It’s that time of year again!
Convention season is in full swing!
I just returned from the Florida Realtors® Convention & Trade Expo in Orlando and I am totally enthused to finish out the year strong!
For any agent who has ever attended their state conference or the national NAR convention, you can understand what I mean. Those attending should consider themselves in the top echelon of our industry. According to studies done on various real estate conferences, those who attend their state or national conventions are in the top 7% of producing agents throughout the country. They tend to be the most versed in new technology, have a great network span for referrals, and are on top of their game with changes happening within the industry.
The agenda for this year’s event covered all of this and more – and as always did not disappoint.
1. Dive Deeper with Tech
Of course there were the usual classes that covered all the latest apps that should be part of your toolbox along with the newest gadgets needed in order to be safe on the job. Prospecting in the digital world was a new addition this year and one that was on the top on my list for out of the box ideas.
The instructor said that you have to dive deeper into those who are friends online to find opportunities to help them with real estate needs without coming out and stating it. For example, if someone is talking about their last child going off to college, perhaps they are now empty nesters who might need to downsize. Or the reverse – they are celebrating their first child so they might need a bigger home.
Subliminal for sure, but the opportunity is there for the taking.
2. Expertise Is Your Most Valuable Asset
Buyer seminars were another focal point where the “Power of Expectations” took center stage. The trainer told how to educate your buyers on the pathway to homeownership by showing them that you know the area, understand their needs and what is important to them.
One key statistic that really stood out was that you cannot service 100% of your buyers well because only 20% of them will make you money. Cut the rest loose or refer them to another agent and do right by the “golden 20%”.
3. Why You’re Not Being Hired
Another highlight of the conference was a panel of buyer and sellers, from the first time homebuyer to the investor who chose not to use a realtor for their transactions.
This was eye opening to say that least!
Some stated that they felt they knew more than the agents, with all the information available to them online. Others didn’t feel that agents brought the value they should to the experience and therefore could not justify paying the commission. Still others had bad experiences in the past and therefore chose not to try again with a Realtor.
After a very open dialogue with a room filled with agents helping them understand the value that we do bring to the table, most of them did end the session saying they would consider using an agent with future deals.
4. Stay Hungry and Focused
Rounding out the event was our keynote speaker Lou Holtz, former football coach of some of the best college teams in the country, including Notre Dame.
His motivational speech centered around showing people that you care and that we all have a role to play within the team. He ended with one of his most famous quotes:
Ability is what you're capable of doing. Motivation determines what you do. Attitude determines how well you do it. If what you did yesterday seems big, you haven't done anything today.
I came back to the office inspired, motivated and ready to conquer the last few months of 2015!
Kay Conageski is a professional Realtor® with The Keyes Company based in Plantation, Florida. Check out her RESAAS profile ›