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"I have shoes older than you." A blog about our industry's generational divide.

"But you're so YOUNG!"
"I have shoes older than you."

These are actual quotes I‘ve heard during almost two years as the leader of a real estate office in Washington, DC.

I am a 34-year-old Generation X managing associate broker in a major metropolitan area. I lead an office of more than 50 agents who range in
age from 24 to 92 (that’s right, 92). Although I manage several agents who are younger than I am, I manage even more who are beyond the traditional retirement age. Every day I can see firsthand how differently my generation operates from each of my predecessors.

Like most younger agents and leaders, I tend to be more aggressive in my manner and more eager to go against previous ways of doing things. For this reason, I have been accused of “not playing well in the sandbox.”

The viewpoint of many of my generation is that real estate is no longer a cottage industry. We see it as a fast-paced, cutting-edge, multibillion dollar industry, and we are determined to run our businesses in a way that maximizes the benefits of modern technology and electronic information-sharing. In our drive to be innovative, many of us attempt to break the mold of our predecessors entirely--not because the previous ways didn’t work but because the ways we are accustomed to communicating are so drastically different than those of Boomers.

We’ve embraced the social networking paradigm. That means, that to us, sending out handwriting letters to your sphere of influence is dead, and snail mailing “Just Listed” and “Just Sold” cards is a waste of effort, time, and resources.

Instead, we ask ourselves, “How many friends do I have on Facebook.com?" "Am I making and growing contacts on LinkedIN.com?” That’s how we gauge our circle of influence. To younger real estate professionals, these virtual connections represent the relationships with the people who are most likely to refer clients and other agents to us.

From firsthand experience, I know that Gen Xers and Millenials sometimes
feel dismissed and misunderstood in this industry. Those in other age
groups may see our desire to be innovative as brash and disrespectful of
the lessons learned from the past. Some believe that the importance we
place on speed and instantaneous communication implies nothing more than
impatience, or an unwillingness to spend time on the things that matter.

That is why I hope this blog can shed a little light on the way my mind works,
to help you understand my generation's perspective a bit better. Perhaps then
Gen Xs and Boomers can to start to talk with each other instead of at each other
and start building a more multigenerational real estate industry better prepared
to serve multiple generations of home owners.

Posted by Darrin Friedman on 03/09/2009 01:29 PM

Comments (98)

Leadership, Generations in the ActiveRain Channel

darrin friedman coldwell banker chevy chase, chevy chase coldwell banker real estate blog, generations and real estate, managing generations

Originally posted at: Darrin Friedman's: "I have shoes older than you." A blog about our industry's generational divide.

98 Comments on "I have shoes older than you." A blog about our industry's generational divide.

MAR

Great post. Too many agents just don't get it. The world is changing rapidly and many agents are still stuck in their old school mind set. They are still hoping that someone will bring back the printed MLS books.

Great insight, Darrin! I have had similar conversations with my Boomer GM who doesn't get social media and pushes me to snail mail to my sphere and insists that Just Listed cards work. Great blog, I can't wait for the next one.

Darrin - I feel as if you are speaking my thoughts. Although my office is NOT 50 agents big, I am a new broker/owner of my own office. Our philosophy on real estate is what you are speaking of - social networking and blogging being a large part of it. I think your post eloquently spoke about the differences and will hopefull shed some light on the new age of doing business in real estate. By the way, I think I just might need to re-blog this! Congrats on the feature.

Hi Darrin - Interesting points! One thing I don't understand is someone not seeing the value of handwritten notes. The 'new' generation may not see them as beneficial; however, that 's one communication tool that we think will never be outdated! Thanks for your ideas.

Mary

I think the demographics in Chevy Chase play a large part in that. And frankly, I heard the same thing as a young agent and then as a manageer in the 70's in a community with more people MY age than not.

Darrin, I'm not from the generation X or Y'ers. I'm from the baby boomers but I do recognize that the way to market for today's and tomorrows clients is through the web and social networking. I'm just having a hard time breaking in. What comes nauturally to you is an effort and an education process to me. Most of the people in my office just don't get it and yes, most of them are closer to my age than yours. Wish you could import some of your methods here. I could use some hands on tutorials.

Darrin - I am the same age as you are - and I agree with you - it's hard to try and bridge the gap with our older peers. Sometimes I think that they feel that the internet is just for dirty jokes!

Thank you for this post! I am a X gen and often find myself questioning the logic behind some agents choices. Not to say the the face to face belly to belly doesn't work it just is not how you get the next generation. And let it be said the next generation is our new batch of buyers so when you don't play in their playground because you want to be in the house you will miss out on years of clients.

Thanks for my laugh of the day ;) I hear about that printed MLS book all the time. I do try to incorporate alot of the modern methods but do still use older methods. I agree that the younger crowd do want everything instantly. However you can't push the older clients and usually can't reach them through the internet.

Darrin, I 36yrs old and own/manage an office of about 45 agents, you're post is dead on. I started doing classes on Facebook,Twitter and ActiveRain in hopes to convert some of the non X generation.

Darrin - Very nicely done! I am 38 and many of the people I manage are older than I am, too. I am utterly sold on social media, especially since it seems to have had a snowball effect for my own business.

I know how you feel...Just last week I had a listor call me Doogie Howser when I showed up at a listing appointment. But hey I got the listing. I did the listing from doing"snail mail" to FSBO's though. I think social networking gives you a definite edge on the competition and you will have success with generation X Clients but my advice is you HAVE to do both. You have to be able to reach Boomer's too.

