BrokerageIndustry News

‘New market’ demands mix of old and new skills

Power brokers: Use computers for analysis, telephone for leads
Published on Nov 14, 2006

Power brokers who lead companies that are household names in the real estate industry say that to succeed in the year ahead, brokers and agents will have to work harder, be better trained, and learn to employ the latest technologies and techniques for down markets. But don't call it a down market. It's a changing market, or, as the title of a panel discussion at the National Association of Realtors convention in New Orleans would have it, a "new market." Members of the panel, "The Power Broker Perspective: Managing in a New Market," dispensed tips for surviving what most expect to be a period in which many less experienced and less committed agents will leave the business. Brian Buffini, a consultant whose company trains thousands of agents a year, said the current market is "a phenomenal opportunity for professionals," but that it's a terrible time to be "a licensee." "If you're a licensee, and not a sales person, you're dead," Buffini said. "There's an awful lot of people in this ...

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