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Is It Time For You To Start Anew??

Anyone with any form of connective brain tissue has seen that the way real estate used to be is over. “Times”, as they say, they are a-changin’.

Correction: Times have changed!!

And, if you have any hope of moving forward and being a viable part of this ‘new’ version of real estate, then it is time to reinvent yourself.

Sure, you can cut expenses in order to help survive. But, cutting expenses wont generate more leads. It surely wont help you attract the right agents to your team or brokerage. And, it definitly wont help you or your existing agents be more productive in the future.

So, in this brave new world of existing agents trying to figure out how to survive, less people buying homes, and damage control happening at just about every level, you must figure out a way to generate more leads, become more productive, and attract the right people to help you along your journey. Without these three key pieces of being successful, you will ultimately fail regardless of how thin you shave your budget.

With that in mind, there are several things you can consider in the process of re-inventing yourself or your brokerage to make it stronger in the future:

1.    Office size – In this world of wireless internet at just about every corner store and bistro that has a coffee maker, the size of your office really isnt that important. Most agents are mobile anyway. There is really no need for the huge lavish offices that agents have maintained in the past. Sure, you might be committed to a lease, but have you thought about what you are going to do when that lease runs out?

2.    The average age in your office – Take a good look around. If you are surrounded by a bunch of people that grew up watching “Leave it to Beaver”, you might be in trouble. The real key to your success would be in being able to pull off a balancing act worthy of a spotlight and a Master of Ceremonies: How do you keep your seasoned professionals and top producers successful while simultaniously attracting the younger agents you will need for your future success?

3.    Speaking of “Top Producers” – Top producers are usually the ones that are more resistant to change than others. (Why fix what has worked so well in the past, right?) The key to that question is this: IN THE PAST! Just because it worked well 10 years ago doesn’t mean it will work well in 10 years. 10 years ago accessing the internet with a phone was Star Trek-esque. Now it is so common-place that we have Facebook and Twitter apps for our smartphones. Who knows… in 10 years we will probably be able to pull up the internet in a holographic form right in front of us at any given point in time. Give your top producers a reason to change and help them make that transition as positive as possible. Help them get started in social media. Show them the advantages to expanding their sphere. After all, the future holds good things…if youre prepared for it.

4.    Where to find younger agents – Simple: Social Media! What is your plan for using social media? Do you have a plan for your social media marketing? If not, you should. And, part of that plan should be using social media sites like Twitter and Facebook to help you attract those younger agents that you need…that and expanding your sphere and getting more clients.

5.    Make it all work together – Make sure your website is fully functional, optimized (including your social media outlets), and set up to track your internet inquiries. Doing this right will also help you with your office space issues as you will need less and less space to get your job done.

6.    Online follow-up – Speaking of online inquiries, you absolutely have to have a system in place for following up with your internet-generated leads. NAR says that about 50% of all online inquiries are not answered. 50%!! That is business that you are just letting go of……Can you afford to do that?? Make it a goal to follow up on your internet leads 100%. If you can’t do that, perhaps it would be best for you to hire a virtual assistant to help you reach that goal. Because, if you cant follow up on your internet leads, they will find someone that will. How much money have you left on the table??

Im not going to sugar coat this point – Some of these are going to require an investment. Whether that be monetary or mental, you must be willing to invest in yourself and your business if you want to survive in the future. Either way, this investment should be viewed as such, not just an “expense”. If you truly want to be a player in the future game of real estate, you must have these things handled. And, you best get on it quick before someone else hungrier than you passes you by…

If you would like information on Real Estate Client Referrals, please give Clint a call at 800-977-7058. Or, feel free to follow him on Twitter.

Posted by Clint Miller on 09/02/2009 09:35 AM

Comments (96)

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Originally posted at: RECR's Blog: Is It Time For You To Start Anew??

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96 Comments on Is It Time For You To Start Anew??

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How awesome is that? VERY!!! I shall put a butterfly on it later (I'm actually in the brick and mortar office - LOL). Featured @ Club Chaos. ;-)

TY for the feature, Bay-Bay!! Much appreciated!

