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What Will Disrupt Real Estate in the Next 5 Years?

Dec 29, 2019 by

Is it AI and big data?

Is it blockchain?

Robots?

Frictionless marketplaces?

I honestly don’t know.

What I do know, though, is that brokerage and agent processes will be fundamentally changed, and only those who adapt and evolve will remain.

It’s a reasonable assumption that tech has and will continue to streamline the often convoluted and inefficient processes involved in settling the sales of homes—something I’m sure most people in the industry will eagerly embrace. But will tech replace agents? Not if agents adapt to the changing expectations of the consumer.

In today’s online world, consumers expect information to be served to them in a personalized and relevant manner. Brokerages and agents who embrace this and leverage the unique tech tools now available are those that will remain relevant.

A prospective buyer has different information requirements than a prospective seller, while someone who has recently purchased a home has different information expectations yet again. A first-time homebuyer has a whole basket of separate needs. Keeping track of changes across a vast sphere of contacts is very challenging, and tailoring content specific to their current status can be mind-boggling.

Fortunately, there’s now tech available in the real estate space that specifically addresses these issues in a fully automated way by tracking, predicting and managing changes to someone’s property interests, and seamlessly and automatically curating content that remains personalized and fluid to each consumer.

To remain relevant, agents need to nourish and nurture their contacts with highly tailored and personalized information, helping to build their recognition as an expert in order to sustain a relationship through meaningful information that will help bridge the years between repeated transactions.

But which agents have the bandwidth to assess, let alone implement, the latest tech? In the ultra-competitive environment of attracting and retaining agents, it’s up to the brokerage to see the future and guide agents down the path of heightened relevancy.

Some of the more proactive brokerages are going one step further and providing marketing concierge-style services to their agents—an increasingly powerful strategy in the “why join us” pitch.

Brokerages must be relevant to agents, and agents must be relevant to their audience. Tech can help empower both brokerages and agents and help quell the hyperbole of disruption.

Bear the following quote in mind when developing your brokerage’s tech offering, your processes and culture needed to support the evolution that’s to come if you’re to succeed: “The first rule of any technology used in a business is that automation applied to an efficient operation will magnify the efficiency. The second is that automation applied to an inefficient operation will magnify the inefficiency.” – Bill Gates

Ashley Farrugia is the CEO of ActivePipe, a leading marketing automation platform built specifically for the real estate industry. For more information, please visit www.activepipe.com.

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Don’t Sweat the Next Step Until You Have Mastered the Previous One

Jul 11, 2019 by

There will be a lot of steps along the way as you learn and master the skills you need to be amazing in this business. My advice is to take it step by step and try to keep the worry at bay. Worry won’t serve you. Don’t get caught up in “what’s next.”

Here’s what I mean… As a new agent, there will be a time when you are sitting across from a seller on one of your first listing appointments. You’ll be nervous and excited. You’ll try to focus. But, if you’re like most new agents, you’ll be focused on what you’re going to say as soon as that seller stops talking! Instead of being present, you’ll be thinking about what is next, what to say next, what to do next and not actually actively listening to the seller. When that happens, you’ll be way too much in your own head and not enough in the moment—that’s what trips people up.

Listen. It’s not about what comes next. Just be in the present moment. I’ve learned something about this. Throughout my career, I’ve dabbled in comedy and improvisation. It teaches you how to make up your own script on the spot, feeding on what the other person tells you and running with that. If you’ve ever watched the show Who’s Line Is It Anyway?, you’ll get the concept. It’s all about being in the moment.

How I wish I had understood that on my first gig at Caroline’s in New York City, a famous comedy club. There I was, getting ready to be introduced, and I started getting nervous. I couldn’t remember what I wanted to say after my first joke. I knew my routine because I had practiced a lot. All I had to do was to remember my first line.

Fortunately, I talked some sense into myself and said, “All right, Darryl, you know Step 1. Just trust yourself that Steps 2, 3, 4 and the rest of them will come. Just do Step 1 and watch what happens.” Well, my act was great, I thought. I trusted enough in the moment that the next step just came naturally. So, don’t worry about the next step until you’ve done the previous one.

As I learned in improv class, don’t write the whole script in your head either, because you don’t know what the other person is going to say. How can you have it in your head what you’re going to do five minutes from now? You can’t, and you shouldn’t, because what the other person says may take you in a totally different direction. Keep that in mind as you go on your listing appointments.

