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We MUST evolve to survive!

By
Real Estate Agent with Alain Pinel BRE 01367196

Before leaving for home tonight, I had a conversation with one of our most seasoned, and in the past, most successful realtors. She has awards ro prove it.

Both of us had a terrible 2007, but in her case, her 2008 was just as bad. She said that she's never had a year like the past two years. It's getting so bad that she may have to sell her house that she's owned since 1993. 

WORKING THE OLD FASHIONED WAY

She's very diligent, and she works hard. However, she makes money the old-fashioned way --- and she's not earning it the way she should or could. The problem is, she has not evolved as fast in the age of computer literacy, the warp-speed of the internet, and the changing methods by which people do business. It's like she has almost stood still.

We've always had to help her perform or solve simple computer tasks. She has people designing simple flyers (because she doesn't know how, or didn't take time to learn).  

She has a wealth of knowledge that she willingly shares with those who seek her help. Unfortunately, she has not fully embraced that we need new ways -- in addition to the old-fashioned ways ---- to stimulate new business.

COMBINE HIGH TECH WITH HIGH TOUCH

So I left the office asking myself, how are we going to survive this market? There is only one answer: we MUST evolve.

ACTIVE RAIN IS OUR STIMULUS

There is so much good information, good skills, and good people here. This is where we learn many ways to grow.

So I've invited others to join. Encouraged them to "lurk" in the background, watch and learn. Tried to get them to blog about their experiences --- each one of us has a story to tell. But for gosh sakes, try something different and new.

Comments (31)

Pacita Dimacali
Alain Pinel - Oakland, CA
Alameda/Contra Costa Counties CA

Lee and Carol

Yes. Technology is going at warp speed. We can't possibly know as much as we want, but we should know as much as we need to survive. Basic computer skills are a must.

Feb 14, 2009 05:13 AM
CJ Brasiel 408-406-6035
Veridian Realty Group - San Jose, CA
Choose a real estate partner with a different view

Pacita - Great comments.  I always enjoy reading your thoughts here and on TRULIA.  Great answer btw on Alameda listing question yesterday.  You got my thumbs up!  You are a perfect example of staying with the technology and more important - the consumer. Have a great weekend.

Feb 14, 2009 06:14 AM
Pacita Dimacali
Alain Pinel - Oakland, CA
Alameda/Contra Costa Counties CA

CJ --- ditto! Guess we get to know each other via the blogs and comments we make. I do appreciate your feedback. Doing my best to get more of my peers to take on consultative roles as well. Glad you are, too.

Feb 14, 2009 06:32 AM
Antonio M. Cardenas Broker Associate
RE eBroker Group - San Leandro, CA. - San Leandro, CA
"The Realtors In Motion"

Hey Pacita, remind people also that it is not necessarily via technology that we can achieve those high goals, the fact of the matter is that your colleage at the office is a classical example of most of the residents of my neigborhood, they will NEVER conquer the computer! But we must find other ways to reach those people, we all have something specail that we do, dig deep! you'll find it!. I am dancing with strangers to find home buyers... talk about a slow tunes!

Antonio

Feb 14, 2009 07:20 AM
Pacita Dimacali
Alain Pinel - Oakland, CA
Alameda/Contra Costa Counties CA

Antonio -- now that's a classic way to be HIGH TOUCH! It is also important to note that you are just as much HIGH TECH.

When NAR studies (and then some) show that 86% of buyers and sellers go online for real estate search, then online we must be, right?

I do admire your way. Having fun and reaching out.

Feb 14, 2009 07:26 AM
Pacita Dimacali
Alain Pinel - Oakland, CA
Alameda/Contra Costa Counties CA

Erica --- I totally agree. Technology has helped us do our jobs better.

Online MLS. Electronic flyers. Digital readings for activity on our lockboxes. Emailing our prospects with properties for their review. Automatic email notifications. Uploading digital pictures on the MLS. Converting still pictures into visual tours. Iphones and laptops. Digital signatures via DocuSign. Faxes to email to pdfs via fax2mail. Just to name a few.

Feb 14, 2009 07:55 AM
Norma Toering Broker for Palos Verdes and Beach Cities
Charlemagne International Properties - Rancho Palos Verdes, CA
Palos Verdes Luxury Homes in L.A.

There are those who cling to what worked in the past---but the future waits for no one---and this market is making that crystal clear.

Feb 14, 2009 07:58 AM
Pacita Dimacali
Alain Pinel - Oakland, CA
Alameda/Contra Costa Counties CA

Norma -- Very profound

Feb 14, 2009 08:24 AM
Marian Pierre-Louis
Fieldstone Historic Research - Medway, MA
Metrowest Boston

Staying current with technology is so key.  For those who have not had to rely on technology in the past change is difficult.  It is even more difficult when you are an indepent contractor and you have to pay for your own training and take the time to really learn it.  But to succeed in the future we must put forth the effort.

