The Excellence of Execution

No, not Bret the Hitman Heart. Unfortunately not as cool – but arguably more important 😉

The Real Estate industry is changing. Buyers are more Internet savvy than ever – finding homes on the MLS and then previewing them through virtual tours and Google Earth. Sellers have added a great marketing tool the their private efforts – the Internet posting. In an age where buyers can find their own home, and sellers can advertise their own home – where and why does a Realtor fit in?

Answer: In the transaction itself, because the actual transaction involving property for money is a complicated and important one.

The value of a Realtor is a long and complicated discussion, and I’ve had it many times, even on this blog. Of all the topics I’ve touched on such as pricing, marketing, legal, insurance, accounting, financing, negotiating, managing, and closing (to name a few – seriously), the huge bulk of those skills come into play in the transaction itself.

That being said, the Realtor of the future has to focus their efforts on becoming somewhat of a business advisor, project manager, and a transaction expert. the level of professionalism in ALL of the topics I touched on above will have to increase tremendously – you know why?

BECAUSE MANY PEOPLE WILL NOT WANT TO PAY FOR A HOME SEARCH OR HOME MARKETNG – regardless if I or other realtors know we can do a better job. There is a shift coming, and that is the shift of private buyer and seller empowerment – however short lived and naive as is may be in most cases.

Realtors that simply market homes or find properties for clients and STOP the hard work once the transaction starts are going to get a rude awakening. Realtors that is, that put a sign on a lawn and the net, or for buyers create a search and in both cases sit back and wait. “Oooh, you mean you can create a custom search for me?” or “Oooh, you can put up a professional listing?”. Get over yourself – cause your ‘clients’ are about to.

The deal has to be executed – and THAT is where 99% of the guts has to be for top professionals. Leave the home search and marketing efforts OUT of your value proposition, because there will soon be no perceived value there at all. Up your professionalism, get more designations, continue your education, study SERVICE – not SALES, and your business, and your future – will be bright.