If you’re an agent blindly following corporate policies, checking boxes you don’t understand, or recommending mortgage providers without explaining the “why” to your clients—Greg Schwartz has a message for you:
“If they (clients) don’t (understand), you’re a pawn. You’re a pawn of billion-dollar companies.”
On a recent episode of the Knowledge Brokers Podcast, Tomo Mortgage CEO Greg Schwartz joined Byron Lazine, Tom Toole, and Lisa Chinatti for a conversation on, among other things, decisions being made by real estate executives—like Rocket Companies’ recent acquisition of Redfin.
Schwartz made it clear what agents need to be focusing on right now:
“If you’re an agent or a team lead or an indie broker, don’t be a pawn. Don’t be a pawn. At the end of the day, you are the one generating the value.”
So, how do you avoid being just another piece on the board? Read on for Schwartz’s advice, broken down for every agent, team lead, and indie broker navigating the industry.
Then make time to enjoy the full conversation:
1. Prioritize Transparency—Always
Lack of transparency is what turns agents into pawns. If you’re making decisions for your clients without them fully understanding their options, you’re setting yourself up for liability.
The key is ensuring your clients are making informed choices, not just following your recommendations blindly.
Schwartz breaks it down:
“At the end of the day…does the customer—does the buyer or seller—actually understand what the agent is asking and directing them to do? If they understand who actually owns the mortgage company that they’re getting a well-priced or a high-priced mortgage from, with or without fees, if they actually understand the choice they’re making, you’re in good shape.”
How to implement this:
- Always disclose relationships with lenders, title companies, and other service providers.
- Offer multiple mortgage options instead of just one “in-house” solution.
- Ensure clients know exactly what they’re paying for and why.
2. Stay Flexible & Avoid Long-Term Contracts
Long-term contracts may seem like security, but they can also lock you into unfavorable deals and strip you of the ability to make independent, client-first decisions. Schwartz warns:
“First of all, long-term contracts are bad for you. Have flexibility. And I’m not close enough to know what that even means. I just want to have flexibility to pick my winners.”
Key takeaways:
- Avoid contracts that limit your ability to choose the best solutions for your clients.
- Stay adaptable so you can pivot when the market changes.
- Choose partnerships that serve your business—not just the interests of big corporations.
3. Become a Listing Machine
The agent who controls the listings controls the game. In a shifting market, honing your listing skills is more crucial than ever. Tom Toole put it bluntly:
“The importance of knowing how to go out and get listings is probably going to be more important than ever with this CCP stuff. A lot of agents don’t hone that skill, and it sounds like that’s the commodity everyone’s looking for right now.”
Schwartz’s response drives the point home:
“If you’re a high market share lister as an individual in a neighborhood, in a city, in a town, in a region, you’re going to have an awful lot of power—as long as you always remember that power is not you, it’s your customer.”
Steps to master listings:
- Develop a strong listing presentation.
- Build relationships with homeowners long before they’re ready to sell.
- Use data and insights to show sellers why listing with you benefits them.
- Always put the homeowner’s needs first.
4. Understand the Bigger Picture—And Don’t Take It Personally
Clear Cooperation Policy (CCP) debates, commission lawsuits, and corporate battles aren’t about you—they’re about the titans of the industry fighting for market control.
Your job is to stay focused on serving your clients, not get caught up in the noise.
As a real estate agent, you don’t have time to waste getting emotionally triggered by executives of multibillion-dollar publicly traded companies making decisions that put shareholder interests ahead of individual agent concerns. They’re doing their job serving the people whose investment decisions impact the livelihood of everyone in the company.
Schwartz sums it up:
“CCP, my take on the whole thing is it’s a battle of titans. It’s not about customers, it’s not about agents. It’s a battle of titans and there’s nothing wrong with that… At the end of the day, when we talk about all these entities and all these battles and CCP, as long as your customer knows the decisions you’re taking on their behalf, you’re fine. And if they don’t, you’re screwed.”
What this means for agents:
- Stop stressing over corporate moves that are out of your control.
- Focus on educating and empowering your clients.
- Keep your business agile and client-centric.
Bonus tip: If “executive logic” still has you twisted, try looking at both sides of the issue. Force yourself to argue from both positions—a strategy Byron Lazine has found helpful in gaining a broader perspective (an essential trait for any real estate professional).
Bonus bonus tip: Remember this advice from Ted Lasso: “Be curious, not judgmental.” Most folks are just doing the best they can with what they know. Try to see it from their point of view.
Final Takeaways: Play to Win, Not to Follow
Being an independent, informed, and client-first agent is the best way to avoid becoming a pawn in the real estate industry. Here’s what you need to remember:
- Transparency is your shield. Make sure your clients fully understand their choices.
- Flexibility keeps you in control. Avoid long-term contracts that limit your options.
- Listings equal leverage. The more listings you control, the more power you have.
- Stay above the noise. Big industry battles aren’t your fight—serving your clients is.
As Schwartz says:
“You will have safety and value forever if you’re an agent or a team or an indie broker and you’re giving delightful service to customers and you know in the heart [you’re] getting them to the best partners…you’re going to be fine.”
Don’t be a pawn. Put the consumer first so you can be the agent your clients trust and the industry respects.
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