Clint - You have absolutely hit the nail on the head! I am constantly amazed by the strength of the grip on the status quo with so many offices in my area. Thanks for allowing the re-blog, because that's my next step...

Bill -- Thank you so much!! I couldnt agree with you more on the "grip on the status quo" comment. It's time to move on...And, thank you so much for the re-blog!!

Love #2, Clint! It's not a bash against more experienced agents, but they (big generalization coming that doesn't apply to everyone) seem to be slower to embrace change of any kind - whether it's new forms, new computer systems or a younger set of buyers that are using technology as a tool. I'm no spring chicken, but I'm trying hard to keep up before I get left behind!

Perfect. I just got done reading something else about Internet leads- even if they are followed up on, they get dropped because they aren't ready to act. These leads are where it is going to be, as more things are done online (and mobile).

Take a look at your website as if you are a consumer. How does it look and navigate? If you aren't impressed, a consumer who is online all of the time wont be.

Nice nice post.

Lisa -- That one is one of my fave's also. Agreed, this doesnt apply to everyone, but yes...that group, as a general statement, is much less resistant to change and can be a hinderance in the long run.

Diane -- Agreed on the internet leads. They are in the info-gathering stage and must be followed up with routinely to help move them to a committment. I heard that you have 11 seconds to capture someones attention online...11 seconds. So, what you do have out there better be really good.

Clint - Nicely stated, my friend. I like the "Leave it to Beaver" line. Interestingly, I grew up watching that show myself, although it was in syndication by then. :)

Jason -- Thank you very much! Yeah, that was the only thing I could come up with make my point on that one. ;-)

It was a valid point - it just made me laugh since I technically fall into that category.

Clint - This is so well put. I am in the office with Leave It To Beaver agents who are all cutting back on their expenses, and they are uptight when they see me write 5+ deals a month. The sad thing is NOW is not the time to change, last year or even 18 months ago WAS the time. YOU can still adapt and survive in this market, but if you don't change directions soon, I'm afraid several agents are going to 'miss their connection' and get stranded in 'no-deals-ville'.

Clint,

Aside from poignant issues that brokers should stay on top of to stay in business, the one that sticks in my craw the most is #6. NOT ONLY do only 50% of online inquiries get responded to, it takes, on average, according to NAR 56 hours to respond...

[picks jaw up off the floor]

Really? Someone raises their hand online saying, "Help me find real estate," and it takes an average of 56 hours to get back with them?

The shift in real estate that we are undergoing is not done. It will cost some jingle to set things "right" for established brokerages. The first, and key step after establishing a presence online will be to train brokers, managers and agents how to effectively respond to and manage online inquiries. This one step alone, will allow many brokerages to staunch the hemorrhaging on the bottom line...

But then, that's just my opinion ;-)

I love leave it to Beaver! That and The Andy Griffith show and Ginger and the Professor of Gillians Island. However, now they are RE-runs. Good or bad like it or not things have changed. (As far as I am concerned TV sucks these days). But refusing to move into the future is like continuing to adorn the big hair of the 80's. Okay, so some agents don't see anything wrong with glamor shot photos. However, I'm here just to say get a hair cut and lose the hair spray. Time for a make-over. Not just for the sake of a make over but, because there is profits in it! I usually don't try to reform anyone. The way I see it folks get it or they don't, Historically only the strongest most advanced creatures evolve, in real estate it is no different.

Jason -- LOL!

Christianne -- Thank you so much. And, I agree on the time frame you just stated!! And, because you adapted to that change when you did, you are more successful now even in this depressed market. No-Deals-Ville....I like that. Im going to use that at some point. ;-)

Todd -- 56 hours??? I had no idea it was that long...Good Lord! I had someone comment on one of my posts a while back that said that an internet lead is this generations version of a phone call. If you dont answer that phone right away, you will lose a client. Your opinion or not, I think it is dead-on accurate!

Nannette -- LOL! @ TV shows you love! :-) LOL! @ big 80's hair! And, your point on the strongest surviving is perfect. I couldnt have said it better myself. :-)

You make a lot of important points here. I think some brokers are still stuck in the past... and it will take a while longer for them to realize they MUST change or they will not be around.

