Lessons for New Agents, or Old Farts Like You

Here's a question I've been thinking about...

My brokerage has a wide variety of agents. We have a few old-timers like me (wow, Nick, just throw yourself under the bus here!), a few in the prime of their careers and, surprisingly, a few babies to the industry. Last year, I was speaking to a group of agents and explaining what a short sale was, how copper would get ripped out of the walls of vacant homes and, yikes, why you had better scope the sewer pipes to make sure somebody hadn't poured concrete down the toilets. The looks on their faces were a mix of disbelief and horror. As I spoke, the more seasoned agents nodded along, PTSD in full display, while the younger agents looked increasingly concerned that this might be something they could look forward to in a shifting market.

The answer is yes, BTW. 😆

It made me think about how different each generation's career experience is. When I was first licensed in 1998, we had a DOS-based MLS that had recently been “upgraded” from printed MLS books. Your listing got one photo, and damn sure, picture day would be trash day with the cans knocked over in the front yard. Need a new photo because the client hated it? Good luck! Now, listings have an unlimited number of pictures, videos, 3D tours and more. My point is that agents starting their careers now will have a very different experience from the one I had. But we can learn from each other and adjust. I believe we have an obligation to help the next generation of agents succeed.

I recently found out that ADRE has decided to remove AI from its approved continuing education classes. While not wanting to get in their crosshairs (just in case the commissioner reads my posts!), what an asinine thing to do. Does anybody really think that AI and technology aren't going to play a part in the next phase of real estate? Wouldn't we want an agent population that understands how to use AI responsibly, how to protect clients from its risks and how to use technology to become better, smarter professionals? Apparently not, according to ADRE. So, kids, you gotta do this on your own. Ignore technology in your career at your own peril.

In 2001, my company purchased a fancy new Xerox machine with all the bells and whistles. I was fascinated by it and started pressing buttons to see what it could do. One feature caught my eye: I could scan a contract and have the machine email it to me. Waaaa? This was amazing! I didn't have to fax a contract to another agent; I could just email it as an attachment? Now we are living! I showed it to my broker/team leader, and he told me never to use that feature. It wasn't secure, and besides, we had state-of-the-art fax machines right around the corner. Ummm…okay?

In 2005, I bought a digital camera that used a 3.5-inch floppy disk and could hold dozens of photos (!!). It even had a screen, so I could immediately see the pictures I had taken and show the client the kitchen shot right there. So advanced!

In 2014, I was one of the very first agents in Arizona to purchase a Matterport 3D camera. It was wicked expensive, and I was wildly mocked for it. I was told it was intrusive, unnecessary and would be a passing fad. Well?

I now use AutoReel to turn still photos into video, AI to transform daytime photos into dusk shots and a CRM that automatically texts clients when they call on a sign. As a brokerage, we are exploring how to integrate technology at every turn while still maintaining the high touch and warmth of human connection. I am sure some of the things I roll out will earn an eye roll or two, and only time will tell whether I'm brilliant or drinking Crystal Pepsi. Look it up, youngster. It was a THING!

The market is shifting. Technology is shifting. Consumer expectations are shifting. Your career will have to shift with them. Lean into new things. Learn about old things. Understand what worked, what failed and why. Don't worry too much about the people rolling their eyes at you. They haven't seen the future any more than you have. If you are more seasoned, partner with a younger agent. If you are newer, find somebody with some scar tissue. You will both learn something.

So, while I truly hope you never have to hear the Bank of America Equator Short Sale Hotline hold music or worry about cement in the pipes, some things always come back around. Learn from the past so you can navigate the future.

Your career may look very different from mine.

But I bet there will be signs.

So, to answer the question I've been thinking about… did you think the image above was a little too AI?

Congrats—you get the point of the post!

Nicholas Yale

Designated Broker/Owner | Brokers Hub Realty