Yesterday while playing basketball with my boys I took a very hard pass to the side of my head. I did briefly lose consciousness and began vomiting shortly thereafter which is indicative of concussions that I am all too familiar. No, I did not do the right thing and go to the hospital but I am staying away from the computer and transcribing my thoughts into my phone.
Today, I am impaired In many ways, with dizziness, ringing in the ears and a sense of helplessness that has taken me out of my typical routine and comfort zone. Yet, there is clarity in regard to the industry in which I call my career. Real Estate over the years has become less about helping others make the right decisions and more about buying leads, prospecting, repetition of actions, following a script, accountability, and selling.
A new breed of realtor is being “Coached” to make more calls to expired listings, knock on more doors, and recite brilliant scripts that have been proven to convince a prospective client that they are the most qualified to get the job done. Don’t believe me? Google “Real Estate Scripts” to get a glimpse of the real estate underbelly. You may want to familiarize yourself with these scripts before hiring an agent as it will help you to eliminate transactional agents from true fiduciary agents.
Perception is reality when it comes to video, blogs, social media, teams and the number of transactions being completed in the past 12 months. Don’t be fooled when you see an astronomical number of transactions completed by one person. This is typically the leader of a team who is building their own reputation at the expense of hard-working team members who are fighting like heck not to be part of the 87% of agents who fail every 4 years.
I must now defend these very same agents as many of them may be good people who simply have been presented with a formula that has granted them success in an industry that has few too many barriers to entry and way too many agents. Do you know someone who is a realtor, was a realtor, or perhaps you yourself tried to break into the industry? Most of these people quickly learned that it is less about mastering your real estate craft and more about lead generation and selling. Some of these agents utilize the word “Sell” as if it is a badge of honor. To “Sell” as found in the Merriam-Webster dictionary means to deliver or give up in violation of duty, trust, or loyalty and especially for personal gain. “Prepare to be sold” used to mean that a company was positioning itself for sale and is now being used by realtors on billboards.
I predict that a new movement will sweep the country similar to that of a pandemic. This movement will embrace a group of real estate professionals and those in supporting industries who will work with an even smaller group of consumers. This group of consultants will embrace the fact that real estate is cyclical and now may not be the right time to buy or sell based on price range and location of real estate or where we are in the current cycle. These same agents will learn to be contrarians and question the status quo. Decisions will be based on facts, data, trends and will minimize a clients risks while maximizing returns. This time is coming soon. More to come.