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We all want to build a business that lasts, but in this rapidly changing marketplace, doing that is becoming increasingly difficult. With so many fluctuations and disruptors to contend with, real estate professionals are faced with an unsure and challenging environment. The good news is that succeeding in 2019 and beyond is within everyone’s reach if you prepare properly and future-proof your business.

Key Points to Future-Proof Your Business

  1. Understand Lead Generation
    In today’s real estate industry, there is widespread misunderstanding about authentic and successful lead generation and conversion tactics. Of course, technology is a powerful asset to any business when it’s used properly, but its real purpose is to support the fundamentals, not replace them. As the old saying goes, if it sounds too good to be true, it probably is. Lean into technology, but focus first on forging real and lasting relationships with your customers. Connect with your best clients often and consistently, listen for a need and fill it, and let your customers know how much you appreciate their business and referrals. Good relationships are at the heart of every successful business, so invest time, attention and care in your clients. If you do that, you will create loyal advocates for years to come.
  1. Don’t Get Distracted by Trends
    It’s easy to get distracted by the latest fads, but fundamentals are the building blocks of business because they work whatever the conditions. To stand out from the crowd and build a business that lasts, always provide exceptional service. People might forget what you say, they might forget what you do, but they will never forget how you made them feel. Do more than is expected of you. Go above and beyond. If you consistently exceed your customers’ expectations, you will create trust, loyalty and an invaluable referral network.
  1. Master Your Skills
    Learning doesn’t end once you’ve earned your real estate license. Your skills pay the bills, so keep them sharp and up to date. Make it a priority to invest in ongoing education and training. As American entrepreneur, author and motivational speaker Jim Rohn said, “You must work harder on yourself than you do on your job. If you work hard on your job, you can make a living; if you work hard on yourself, you can make a fortune.”

A comprehensive, in-depth training program is a powerful way to develop your skills, keep you on track and position you ahead of the pack. Commit to constant and never-ending improvement, and then put what you learn into practice every day.

Future-proofing requires focus, dedication and time, but the reward is that your business will continue to thrive regardless of any advances in technology or variations in the market. Invest in relationships, provide exceptional service and develop phenomenal skills. By focusing on these fundamentals, the average Buffini & Company client already makes 11 times that of the average national real estate professional. Commit to these principles and you too will be able to navigate the noise and uncertainty in the marketplace, adapt to changes and better serve your clients. Remember, change is bad for people who don’t anticipate, prepare and work accordingly, but it’s fantastic for those who are ready.

Brian Buffini immigrated to San Diego from Ireland in 1986 and became a top-performing REALTOR®. He then founded Buffini & Company to share his powerful lead-generation system. Buffini & Company has trained more than 3 million people in 37 countries and coaches more than 25,000 business pros. Today, Brian’s a New York Times best-selling author and reaches over 6 million listeners a year through “The Brian Buffini Show” podcast. For more information, please visit