siliconindia | | September 20189Real estate and the complexities of the transactions, require a sturdy relationship to create an experience that benefits the consumerslook: These systems, processes and technologies are not built on relation-ships. Real estate and the complexi-ties of the transactions (and there are many of those), require a sturdy rela-tionship to create an experience that benefits the consumers. The home buying and selling pro-cess cannot be (and should not be) commoditized like so many venture capitalists and entrepreneurs hope it can be to the drive those big profits and the almighty consumer dollar. One of the primary reasons it can-not be commoditized is because just like every home, every negotiation is different. Negotiation and the art of negotiation cannot be systematized, standardized, or process driven- it needs people to work them, under-stand them, and professionally guide and coach their clients through the li-tigious gauntlet that has been created in the industry. There is no denying that rela-tionships are the basis of good sales. Show me the most successful Realtor in any given area and I'll show you a person who knows how to create and maintain good relationships. In the 23 years I've been in the real estate industry with thousands of agents I have coached or employed, I have never encountered an agent who ma-liciously took advantage of, under-mined, or manipulated their client in order to benefit themselves and negatively affect their client. Agents get to know their clients, connect with their clients, and understand the needs of their clients. Systems, tech-nology and processes cannot do that. Agents ultimately have a deep desire to serve, and at the end of the day, want recognition of a job well done (like most of us!). Ask yourselves, do these new disruptive models re-flect a consumer-oriented way of doing business? One of the great pleasures I have in my career is the opportunity my team and I have to raise the bar on the industry insiders- the agents, managers and executive teams of all our competitors in the market place. Our company, like many other fine real estate companies in the United States, strive everyday to make our agents better, smarter, faster, and more competent. We work hard to develop systems and technologies that serve to enhance their business and the services that they deliver to the consumer on a daily ba-sis. For this reason, It is hard to imagine that traditional real es-tate is going anywhere. Like many industries, there are sales people who engage and have the drive and passion to succeed and there are others who do not. Simple. Real estate is no differ-ent. As an industry, we need to do a better job in driving these individ-uals out whether it be more diligent internal standards, higher qualifica-tions, education, or a better vetting process. This is something that will only benefit all traditional real es-tate companies- brokers, agents, and consumers alike. Many industries face "disrup-tion" with the advent of technologies that can easily replace our highly skilled and trained employees. If we strive to invest in our people, to enhance their systems, process-es, and the technology that they use, the uphill battle seems less daunting, because at the end of the day, your battle can only be won by your soldiers. Terry LeClair
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