I will tell you a personal hand written note to someone in your sphere of influence is too powerful not to use though. Much more meaningful than a comment on someone's wall on facebook. so I wouldn't abandon them.

Best of luck,

Very True. I think you do have to be careful not to become completely reliant on the email/texting/twitter/blog/networks because your skills as a "people person" can start to dwindle. I find at times I have to MAKE myself make an actual phone call or put it in TO DO list to stop by a client's house to say hello. People love that I love technology..but they also love they are not just another @.com sign.

I'm a 26 year old agent. I've been in real estate since the day I finished college. It is quite interesting to see the different ways we do business. I'd say that even now, some of the older methods are still working, but each day that passes the younger generations have a little bit more of an advantage. Picture an exponential growth curve.

Darrin, I'm a 59 year old "Boomer" and I respect and appreciate all the new ideas nd innovations and excitement Xers and Yers bring to our world. On the other hand, I think you are giving us a little of a bum rap. I would have thought those comments were compliments. I recently passed the president's gavel (of a REALTOR organization) over to a 34 year old Xer and was proud to do so. Of course, she is my daughter, but what a statement. Our group respected and appreciated the Grandma Realtor and then the much younger than my shows Xer.

No one has ever told me that they had shoes older than me...but I bet they've thought it! I'm 38 and my career spans from banking to investments to mortgages and then real estate. I know I can handle this business, but I don't think I could ever manage 50 people! Hats off to you!

Hi Darrin -- I'm at the low end of the boomers, have a B.S. in Computer Science, embrace technology, but also can see the wisdom of some very successful agents who don't jump on the latest bandwagon, whether they be young or old. I sometimes think that even the technological advances are still nibbling around the edges, as the traditional brick and mortar real estate brokerage is still the predominate business model, so in many regards, from a consumers point of view, it's business as usual with a technology bent. If the MLS were to disappear, agents were to compete on the value they bring to the table, and fee for service became more common, sellers didn't pay the buyer broker commission, and the like, then we would truly see innovation in the marketplace.

That said, I think the truth sometimes lies in the middle, some successful older agents have a lot to learn from younger agents and vice versa.

Darrin,

Good viewpoints in your post! I've been selling Ventura homes for almost 20 years now and can remember printed MLS books, having no pagers, owning my first pager, getting my first cell phone which was umbilically connected to my car, etc. But I like to think I've stepped up to the plate nicely for someone who didn't know how to turn on a computer 20 years ago! So it made me a little insane the other day when a "veteran" agent asked us to hand deliver some disclosures because she doesn't use email. AARRRGH!

I also agree though with Mary and Jay. Don't underestimate the strength of a personally handwritten note. They can't be deleted and I don't think anyone throws them away without opening them.

Darrin, I totally get your points... thanks. Makes sense. But, should the written thank you die? I'm terrible at it anyway, so I hope so.

A mentor once told me you best relate in 10 year swings: to people 10 years older & 10 years younger than you. More than that... there can be a gap in relating

As a grey-haired boomer, I relate to your message. Hardly a day goes by that I don't encounter a "peer" who is totally out of touch with modern messages/media. While it's not easy to stay current, the rewards are immense!

I am one of the youngest agents in my office and I do love to be around so much experience and then be able to help others with FB, blogging etc . . . Our office actually has a typewritter in it :) I think you need to do a mix of social networking and real life face to face networking to have a really strong business in our community.

Oh boy do I hear you. If I get called a whipper snapper or told that "in my day" ..... I don't mind some of the old stories and wisdom, but I'm tired of being teased for text messaging and facebook. I have put entire deals together by text! Oh well. We all have our strengths, and our weaknesses. The younger clients love me. The older ones I just don't get along well.

As a boomer I have embraced the new ways things are being done but I must say the handwritten "just a notes" I send out brings business even with the youngsters. I combine some "old" with some "new".

Darrin, great points (that's from someone at the long end of the boomers).

What's important to remember is that First Time Homebuyers are "your" generation and we have to remember to communicate with them how they want it, not how their parents wanted it.

Much of the marketing in our business is the same as it was in 1981 when I got into this business. The only thing that has changed is the property addresses and sales prices.

Darrin,

Our customer base ranges from 24 to 88 and they all want the same thing.

They want their needs exceeded and they want information that will help them reach their goals.

The information is just delivered in different ways.

Here is a quote from a mentor of mine it's simple but true. "Don't be a dinosaur"

Thanks for your POST.

Ray

Darrin, each can still learn alot from the other and it's my feeling that some of the "boomers" tend to take the stance that if it ain't broke... and many are failing to realize the importance of the internet and online presence. Some have run with it and are melding it fluidly into their marketing practices and the seeing benefit outweighs the cost.

Although I am not a Realtor, but a home stager, I am finding too that younger agents are more open to our services than those that have been in it forever and believe they already do what it is I do.

Anyway, I appreciated your post and perspective and you spoke to a lot of people here who have similar thoughts on the subject.

Darrin I really liked this post. You really summed things up for me with social media vs snail mail, et. al. It's very true. You have to know how to communicate with the people you want as clients. Thanks.

Darrin, great post but it is time for Reality Check 101:

Regardless of the technological likes and dislikes of Boomers, keep in mind that they have the most amount of disposalble income available for real estate transactions.

Also they are the owners of the most amount of "free and clear" real estate, which is like gold in the era of credit crunch, and seller-financing which will be required to get deals done.

