I think it is safe to say that the last year has been filled with a lot of strife. No where was this more evident than in real estate. I say no more evident because if you’ve lost big in the stock market or  your 401(k), you can probably conceal that from your friends and family. But if you’re losing your house, they’re going to notice. There is a deep and powerful human element to this thing right now. And as a real estate professional, let me warn you; you better be comfortable making strong and emotional connections with your clients moving forward.

Rewind 5 years. Real Estate was flying off the shelves. People were making money everywhere. As a real estate professional, the connections you made with your clients were often fostered by money. The human side was limited to celebratory dinners and drinks, whether is was the buyer or seller. Literally, people were checking the Zillow Zestimate on their house weekly to see how much it went up. Put simply, real estate was a liquid investment first and somewhere you lived second; emotions need not apply

Fast-foward to today. There isn’t much celebrating going on. Or at least, the celebration is a zero sum game. Buyers getting a chance to own their first home; sellers losing their home. Either side of the coin though, you are dealing now with a strong human element. The layer of superficiality that seemed to encompass every transaction in the past is gone. In its place is something much more raw and sincere . Your clients will reach out to you like they have never before. And what they’re going to want most is an honest friend.

Real Estate in no longer a game that can be measured with a Zestimate. If you are cruel and heartless, let me save a few years of your life; get out of the industry right now. If you are generous and compassionate, you are needed now more than ever.