Learn More About the New Role of the REALTOR®

In the past, REALTOR’S® held the “key to the vault” when it came to the current real estate market. Only REALTORS® knew which homes were for sale.  Sure, a buyer could drive around and see signs, but their knowledge started and ended there.

In today’s world, a buyer has almost all the information they need before they even talk to a REALTOR®. As a result, it’s more important than ever for real estate agents to utilize technology and find different areas where we add value.  All too often, agents would wait for buyers to come to them to see what was on the market, and once the buyers were in the door, a REALTOR® would show what was available and their services ended there.

Now, roughly 90% of buyers are beginning their home search online without ever talking to a REALTOR®. Buyers are coming into the process more educated than ever by using sites like Zillow and Trulia to gather information on their own. This gives them access to information about market trends, value estimates, neighborhoods, and more.

While some agents may feel threatened by this, I find it to be beneficial.  The fact that buyers come in prepared allows me as their REALTOR® to give them an even deeper understanding of market behaviors, rather than just the basics. This deeper knowledge allows them to make more informed decisions, which gives them the confidence they need when making such a large investment.

The more you educate your clients, the deeper the connection you have, and the stronger the relationship you build.  If you combine that with the ability to network in your community, you have an opportunity to cultivate relationships with clients that will last a lifetime.

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Scott Luedecke holds a degree from Birmingham-Southern and graduated first in his class in his master’s program at the University of Mississippi. He takes an analytical approach to real estate, relying on statistical research to keep his buyers and sellers up-to-date on current market trends.