Comments for PCMS Consulting

Comment on Have You Lost Your Heart for the Business? by manuel corzo

manuel corzo — Fri, 03 Feb 2012 05:40:09 +0000

I think that change is good for the better! adaptation is necessary to survive! welcome the changes as a new opportunity to grow and expand your horizons.
keep the good work and never give up!

Comment on Have You Lost Your Heart for the Business? by Mat

Mat — Sat, 28 Jan 2012 15:39:49 +0000

As with everything in life, change can be difficult but it is a necessity. In the long term, change typically is a positive thing – especially professionally!

Great article Elaine!

Comment on Why We Are Reinventing Business at PCMS…Again! by Mitch Roher

Mitch Roher — Fri, 06 Jan 2012 21:06:03 +0000

Well said Jose!

Comment on Why We Are Reinventing Business at PCMS…Again! by Rick John

Rick John — Wed, 04 Jan 2012 14:36:19 +0000

Real estate is changing as we speak. The only people who are not listening/watching/responding are the real estate brokers/firms/agents. They are still in the old business model-”get the listings and we are good to go”. NAR is responsible for a lot of this attitude since they not only support the position, they have fought and influenced state legislators to write laws to control the market from changing. Realtors therefore believe they can HOLD ON to the old ways and survive. I dont think they can. The consumer is driving the car not the brokers. they will continue to demand services and changes and will not settle for the same old, same old. I think the smart brokers/firms would take a proactive approach to the business and offer a menu of services with competitive fees that satisfy the market demands and put the broker ahead of th curve instead of staying increasingly behind it. One thing Brokers could do is voluntarily choose to represent only one side- sellers or buyers. This would eliminate all conflicts and potential law suits on representation. It would also show the public that they understand representation and believe it should be first and not the money. the states will never mandate this because the large brokerages will fight it along with NAR. It is the Right thing to do for all concerned. I also think the client should pay the agent they hire- seller or buyer. then the buyers agent is not getting paid from the seller/listing broker. If this were to happen it would change the commission charged by the listing office. Since in many partsof the country buyers are hiring a buyers agent to represent them, it seems like the future is here, whether the old brokers like it or not.

Comment on The Real Estate Shrink Analyzes … Enabling Poor Performance by Jose Perez

Jose Perez — Tue, 06 Dec 2011 23:13:05 +0000

I commend you for believing this is the future because it is. Whether it’s Westchester County, NY or Tulsa, OK. We do need to raise the bar but we also need to realize, as you, apparently have, that managers and agents aren’t always going to come along. Therefore, I would ask you these questions:

- How much education did you provide your team as to the realities of the industry prior to making changes?

- Did you change things all at once or slowly, one small step at a time?

- Did you point to what leading companies in your area and in other parts of the country are doing to prove your point?

I know Houlihan Lawrence, Rand, and Julia B. Fee up there so I know you have some tough competition. That said, all those companies are doing innovative things in different ways. I am not in your market and certainly can’t claim to be an expert, but from afar, it seems they are moving in the right direction without experiencing some of the pain you seem to be.

Happy to talk any time!

Comment on The Real Estate Shrink Analyzes … Enabling Poor Performance by RRR

RRR — Tue, 06 Dec 2011 18:10:54 +0000

Go back….I did this and lost the company! I thought the internet, social media, agency choice etc. would raise raise the bar within our industry as the consumer adapted to all that is available today. I invested in communications, training and aggressive incentive plans. The managers didn’t accept my vision of change and neither did the agents, they left. All are still in the business. In our New York market its business as usual, the broker with the most bodies WINS! It has nothing to do with quality as less than half of our Associations members complete a transaction and the bodies that have one to two transactions that pay the Broker’s bills are clueless.

Comment on There’s an app for that: Creating consumer confidence and maintaining relevance. by Jose Perez

Jose Perez — Fri, 21 Oct 2011 20:20:44 +0000

I think it is always a good practice to look outside real estate to see how other industries handle certain things and then try to apply those to our world.

Comment on There’s an app for that: Creating consumer confidence and maintaining relevance. by Bill Burns

Bill Burns — Fri, 21 Oct 2011 17:18:54 +0000

Yeah – amazing what we can all learn from a plumber! Right?

Comment on The Real Estate Shrink Analyzes Why Broker Won’t Change His Paradigm by Jose Perez

Jose Perez — Fri, 14 Oct 2011 15:11:19 +0000

Well put. My additional comment would be that any model can work as long as we remember who our client is and deliver an exceptional experience in the process.

Comment on The Real Estate Shrink Analyzes Why Broker Won’t Change His Paradigm by RICK JOHN

RICK JOHN — Fri, 14 Oct 2011 15:05:12 +0000

I have been in the real estate business for 30 years. I have also taught real estate, been an expert witness for attorneys,a consultant to brokerage firms and more. I know that the marketplace has and is changing – rapidly. The only question is…do the brokerage firms know this and are they willing to make the changes in their thinking to adapt to the NEW MARKETPLACE. Those that do will survive and prosper. Those that don’t- most of them- will disappear before they know why. The new PARADIGM is to understand what the consumer wants and redesign your business to satisfy that expectation. If you are not ahead of the curve, you are BEHIND THE CURVE….and in trouble. The reasons for the situation are many starting with the state real estate commissions- (requirements to get in and stay in are inadequate), the managing broker/owners – top priority is the revenue stream-(not the training/quality/professionalism), agents- get business (instead of build relationships and reputation), public – expecting too much from everyone without paying.
The fees that firms(not agents) charge are determined by the market, however that assumes that they are still operating in the same format- representing sellers and buyers on a contingency basis subject to a completed sale. The NEW PARADIGM may be that the role of agents/licensees will be different – advisors/consultants – with a menu of services based on the knowledge/value of the firm/agent. The fees could be hourly or project based or something we haven’t thought of yet. They could be a combination of a retainer, a contingency fee and a closing or completion fee. The world is offered many choices in the market and the real estate business needs to circle up and do the same, whether they like it or not.