Yes, the real estate industry is changing dramatically. It’s no longer about information; it’s about your ability to analyze that information so well that you can teach it to others. That’s your job now. That’s what the real estate industry is about now. The agents that embrace this New Market Reality are going to be the dominant agents moving forward. They are ones who will win the race! As you move forward into your real estate career, remember to plot out these three steps along the way:

• Step 1 – Continually educate yourself. Whether you use the KCM membership or some other educational means, know what’s going on and why it’s happening. As Albert Einstein said, “Wisdom is not a product of schooling but of the life-long attempt to acquire it.”

• Step 2 – Be able to communicate what you learn. Think of it as the ability to sing versus being on iTunes. If you can sing, but deliver your message on the equivalent of 8-track tapes, no one will listen to you. If, however, you can sing and you publish your music digitally (the modern format), you’ll have a much higher likelihood of reaching your audience. In real estate, this means making sure your client presentations are filled with impactful, relevant information that will help them gain clarity from the confusion in the market. Make your presentations overly visual and so simple that anyone—even a child—can understand what is happening in the current market. Graphs, charts, and infographics are great formats to use.

• Step 3 – Keeping current matters! You can have a tremendous understanding of key factors and wonderful visual materials to help make it easy for your clients, but if you’re not updating these things on a constant basis, you’re lost. How valuable would a physician be if she didn’t update her advice and recommendations based on the newest medical research? Don’t be caught with outdated information in your presentations and conversations. Do your homework and be on top of all the major news that will impact the current real estate market. For most families, buying or selling a home is the most important personal decision and possibly the largest financial decision they’ll ever make. They are looking for a true professional to help them through this process. Make sure they get one when you walk into their lives.