Joan -- I completely agree about people being stuck in the past. I hope they come around sooner rather than later. Ive seen some good offices go down in this market...

I think that your points are valid, but does it matter what local market you are working in? In my area, the internet is not used half as much by consumers to contact agents about houses...even though there are a few here and there; and the majority of the agents in my area are nowhere to be found...or if they are, they only have a bare minimum internet presence. Which is the main reason why so many of the "seasoned" agents and brokers are not embracing the changes that have taken place in the real estate world...because those changes have not yet significantly impacted how they do business, so they insist on following the old paradigms.

Yes...I agree that some more seasoned agents are still living in the past. You have to catch on and move on with the changes in life or you are lost.

Patricia Aulson/portsmouth nh homes

William -- I think you and the majority of those agents are under-estimating the internet usage in the area. According to NAR, 87% of all home buyers searched for information online before ever contacting an agent. So, although they may be calling the agent, they are probably doing so BECAUSE they do not have an internet presence. Build a solid internet presence there if the market is so wide open for it.....I bet you start attracting more of those clients online rather than by phone.

Patricia -- As my sales manager once put it....Improvise, adapt, and overcome -- Or, get run over by those that do. :-)

Clint - I'm not one of those mobile agents. What do you propose is a solution for brokers who choose agents like me? I need an office to thrive. Not for any other reason than I need a "place" to put my stuff and although I have a home office, I know I perform better outside of it. Other than that, I quote you, Clint Miller: "AMEN!"

Clint....great information and I am one of the younger generation (at least from a technology standpoint) agents in an office that just hasn't seemed to embrace the future. Pretty shocking about 50% of leads not being responded to.

William took the words right out of my mouth. I'd like to see how that 87% internet usage breaks down by region. I'm actually working on a poll right now on the subject. I posted my plan last week and should have the actual poll posted tonight or tomorrow with results coming in next week. Click me

I don't know. It's frustrating for me because I am all about using social media the the internet to connect with clients and prospects. But I am only one of three agents in my office who use it consistently. And nevermind telling them that it's the future of the business.

I think having an office is good for some (like Matt) and it is also a great place to have your clients meet with you. I am lucky to work for a great office with a great mix of people- some Leave it to Beaver types and some Beverly Hills 90210 types. I am of the Happy Days era myself! LOL!

I agree though that being mobile is so important these days. I am slowly building my "mobile office" so I can be as effective as C Tann Starr!!!

This is where some of us newer agents have an advantage, we dont have this past to be stuck in.

Clint,

Once again, you blow my mind with how firmly you have your finger on the pulse of the real estate industry. And if I didn't know better, I would think you're trying to sell franchises for Professional One, because what you are preaching is EXACTLY what we are selling (see at http://budurl.com/vvp7). There are SO many MASSIVE factors changing the real estate game right now: Social Media, decreased volume, decreased price points, light-speed advancements and changes in technology, a much better educated and prepared clientele, etc.

The job desription of "Realtor" today, quite frankly, looks little like it did even two years ago. Looking forward another two years, and I predict even greater changes. The bottom line: you are absolutely, positively, 100% DEAD ON in all that you are saying.

Keep up the great work, my friend! You are a ROCK STAR in the world of Real Estate. I have learned MUCH from you, and I greatly appreciate your ongoing contributions toward helping real estate professionals understand the future of the game.

Cheers,

Michael McClure, CPA

President & CEO

Professional One Franchising, LLC

Hi Clint!

Great comments today. It is critical to stay on top of technology and be creative in our marketing techniques. That said, I am astonished that 50% of leads aren't followed up on! Does that mean absolutely no contact? Yow.

Hope things are going well for you in the Big Sky Country!

Clint - excellent post here and congrats on the feature. It is essential to adapt to what is happening around you to keep up or ahead of the times.

Matt -- I said they would need a smaller office...not NO office. ;-) And, thanks! :-)

Keith -- That stat shocked me also.

Erin -- I can certainly see how that information would be very important...maybe contact your local MLS board to see if they have access to those stats??

Kristi -- Having a mobile office is important. The best option is being able to meld the two scenarios and make them both work for you and your brokerage. ;-) BTW, Im a Happy Days man myself. :-)

James -- Agreed!

