Dan Duffy on the different brokerage growth levers to pull today

This week on the RealTrending podcast, Tracey Velt sits down with Dan Duffy, the CEO of United Real Estate Holdings, and a 2024 RealTrends GameChanger. Under Dan’s leadership, United Real Estate Group has grown over 727% in transaction sides from 2019 to 2024.

Dan and Tracey dive into United’s primary focus on organic growth and franchising opportunities, as well as their strategic approach to mergers and acquisitions. They also talk about the levers that United Real Estate is constantly pulling to assess and navigate market opportunities, particularly when it comes to growth opportunities through agent recruiting, mergers, acquisitions and franchising.

Here’s a glimpse of what you’ll learn:

• United Real Estate Group has experienced significant growth through mergers and acquisitions, on top of organic growth.
• The key to successful acquisitions is due diligence, and thorough cultural and operational assessments.
• Opportunities for growth in the market include brokers and agents looking for a platform that offers more economic upside and support.

Here’s a small preview of today’s interview. The transcript below has been lightly edited for length and clarity:

Tracey Velt: Any advice for other brokers who are looking to grow through M&A, especially like you’ve done?

Dan Duffy: I mean, anyone can do it. It takes a little bit of creativity. You have to listen very carefully as to what the seller’s objectives are. What do they want? Are they trying to diversify? Are they trying to take a few dollars off the table? Are they trying to retire? What is it that they want? What’s their objective? And spend a lot of time on that because sometimes it’s not a fit. You know, we can’t meet their need. We can’t meet the bid on those points. Forget the money. The money always works out. You can always make the money work.

If you’re a seller and someone comes in and makes a quick offer to buy your company and they have not asked you who keeps the lights on, who are the essential cultural people that really make this company something special? How are you special? How are you different? If you’re a seller, you want to see the buyer do a lot of due diligence, almost to the point where it’s annoying.

The RealTrending podcast features the brightest minds in real estate. Every week, brokerage leaders, top agents, team leaders, and industry experts share their success secrets, trends, and lessons learned navigating this ever-changing industry. Hosted by Tracey Velt and produced by Elissa Branch.