Mellinials will do things differently but they are cash strapped until Boomers gave it to them or the economy comes back strong in the middle of the next decade.

So the younger agents can FB and SMS all day long among the Gen Xers and Mellinials. The real cash is with Boomers.

Lee
BankFreeInvesting.com/blog

AS I look around our office, there are many different types of agents and many age groups as well. Some of us old guys have adapted to the new social networking concepts rather well while others just keep saying the say old mantra..."Why do I need a webpage/FB/Twitter/etc." To me, ot's apersonal choice as I have to deal with all types of customers from those who communicate by text to those who expect to sign a contract face-to-face. We must be ready for every customer.

Darrin - I'm the first to admit the attraction and value of the social networks - but is the number of followers/connectors what's important? What about the content of what you offer?

Nice post. I do agree with Lee (#29). Boomers have the cash (whats left of it anyway) and they use a car/jet and a telephone to buy and sell their real estate. They also want a handwritten thank you letter from you after you net $50K on the deal.

I think it all depends on the perspective of the person you're dealing with.

While there are some boomers who are loath to even touch a computer, there are many others who have embraced, some whole heartedly, the new paradigms in real estate when it comes to the use of technology.

You also have to remember that as realtors we don't just cater to one age demographic, so it is good to have some of the old tricks in one's bag for that client who would rather see your face or get a hand-written note with your signature rather than try to find you on a computer.

Great post and good comments too! I'm straddling the fence, age wise, at 47. I've adopted the social networking sites, I built and maintain our website, but I also recognize the value of a handwritten note and follow up phone calls. The best of both worlds!

Maybe we can get the Boomers and the X'ers to text each other their ideas? LOL

Darrin:

You know that there are so many boomers who are just stuck in their ways, but, now, there are some of us, who many be older, wiser and full of vast knowledge and experience, who are not afraid to embrace the change. There are some of us old dogs who desire to learn, who will not only learn, but will rise to the challenge and will succeed and excel!!!

Great post. It's even interestng to see the "gap" make itself seen in these comments.

I work in the industry with my mother.. she's 61, I'm 33. We have some pretty interesting discussions some days about how to conduct our daily business! But we usually agree on one thing, the classic Golden Rule: Do unto others as you would have done unto you.

The only tricky part now is figuring out if they want that awesome service delivered through an email, text, snail mail, over the phone or in person : )

I think a mix of both (old school and present day) type marketing will work pretty well...

Hey Darrin,

We are living in a time when the entire real estate industry is on a bridge from the past to the future, and technology and the Internet are on the other side of the bridge. Some are determined to stay put, and the rest of us are eager to get across. What many don't understand is that the Internet itself is not the cause of a rift: it merely represents the tsunami that carries consumer demand and preferences.

Misunderstanding between the older generation and the younger generation can cause hard feelings. There's nothing wrong with using old and proven methods of communication. Those are always good. But if a Realtor doesn't grab ahold of modern technology and run with it, he or she will literally be out of business in a few years. The momentum is increasing toward the Internet, and nothing can stop it now.

In my opinion, we would be wise to get on board, learn how to best communicate with our clients in a venue they like, and master the use of solid sales and marketing principles while using cutting edge technology to serve our clients and even delight them with our service.

These dramatic changes we are experiencing are not only a matter of changing the process by which we do business, it is and will be changing the "business models" by which we operate. Traditional brokerage is also getting ready to say a slow goodbye.

By the way, I'm 54 and I would suppose I have the largest Internet presence of any of my competitors. My clients are very pleased with my writings, MLS search, information (megabytes of it), and they feel they know me before we ever meet because they've watched me on video many times. Where I practice, even the younger generation is not realizing how everything is changing. I write a lot about this subject from different perspectives on my blog, http://SequimRealEstateNews.com.

Thanks for the article Darrin. Tighten your seatbelt: we're about to go into warp speed.

As one of those "mid-life career changers" you hear about, I can see the value in both approaches and agree that, unless ALL your prospects and clients are well under 50, we still need to use some traditional approaches. My senior citizen clients don't even do email in some cases... and yes, I got some of them through my postcard mailings. But I'm a true believer in the power of electronic media, too -- it's a question of allocating your time and resources to where you think your clients are going to come from!

Jan Stevens, RE/MAX North, Western PA

Darrin,

Even if I am a multigenerational, I do quite a bit of social networking. The business is always changing and we must adapt, but that does not mean you should discount what works for you.

Wow, what a great topic, being a 29 year old Realtor with 6 years under his belt I can totally relate. I think age is just another personal attribute that influences our perspective culturally. Just like any other attribute it's best when complineted by others. We are best served to take heed of lessons learned by past generations and proceed with our new innovative ideas for a winning combination of the two.

Darrin...you nailed this one! I'm a boomer (but not by much!) and I've got people in my office that are probably 15 years younger than me and have no idea what Twitter is other than something to laugh at everytime they hear the word.....Whatever!

I've not made the connections I want from the technology, but I know it's helping me get my name and face out there! My blog is on my Facebook page, my listings pop up there as well, and on Twitter.

And I have made some great connections that with proper follow up and love, will reward me!

Thanks!

Great post!! I am a 27 year old supervising broker and I have had people look at me as a leader and then also as a youngin that doesn't know anything. I have two spheres of influences. My online social database as well as my main database. Agents start working on your social database because the Return on investment is great!