Michael -- Wow! Thank you so much for that awesome comment, my friend! Im honored you feel that way. And yes...2 years ago, this job was much different. I completely agree with the need for rapid and, quite frankly, industry-wide changes in acceptance of education, technology, and personal skill-set requirements. :-) (Hows that for preachin your Kool-Aid? HA!)

Marcy -- Awesome comments today! :-) Yours included...Yes, that means zero contact. None. Zilch. Astonishing, isnt it?? With regards to Big Sky country, things are AWESOME! Thanks for asking.

Sharon -- Thank you so much, Sharon. And yes...yes it is. ;-)

Interesting post. I agree that some realtors stay in the past. I still don't know how facebook is going to help me, but I am on there and see several "realtors" that spend all their time on facebook, wonder how there business is doing??? Any tips for new facebook users. I do know how to link my listings to my facebook.

Susan -- I actually chose the agent I bought my home from recently because of her usage of Facebook and Twitter. I can recommend many people that can help you with facebook also...Give Mike Mueller a call...He helped me set up my FB and RECR fanpage. email me at clintmiller@recr.com if you want his number. I would be happy to provide it for you.

Clint, I did not grow up watching Leave it to Beaver but I do remember the Andy Griffith show. And so I am proud of the fact that I have embraced technology, can admit that I still have a ways to go, but can report that I will have the best year of my 23 year career. You CAN teach an old dog new tricks;) Excellent post!

Barb -- AWESOME!!! Thank you for validating my point!! :-) Congratulations on having your best year ever!! You cant see me, but Im applauding you right now! :-)

Thanks Clint and thanks for the call! Clearly, you get it!

Barb -- And, clearly....You do too! :-)

Clinet,

Very nicely stated and the reasoning is clear cut. Thanks

Ron and Alexandra -- Thank you so much! Happy you enjoyed the post.

ha ha ha - I grew up watching Leave it to Beaver, but they were old rerund on Nick at Nite!:) Great tips and good advice!

Courtney -- I dont think syndicated re-runs count. ;-)

I grew up watching the original Leave It To Beaver and not the re-runs. :o)

Shirley -- And based on your point count, I can tell that you are on the right track with embracing the technology that is required to move forward. :-)

I agree. You have to change or you will die a slow death. Things are changing quickly. You must keep up.

Great broker advice!!! Keep it fresh and active!

Nicholas -- Yes. Yes. And, yes. :-)

Hey, what's wrong with big hair!? ;-) Outstanding post, and you are much more diplomatic than I am.

Emily -- Thank you so much!

Susie -- LOL! Thank you, Susie! :-)

In the last three months I have been devoting time to social networking and increased internet marketing. It has definitely brought me much better results than postcards, letters, ads etc.. All those marketing aids are static. The dynamic internet tools continue to grow. They're definitely the things to focus on -- hands down.

Leave It to Beaver? I remember The Flintstones (before syndication). If you aren't moving forward --you're falling behind.

Barbara -- That is awesome! Nice work...and congratulations on your efforts!!

David -- I remember the Flintstone's too. :-)

Great post. I totally agree with the internet lead advice. OVer 80% of home buyers start their search on the internet. It aint rocket science... Nice work.

Adam -- Thank you so much! The last stat I read was 87%...thats a bunch of clients right there. ;-)

Well, I must say I was a liitle unsettled in your comments, but I agree that us oldie but goodies need to get internet savy or we will be left behind. But on the other hand-I am targeting retirees-which will be the bigest buyers in our near future,they are leaving the cities and settling down in rural areas. They do not want a kid to sell to them-they want an experienced adult that can understand their needs-someone they can relate to. Just as- I use to be in the Retail Baby Business, and I hated to hire young associates. The last thing a new mother wants is the opinion of a 20 year old. My clients want the "Mature" agent working with them> Food for Thought!

Clint, Great Post but I'm getting so behind. I cannot keep up with all the new technology. I feel like I'm running as fast as I can trying to learn and still falling behind. I'm 59. Am I too old to learn new stuff?

