Let’s take a look at how realtors can stay ahead in an evolving market by mastering essential skills for long-term relevance:
Macro- and micro-market understanding
Realtors must possess a comprehensive understanding of both the broader, macro-level trends along with the finer, micro-level details that shape the real estate market. This knowledge encompasses practical, property-specific information, including housing details, community insights, POA/setbacks, schools, etc., as well as broader regional and national market trends.
Future Realtors will become true knowledge experts, not only keeping abreast of overarching dynamics but also diving deep into the intricacies of local communities. This profound, multi-layered understanding will empower them to offer valuable insights and advice to their clients, enhancing the buying or selling experience.
Transparent transaction director
Realtors will likely leverage a shared transparent platform that streamlines property transactions. This tool will ensure clear communication and provide immediate solutions to real-time issues involving all parties in the selling and purchasing process — from brokers and lenders to closing agents and insurance providers.
The efficiencies created by this platform will enable Realtors to manage a larger volume of transactions, resulting in higher income, even as commissions continue to compress.
Customer journey champions
Realtors need a unique, cyclical client journey. It begins with understanding the client’s needs. The transaction phase is pivotal, where high-touch, high-value, and concierge-level service becomes crucial, serving as a reliable source of referrals.
The journey extends beyond closing with a loyalty program and regular property updates that impact value, thereby cultivating brand ambassadors. These ambassadors and referrals fuel continuous cycles that generate unstoppable momentum for their business.
Distinctive personal branding
It’s imperative to build an authentic, high-quality brand that reflects unique skills and value. Branding will stand out, resonating throughout marketing strategies and across all stages of the customer journey.
Follow the property
After closing, the relationship continues. Realtors leverage data from the transaction and the customer journey to share personalized market insights. By understanding each property’s specifics and surroundings, Realtors can anticipate future relevancies and provide preemptive solutions.
They also maintain contact regarding local amenities, like restaurants and bike paths, that could interest clients or enhance property value. These tailored, property-specific follow-ups reinforce the realtor’s role as a trusted advisor, transforming satisfied clients into lifelong brand ambassadors.
AI and CRM system-enabled
Realtors of the future will harness the potential of AI and CRM technology, automating routine tasks and tracking all property-related actions. This innovative, tech-driven approach liberates them to concentrate on delivering personalized service.
By leveraging technology, Realtors can cater to each client’s unique needs while managing a high volume of transactions, seamlessly blending efficiency with personalized care. Effective tech and AI enable a higher level of human interaction.
Empathy and emotional insight
As AI and technology handle the technical aspects, realtors will direct their attention to meeting personal client needs, exercising empathy and emotional insight. This shift towards a deeper understanding of clients and building stronger relationships will become crucial. Realtors will provide personalized, high-value service, leveraging their human touch in areas where technology falls short.