In the ever-evolving world of real estate, the only constant is change. We dug into this with industry leaders Troy Singleton, Senior Vice President for Anywhere Integrated Services; Irving Cham, the District Manager at Coldwell Banker Realty in Middlesex County, New Jersey; and Kacie Ricker, Senior Vice President of Product for Anywhere Real Estate, to get their perspectives on industry hot topics, such as: what agents can do today to level up their business; the evolution of technology and artificial intelligence; alternative selling/buying methods; and shifting consumer expectations.

What can real estate agents do today “to level up business and embrace the future?"

As the Senior Vice President of Product for Anywhere Real Estate, Kacie Ricker is tasked with setting the strategy and direction of Anywhere’s portfolio of agent and broker products across all its brands. On this topic, Kacie advises, “Don't be afraid of change. If there's one constant in our industry, it's change! So don't be afraid of it. The people who are going to thrive in a market like this are the ones who remain positive, remain focused, and hustle.”

“There's going to be a lot of noise. You have to tune it out, have a positive mindset, and move forward through everything that's going on,” Irving adds. “Focus on your buyer’s presentation, your seller’s presentation. Understand how to present a buyer’s agency agreement, capture testimonials, and surround yourself with the right tools and professionals. Those things are very, very important. The only way to level up is to go above and beyond where you are and the status quo in the industry.”

The Evolution of Technology and AI

With new technology and artificial intelligence (AI) tools helping identify potential buyers, understand market trends, and optimize marketing and pricing strategies, agents are freeing up time to focus on building personalized relationships with clients, understanding their unique needs, and offering customized solutions. Like many in the industry, Anywhere’ brands and companies are focused on how we can complement (and improve) what’s out there.

“We enjoy locking ourselves in rooms and just trying to figure out ways to solve problems for our agents,” Kacie said. “Our entire focus is how to use AI to improve your business. It's all about figuring out how we make you more efficient and more productive.”

In his role as the Senior Vice President for Anywhere Integrated Services, Troy is responsible for the oversight and continued strategic growth of all AIS direct title operations across the country. Looking forward strategically, Troy envisions a reimagining of the title insurance process through the lens of technological advancements and time saving efficiency for consumers. “We can create a virtual closing experience with our VirtualClose® product that allows an individual to literally have their settlement be done anywhere in the world,” Troy said. “And as more and more states are allowing remote online notaries, which is a key for VirtualClose®, we will be able to expand that opportunity nationwide.”

As the District Manager at Coldwell Banker Realty in Middlesex County, New Jersey, Irving Cham uses his 15+ years of experience in the banking and real estate industries to recruit, develop, and mentor real estate agents. When considering the opportunities tech and AI offers agents, Irving is excited about the benefits. “I love the benefits of artificial intelligence, smart contracts, and the position that Anywhere is taking in the industry. As we look to support our agents, we want to provide them with the tools that make them faster; make them smarter; and make them better. So, they can go on to outcompete everyone out there.”

Addressing concerns about technology’s impact on agents, Kacie said, “Coming from a product perspective, if technology could have replaced agents, it would have already done that… [Buyers and sellers] come to us for the service. They're coming to us for the people and those relationships, and that knowledge. And that's not replaceable by technology.”

Alternative Selling/Buying Models vs. Traditional Brokerages

Non-traditional real estate companies also continue to disrupt the market, what does this mean for today’s agent and brokerage?

“So, I'll jump in on this one,” Irving volunteered. “I study brokerage models, and I've seen many come and go...but I do think that there's a lesson to be learned from the concept and buyer and seller analysis side of this. Specifically, that there's an urge to streamline the buying and selling process. I think that we could learn efficiencies from a lot of these different models, whether it's the virtual model or the iBuy model and apply it to our business. But ultimately, I think that the traditional brokerage model always wins.”

“I foresee a cottage industry of these no frill kind of online brokerages and discount real estate firms,” Troy said. “They will not last long though, because at the end of the day, service is what's going to matter. I have to tell you, for all those real estate agents here and beyond, who give maximum service - I still believe your value will be rewarded. I think the consumer is going to want an educated guide on their journey to home ownership.”

Kacie agrees, adding, “The best way to predict the future is to look at history, and the reality is, we've seen these discount brokers come and go. They're going to look at every way to undercut our value at every corner. So, it’s just another reinforcement of why it's so critical for you to know your value proposition and be able to articulate it.”

Keeping Up with Consumer Expectations

Clearly, tech, innovation, and the fast-paced nature of the real estate industry remain a constant. However, at the center of all of this, remains a buyer and seller working towards a life-changing transaction. How can industry professionals continue to support them through these dynamics and continue to deliver a best-in-class experience that exceeds expectations?   

Troy offers this perspective, “I think so much of this will go back to education. As we continue to see the evolution of demographics in our country, we are going see more first-generation homebuyers, and I think they will continue to need education and support understanding the nuance and complexity of the home buying process. Why you need title insurance. Why you should have a real estate agent. That will all be so important.”

Irving added, “I think advocating for your consumer is going to be the number one differentiating factor. Being able to communicate effectively with the sellers, agents, as well as anyone else that's in a transaction to navigate those hurdles and those pitfalls. By providing that support, we can provide incredible value.”

Embracing change, staying informed, and advocating for clients—as the landscape evolves, real estate professionals who prioritize education, adaptability, and consumer-centric service will thrive. Remember, it’s not just about transactions; it’s about transforming lives.

For more information on REALSource University, or to view upcoming classes and panel discussions please visit: www.anywhereis.re/virtualtraining

About Melanie Dawn Molina Wood

Melanie Dawn Molina Wood is the Educational Program Coordinator for Real Source University for Anywhere Integrated Services. Melanie Dawn has worked in the real estate industry since 1985; and brings her experience and engaging teaching style to you with a series of high energy, educational real estate classes designed to boost your real estate knowledge and grow your business.

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