Client relationships a unifying theme in a shifting market

As real estate professionals face constantly changing market conditions, maintaining trusted relationships with clients is the key to weathering any ups and downs in a market. That was the dominant theme at the sold-out 4th annual Young Professionals Network (YPN) networking breakfast at the Bellevue Club.

“Experts become experts because of relationships, not just technology,” said Emcee Darren Kentner.

A dynamic panel of real estate professionals with a breadth of experience addressed the topic of “surviving and thriving in a shifting marketplace”.  The panelists included Dana Adams of Windermere, Cheyenne Gilooly of Keller Williams, Tyler Davis Jones of Compass, Keith Nelson of Executive Realty, Lennox Scott of John L. Scott, and Kendra Todd of Keller Williams.

Agents’ Success and Advice for Team Building

The panelists shared their experiences of remaining successful and relevant as market conditions change. Almost all emphasized basics, such as having a plan and sticking to it, focusing on client needs as conditions change, being a local expert and most of all, maintaining your role as a trusted adviser to your clients.

Industry Changes and Game Changers

The answers got even more interesting when Darren asked the panelists to share industry changes and disruptions that turned out to be significant, and those that were “nothing burgers”.

Dana Adams cited the use of TransactionDesk and Authentisign as the biggest time-saving innovation for brokers, given that they reduce the back-and-forth in transactions.

Tyler David Jones said that virtual reality technology has had little impact on the industry – “buyers still need to smell the home” and “nothing beats being in an actual space” – but the efficient use of CRM* systems was a game changer for his business. CRM has helped Tyler improve relationships and communication with buyers and sellers because he can implement the process of “setting a schedule, setting a plan, and sticking with it every single day.”

Lennox Scott noted that mapping technology in 2005 vastly improved the online search options for consumers. Keith Nelson recalled that the changes to “buyer agency” in the 1980s was anticipated as highly disruptive, but wasn’t; whereas the adoption of Windows 98 and elimination of proprietary software systems in real estate enabled individual brokers to purchase personal computers and become much more productive in the business.

Stay tuned for our recap of the 2020 economic forecast by Matthew Gardner!

*CRM stands for Customer Relationship Management

Featured image courtesy of LightViva Media & Media