Thank you for sharing your experiences and insights. As a newer Realtor I used to feel very intimidated by my lack of experience, but as the market and technology has changed so rapidly in the last two years I have grabbed hold to the changes. I am not sure if all the seasoned agents have done the same. With that being said, I also see that there is a role to played by all types of agents. When a new client questions my inexperience I am confident of all the social media and e-commerce in my back pocket.

Good luck in your business.

Hey Darrin, The boomers are most comfortable with one type of communication while the X/Yers prefer another. Mirror/match your clients & that means communicating w/ them in the manner they want. Use both approaches! I sure do & I'm a boomer!

It's not the medium, it's the message. Beware the lure of technology to cure all society's ills, and to float your real estate sales boat. Good Net skills does not nescessarily equal good net revenue.

Find something that works for you, your style, and is received well by the clients you covet. One can blow doors off the gen-X texter with an ad in the church bulletin (if done right!).

And for the money, you're better off targeting the boomers (see #29). Note also #39. In the end, do what's fun, otherwise it's just a job!

My shoes never last that long, but I do have suits that are older than many younger agents. I am on Facebook, Twitter, Active Rain and Linkedin. Luckily I am part of a group that incudes my wife who has been in Real Estate since 1976 and my son who has been in the business since 2000. I have been in the business since 1999. I remember in my corporate past attending meetings where senior managers did not want to spend money on internet efforts. That company is very much involved with the internet today. I see a place for all perspectives on the business. The customers actually determine how we do business. I have facebook clients and ones who don't have an email address. There is space for all these perspectives and all of them can result in good business. Great post.

Both schools of practice have necessary characteristics for the real estate industry. I think a lot of younger agents are missing the mark by not "pounding the pavement" like the old schoolers did it. I think it keeps me on my toes. Certainly however, new technology makes communicating, building relationships, and marketing much more effective. I like a good mix of both and I suppose I would be considered an echo generationer. I guess as long as it serves the clients well and puts dollars in the bank it's whatever works.

Bravo Dariin, you got it done on this blog. I am a 61 year old agent who is ready, willing and able to embrace the new technology and tools of communication. I agree that your generation is getting a lot of resistance from mine but I say to my folk -- get going peeps, this is NOW and besides, it's FUN!! good blog. I bet that 92 year old agent loves you. Kappy in Truckee, CA

Great post, I'm 35 (for 2 more days) and a broker/owner of a small real estate company but have gotten the same response a time or two.

The irony of this is that the older agents who are truly set in their ways will likely never see this. It's like the dinosaurs. We'll see what happens to them. I just don't want to hear them complain to me.

Darrin,

I'm 63, blog, belong to several social networks, maintain my own website, text, do almost everything by email, set up a website for each listing, own a BlackBerry Storm (am getting closer to figuring it out) AND do handwritten thank-you notes.

The key is to know your audience and be ready to respond in kind.

you are so right. a lot of the agents in my office don't understand not only the power of social networking, but a real professional website.

MAR

Thanks for the view! I'm trying to stay ahead of the curve. It may take me a little longer to get it,

but by listening to people like you..I think I'll make it!

Good work!

Julie

Great post! I am almost 60 but have been into social networking for years as well as blogging. I just tell people that as a REALTOR, you should never be too old to learn. It's not that we age it is that we lose our "sense of wonder". That is the saddest part but my assistant is 76 and she is a Blackberry Addict, so go figure...

As a fellow Gen Xer and the youngest agent in my office I get weird looks and questions about what I do online so much! I think some of the agents I work with understand they should be turning to social media and blogging but I am also sure they don't really know what it is or think they can do it. One of them actually said to me they are the dinosaurs of this industry. With an open mind and some guidance they could do it though and I try to offer encouragment where I can. But, they don't belong to AR, Twitter, Linked In, or Facebook so it's hard to show them how their business could benefit.

As the youngest person in my office, I really appreciated your post. I recently did a presentation at an office meeting about social networking... eyes glazed over and minds shut off for the most part. A lot of people have already made up their minds that social networking is pointless. I wish I could have handed out your post :)

I'm a "boomer" but have always used technology to get information to clients and prospects - even when we had "the book"; learning new technology and ways of communicating is what keeps the real estate business interesting. I've always been amazed at low-tech and far behind the industry is.

I also find that my gen X clients aren't really any more tech savvy than other generations. My clients are really busy and don't have time for social networking - I find they appreciate a phone call as much or more than anyone and they need a lot of support and personal attention. Additionally, most Xers can't afford my area Sudbury and west of Boston, although they will, so postcards and notes still work. I think we all need to focus on providing our current and future clients what they need and want and not so much what we want them to have.

not sure how said it but "technology won't replace agents; but agents who use technology will"

At 47 am I classified as a young Boomer, old X'er, I dunno, not much into labels. I AM into technology and making sure that I'm using whatever my clients are using. If they like me to email, I'm clicking away, if they're on Facebook, that's where you'll find me, if they text, I'm all thumbs (on the qwerty), if they need voice assurance, oh wait, there's the cell phone! And after a closing, they get a nice handwritten note from me. It's all about making it convenient and comfortable for the client and utilizing whatever method they need. I'm work in an area that's primarily young, my business would be dead if I wasn't up to date on the latest new gadget (drives my husband crazy that I'm the one with all the tech toys!) Thanks for the great post, looking forward to more!

