We can’t stop the growth of technology, but we can control how we harness it.

Technology, one could argue, is already creating somewhat of a perception that a realtor can be replaced. So the focus must be in showing our true value to our clients.

Ways To Overcome Technology and Show Our Value To Clients:

#1: Know your area EXTREMELY well. Know the local businesses, local schools, subdivisions, recreation, houses, inventory, etc. Focus on becoming an “Information Portal” for your area. If someone says, “We are looking for a 4 bedroom, 3 bathroom, 2800 + sq.ft, with a large kitchen/kitchen island home, in walking distance to an elementary school, that has an A rating,” you need to know your area so well that you can say, “I know of 3 subdivisions which feature A rated elementary schools within walking distance that features the type of home you are looking for.” Spend time on Zillow and identify what Zillow can or cannot provide to the consumer. You must become that bridge of information.

#2: Stop using technology that diminishes your value. Technology is great, of course, and allows you to stay on top of activities and develop deeper relationships with your clients, but many realtors unfortunately allow it to diminish the relationship and their value. For example, many realtors use an online signature program, like DocuSign. Let's say you just get done showing homes and your clients have picked a home. You tell them that you are going to go to the office and will email over the contract to them, where they will open/sign on their email. They receive the email, and it takes them 5 seconds to sign it. All they see is that 5 minutes. They do not see the 45 minutes it may have taken you to fill out the contract, which absolutely can diminish your perceived value and the relationship. I am all about systems like DocuSign when necessary with out of area or traveling clients or if it is a quick addendum we need signed ASAP. However, when writing the initial offers, bring the client back to your office, fill out the contract together, explain everything in detail, answer questions, etc. Let your client see everything live, which will help create a deeper connection and allow clients to see your true value.

#3: Pick up the phone. I get it; email and texting is so easy. But they can’t replace an actual phone or face to face conversation, especially when people are buying or selling the largest assets of in their life. Be the support system they really need, and ensure you are facilitating the best experience you possibly can for them.

#4: Build world class buyer and listing presentations which show your step by step process to ensure the buyer or seller is successful at accomplishing their real estate goals. Most buyers and sellers have no idea all the things their realtor is doing for them. Make sure you communicate everything you are doing, and never assume that they already know this stuff. Educate them on everything.

#5: Focus on building strong relationships. At the end of the day, we are in the human connection business. Focus on developing a strong connection with your clients, and focus on maintaining that connection with continued follow-up (more on effective follow-up here).

Technology is critical, and will allow you to do more with less inside your business. Just don’t make the mistake of allowing technology to replace the human connection. Instead incorporate it into your business and view it is a way to enhance the human connection!

Thanks for reading!

  Joshua Smith, Realtor/Mentor/Entrepreneur

-Voted 30th Top Realtor in America by The Wall Street Journal

-Over 5,000 Homes Sold & Currently Selling More Than 1 Home Daily