A few weeks ago, I was brainstorming with one of the brilliant minds in our real estate company. We were discussing our viewpoints on the future of the business, mostly relating to technology. He talked about Wayne Gretzy and why he was such an incredible hockey player. Wayne Gretzy was credited with the quote of “I skate to where the puck is going, not where it is.” Using this as a business metaphor, it will be important to figure out “where the puck is going” in the real estate industry. To be the best in the business, just like Wayne Gretzy, we need to know the FUNDAMENTALS of the business. This includes listening to our clients, and understanding how to help them with our knowledge of the process and the market. Our role has changed considerably to a more consultative role.

We need to ANTICIPATE what is occurring in the market/industry and envision how technology will assist in the acceleration (and improvement) of our business. Anticipation takes CREATIVITY, COURAGE, and CONFIDENCE to think and do things differently. This includes letting go of the traditional ways of doing business, and focusing on our clients. How will our clients choose to search for information, and what will they expect from us regarding communication? Currently, the real estate business is fraught with inefficiencies and, quite frankly, some agents (and owners of companies) will never be equipped to deal with the future. With creativity, courage and confidence, it not difficult to imagine what the future holds.

The last step is EXECUTION of a well-thought through, strategic plan. It will be imperative to deliver what we promise to our clients and be on the cutting edge of technology for our clients. Since technology is changing and improving so rapidly, it will be a continuous learning process for real estate professionals.

Melissa Riley is a 24-year veteran of the real estate and an Office Leader with Connecticut's largest real estate company, Prudential CT Realty. Visit her office website http://e-realestate-agent.com and her community website at http://fairfieldbuzz.com

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