In a Shifting Market, This Broker Hyperfocuses on Giving Agents a Playbook

Last week, the Westin Irving Convention Center Hotel at Las Colinas overflowed with real estate talk from the parking lot to the ladies’ room. More than a thousand brokers and agents, exclusively from JPAR Real Estate, were hand-selected to learn from renowned real estate coach Tom Ferry. Showcasing his exclusive “The Shifting Market Playbook,” Ferry gave agents a step-by-step blueprint to successfully navigate the real estate market over the next 12 months of economic change.

The four-hour coaching and thought leadership event covered essential methods to generate business during a shifting market, including:

• 5 slides every agent must have to educate buyers, sellers, and investors
• 7 plays every top agent runs to drive results
• 8 referral strategies to generate more listings

“It was exhilarating,” a JPAR agent told me. “I’ll admit, the changes in interest rates and the sudden stiffening of the market had me a bit concerned, but I now know it’s up to us to go out and explain what this all means to our clients. We need to be educators.”

“This was just what we needed, at this exact time,” said another. “Other agents are out there floundering, other brokers laying off staff, but this brokerage is not only growing, but they are also focusing on agents, giving us the tools we need to adjust to market dynamics.”

The “Shifting Market Playbook” was developed to live inside JPAR’s cloud-based, OneStop HUB, which gives agents real-time access to resources and tools to confidently navigate a shifting real estate market and close deals.

“Our initiative focuses on teaching our agents how they may achieve stable growth and profitability in a changing market,” said Mark Johnson, President of JPAR – Real Estate. “As an independent, privately-owned company, we can make decisions for the long term without the pressures of Wall Street. This financial flexibility enables us to focus on providing the tools, tactics, and technology necessary for JPAR brokers and sales associates to navigate the shifting market while keeping more money in their pockets.”

This is exactly what brokers should do when financial tides turn, says JPAR’s Vice President of Connections and Career Services Shannon Ashkinos. Not having a Wall Street cord makes JPAR more reactive.

“We are hyper-focused on mentoring and empowering our associates to build and sustain their businesses,” said Ashkinos. “JPAR was founded by top producers for top producers. Our goal is to continuously empower JPAR sales professionals to stay on the leading edge of the new market dynamics as the real estate market transitions through industry-leading coaching and training.”

JPAR associates who have been with the company for five years or more were also honored and recognized. And, the firm is offering 200 complimentary tickets to Tom Ferry’s Success Summit to help further their professional development.

“Agents feel that market adjustments, spiking interest rates, and lack of inventory are ripping the market right out of their hands,” said Ferry. “We’ve had a bull run. Trust me, you can take still take control and flourish by learning how to modernize and systemize methodically. You will hear it all at Success Summit here in Dallas, in late August.”

“The beauty of being a company in growth mode, as we are, is that we can utilize revenue to coach and train our deserving agents,” said Johnson, who joined JPAR from Tom Ferry’s organization. “JPAR has always been about the agent with our 100 percent commission structure and tremendous benefits. We were one of the first to offer healthcare and retirement programs for our agents.”

JPAR Real Estate, formerly known as JP and Associates, was acquired by Cairn Real Estate Holdings in 2021. Working on a 100 percent commission model, the company boasts more than 3,300 agents across 65 offices in 26 states. Founded and based in Frisco, Texas, JPAR closes more than $8 billion in sales volume.