AI: agent intelligence
8 April 2019
By Caroline Bolderstone, Being Bold

The longer I’m in this incredible industry, which is full of opportunity and potential, the more I understand that things will continue to change rapidly. 

Market cycles change. Sellers’ and buyers’ plans change. Industry practices and processes change. And if you want to stay relevant and necessary to the consumer in the real estate transaction, you must also shift and evolve – especially if a long-term career is your goal.

In recent years, we’ve seen changes to the traditional real estate model with DIY and low-cost options entering the market. More recently, the introduction of Artificial Intelligence (AI) has changed the way consumers research and interact with us. We now have chat bots supplying 24/7 customer service, automated responses to enquiries and AI that not only nurtures relationships for you, but also advises you who is likely to be your next customer.

One thing we know for certain is that AI isn’t going away.

But the reassuring truth is that no matter how clever, fast or efficient AI becomes, it will never match a human being’s ability when it comes to connection, influence and decision-making.

The ability to provoke and expand thinking, understand emotion, and uncover concerns and desires is an innately human thing. At our core, we all have the same needs – to belong, to be loved and to be enough. This is why agents will remain a vital and important part of the real estate transaction into the future, provided we continue to tap into this ‘human-ness’ and deliver personalised solutions.

The way I see it, AI is far less about Artificial Intelligence and a whole lot more about Agent Intelligence. This is the key to ongoing success.

So, what is Agent Intelligence? And are you ready to level up your AI and evolve into the agent of the future?

There are three simple factors to consider.

  1. Determine your values | What do you stand for? What do you believe in? What is important to you? What are your standards and non-negotiables?

    As human beings, we’re driven by our core values and these values underpin our decision making. Knowing your values and being able to express them to your clients allows for a ‘values match’ and meeting of the minds, and this is where true connection is created.
    Values are the link to attracting like-minded clients, and increasing satisfaction and fulfilling experiences.

  2. Go beneath the surface | Develop the ability to break through superficial conversations and uncover your client’s needs, beliefs, expectations and what they value.

    Break the pattern of telling them what they want, what they should do and what they don’t want. Instead, become an expert at asking better questions. Start your questions with “what”, “when” and “how”. These are the three most powerful words to open the door to deeper conversations. Once you go beneath the surface, you can start to identify what your client really wants from an agent, if your offering matches what they’re looking for and if you’re the right agent for them.

  3. Adjust your expectations | Is it possible to win every listing? Should you even want to?

    Accepting that not all business is good business is the first step to your freedom and success in business. Accept that you can’t be all things to all people. This is when you lose your way, feel conflicted, and disappointments and dissatisfaction arise. Know that you’re not looking for 100 per cent of the market and build a much larger pipeline of business opportunities, so that you can say “no” to the business that’s not aligned with you. Having more opportunities creates choice, choice creates control and control of your business creates long-term sustainable success.
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