Today will have a bit of a different format: three quick insights from the week, as opposed to the longer format, deep dive.
1) Outsourcing you is probably a bad idea.
While listening to speakers and attendees at a small real estate conference this week, I was again left with the following thought: Why are people hiring you?
But before they hire you, they often have to know who you are. If you are using AI to write your copy, send your newsletters, and respond to inquiries, then how do they know who they are hiring?
“Oh,” you say, “but I have trained AI to be me.”
Maybe. So far, I haven’t seen AI replicate a specific human too well. However, putting that aside for a moment: What is the point of having your newsletters and other “flow” pieces generated for you?
It saves time, yes, I know. But how do people know who you are? What do you stand for? What do you believe is important for people to know?
If AI is doing all the work for you, what does the client need you for?
Additionally, consider that you are outsourcing the critical thinking you need to be sharp, pay attention, and be clear about the key challenges at any given time in the market. So, not only are you losing the authenticity of you, but you are also losing the thinking that keeps you sharp and being a professional worth hiring.
2) You get exactly what you say and speak.
Said another way, if you keep saying (to yourself and others) that you like challenges (including challenging clients), you will keep getting challenging clients.
In a session this week, a very experienced and skilled agent said at the beginning of the workshop, “I need this session as a therapeutic intervention!”
When we got into role plays and situations, she gave me three real situations in a row where my answer was, “I wouldn’t work with those people.” She replied that, 1) She was skilled enough to work them; 2) They are the only clients available in “this” market.
What appeared obvious to everyone in the room - except for her - was that she was literally seeking out difficult and uncooperative people. Moreover, she had a limiting belief that these were the “only” type of people available to work with.
Now, I am not saying she should turn business away. I am not saying she shouldn’t work with any of those clients. I am saying working with them the way she is working with them is NOT working!
What got vocalized in the room after the role plays was that this woman’s clients did not trust the agent and were uncooperative and distrustful.
Authentic trust must be created. It starts by acknowledging when trust isn’t present. The person most unwilling to acknowledge this was the agent. For most people, including myself, this was not something I was initially aware of when I got into real estate. It is an awareness and skillset I developed over time (One might even say still being developed...)