I'm 54. My generation doesn't even get the privelege of having a single ALPHABET LETTER as a designation. Well, actually, for years I had to suffer the inconvenience of indecision, not knowing whether I was a baby boomer, or a member of Generation X. Then some guy named Pontell decided I was a member of Generation Jones. (Google that one if it puzzles you.) Well, whatever group I fall into, I'm still 54. And no matter how many trips I make to the gym and how many tummy tucks those gals get that are 54, the great maker isn't fooled by it.

So I guess the great debate is whether handwritten notes or IM is the best way to communicate. For those of you that think because you're 30 you're more technologically advanced than someone 54, think again. I started doing business online in 1995 while you still had pimples. Heck, I think that was even before Al Gore invented the internet. At any rate, the people I know that still make the most money are the ones that go golfing with their clients. I've found that the new methods of communication have created a false sense of security and a wall to hide behind. If you have to actually carry on a face to face conversation or speak publicly you don't get the benefit of a grammar and spell-checker. At least one-former President is proof of that. I'm still puzzled by the intrigue of instant messaging. I guess it makes sense if you're in a board meeting and would rather be flirting with your girlfriend over the airwaves and the fiber-optic network. But if you're sitting on a bus or a park bench, why not just make the call and have a CONVERSATION?

Maybe rather than concentrating on the mode of communication, the emphasis should be more on what it is we're actually communicatiing. How many of you know the actual content of the President's housing plan that so acutely affects your lives as real estate agents? Can you discuss this with a client? Do you understand what's being proposed in the Obama budget proposal and how it will affect the deductibility of interest for your clients? I'm sure some of you do but others ... well.

The one thing the generation before me has that I didn't have, and that I have over Generation X, Y and Z is something that is more valuable than any technological skill .. It's called experience. Some call it wisdom. So I'm coining a new moniker. It's one that isn't fixed to any particular date of birth. It's merely defines any generation that's lived long enough to have an opinion that counts (I'd say a minimum of 55 years). Once you've lived that long, you've earned the right to be a member of what I'm calling Generation W (for wisdom). So all you Generation X'ers can look forward to turning 55 (as do I). I bet on the day that happens you'll place a lot more stock in being a member of Generation W than you will being a member of Generation X.

P.S. Our country's got a heap o' problems right now. Awareness was never more essential. For social and political commentary please visit my blog: centristsoapbox.com and participate. Thanks.

Hi Darrin,

Good post - I appreciate the insight to your generation. I am a boomer and have embraced the technology but we've got to remember facebook is only about 5 years old, twitter just came out the past year or two, and even texting is only a few years old. So we are just on the cusp of a new era. I do a lot of work in the city and that's where your generation thrives....and I admire the great work they do in the hustle of the city. Your thoughts help me understand how they operate. Thanks.

I am a boomer that "speaks" gen X, gen Y and milenial! I love the new technology and embrace it! Some of my boomer colleagues don't understand me, so I can relate! I guess you could say I am simply "young at heart"! I do find, however, that although things are instant and fast pased, all the generations want that agent with knowledge, good listening and negotiation skills -- and above all good service! That does not seem to ever change.

Great Stuff! If we don't understand our client, how do we really understand their needs. How do we uphold thier best interests if we don't understand what is important to them? Time to learn!

Darrin

I too, unfortunatly, have many things older than you. I am at the tail end of the baby boom generation. My business partner is gen Y age and we clash over many things you wrote about all the time. I however am a believer in the concept of doing unto others in a way they want to be done unto. This is a parphrased version of Dr. Tony Alessandra's Platinum Rule. Communicate to people in a manner that they are comfortable being communicated to in and you will increase your odds of successfully getting your message across.

My company is just putting the finishing touches on an eletronice information box. We have combined web, text and traditional voice messaging technology so that prospective buyers can get information about listings in a manner they are comfortable with. But unlike the old paper info boxes, we capture the contact information of everyone taking information about a listing and provide it to you in real time. We also tied in a social networking fucntion so it is easy for people who communicat in that manner to spread information about your listing farther faster.

Generation X, Y, and all that follow are our future. They think differently than we, of the older generations think. We need to know how to effectivly communicate with them to succeed.

I love the way you approached this. If I had a dollar for each time I have heard comments about my age I could leave real estate all together:) I am a 35 year old Broker Owner in a large market. I have managed over 400 agents and constantly amazed at how great the divide is. I met with a 60 something agent the other day and she said "I will leave all that internet stuff for you young folks"... It seems to be important to learn the tools unless the older agents want to leave the customers to the younger agents too. As younger agents lets do what we can to make the less tech saavy agents among us open up to using the tool available to them.

Darin, I think that goes both ways.. I am right on the border of the Boomer/gen x'r and embrace both. We need technology, but I also think that the personal touch is a necessary one. A hand written note goes a long way in today's world, because no one does it!

our business is a balancing act of the old and the new.

It's Ironic how I just posted somthing very similar to this last week, not only pertaining to social networking, but the actual communications dissimilarities within those networks. Link to my post. http://activerain.com/blogsview/970145/Facebook-Pays-Off

M'Man:

Kudos to you for sharing your thoughts in such an intelligent manner! I teach technology seminars nationwide and have done so for 25 years. Obviously, I am a bit older than you, yet your comments resonate with me. They are also meaningful to some of the "older" readers of your blog, as evidenced by their comments.