Some basic structure is needed as you go into a listing appointment or in making your prospecting calls. Just as it is in an improv class. You have got to have the basics of who, what, where, when and why, but then, as the meeting or call is underway, you’ve got to let go and just go with the flow. Most agents who are not good at prospecting or listing appointments are that way because they are too focused on trying to do things the “right way” or saying the right words, or they are focused on the “got to get the appointment or listing.”

Yes, learn some strategies. Have a simple track to follow and questions to ask that help you to build rapport, but also be willing to absolutely be in the present and listen to the people in front of you. That’s “being” a real estate professional. Not “doing” a presentation. That, my friends, will make all the difference.

You’ve got this. I’m here to help, with a passionate community of Power Agents® that can be there for you as well. Learn more at www.ThePowerProgram.com/NewAgentSuccess.

Darryl Davis, bestselling author of “How to Become a Power Agent in Real Estate and owner of Darryl Davis Seminars, has trained and coached over 100,000 real estate professionals around the globe for more than 27 years. He is the founder of the Next Level® real estate training system, The Power Program®, which has helped agents double their production over their previous year. For more information, and the new agent tools that can help take you to your Next Level®, please contact darryl@darrylspeaks.com or visit www.ThePowerProgram.com/NewAgentSuccess.

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Cartus Accelerates Into Next Phase of Digital Transformation With Reinvigorated Client Experience

Feb 6, 2019 by

Cartus Corporation, a Realogy company and a market leader in global mobility, has a dedicated focus on creating innovative technology for clients, customers, partners and employees. With key leadership in place and a clear strategy, Cartus is poised to drive the business forward by building expertise in areas such as product innovation, digital transformation and predictive analytics.

The recently-launched version of the new client interface in CartusOnline® is the first of many planned tech enhancements Cartus will be unveiling over the coming months. This latest reinvigorated version incorporates dynamic data analytics while offering a modern look and feel for an enhanced user experience. All clients will benefit from advanced business intelligence and data visualization right on their homepage.

The new homepage offers mobility leaders a complete snapshot into their active relocations. Key features include:

  • Simplified navigation and streamlined interactivity
  • Integrated data visualizations with enhanced drill-through capabilities
  • Powerful ad-hoc reporting capabilities to build your own reports from the ground up
  • Consolidated “To Do” items with color-coded badges
  • Move phase categorizations
  • Integrated feedback mechanism
  • Responsive, mobile-friendly design
  • Advanced keyboard shortcuts for power users

In a truly collaborative effort, the Product Solutions team aligned with Cartus Account Management to develop this new client experience. The redesigned client interface provides enhanced access to tools and incorporates key features based on client suggestions and feedback.

MovePro Vision available for clients with significant supporting data

Cartus recently unveiled their next predictive analytics innovation for global relocation, MovePro VisionSM. MovePro Vision is the first client-facing product designed to anticipate events and provide data-driven decision support during the corporate relocation process. Clients who have completed a statistically significant number of moves—which is required to generate the data needed to fully benefit from this technology—can designate MovePro Vision access to key mobility leaders.

MovePro Vision is powered by LEAP, Cartus’ Leading Edge Analytics Practice, which predicts and develops insights based on the company’s rich history of industry-exclusive data:

  • 3 million relocations
  • 7,700 unique country combinations
  • 80 million financial transactions

“Whether you’re managing dozens of moves in a single country or thousands of assignments across multiple continents, relocation is a complex machine,” says David Pascoe, senior VP of the EMEA and APAC regions at Cartus. Our reinvigorated client experience simplifies the entire online management process by putting the most relevant tools and information at your fingertips from the initial log-in. From verifying expenses, authorizing new assignments or predicting exception trends, the new client experience is designed to provide our clients what they need to make their job easier and your employees’ moves better.”

“It is an exciting time to be at Cartus,” says Michelle Vallejo, senior VP of the Americas region at Cartus. “We have a sharp focus on developing technology that delivers substantial benefits for our clients and customers. We initiated in-depth discussions with a variety of stakeholders and were able to incorporate many of their ideas and suggestions into our new client interface. The result is a clean and fresh look with easy-to-navigate pages filled with pertinent information.”

“Cartus’ technology evolution is focused on creating a smarter and more intuitive digital experience across all of our products and services,” says Nica Ganley, VP of Analytics and Technology Solutions at Cartus. “With our shift to an ‘Agile Development’ model, we will be able to meet client needs in a timely manner while offering flexibility in adapting to their changing priorities.”

For more information, please visit www.cartus.com.  

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