A Great R4 Begins With a Great Opening Session

The American Dream of homeownership is very much alive, and in fact it’s gone global. For that and other reasons, the days ahead should be bright for real estate agents who commit themselves to being educated, enthusiastic, positive and productive.

 That was one of the key messages delivered March 2 by RE/MAX CEO and Co-Founder Dave Liniger during the memorable Opening General Session of the 2015 RE/MAX R4 Convention in Las Vegas.

The two-hour Opening Session – which featured the insights of several RE/MAX leaders, nearly a dozen Affiliates and special guest Brian Buffini – was a rousing welcome to the nearly 6,000 entrepreneurs investing in their business and professional development. The crowd included Affiliates from over 50 countries.

Liniger set the tone with a fascinating look at what has changed, what is changing, and what won’t change in the real estate industry. He spoke positively about the economy, the housing industry and the ongoing recovery.

He also cited encouraging trends in areas such as home equity, lending, household formation, population, global investment, new construction, consumer confidence and more.

In referencing things that won’t be changing, Liniger noted that younger people still want to own homes, that discount brokers and uncommitted part-timers will come and go, and that the Internet will not eliminate the role of real estate agents.

“The Internet didn’t eliminate Realtors; it changed our role to a certain degree,” he said. “Real estate is still one-on-one, a Realtor-customer relationship. Personal attention. Integrity. Knowledge. Ability. Those are the things that build trust and make someone a trusted adviser. And that’s what we’re extremely good at.”

Liniger announced that the network grew to 98,010 Associates last year. Worldwide closed transaction sides exceeded 1.4 million, and average commissions topped $105,000.

“We had a fabulous 2014,” he said. “We’re excited by what all of you accomplished.” Following the CEO’s address were segments on networking, marketing, lead generation, citizenship, education and leadership.

Some highlights and insights:

• One of the best things about being at R4 is the chance to network and build referral relationships with great agents from around the world, said Cory Vasquez, RE/MAX Senior Manager of Social & Digital Marketing. “The people here are the best in the business – they’re the ones you want to meet and talk to.”

• The most effective agents have evolved from building “transactional relationships” to delivering actionable knowledge to people – often before those people are even thinking about buying or selling. Using value as currency, these agents build relationships that lead consumers back to them when they have a challenge to solve, said Adam Contos, RE/MAX Senior Vice President, Marketing. “You need to be marketing and providing value. Business doesn’t happen accidentally.”

• Experiment to find the combination of creating awareness and sharing information that works for you – and then pursue it aggressively. That was one takeaway from a panel of savvy marketers – Joseph Emanuelli of Playa Hermosa, Costa Rica; Bob Sokoler of Louisville, Ky.; Greg Steele of Edmonton, Alberta; and Jean Wheaton of Colorado Springs, Colo.

• Authenticity attracts people to you, said Leigh Brown of Concord, N.C. who was part of a lead-generation discussion with RE/MAX President Vinnie Tracey, Andrew Duncan of Tampa, Fla., and Bart Medlock of Louisville, Ky. In her unique style, Brown mischievously noted that real estate is still a face-to-face, belly-to-belly business.

• 10-year-old Miracle Child Belle Helton joined Mike Reagan, RE/MAX Senior Vice President, Brand Marketing, to share her amazing story and talent with the crowd, proving she’s made for the big stage. Singing the gospel hit “Overcomer,” Belle inspired the audience, letting everyone know that the kidney transplant she underwent three years ago has made her even stronger. The more than $138 million that RE/MAX Associates have raised to support Children’s Miracle Network Hospitals has helped create countless heart-warming stories like Belle’s.

• RE/MAX agents are the most educated and most knowledgeable in the industry, said Amy Somerville, RE/MAX Executive Director, Education, noting that the network has more professional designation and certification holders than any competitor. Somerville and a trio of Affiliates from Southlake, Texas – Kristina Guzman, Kelly Wheeler and Cheryl Fairbanks – agreed that success generally requires a foundation of learning. “If you want to be committed to mastery, it’s all about consistency, practice, accountability and having a good coach,” Guzman said.

• Agents can and should create their own inventory, advised Buffini, who joined Liniger on stage to close out the show. If you know what your buyers want and can afford, don’t just accept that fact that few listings are available. Instead, identify potential options in their preferred neighborhoods and start asking owners if they’re considering a move. You might be surprised by what happens. Buffini’s bottom line: You can’t be passive in the real estate business. Ever.

The Opening General Session, of course, was just the beginning of a great week in Las Vegas. Featured Sessions with Peyton Manning, Mitch Albom, Kevin Carroll and Shawn Achor were filled with useful tips and life-changing insights.

Educational sessions touched on virtually every aspect of real estate.

And special events like the Children’s Miracle Network Hospitals Auction, the Global Referral Exchange, the Best of RE/MAX Awards Night and others offered every attendee a chance to enjoy the advantages of being with the world’s most productive real estate network.