‘It’s a Pro’s Market,’ Real Estate Coach Tells Agents

Although coming from two very different perspectives, the speakers at the 2023 R4 convention’s Wednesday Super Session each brought a unique mix of high energy, humor and insights to the stage at the MGM Grand Garden Arena in Las Vegas.

Coach Jared James delivered an hour of invaluable real estate nuggets and Jon Dorenbos – a 14-year NFL long-snapper – stunned the crowd with magic and an incredible life story.

It was a super session in every sense of the word.

Jared James: Real Estate Insights

Rather than thinking of current conditions as a “shifting market,” as many have chosen to do, James advised RE/MAX agents to view it differently.

“This isn’t a ‘shifting market.’ We’re in a ‘pro’s market,’ where experienced pros are positioned to win,” James told a crowd of thousands in the MGM Grand Garden Arena. “It’s time for you to be updating your clients about what’s happening, because they want an adult in the room. Fact is, there’s no such thing as a ‘good market’ or a ‘bad market.’ There’s just the market we’re in – and what we do with it. There are amazing opportunities out there right now.”

James encouraged agents to sharpen their skills, build their database, and create clients for life.

“We have to stop referring to people as ‘past clients.’ There are only two types of clients – ‘active clients’ or ‘prospective clients.’ That’s it,” James said, adding that agents should realize the value of being consistent and professional in all client interactions. “Everything you do with a prospective client is a demonstration of what they’re going to get when they work with you.”

In today’s world, James said, video is king, content-creation is essential, and social media is a big factor when people are deciding who to work with.

“You first impression of your prospective clients isn’t their first impression of you,” James said. “They’ve already checked you out online.”

Jon Dorenbos: Football, Cards and Life

While James is one of the industry’s biggest coaches, It’s fair to assume that most attendees knew little about John Dorenbos prior to the session. Two hours later, it’s a safe bet most of them raved about the former footballer’s session to their friends.

Dorenbos amazed the crowd with his card-shuffling skills and magic. He entertained the crowd with his college and NFL anecdotes (which included a tale about a fan’s leg tattoo – don’t ask), as well as his asides about being on “America’s Got Talent.” He shocked the crowd with his personal family story. And he inspired the crowd with it all – culminating in two long, loud standing ovations.

“You create the impression people have of you,” he said. “So, more than anything, be prepared, be on time, and be ready to work.” The bottom line: It’s best not to know too much ahead of time, but If you ever have a chance to see John Dorenbos speak and perform, take advantage of it.

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