Pam -- I copmpletely understand your point. And, not trying to discredit your logic in any way, did you know that the largest group of people starting facebook and twitter accounts are females ages 50 and higher?? Like it or not, they are online. Being there to help assist them doesnt mean you are abandoning all you know...it means you are more than willing to learn new ways of being able to help them ON TOP of what you already know. <---- Also food for thought. :-)

Marian -- Thank you so much! You are never too old to learn new stuff. Technology is advancing at such a rapid rate right now that sometimes the best thing you can do is just jump in and learn as you go. Believe me, Im only 38...and I have to do the same thing better than half the time. ;-)

One thing that you can do to help take a ton of that burden off of yourself with regards to advancing technology is look for a virtual assistant. Usually very well versed in this kind of thing, they can take a ton of work load off of you and be your tech brain. :-)

I agree about internet leads- When you get someone knocking on your door it sometimes means that they're MORE motivated than a walk-in who just wants a tour of properties. We're so used to avoiding contact on the internet that when someone initiates it's like a reverse cold-call. Just looking at how you respond to people's comments on AR tells us all that you're on the ball.

Dan -- Im glad you agree...and I agree with your assessment of it as well. And, thank you for the compliment. :-)

Our company closed several offices for the very reasons you mentioned. You have valid points.

Kathy

Kathy -- I dont think your company is the only one that has...either because they adapted these suggestions OR they didnt and got pushed out by those that did. Hopefully, yours is the former and not the latter.

We definitely understand the challenge for "starting anew"-especially with marketing our video service.When you stated to William about " the market being wide open for an Internet presence". I thought that was a very good statement. So if no one is using it in your office or in your area maybe that could put one at an advantage to start opposed to waiting for someone else.

Knightyme -- That was precisely my point. If no one is doing it...be the first! There is bound to be a reward for it. Isnt that the formula for success -- Find a need and fill it?? :-)

Clint ...

Good post!

Rethinking the business every few years is always good practice. But today's reality demands a totally new way of conceptualizing the business. It requires more than changing vendors or updating software systems.

When the office space is redesigned, what will be included? A reception area? Two or three small conference rooms for customer meetings? A shared computer pod? If most systems, including transaction documentation, are online, then very little floor space need be devoted to storage. Certainly, as you said, agent "desks" should be unnecessary. In fact, office meetings and training sessions can all be done, very effectively, online - saving everyone time and gasoline!

I think that most Baby Boomer brokers should have a staff person dedicated to managing the company's Social Media presence. That's not something that the traditional IT manager can do effectively. If cost is a major issue, the IT manager and SM manager could share one staff position. (Brutal, I know, but the SM position is important for many brokerages.)

Some initial investment will definitely be required, and changing systems is often painful, but - ultimately - monetary and time savings will be substantial, and effectiveness will increase dramatically.

Thanks for making us think!

... Robin

Robin -- Incredibly insightful comment....and one worthy of its own post! You bring up a good point with regards to the redesign of the office...especially the conference rooms versus individual office space. And, the suggestion of the SM manager is awesome! Very good point. Thank you so much for the awesome comments!

Thanks, Clint. One of these days, I may start my own AR blog - or, at the very least, link my existing blogs to AR.

But, writing does not come easily to me, so I've been relucant to take on another blog.

Robin -- I have never considered myself a good writer...and, despite the what that posts turn out, writing comes difficult to me as well. Id recommend doing it, personally. ;-) Ive talked with you enough, I know you have something to share. Take that last comment of yours... :-)

Clint, I'm closing in on being 100% virtual in my business. My brokerage is home based. Most of my buyers and sellers buy and sell over the internet. We rarely show properties. In fact I rarely speak to anyone. I've only met my agents once and that was months after they came to work for me. We communicate via email.

I LOVE this new way of doing buisiness!!!

Bryant (& Clint) ...

OK, I admit I'm a silver-haired Baby Boomer, so old-fashioned, by definition. I find some of what you're doing "terrifying" (well, almost).

When selection is so very important, I can't imagine not meeting agents before "hiring" them. Who represents the company is so very important for the company's image. How do you ensure that you get good people, with the kind of personality, dedication, and integrity that you value?

