RISMedia's Real Estate Magazine

DEC 2018

Real Estate magazine is the industry's leading source for real estate news and information since 1980. Published monthly by RISMedia, Real Estate magazine offers timely and relevant real estate news to the industry's top brokers and agents.

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102 December 2018 RISMedia's REAL ESTATE Incorporate Thoughtful Networking "2019 promises to be a year full of potential, despite anecdotal feelings of a softening in some markets, es - pecially for real estate professionals focusing on the luxury price point. With that said, perhaps the most crit - ical skillset to focus on is thoughtful networking outside of traditional ven - ues. Relationships with other provid- ers of (luxury) goods and services, professionals who share a similar client base and other successful up - per-tier agents can result in connec- tions to buyers that wouldn't happen by simply listing a property and cre - ating effective marketing materials. Focusing on positive opportunities will make the difference between an average year and a great year." - Tami Simms, REALTOR®, CLHMS, Institute for Luxury Home Marketing Trainer Cultivate Relationships "Relations still—and always will— matter. One thing real estate pro - fessionals need to learn, especially those just starting out in their career, is something that will carry them into every listing, sale and property man - agement agreement: Real estate is all about relationships. There are many ebbs and flows in the busi - ness, and always something new to learn. You can learn the laws, take the exams and figure out the tech - nology, but without the capability of building a relationship, your survival in the business is dubious." - Jolita Brazzano, Broker/Owner, Real Estate Express Instructor Improve Your Communications and Simplify Transactions "Industry expertise and local market prowess will no longer be sufficient. Those attributes must now be cou - pled with faster-paced communica- tion—think text message and video chat—and using tools to streamline transactions, just as consumers have experienced in other types of busi - nesses and now expect from the real estate community." - John Walker, Broker/Owner, Superior School of Real Estate Instructor Consider Competitive Commis- sion Structures "Sellers are driving the competition for the commissions they pay to sell their house. The seller only wants to pay for the services rendered, and only for the services they think are warranted and 'needed' in selling their house. Sellers also want to get away from a 'fixed percentage' for commissions. Learning how to navi - gate this structure, and how to bet- ter position the fees you charge, will provide valued transparency so your listings thrive." - Linda Leavitt, Broker, Real Estate Express Instructor Strike Balance With Technology and Personal Interaction "Remember that technology can't make up for what our business is: A people and service business. No machine can replace you, as long as you provide excellent customer service and treat people as if you're in it for the long haul. Do this and you'll find success throughout your career." - Melanie McLane, REALTOR®, Real Estate Express Instructor RE Tom Davidson is the general manager of Real Estate Express, the national leader in online learning for pre- licensing, continuing education and professional devel- opment. Davidson has nearly 15 years of experience in the real estate industry. From sales training and product development to growing the business, his multi-faceted background encompasses crucial functions to a successful career in the field. To learn more, visit RealEstateExpress.com. 5 Action Items for Your 2019 Business Plan by Tom Davidson A s real estate professionals, we often try to predict what will happen next. What are the threats to our business? Where will I drum up new leads? What do I need to do next? With 2019 on our doorstep, I thought I'd share the crucial skills our seasoned instructors recommend you capitalize on, or at least bake into your 2019 business plan.

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