From Evolution to Revolution: An Industry in Transformation

“The more capable a person is, the stronger is the desire to grow. But no amount of expertise or hard work is as powerful in achieving success as mastery of the self.” – Nancy Packes, President, Brown Harris Stevens Project Marketing

“With the internet, the traditional model of real estate sales has been broken, so it’s critical for agents to spend the time and the money to really learn the new technologies, improve their skills with training and participate in new innovations. It’s important to know the market better than the clients, who are able to get information online and who demand – and deserve – transparency. An agent must know the competition and never forget to cultivate and maintain relationships with clients – basic skills that will always work – even in the 21st century!” – Dottie Herman, President & CEO, Prudential Douglas Elliman

“A great broker must quickly sum up, heart-to-heart, what the client wants and calculate what they can afford that meets minimum concerns of  location, convenience, price, space, amenities, and livability and clearly point out the sacrifices in the equation. – Carter B. Horsley, Editorial Director,

The End of the Beginning

For beginning…start with a first step. Consider the Chinese proverb “The journey of a thousand miles begins with one step.”  Make professional development a daily activity. Attend industry seminars, and interview colleagues with specialized industry knowledge in areas with which you’re not familiar. You’ll be surprised how exciting and addicting learning becomes!

We’d like to quote Sir Winston Churchill who at the Lord Mayor’s Luncheon in London on November 10, 1942 following the British victory at El Alameinin in North Africa. Churchill said “This is not the end, nor the beginning of the end, but perhaps the end of the beginning. Let’s begin with renewed energy for our industry, resolve to engage and succeed in business building, and commitment to making professional development the cornerstone of our professionalism.

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