Debbie De Grote - 5/13/2025

Debbie De Grote is the Co-Founder and CEO of Forward Coaching and one of the most respected leaders in the real estate coaching industry. With over 25 years of experience coaching the top 10% of professionals across residential, luxury, commercial, mortgage, escrow, and title, she has personally closed more than 3,000 real estate transactions. Debbie has logged over 50,000 hours of one-on-one coaching and 10,000+ hours of group training, and she is a sought-after keynote speaker for major national brands and organizations.

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The Value of Proactive Communication & Nurturing

Imagine if your CPA called with personalized updates—unexpected, right? Real estate professionals can offer the same value.
Sharing helpful insights isn’t “salesy”—it’s service.

A well-managed database = consistent business, even from people you’ve never met.

Deliver Value, Not Just Check-Ins

Don’t just “check in”—offer updates like a trusted CPA or attorney would.

Set daily goals to grow your database.
Deepen relationships for referrals and repeat business.

Expand Your Reach, Range & Influence

Treat everyone as part of your information loop.
Coaching clients say 85% of business comes from people they know—yet it still feels unpredictable.
That’s because market pauses create dips—but they don’t last forever.

Market Trends Signal Opportunity

Transactions are down 40–50% (locked-in rates), but economists predict:
- Home prices rising 3–20%, depending on the market.

- Interest rates dropping to 6.4% this year, 6.1% next year.
  - A wave of activity is coming—be ready.

Are You Really Working Your Database?

91% of buyers & 74% of sellers would use their agent again—but only 26% actually do.
- Why? Lack of consistent follow-up.

Even top performers avoid the basics: calling.
Ask: Why am I avoiding this?
The fear of being “salesy” is common—but unfounded.

Overcome the Fear of Being “Salesy”

You’re a salesperson—and that’s okay.
People know what you do.
The second thought (“I’ll bother them”) is what holds you back. Ignore it.

Match Communication to the Person

Use text, phone, social, handwritten notes.
Segment your database and personalize.
Effective format = Statement + Question

“Just saw a new market forecast. When do you have 5–10 mins to catch up?”

Stay Connected—No Matter How Long It’s Been

No one’s tracking your silence. Reach out now—before they list with someone else.
If it’s been a while:

- Start with a letter.
- Follow with email → text → social
  This rebuilds the connection gradually.
“It’s been too long” is just noise. Re-establish the connection. Take action.

Unlocking the Power of Your Sphere

Simple math:
If 10% of your sphere did a deal or referred someone this year—how many transactions is that? Multiply by your average commission. That’s real money.

People already trust you. You can spot opportunities they don’t even see.

Even a “not ready” = not right now, not rejection.

Skip the Spammy Touches

Forget “change your clocks” postcards.
Treat your touchpoints like a budget—deliver value.
Clients want:

- Off-market deals
- Local market insights
- Hidden opportunities

A Real Story:

A couple had just finished remodeling the home they recently bought when their agent called and said:

“I found your forever home. Want to take a look?

They ended up buying it for $5M — and she sold their previous home for $3M.

$11M in volume, all because she asked.