BrokerageIndustry News

Sales skill still trumps tech

Future-Proof: Navigate Threats, Seize Opportunities at ICNY 2018 | Jan 22-26 at the Marriott Marquis, Times Square, New York

The race for better and faster technology has arguably replaced the rat race. We all know now who moved our cheese: Technology did. Call me old-fashioned, but I prefer the rat race. At least I knew where I was going, what I had to do, and who would win. I knew I was going nowhere fast, that I had to keep up with the Joneses, and I knew the rat always won. Participation in the technology race means the last upgrade I purchased becomes instantly obsolete upon installation, and I've got to run faster to purchase the next one. Technology is a race with no finish line. "Instant" will be way too slow in just a few years, no doubt. Perhaps there will be broad adoption of technology that automatically reads, interprets and responds to text messages on your behalf. That will be a great day for sales agents who sit in sales meetings trying to look like they are listening but are instead quietly replying to text messages by blinking or sniffing or coughing in a coded seque...