Neither can I imagine, as a consumer, buying a property without walking through it - no matter how many pictures and virtual tours have been provided. I want to see the foundation and the plumbing and the roof, myself. How can your customers spend all that money, without seeing what they're buying?

How does this all work out?

... Robin

I grew up watching Leave it to Beaver! I have really changed my way of thinking and doing business. I have had my own personal website for over 4 years and I am on Facebook, AR, Linked-In, and Twitter. My problem is finding the time to work through the learning curve and knowing how much time to spend on the different social networks while allowing time to devote to my SOI.

Clint - your point is well taken, and thanks for the feedback. I like what Erin has proposed to do in our corner of the country. I even wrote two posts asking that very question, because it seems as if certain areas have more success with getting leads on-line than others.

It was not to say that no one in my area in on the internet. However, the traditional models of doing real estate business still prevail here - cold calls and floor time in particular are the staples of my particular office. I have been literally told that I am wasting my time blogging on AR for business, and that I would be more productive if I did more cold calls to expireds. I do not agree with that assessment...especially since a technique I picked up for effectively reaching expireds and fsbos I learned right here on AR. When I have some positive results from it, I'll write a post about the experience.

Personally, I want to know how many people in my area actually read blogs, as that is one of my strategies for driving people to my website...

Robin. If it helps...I have 6 grand children!!! Doing business virtually requires the ability to build trust quickly and through our writing and web presence. I work mostly with international investors so they couldn't care less what the property looks like. It's all about the numbers. There are many people who would not buy sight unseen. But that's OK. They are just not my customers. I advertise to attract the people that are happy to buy and sell over the Internet. I'm not out to help everyone.

I'm a small company and currently only have 3 agents. I am however getting ready to expand. I don't hire agents based on appearance I hire them based on likability, knowledge and the willingness to learn. I can make this decision by talking to them on the phone or communicating by blogs or email. It's not hard.

Hey Clint, I was preparing a post myself today about where the real estate business model of today is going...I couldn't agree more with you.

It's a dinosour, big, slow, overweight...well I'll keep the rest for my post!

Hi Clint...The top producers I know are not resistent to change. If they were they probably would not have been top producers year in and year out, even in this market.

If you've been in this business for a couple of decades you've learned to change more than once. I've had a web site for about eight years now. That's a lot longer than some agents 50 years younger than me.

If you believe this is a service profession you do everything you can think of to best serve your clients. That means learning and changing your business practices to best provide exemplary service. It's as easy as that.

Kate

Great tips on how to attract new agents and where they may come from.

Too bad you didn't write this blog 5 years ago before I opened my first office. That office was a rather humble 12,500 square foot building with 29 private offices, 6 conference rooms along with 2 training rooms. Last year I walked away from almost $700,000 and opened a new office in a 1,774 square foot space in a strip mall with great foot traffic....best move I ever made.

Great photos -- and of course nice post to go along with them.

Clint... you are so right.. times have changed in the world or real estate. Cutting expense will only reduce the amount of leads one is generating. Follow up with past clients is a must.

Clint,

You are quite right about the changes in the industry. Oddly enough, in the real estate business, office space is no longer important.

Brian

SEP

I've done a lot to revamp my business in the last 18 months though there's still more work to do.

Despite all the advances in technology, most real estate agents and their customers do not get it! They are still stuck in the dark ages of print...

Helping YOU Live YOUR American Dream...

I'll heed these words, but I'm really seeking new agents. If you have any recruiting suggestions I'm all ears.

The photographer who took the photo you posted of the young girl and the butterfly is brilliant - the "eye" on the butterfly's wing exactly matching where the girl's right eye would have shown...

Bryant -- 100% virtual??? How cool would that be!?!?! Sounds like you have it licked. ;-)

Robin -- Since your comment was primarily for Bryant...Im putting this in here to tell you to start blogging on AR!! :-)

Sybil -- Time management is a huge issue when dealing with SocMed. It is easy to get "sucked in". I try to devote a minimum of 2 or 3 hours a day to Soc.Med. But, not in a single block...half hour here; 45 minutes there, etc. Spacing it out more works far better for me.