In addition to teaching my own technology seminars, I am a Senior Instructor for the CRS 206 technology course. I am also the Founder/President of the CyberStars(r), an international networking group of top agents for whom today's technology is a cornerstone of their business. This makes me extremely fortunate in that I must keep learning. I have to stay on top of the "latest and greatest" in technology that helps agents meet the needs of today's consumer. It also means that I learn what works when it comes to meeting the needs of today's consumer.

You wrote: "The viewpoint of many of my generation is that real estate is no longer a cottage industry. We see it as a fast-paced, cutting-edge, multibillion dollar industry, and we are determined to run our businesses in a way that maximizes the benefits of modern technology and electronic information-sharing."

Smart agents of any age who want to make a good living know this and use tech tools to meet the needs of today's consumer. I would add that, because of today's technology, real estate is an International industry. Unfortunately, most agents today still see real estate as local. They rely on the accepted definition of "farming" (pick a neighborhood of 250 - 500 homes, spend a lot of money on post card mailings, pass out pumpkins on Halloween, flags on the Fourth of July and maybe you'll begin to show a net profit in a couple of years!). They continue to hold open houses, even when opens do not bring them business (gotta placate those sellers or I won't get their listing!)

Smart agents realize that real estate is now nationwide and international. Today's tech tools make it so, and agents using those tools capitalize on this realization.

You also wrote: "In our drive to be innovative, many of us attempt to break the mold of our predecessors entirely--not because the previous ways didn't work but because the ways we are accustomed to communicating are so drastically different than those of Boomers." Might I add that today's "methods" are also more effective because the agent reaches far, far more potential clients using them....and that only the top 5% of today's agents, no matter what their age, realize that?

Agents who seek to meet the needs of today's consumer use today's technology, plain and simple. According to NAR's own survey, 87% of consumers who are looking to buy a home or for an agent to sell their present home go first to the Web....yet most agents I meet across the country still do not have an effective Web site, much less a blog.

Here is an example of the innovative, technology-oriented marketing you are talking about:

One of my CyberStars® just concluded a very successful foreclosure tour. He used market analytics to determine that ½ of all real estate transactions in his area, Chicago, will be either a short sale or a foreclosure, amounting to approximately 75,000 properties in an average month. He retooled his already effective Web site and blog to capitalize on this, formed an association for a foreclosure tour and got the word out via his blog, Web site and real estate database. Very innovative and very successful!

The sad fact is that most agents today do not use today's technology because of two factors:

They think they need to understand everything about it in order to use it
Fear of the "new"

There is a wonderful solution to both of these barriers: a Virtual Assistant. He or she can implement just about any marketing strategy an agent's creative marketing mind comes up with. They also work for other agents and thus are often able to share successful marketing strategies among their clients. Today's tech tools do not scare them: they are already familiar with money-making real estate technology such as Gooder Group, RealProSystems, Issuu, Top Producer, Altos Research market analytics, Facebook, Twitter, Google Groups for agent networking nationwide, GoToMeeting for client contact world wide, creating and populating Web sites, creating and populating blog sites...and more.

As some of your respondents said, some of the "old" marketing methods such as handwritten notes need not and should not be abandoned. Phone calls on birthdays or on the anniversary of a home purchase, client appreciation parties...these all work. We just use today's technology to find more people we can reach using these "old" tools in order to build a larger client following. A real estate specific database, for example, works far better than Outlook for remembering birthdays and using automatic client and transaction followup plans...yet only a small percentage of agents use Top Producer or Respond to run their business.

Finally, my friend, don't waste your time or your energy trying to convert those accusing you of "not playing well in the sandbox." As my ol' Pappy said back in Texas: "Never try to teach a pig to sing...it wastes your time and annoys heck out of the pig!" You know what works; just focus on doing that and all will be well!

So...thanks for your post and thanks for the opportunity to respond. Maybe, since you're in my area, we can get together soon with other like-minded agents. And...I invite you to check out my blog, as it focuses on using today's technology through a number of ideas I get from my CyberStars(R)

It's a great day here on the lake in Reston...I hope it's a great day wherever you are, too!

Darrin,

You made some valid points about the generational divide, but I have to disagree with you about the handwritten notes. I have been a full-time agent for 22+ years and have consistently stayed in touch with my "top 100" (of all ages) via handwritten notes & cards. I have been "thanked" numerous times for taking the time to write a note or send a card and have even been told that I'm "the only person they get real mail from anymore." This gesture continues to bring me referrals and repeat business. I'm trying to teach my 7 year old granddaughter the importance (I feel) of letter/note writing. BTW, congratulations on your success as a broker/manager

Mary McCarty, RE/MAX Regency, Warrenton, VA

Excellent article. I do not know if you had the opportunity to read a similar article that I wrote some months ago (much more generalized) noting the four major generational breaks in the real estate industry.

Your points were excellent and you should be commended for some excellent in-sight.

John Duffner

Darrin,

As a newer agent the same age as you are, I chose an office based soley on it's location and the "feel" I got from the managing broker when I was interviewed. It is a small office, only 20 agents or so... Little did I know that I would be the youngest agent in the office by a good 12-15 years. However, this has been invaluble to my real estate education so far! All these so called "old-timers" are full of advice, success stories, cautionary tales and have seen the market at it's worst before. This helps keep us upbeat at the office, knowing and planning for the comeback! As for me, I have been able to repay all of this support, advice and knowledge with just a little bit of tech edge. Nobody in the office has blinders on when it comes to realising what current technology can do for them especially working in an office where Coldwell Banker makes sure we have access to every imaginable advancement and internet tool. But we still try to keep up the human element! There is no substitute a little personal interaction!!