Feb 14, 2009 09:41 AM
Patti Glover
Stage It In A Day! - Moorpark, CA
CISS,RESA, Home Staging, Ventura County CA, Conejo Valley, LA

Pacita - We Home Stagers feel this frustration as well.  Now is the time to think outside the box!  With the majority of buyers looking on the internet first, don't miss this great opportunity to present an instantly great first impression. Stage before listing and photographing a property.  

We've had great sales success using only the homeowners possessions (by rearranging, edtiting, highlighting positive features), supplementing the homeowners items with rental accessories, art, plants, etc., and furnishing vacant homes (or rooms if that is what the budget allows).   We have Realtors that bring us in on every listing as they say "to do our magic".  It is very cost-effective and always much less than the first price reduction.

We appreciate and understand how hard Realtors work to get and maintain their clients, so we handle  "your" clients with kid gloves.  We want what you want; a quick sale for the most possible money.

We suggest Realtors contact a few Stagers in their area and get to know them. There are great forums here on A/R...start with the Stage It Forward group and see what we're about.   There are  professional, hard-working, dependable and enthusiastic Stagers in almost very locale.  The times they are a changing, so take a leap of faith and try something new!  I'm sure you will be thrilled with the results!

Feb 14, 2009 10:06 AM
Roland Carrillo, PhD - Mortgage Consultant
Cary, NC

Technology and innovation is key to staying business.  Of course it is important to remember the fundamentals, customer service and communication, but we need to keep up with the ways to do these things.  If I didn't respond to customers with emails, network on social sites and have automated marketing templates I don't know how I would still be competitive.

Feb 14, 2009 10:34 AM
Simon Mills
Mills Realty - Toluca Lake, CA

It must be diificult for the old timers to adapt to the new computer generated systems.  We will be in the same boat, but we need to learn from these lessons and continue to change with the times.  I believe the key is to embrace change and learn about the new technology that is coming up.  If you fight it the herd will pass you by.

Feb 14, 2009 10:54 AM
Christopher Johnston
The Johnston Team - Metairie, LA
I think some of these very successful older agents may be better off hiring a tech savvy assistant and maybe a marketing person to handle all email, flyers, copying, etc. So they can focus on selling.
Feb 14, 2009 10:48 PM
Kelsey Barklow
Hurd Realty - Johnson City, TN
423/948-9154

I feel bad for those agents who are slow to embrace the Internet (or a computer for that matter). One agent was in our office for only a couple of months before moving to another office that is NOT in the MLS because he couldn't grasp it in our office. If you can't evolve to keep up you need to make some hard decisions. Thanks for the post. I agree wholeheartedly.

Feb 15, 2009 12:50 AM
Pacita Dimacali
Alain Pinel - Oakland, CA
Alameda/Contra Costa Counties CA

Christopher --- yes, some of them do hire people to handle things for them. But others can't afford it. And finding a really good assistant is a challenge.

Kelsey --- another unfortunate thing is that some agents have a defeatist attitude about failing to be computer-savvy, saying they're too old, they don't have the inclination, etc.

Feb 15, 2009 04:20 AM
Mike Henderson
Your complete source for buying HUD homes - Littleton, CO
HUD Home Hub - 303-949-5848

I'm very computer saavy but this text messaging is new to me.  I switched my plan so I can now use it. regularly.

Feb 15, 2009 03:52 PM
Wez Barber
Bluesky Group - International, IT

Good points. It is vitally important to not only stay with the current technilogy, but to also nurture an interest in it so as to be able to figure out what possible opportunities may be coming up next.

Feb 16, 2009 12:42 AM
Pacita Dimacali
Alain Pinel - Oakland, CA
Alameda/Contra Costa Counties CA

Mike --- I'd like to think I'm more computer savvy than some of the folks in my office, but not as savvy as others. At least I'm not way behind either.

Wez --- staying current could mean different things to people. For example, I am aware of certain technologies, but haven't used them (yet). I choose the ones that I am willing to learn and will use. One of the things even my clients like is DocuSign. And if they like it, that's a blessing.

Feb 16, 2009 03:19 AM
Sonya Loose
Modern Realty - Beaverton, MI
Helping Buyers & Sellers of Waterfront Property

It is tough for the "old school" agents to grasp all that the internet has to offer.  But, you are so right, they must evolve!  I hope she takes your talk to heart!

Feb 16, 2009 07:59 AM
Pacita Dimacali
Alain Pinel - Oakland, CA
Alameda/Contra Costa Counties CA

Hi, Sonya

I'm "dragging" her gently, and she is sort of gently "kicking and screaming". I think it's more fear of, rather than resistance to change.

Feb 16, 2009 08:17 AM