RISMedia's Real Estate Magazine

APR 2019

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.

Issue link: http://remag.rismedia.com/i/1097917

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Page 71 of 144

RISMedia's REAL ESTATE April 2019 65 A ccording to FELICIA HENGLE , president of Ohio's COLDWELL BANKER SCHMIDT FAMILY OF COM- PANIES , her most important com- petitive advantages are the firm's proprietary CBx and Zap® technology platforms. By using predictive analyt- ics and artificial intelligence, Hengle notes that her company is able to price out homes with incredible ac- curacy and target the most likely buy- ers for those homes. "CBx is a game changer when it comes to winning and selling listings," she says. "And the Zap CRM platform gives agents and their clients an interactive way to search for properties and maintain their relationship at the same time." W hen it comes to devising a growth plan for the year ahead, for MIKE HUFF , broker/owner of BERKSHIRE HATHAWAY HOMESER- VICES ANDERSON PROPERTIES , it's all about trying to re-read the mar- kets. "With all of the dynamic energy in new brokerages, changing markets, economic issues and politics keeping people nervous," Huff says just hold- ing one's own this year may be crucial. Huff also believes that teaching your agents—training them to be proac- tive and self-sufficient—will be more important than ever in 2019. "We can give them all the tools in the world, but they have to know how to use them," he adds. T o better prepare his agents for success in today's market, CRAIG MCCLELLAND , chief operating officer of BETTER HOMES AND GARDENS REAL ESTATE METRO BROKERS , says he needs to provide them with better local data. According to McClel- land, in order to win in 2019, real es- tate professionals are going to have to differentiate themselves in the mar- ketplace through the use of tools and other resources. "We have a thriving economy and job market, which both drive a flourishing real estate market," he says. And although his market— Atlanta—is set to be healthy over the next few years, he says his agents need to be on top of any price correc- tions and changes in interest rates. T he economic climate is always the most important factor when it comes to market influence, says MIKE SCHLOTT , president of New England's RANDALL FAMILY OF COM- PANIES . He notes that his company has been very fortunate to experience strong economic growth in Eastern Massachusetts, and that momentum can be felt in Rhode Island and Con- necticut, as well. "If we experience any headwinds, it will likely come as a result of declines in the stock mar- ket," Schlott says. "Given our high density of second-home markets, any significant losses in the stock market can cause potential buyers to retreat to the sidelines until they feel that their portfolio is secure." T he biggest challenge and oppor- tunity is to keep agents relent- lessly engaged and growing their relationships, according to PAT SHEA, president and COO of LYON REAL ESTATE. "We all need to do the work. Fully leveraging automat- ed, state-of-the-art marketing tools and resources will demonstrate our professional acumen and keep us front of mind," says Shea. "Persis- tent follow-up via calls, personal visits, handwritten notes, etc., shows people that we truly care and are worthy of their trust and confidence." Felicia Hengle Mike Huff Craig McClelland Mike Schlott Pat Shea

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