Darrin,

And the circle goes round and round (Judy Collins I think) - When I entered the business almost 30years ago and plopped an Osborn on my desk - everyone looked at me like a fool. Oh yea, an Osborne was a 35 pound laptop with 2 - 4x3inch screens, could handle DOS or Fortran and was cutting edge. I created a data base, printed labels on one of those printers with spools to guide the paper and got a great start doing business a new way.

I now blog, am on 4 different social networking sites and use MEETUP to recruit for my Divorce Support Group - but at 59 - I'm tired. My brain is exhausted trying to keep up with all this new stuff. SO good luck with all the new technology - but beware - someday you'll be 50 too.

I hope I'm still able to hoble around and sell real estate when I'm 90 too - and then again I may need to learn how to teleport myself around to listings by that time. Warren

Darrin,

You're correct in that there does in fact exist a major disconnect between the Boomers, X'rs and to a lesser degree the Millenials. Having managed agents from all the generations I can say this with confidence: the method of communication chosen by an agent should match his client's preference. A Boomer should be versed in the use of the latest smartphone, social networking portals, email, etc. to serve his/her X'er client, and the X'er agent needs to pick up a phone and actually have a conversation with his Boomer client. It's called respect for your client. Remember, it's not all about you. If you are not willing to communicate on the client's level, you probably need to find a different client.

But please, don't Twitter me to tell me you're going nighty-night now. Not interested even if you called it in.

Definitely a great read. As a young broker myself I encounter the same statements when I meet other brokers all the time. Embracing technology and using what comes most naturally is going to be a strength of any agent.

Hey Darrin, I'm a boomer and I'm hanging on to the coat tails of you x-ers trying to learn everthing I can from you:) I think most of us appreciate what you are bringing to the industry. Just have patience with our learning curve:)

Darrin, I'm a boomer like Chris and am loving all of this technology. I appreciate the push you young professionals are giving us boomers. It's forcing us to learn new things and that alone will keep us active and younger acting. So, Thanks! Now, I've just joined Facebook...what are your suggestions to help build my following on it? Any help would be appreciated.

You've made some excellent points. I'm a Boomer with teenaged kids at home and their command of technology is awe-inspiring to me. Those of us who plan to stay in this business need to adapt to the changing times. I have my 16 year old son come in after school and help me with my website, etc. He can do in a few minutes what it would take me HOURS to figure out. I'd rather pay him!

I'm a 61-year-old Boomer, and I think there's room for all of us in the sandbox if we'll just play nicely together. I, for one, have no desire to go back to the old MLS books, and I dearly love my Blackberry. The new technologies don't come easily to me the way they do for those of you who grew up with computers, but I'm glad to learn from the young agents in my office and hope I have knowledge to share with them. And I still think there's a time and a place for a hand-written note.

It appears this blog has hit home with many on both sidres of the generational divide.

I am a boomer that uses social media daily. I owned the real estate company and sold it to two of my 35 year old agents. Now I work for them. I learn new things consistently and embrace new technology - that the younger owners bring to my attention. So this is great for me.

It must be difficult for you to help the older generation with problems they have - giving them suggestions that they can relate too - because in my office not all are willing to embrace new technologies. It is too time consuming to learn and apply if you are not going to use them on a regular basis. But sometimes we do not need to "re-create the wheel' as they say. Some of those old techniques still work.

I am at the point where it is difficult for me to pick up the phone and call some one - it takes too much time - but the old and true method of communication - Talking- still works!!!

Darrin - Excellent post! As a boomer (albeit on the young end of boomers :) I completely see where you're coming from. Especially in this exciting time of change on so many levels, I would love to see some of my boomer colleagues embrace new ideas and techniques. The Real Estate business has been turned on its nose. Wouldn't it be great to instead of bemoaning the current state, treat it as a new opportunity to do business in a new way, because that's what it takes. We should all be considering this new tide as a new Industrial Revolution (Green to boot!) Think outside the box!

Now I'm no technological wiz by any stretch of the means, but I do try to educate and incorporate as many new ways to do business as I can. It's not easy, change usually isn't, so that probably explains why so many are hesitant.

Now, I'll get off my soapbox and onto my other soapbox: Business is being conducted on a new and exciting level - Staging should be a part of that equation! Promise, you won't be sorry!

I can relate to this 100% Darrin. I just turned 40 and I'm still very young for a realtor in my neck of the woods. I've been at this five years and all the training and encouragement I received early on had to do with letter writing and sending out postcards. I haven't done any of that in the past two years. Instead it's been about the net, socializing, signage, advertising and referrals. Last year I was the top producing agent in this county while the realtors who've been at this in this county for 20 years are still spinning their wheels.

I am so glad that I am not the only one to say that mail outs are a waste. I can reach the consumer 24/7 and I can also lasso in different niches depending on my blog topic, style and keywords. And that is only the tip of the ship.

Hello Darrin,

.....COMPETITION! it has always been there and always will, so long as the Real Estate industry exists. It doesn't matter what generation, agents always compete by taunting to push others hot buttons! I go back 26 years of uninterrupted practice here in Fort Lauderdale and have experienced the jabs as well. Since our industry has embraced technology to unimaginable heights, the boomers like me can always adapt to it. By the same token, there can be a very healthy compromise between the tech savvy agent and the wise, experienced agent who has dedicated many years to the industry and deserves respect, with mutual admiration for what each other has to contribute. There is plenty to learn from each other, and we never stop learning!...

