CONTRIBUTORSElite AgentOPINIONRay White

Avi Khan: Why grit outshines gimmicks in real estate

Many real estate agents are in constant pursuit of a single silver bullet to stand out from the crowd, a quick fix to differentiate themselves in a highly competitive industry.

My question to those seeking a lazy springboard to success is – why?ย 

There is the obvious lack of drive to invest in hard work, with many agents believing there are shortcuts to quick success in a highly competitive industry.

However, those at the top understand and appreciate only immense hard work, dedication and commitment to long-term client relationships secures a sustainable advantage.

Sadly, the industry is too often swept up in a promise of fast gains and short pathways to elite levels.ย 

Perhaps most deceiving though is a growing belief in technology as the sole key to cracking the real estate code.

Agents must ask themselves, is technology:

  1. Helping you get in front of clients?
  2. Providing you with valuable reasons to call?
  3. Assisting in spending more time on dollar-productive activities?
  4. Will it be an enabler or disabler to build relationships with clients?

I implore my colleagues to determine whether the technology they use is an enabler or disabler. 

We often forget real estate is people-driven, forged on an agentโ€™s relationship with their client.

This means no amount of tech can replace a personal touch and the expertise of an agent who has genuine empathy and care.

Yes, technology can be an invaluable tool, but itโ€™s crucial to remember itโ€™s not the golden nugget youโ€™ve been led to believe.ย 

The likes of AI-generated chatbots and property ads have a place in our industry, in assisting with prospecting, transacting, connecting with clients and offering a better overall experience.

Yet there is a huge risk of distraction and hindrance if not used properly, so agents must continually evaluate the technology they use and its value to their ecosystem.

Again, I remind you, itโ€™s the agent with the strongest client relationships who gets ahead of the game in this cut-throat industry of ours.ย 

In a world full of technology noise, what determines the leaders from the pack are ironically old-school traditional fundamental behaviours.

Build trust, provide value, deliver exceptional service.

Put the time and effort into shaping your own personal path to success.ย 

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Avi Khan

Avi Khan is the Principal of Ray White Marsden, Ray White AKG, Ray White AKG Commercial, and Ray White Daisy Hill. He is also a partner in a Sydney based law firm Sell & Buy Legal.