Bob Wolff, one of the very first speakers from the first AREC is due to return for AREC’s 20th Anniversary, providing more tips and strategies to achieving superstar success.
Bob Wolff from the US was the very first speaker at AREC in 1997 where he shared his strategies that have become the foundation for many real estate agents in Australia including the conference founder John McGrath.
At this year’s conference, Wolff will be discussing productive habits, constructing an ideal week, pre-listing kits and creating an effective business unit.
Wolff, who is now in his 44th year of selling houses has amassed over $1.2 billion in sales since he got into the business, here is a snippet on what his thoughts about the profession today and its challenges:
Q: What do you believe is the biggest disruptive challenge or threat to the Real Estate industry today?
BW: “I don’t see events and/or changes as disruption. Like Uber verses Taxi’s or Airbnb disrupting the hotel chains… This I see as simply COMPETITION! Competition within the real estate industry has been around for more than a century. What the consumer has today is many more choices with respect to sourcing information and engaging a real estate professional. I believe that this ‘choice’, on the part of the consumer, is misinterpreted as ‘disruption’. I strongly believe that professional real estate agents add significant value to both buyers and sellers in any transaction. Their ability to provide solutions and professional advice constantly helps consumers move to a better place. As long as we, within the industry, adamantly continue to “do the right thing” and place “people first”, there will always be a need and a role for us to play in real estate transactions…
Q: How can consumers (buyers and vendors) benefit from industry disruption – digital and otherwise?
BW: “What disruption, or competition, provides is a ‘competitive environment’ that compels real estate professionals to ‘upgrade their skill level’ and provide greater levels of service with a “quantifiable” value to their clients. That’s why so many real estate professionals have attended the AREC conference over the past 20 years, as this annual event is ‘time-tested’ in providing Australian agents with the latest industry developments. Once applied, these enhancements and modification to our business model provide a higher level of professionalism on the part of the agent and makes the buying and selling process almost of a seamless nature. There is absolutely no doubt that providing an incredible level of service is a major benefit to all players concerned. Competition compels us to get better and “be the best that we can be!”
Q: What advice can you give agents to stay ahead of the curve? How can they best serve their clients?
BW: I would recommend to “keep looking for that next best idea” that will take your career to the next level. Adding these constant little improvements to solid fundamentals of great customer service and a caring philosophy will bring you significant results in your career. Adding these two key ingredients of great customer service and a caring philosophy to every transaction will undoubtedly lay the foundation for a stellar career in the real estate profession as well ensuring an incredible “referral base business”.
Q: What would you look for if you were choosing an agent to sell your home?
BW: “I would look for someone who “looks the part”, “sounds the part” and “acts the part” but mostly, someone who really understands what I’m trying to achieve with the sale of my home. At the end of the day, this is a business transaction so I would look for an agent that looks like a business person and has the energy and attitude, as well as commitment for completing the task at hand. Energy and attitude are everything! In addition, I would also listen to their dialogue to gauge the level of their professionalism… Ultimately I would look favourably on an agent if they truly “tuned in” to what I am attempting to achieve with my sale. An agent who knows how to qualify my needs and propose a marketing plan to achieve the same would go a long way to winning my business”!
Q: Is there any additional advice you can give to the industry?
BW: “Perhaps one of the most important factors that we need to remember is that we must continue to “display value” when dealing with buyers and sellers alike. If we cannot find new ways to add “more value” and “make a difference” to the Real Estate transaction, we will lose out to third party advocates with technology-based platforms and internet models that are attractive to the millennials and generation next. Quite candidly, we need to stay focused on “heart share” as much as “market share”. If we can speak to the ‘heart of the consumer’, one at a time, we will improve our market share! We must be able to demonstrate “20 Seconds of Courage” on a daily basis with all of our customers and clients. We must do the right thing: “People First”. If you have a compelling dream, know your ‘why’, have bold goals, a written plan and a sense of discipline and accountability you should be well on your way to achieving superstar results in the game of real estate”!
**AREC 2017 is a two-day conference that returns for the 6th year to the Gold Coast Convention and Exhibition Centre and starts from May 28th till 29th. Use the code ELITE17 to receive your ticket for $700. ARECCONFERENCE.COM