Darrin - Keeping pace with our constantly changing industry is in our best interest but we can also change too fast. While I try to keep up and am generally one of the first in our area to embrace new technology I have to keep in mind that many of my potential sellers do not have access to the latest and greatest. For example when it comes to the Internet many are still on dial up. Here in the rain I am considered a rain maker yet very few of those who read my posts are local folks.

PS just realized I may not have shoes older than you but I was in real estate before you were born

I am a gen X'er who likes the fast communication and information available today though I do like the occasional handwritten note.

WOW! It's awesome to see how many of us can relate and respond. I started Real Estate when I was 21 years old and it never occurred to me that people would view me as "too" young for real estate. At first, I had to respect agents that were of a different generation and hear them out, but shortly after, they were coming to me asking for advice or special tricks on the MLS, how did I do this, how did I do that. In return, they shared what has made them so successful in the industry...I think with a mix of new generation meets old generation, you can modify your style to the liking of any potential customer.

I may not be the oldest to comment, but I am in the later generation. I find many social networking tools provide great metrics for quantifying contacts and results from my outreach. Unfortunately, too many in my age group avoid using the new resources and end up questioning why they see diminishing results from their old school efforts.

MAR

Good Morning:

Interesting post and you make a lot of good points. I'm 68 with over 20 yrs. in the business and I also embrace technology with a laptop, smart phone, Top Producer, Active Rain, Twitter, Linkedin, Facebook, and Wordpress. All that said, however, I learned long ago that a bond of trust must be established before a person will allow you to represent them in a major financial transaction. One study showed it took up to 12 contacts before they have a glimmer of knowing who you are, and up to 24 contacts before entrusting you to handle their business. While social networking is great for initial contacts, those contacts are shallow. Building trust requires repetitive personal interaction including hand written notes, postcards, snail mail, phone calls and all the methods that have been judged obsolete by many. Let's embrace the future, but hold on to the past techniques that are tried and true for building the personal relationships that are a requirement in our business.

Congratulations on the feature from a fellow Gen Xer! Too many replies to read them all but some good info here for everyone to learn from.

Great post! I recall when I first entered the business I received many different opinions on what to do and how to do it! I certainly appreciated much of the advice, however there was a fair amount of time that I think the person giving the advice was "stuck in their old ways of doing things". These agents were great rescources for some things but when it came to trying anything new or outside the box, they would often bash the idea.

Darrin - Great Post,Wonderful insight into the thinking of someone youngers point of view. While I am a Boomer at 50. I am also fairly new to this industry and I too cringe when I see people still doing what worked even 10 years ago. You need to evolve. Just think, in 15 years some young guys will be telling you" to get in the present Pops"LOL

MAR

Hi Darrin!

Great insights and well said!

I think we can all listen and learn from each other. Every generation brings someting to bring to the party and we all just need to respect that. I am all about sahring ideas and solutions, and remember, those 92 year olds have seen it all...including yet ANOTHER Depression (yes, it IS!) that they never dreamed they'd see again. And the 20 somethings are just, well, fun to be around cause they're cute and YOUNG! HAHA!! They're also fresh out of college and the service, too so they're actually a great FREE source of higher education. They all chock full of new ideas and theories.

And us Boomers??? Well, all I can say is, as nuch as I sometimes loathe that I am uh, the age i am, I will always be grateful that I was old enough to experience the Beatles landing at JFK and performing at Shea Stadium. Moments like that you can't buy, son.

So onward and upward, I say, and let's all work together to solve problems and achieve goals and tell great stories and have fun doing it!!!

And hey everybody feel free to look me up in Philly when you get here. Just ring me up on my cell at 215-694-4192. Always love to talk about real estste!

Party On.

MAR

Darren, interesting post. I'm a boomer embracing technology ~ hence light years ahead of the other agents in my area. 99% of them haven't even heard of Twitter. It is necessary for companies to reinvent themselves or they go out of business - look at what happened to the five and dime stores like Woolworth's - they became the K-Marts, then Wal-Mart. How can we think hat just because we (Realtors) have been around for 100 years we aren't going to morph as well?

Personally, I love technology. I also practice some of the old methods too. Why? They still work. At least for people over 40 and there are a lot of people over 40 with $$. Next gen? Those are the ones we will reach on FB, Twitter, etc. ~Sharon

MAR

Darrin, I really enjoyed your story. I am an office manager with Coldwell Banker Residential Brokerage in Woodbridge, CT and I am the youngest person in the office. I have heard that line about "the shoes" a few times. Being raised on technology it of course comes easily to me. I am very sensative to the fact however, that learning a new application that seems very basic to me is like learning a whole new language to others. The veteran agents that I work with impress me with their eagerness to learn new things and we have a lot of fun with it. We hold trainings in the office three times a week on various topics. Technology is such a valuable tool in this business and I am happy that I get to help these fine experienced agents learn how to use it! In the process they teach me a thing or two as well! Carolyn Fugere

MAR

Darrin, well, I don't have shoes older than you - I don't think. I have these old Gucci's that I bought in the 70's. You may not be that old. Oh gee! But I know I drank some wine older than you are! Heck, it might be older than me. And that is old!

Pat - I would expet nothing less. LOL.

MAR

I am sold on the new technology, for two simple reasons. It works and it is free. Will it cost us more going forward, of course, but new things are always coming down the pipeline. I look forward to the future!

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