Why Agent Training’s On Trial In Sitzer | Burnett: The Download

Key Takeaways:

– Real estate coaches and ongoing training are crucial in the industry.
– Inman is hosting Coaching and Training Month in October, providing advice and resources.
– The Sitzer | Burnett trial raises questions about how agents learn to defend their commissions.
– Inman offers insights and ideas on how to communicate value and keep up with industry changes.
– The outcome of the commission trial may lead to changes in payment and client communication.
– Inman provides updates on the trial and highlights from Coaching and Training Month.
– There are various coaching topics available, including objection handling, leadership, and self-improvement.
– Maintaining a sense of humor in a frustrating market is important, and Coach Darryl Davis offers advice on this.
– Christy Murdock is a freelance writer, coach, and consultant in the real estate industry.


Real estate coaches and the value of ongoing training have never been more crucial. As 2023 winds down, level up with advice from top coaches, training resources and so much more during Inman’s Coaching and Training Month in October.

Each week on The Download, Inman’s Christy Murdock takes a deeper look at the top-read stories of the week to give you what you’ll need to meet Monday head-on. This week: As Sitzer | Burnett begins, the way agents communicate on commission may be the first thing to change.

Among the opening salvos from the plaintiffs’ attorney in the Sitzer | Burnett trial were questions about the way agents learn to defend their commissions. From bestsellers like The Millionaire Real Estate Agent to training videos, role-playing, scripts and coaching on commission topics, the implication was that agents are being taught to stand fast at a fixed commission rate — an idea that’s central to the plaintiffs’ argument.

This issue came up at an interesting moment since it’s Coaching and Training Month here at Inman. Of course, we talk a lot about objection handlers, defending your commission and more, along with all of the other service-oriented content we provide. We draw on the best of the best coaches, trainers, agents, team leaders and brokers to offer you insights and ideas about how to communicate your value.

Through it all, we keep up with what’s changing and what’s new in the way people are thinking, talking and running their businesses. While you’re drawing on the tried and true, it’s vital to keep thinking ahead and letting new sunlight into your operational framework.

The outcome of the current (and upcoming) commission trial is definitely going to change things. It may change the way you get paid. It may change the way you talk to clients. For some, it may even lead to an early exit from the industry.

What won’t change? Our commitment to providing advice you can count on and news you can use.

As Sitzer | Burnett unfolds this month, Inman’s front-row center so you can check back for updates, including color from the courtroom, on-the-ground reporting, breaking news and schedules.

Inman Deputy Editor Andrea Brambila is in the courtroom for what’s predicted to be a three-week trial. With many of the biggest names in real estate expected to testify, you don’t want to miss a minute.

While you’re keeping up with the daily drama of the trial, we’ll be providing service topics that resonate with the issues at hand. This week, we’re bringing you highlights from Coaching and Training Month to help you move forward with confidence.

As objection handlers come under fire, these 7 ChatGPT ideas hold up

Although you need to be careful with ChatGPT, it can be a great resource for idea generation. After all the talk about training at the trial, I asked it how to handle commission questions and got some surprisingly solid suggestions.

PULSE: The best and worst advice you’ve ever received

10 coaching secrets that’ll revolutionize a real estate business

From mediocre manager to legendary leader, these strategies from luxury real estate consultant Chris Pollinger will help you take your real estate business to the next level.

Get rid of the negativity and cultivate mindful success

Discover powerful strategies to boost your real estate career and achieve lasting success through a step-by-step self-improvement process. Coaches Emily Bossert and Melanie Klein provide the roadmap.

What the greatest player-coaches of all time can teach us

Jay Papasan, author of The ONE Thing, shares lessons learned from coaches who know it’s how you coach yourself that matters most.

How to keep your sense of humor in the midst of a frustrating market

Maintaining your sense of humor makes personal and professional sense while it helps you connect with clients and colleagues — and it’s more important now than ever. Coach Darryl Davis offers great advice (with his own trademark humor) to help you keep on smiling.

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Property Chomp's Take:

Real estate coaches and ongoing training are essential for success in the industry. In an ever-changing market, it is crucial for agents to stay updated with the latest strategies and techniques to effectively communicate their value to clients. This is especially true as the Sitzer | Burnett trial unfolds, where the way agents communicate about commission rates is being questioned.

The implication made during the trial is that agents are being taught to stand firm on fixed commission rates. This is a central argument of the plaintiffs, and it raises important questions about how agents are trained to defend their commissions. As a result, the outcome of this trial may have a significant impact on the real estate industry. It could change the way agents get paid and how they communicate with clients. Some agents may even consider leaving the industry altogether.

Inman recognizes the importance of ongoing training and coaching in the real estate industry. That's why they have dedicated the month of October to Coaching and Training Month. They provide valuable insights and ideas from top coaches, trainers, agents, team leaders, and brokers to help agents enhance their communication skills and effectively communicate their value.

While it is important to draw on tried-and-true strategies, it is equally vital to keep thinking ahead and embracing new ideas. The outcome of the Sitzer | Burnett trial is likely to bring about significant changes in the industry. Inman is committed to providing reliable advice and news to help agents navigate these changes. They provide up-to-date coverage of the trial, including on-the-ground reporting, breaking news, and schedules. Inman Deputy Editor Andrea Brambila is present in the courtroom, ensuring that readers don't miss any important details.

In addition to the trial coverage, Inman is also offering service-oriented topics that resonate with the issues at hand. These include advice on objection handling, revolutionizing a real estate business, cultivating mindful success, and improving leadership skills. The aim is to provide real estate professionals with the tools and strategies they need to succeed in a changing market.

Real estate coaches and ongoing training have never been more crucial. As the industry faces potential changes due to the Sitzer | Burnett trial, it is essential for agents to stay informed and equipped with the latest knowledge and skills. Inman's Coaching and Training Month provides a valuable resource for agents to level up their game and face the challenges of the industry head-on.

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