The Foot Bone is Connected to the Leg Bone - Part IV [SERIES]

We’ve been busy this week in the Inman NEXT Laboratory trying to build our “Agent of Tomorrow.” If you haven’t read the first three parts, you might want to start there first.

Click here for Part 1 – What is the Ultimate Agent?
Click here for Part 2 – Creating the DNA
Click here for Part 3 – Early Development is Critical to Success

Until now we haven’t really been able to “see” the growth of our “agent of tomorrow” because we’ve just talked about ideas, concepts or parts that will go inside our creation. Now it’s time to start building the actual structure that will be the body of this “ultimate agent.”

It’s always good to start anything new with a solid foundation, so let’s begin with the tibia, fibula and femur. One of the sets of leg bones will represent the brand they align with and the other side will represent their team of fellow associates and affiliates. Each will offer solid support and help them move towards their goals.

A good set of knees will be necessary because the ultimate agent is quick to react and must maintain flexibility throughout a transaction. Plus, there might be times when an agent may drop to their knees and pray a deal comes together. (Be honest, who hasn’t asked for help from a “higher power” during a transaction every now and then?)

There is no doubt that the eyes will be a huge component of our agent. They will have a laser focus on the skills and services they are good at and if they don’t like what they see they are comfortable handing off and referring the rest. They know where they want to go and they don’t let things get in their way.

These eyes will have incredible technology so they have a “video camera- like” recollection. They will be exceptional at remembering homes and people they have encountered throughout their careers. Knowing and remembering the homes will help them with their market knowledge and remembering faces and names just makes people feel good.

The eyes must also be strong to read contracts, the text and images on today’s mobile devices and “between the lines” of many conversations.

They have big ears that they use to listen for the opportunities which are everywhere in today’s challenging market and they also listen twice as much as they speak. The inner ear helps maintain balance in the constant battle between emotion and logic they are sure to face in almost every transaction.

We’re going to add a “silver tongue” to this “agent of tomorrow” so they will always know just what to say and how to say it.

The nose will be specifically designed to sniff out deals and know when things just don’t pass the “smell test.”

They will be willing to stick their neck out and take a risk.

Whether it is a ripped, six-pack set of abs or a paunchy mid-section, we’re going to make sure our agent has a belly because one of the surest ways to be successful in today’s day and age it to get “belly to belly” with potential customers, either to help them with their real estate needs or garner referrals.

Our left leg will be full of drive and determination while the right leg will help our “agent of tomorrow” deliver truly remarkable service and create memorable experiences for their clients.

The feet will represent the local roots in the community, anchored by the relationships that will be built and the business they develop throughout their career. They could represent the mobile internet that has become so prevalent and will only continue to become a more integral part of our business and will take us where we want and need to go.

At the end of those feet are the toes. The “agent of tomorrow” is constantly “on their toes” and will become better at expecting the unexpected.

We’re going to consider an upgrade when it comes to the hands of tomorrow’s agent. Bionic hands will help us avoid the carpel tunnel syndrome which could develop from the texting and digital requirements for today’s mobile devices. The hands will be used like a politician, comfortably shaking, high fiving and fist bumping with new clients and other people they meet or encounter.

It will also be very important that this ultimate agent knows their market like the back of their hands. The more knowledge they have about the market such as pricing, days on market and product availability, the better chance of success they will have.

At the end of these hands we will make sure we have strong fingers that will be able to text and transmit messages to others. Pew Research study shows that 73% of adults text and 83% are mobile phone users so for our “agent of tomorrow” to not engage in texting won’t even be an option.

And our last requirement of this new agent will be a great set of hips so they will understand today’s trends as well as changes that are coming. Staying “hip” will give them the ‘chameleon like’ quality of Madonna. Just think – the “Material Girl” of the 80’s became an actress/fashion icon in the 90’s and will soon headline the halftime show at next year’s Super Bowl. The ability to stay relevant in changing times is critical to success in today…and tomorrow’s real estate industry.

We’ve got all the body parts in place. Our “agent of tomorrow” is almost complete. We just need to add in some cosmetic touch ups and make sure that they will stand out in the crowded landscape that’s out there today. Be sure to check in for our last post – Looking Good; Are You Ready for Your Close-up? here on Inman NEXT.

Be sure to check back in for Part 5 as we start Looking Good – Are You Ready for Your Close-Up?