RISMedia's Real Estate Magazine

JUL 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.

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RISMedia's REAL ESTATE July 2019 63 "What works for me won't work for most people. We forget that culture is developed and built, and you've got to get everyone to buy into it. These disruptors that are out there are selling the 'sizzle,' but they're not selling the meat." – MIKE HUFF Broker/Owner, Berkshire Hathaway HomeServices Anderson Properties business stays the same, and that's the relationship be- tween our agents and their buyers and sellers." CEO and Founder of Michael Saunders & Company Michael Saunders looks past the "shiny new objects," focusing on relationships as a pillar, as well. "I'm a pretty back-to-basics gal—I'm foundational. I don't think this is rocket science, although the technol - ogy companies make it sound that way," said Saunders. "We are in a relationship business. That's the foundation of who we are. The consumer-REALTOR® relationship re- mains the same no matter what happens." It can be difficult to stay true to the business without feeling threatened by the technology and discount ame- nities iBuyers and other industry disruptors are flaunting. However, Todd Hetherington, CEO of CENTURY 21 New Millennium, believes it is important that today's brokers "do not fear change and do not fear the competition" if they want to succeed. Focus on the true client relationship—that of the bro- ker and agent, said Mike Huff, broker/owner of Berkshire Hathaway HomeServices Anderson Properties. Productiv- ity is key, and not every agent is right for the brokerage. "I can't tell you how many agents do not follow up with people no matter how many leads we give them," said Huff. "If they don't follow up, they'll never be successful." That's where culture comes in. "What works for me won't work for most people," he said. "We forget that culture is developed and built, and you've got to get everyone to buy into it. These disruptors that are out there are selling the 'sizzle,' but they're not selling the meat." "Look inward," Featherston emphasized. "You are the disruptors. You are the innovators." RE For further coverage of RISMedia's Real Estate Newsmakers Reception & Dinner, and Power Broker & Newsmakers Forum, please visit rismedia.com.

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