Change Is Constant, And The Best Way To Combat Change Is To Continuously Add Value.
Change is a constant in the marketplace, and it can create uncertainty for us and the people we serve.
How will the new rules for realtors affect buyers and sellers?
How do the outcomes of an election affect housing policy and the industry?
How does the health of the economy affect employment, interest rates, and real estate?
People are looking for clarity and answers from someone they trust. The best way to combat change is to always lead with value. You can add value in the following ways.
By Continuously Learning
As a real estate professional, you have to seek the most current information on the state of the market and our industry so we can best serve our clients and customers.
Start with Think Realty magazine. Its content is a great resource. So too is collaboration with the magazine’s contributors and then sharing that knowledge with the people we serve.
Continuously work on your professional development no matter what role you play in the industry. Dedication to self-improvement sets you apart from your competition and adds the most value.
By Bringing Clarity During Times Of Change
People are looking for answers. They are looking for safe and affordable housing. They want to know how to scale their portfolio thoughtfully. They want to make informed choices and work with someone they trust.
You want to be that trusted guide for them. Share what you have learned and help them make sense of the changing marketplace to make the best decisions possible. You can do this by having individual conversations with your peers as well as sharing what you know with clients and customers.
Having an educator’s mindset and bringing clarity during times of change not only helps the people you serve but also attracts new clients and customers who are looking for the same.
By Sharing Your Experiences
We recently had a prolonged vacancy in one of our units that is in a good area. The property manager, at the time, could not fill the vacancy. The problem was not the unit but the mindset of the property manager. We were loyal to that person because they helped us buy the property from the previous owner. However, that loyalty was costly. We should have switched property managers sooner because the new one understood how to qualify Section 8 tenants fairly and filled the vacancy in one week.
Our experience was an invaluable lesson about making a hard business decision sooner. It can be shared with others to hopefully save them from the same experience. Sometimes, our toughest lessons allow us to add value and help others make better decisions.
By Providing Quality Service And Experience
It seems like the level of service and attention to detail is lacking in so many places where we do business. It is not hard, in such an environment, to stand out from the crowd by providing an excellent level of service no matter what your role is in the industry.
Doing your job well and training others to do the same, while thinking about the experience of the people who interact with you, is powerful. People remember how you made them feel more than anything, and they tell others. So, be intentional and add value in changing times through the level of service you offer.
By Putting The Needs Of Those You Serve Above Your Own
If there is any way to add the most value, this is it. People sense when they are being ìsoldî or their needs are not being met. When you come to the table with the mindset you will add more value to them than what you receive in payment, you will have no shortage of business, no matter what change is occurring in the industry. This truly is the golden rule, and the gold will follow if you follow it.
Why You Will Always Thrive If You Add Value
Change is constant. Yet if you constantly look for ways to add value and put the needs of the people you serve before your own, you will always be in demand.
You can’t control the economy or interest rates or housing policy. You can control how you respond and prepare yourself to show up and deliver the most value.
One way to add value is to work on your professional development. Then, take what you learn and educate the people you serve. Show them how to navigate the marketplace and make sense of the changing environment.
Turn your challenging experiences into valuable lessons to keep others from repeating them.
Delivering excellent service in an environment where it is in short supply will have people singing your praises and bringing you new business.
Finally, putting the needs of your clients and customers before your own is the best way to add value and thrive during changing times.
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