.” Compass has denied these allegations.
The parties have agreed that NWMLS will submit its motion to dismiss by June 30, 2025.
The trial date in this case was set at almost the same time that Compass filed yet another antitrust suit to defend its listing marketing strategy, against Zillow.
Read the joint status report (re-load page if document is not visible):
Read the case schedule (re-load page if document is not visible):
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