William -- I think everyone that blogs has been told it is a waste of time by someone at some point in time. Some of the best agents I know have been told that. Keep the faith, my friend. Socialization (through soc.med.) will lead to monitization! Be persistant.

Bryant -- Excellent point.

David -- Please send me a link to your post when it is finished!!

Kate -- "That means learning and changing your business practices to best provide exemlary service." I had to quote you. ;-) AMEN!!!

Russ -- Thanks for the compliment. ;-)

Damon -- DANG!!! That is one serious office!! Glad to hear that you downsized...and hope it is working out as well as you state.

Bob and Carolin -- Thank you so much for the compliment on the blog...the photos I bought at Istock. ;-)

Roland -- Following up on past clients should always be a requirement simply to keep up with the 'top-of-mind' awareness.

Brian -- It really isnt...I know a TON of agents that dont even have a desk. They are 100% mobile and use a conference room at the office or at the title company for closings.

Christine -- Congratulations on the work you have already done! Get the rest in line and you will be set. ;-)

Michael -- Luckily, there are those of us that are pulling this industry up by its boot straps. ;-)

Will -- Go back and read Bryant's comments on going virtual on this post. Most interesting. Id recommend seeking him out and asking him your questions.

Brian -- I know! I had a ton of butterfly pics to choose form on Istock, but this one really stuck with me. Couldnt keep my eyes off of it.

Clint,

Beaver & I spent a good deal of time together! I'm not a broker but it floors me when I hit roadblocks from my management when I DO try new things. Usually I get shot down and 6 months later the tide turns.

Irene -- That seems to be a common theme when ever someone starts to see success doing something different than their broker does. I hear that statement from more than I care to, thats for sure. Keep on doing what you do...

I see you've cranked out another one, Clint! This is an excellent commentary on what a real estate agent needs to do in order to stay in the game.

Either way, this investment should be viewed as such, not just an "expense".

So, so true!

~Renae

Renae -- I get lucky once in a while. ;-) There is a huge difference between an 'expense' and an 'investment'. Some dont recognize it and focus on the dollars involved rather than the potential results of spending the money.

Clint: I appreciate the tie-in with nature … evolution and transformation. We indeed need to reinvent ourselves … with a willingness to embrace change without resistance. GREAT post! Thanks!

Such great points you've made here Clint and I agree - everyone is mobile these days and are putting processess in place and partnering with people to be more effective with what they will offer their clients in the way of service and followup - look at where you're spending your money and time and realign things that make more sense for your business. Great stuff! ~Anne Marie

Kathleen -- The first thing I thought about when I was writing this was the caterpillar/butterfly thing. Figured that would make the biggest impact with this post. Thank you very much.

Anne Marie -- Thank you so much! Obviously, I agree with you. ;-)

Lead follow up is one of my small niche company's successes. We get all the time: WOW I cannot believe how fast you guys are!

Erica -- Being someone that does nothing all day but deal with internet referrals, that is AWESOME!! Keep it up!

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Clint - Great post. We are a low overhead, high tech office. We use social media to generate leads and recruit new agents. We just hired two agents who we attracted via Twitter and our AR blog posts. Social media started the discussion - still had to take it offline and close the deals with these new agents. I would add 1 comment on the importance of office. In two years, I still haven't had a single client who has visited our offices so other than stroking my ego I don't know what lavish office will do for me.

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Our office encourages agents to be innovative and offers tools to help us. Some agents have chosen to go completely mobile, while some, like me, still like to be in the office from time to time networking and marketing listings to other agents, etc. It's nice to have the office space to meet clients and take advantage of all the overhead items like copier,printers, fax, phones, utilities...I've been so busy this summer that AR has fallen by the waysisde and so has Twitter, but I'm back in the swing now that it's slowing a little and time is opening up. Maybe I do need a virtual assistant...

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Mary Ann -- I love VA's...I recommend them to everyone that feels a bit "pinched" for time when it comes to their online activities. :-)

Ryan -- Thanks! I understand your point about social media and the need to take the conversation off-line. Many of the things we need to do in order to "close the deal" still need to happen offline, so that is an important point. And, I agree about the office. :-)

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