In the pre Internet days, real estate was one of the ultimate high touch businesses. The most successful real estate agents were generally exceptional at personal networking. Making sure that everyone you knew or met was aware that you were in the real estate business and constantly asking for their business and their referrals were primary skills. While most real estate agents developed knowledge and skills in real estate as they gained experience, people skills were probably the best predictor of whether an agent would be successful. Agents were (and still are) selling the American Dream, and being able to properly ooh and aah at the appropriate moments was often a more productive skill than actual knowledge of real estate values, mortgage requirements, construction techniques, etc. Problems and complaints often resulted when buyers realized after they had closed on a property that their agent had not done a very good job of explaining risks and protecting them from important condition issues that may cost them thousands of dollars. All of the oohing and aahing had made everything seem so perfect and easy.
The Internet and other technology innovations have eliminated much of the need for people to actually interact with other people to accomplish many tasks. Finding out what properties are for sale at one time required potential buyers to visit a real estate office and look through a multiple list book with an agent rather than going on line with your favorite computer, tablet, pad or phone and searching any of a number of similar data bases or getting an email alert anytime a property that fits your criteria is posted. Qualifying someone for a loan involved sitting together with the buyer answering questions about what they did for a living, how much they made and who they owed money rather having an often meaningless pre qualification letter emailed from a mortgage lender who at most may have had a brief email or phone conversation with the buyer. Signing contracts involved meeting somewhere face to face and putting pen to paper rather than sending on line to be signed electronically. Delivering offers to listing agents involved driving to their office and meeting with them to discuss the offer and the parties involved.
Technology has made tasks much easier and more efficient, but has also lessened the opportunity for the people involved to get to know each other, and that is not always a good thing. Instead of developing personal relationships with clients, agents, lenders, etc., much of what the people involved in a transaction know about the other people involved comes from on line searches. While this information can certainly be helpful, it is also very limited. Viewing someone’s Facebook page or LinkedIn profile can certainly tell you a lot, but looking at houses with a buyer and learning what they like, don’t like and why will give a good agent a lot of valuable insight they can use to help that buyer understand their choices and make the right one for their circumstances. Learning something about why a seller needs or wants to sell at a particular time, what are their resources for getting the property ready and what they liked about their house and neighborhood will help a good agent make suggestions for preparing and marketing that are appropriate for the particular needs of that seller. All of the technological advances have made the real estate business work much better in many ways, but the personal aspect can be just as important to making a transaction a success for the agent and the client. Getting to know each other and developing a mutual respect and trust is a key facet to any successful relationship, But in this day and age, it is also wise to Google yourself every now and then because you can be pretty sure anyone you are doing business with will be checking you out in the same way.