After 19 years of working with REALTORS®, association and MLS staff and leadership while assisting seven different companies that provide services to the real estate industry it was time to prepare this presentation. Doing research for presentations I found this statement: “Wall Street and Silicone Valley are infatuated with the idea there isn’t an industry in the world they can’t blow to shreds with money and technology,” says Steve Murray, the president of real estate analysis firm Real Trends.There are signs that real estate’s time has come. “We’re going to see an infinite variety of changes to the way people buy and sell homes.”
This should not come as a surprise as the past few years we see more companies very interested in the estimated $100 billion paid in 2017 in residential commissions. To prove this point according to PitchBook, an analysis firm owned by Morningstar, the amount of venture capital invested in real estate technology companies was up to $1.2 billion in 2017 from just $31 million in 2012.
So, what can we do?
Time for REALTORS® to look into the mirror and evaluate current business practices
What is your WHY?
Why are some REALTORS® very successful while others are not
What is keeping more REALTORS® from being successful
Reasons you could fail as a real estate agent
What consumers expect out of REALTORS®
What services NAR list for REALTORS® to perform, what options consumers have
Let’s go back to why being a REALTOR® was your career choice
We have work to do, let’s make a plan
In my most recent speaking tour, I started with saying “Travel Agents” followed by silence, then Carvana, “The new way to buy a car” and explain how companies now are challenging the way we buy cars by delivering them to us or using a car vending machine. Could our industry be next to go through a Paradigm Shift making REALTORS® follow in the footsteps of travel agents and maybe used car salespeople? I believe the best defense to fend off the outside forces is to start inside. Folks attending this 90-minute session should walk away with a plan, we can’t speak in front of 1.4 million REALTORS® but hopefully we can get enough to start an organic movement.
Listening to buyers and sellers when they talk about experiences with REALTORS®, we have work to do in this industry or somebody is going to do it for us! All the articles have the same complaint, customer surveys have the same topic at the top of the list, communication or the lack thereof!
Communication has been a problem for REALTORS® dating back to dial up phones. Prospects, buyers and sellers have a certain expectation and REALTORS® have a different reality. Today I believe we have a new factor that distracts us from delivering the communications needed by buyers and sellers, technology!
Understanding today’s consumer communication needs and expectations
Identify what has gone wrong with REALTOR®, buyer seller communications
The need to go back to basic time management skills before technology
Stop relying on technology to handle many of your communications needs
Break the social media time overload and take control of customer relationships
Deciding on a CRM that works for the agent
Setting up the CRM to work for the REALTOR®
Establish a template to use with each buyer and seller you are actively working with
Creating an action plan to be successful
REALTORS® need to hit the reset button on how the industry handles communications with prospects, buyers and sellers. We text, chat, email and video call our family and friends on a regular basis but fall short reaching out to the people making one of the biggest buying or selling decisions of their life.
Many outside influences are leaning on the real estate industry today. By empowering as many of the 1.3 million REALTORS® to focus locally in their community to grow relationships, trust and knowledge about the market is paramount for the industry as we know it today. Posting on social media, sending emails or buying leads from a national company doesn’t separate local agents from the forces that are attempting to change the way consumers seek, buy or sell real estate.
This presentation is designed for a three-hour time period which would include breaks. It can be modified to 90 minutes or a great topic for Keynote Address.
If you would like to set up an appointment for us to