As real estate professionals spend less and less time in the office and real estate offices host fewer and fewer walk-ins, you might start to question the merit of spending top dollar for office space in a high-rent district. What if you saved that money and reinvested it in agent services? What if you could build a full-service brokerage in the virtual world, conducting business and meeting with colleagues in VR?

Cameron Paine is the Senior Vice President of Industry Relations at eXp Realty, the world’s most successful virtual, full-service brokerage. eXp invests the money saved by having very few offices into the technology that helps its agents stay relevant. In his role as Senior VP, Cameron is responsible for seeking collaboration opportunities with MLSs, Associations, brokerages and technology partners. Camron’s resume includes 15-plus years combined experience as top executive for an MLS and Association, and he has been recognized by Inman Newsas one of the Top 100 Most Influential People in Real Estate.

Today, Cameron shares eXp’s decision to invest in change rather than fight it. He explains how a progressive MLS facilitates a broker’s ability to do business and offers insight around the innovative joint system between Arizona Regional and Metro MLS. Listen in to understand how eXp helps its agents build wealth by investing in the company and learn how the brokerage is creating a virtual world for its employees and partners!

What’s Discussed:

eXp’s decision to invest in change rather than fight it

How eXp serves as a virtual, full-service brokerage

How eXp agents build wealth by investing in the company

The benefits of running a brokerage without office space

Cameron’s background in MLS and Association leadership

How a progressive MLS facilitates a broker’s ability to do business

The innovative joint system between Arizona Regional and Metro MLS

Greg’s argument for a New Jersey and Palm Beach MLS data share

Cameron’s responsibilities as SVP of Industry Relations at eXp

-Collaborations with other brokerages

-Opportunities with tech vendors

How eXp was designed for agents as a tech-forward brokerage

How eXp has created a virtual world for employees and partners

Resources:

Russ Bergeron

ARMLS|Metro MLS

Connect with Cameron Paine:

eXp Realty

Cameron on LinkedIn

Talk of standards adoption at the recent RESO conference in Milwaukee sounded much like the conversation last year. And the year before that. And the year before that. So, how do we move beyond discussing the reasons for converting to Web API and begin to execute on that plan? What might vendors do to help facilitate a little less talk—and a lot more action?

Mike Wurzer is the President and CEO of FBS, a leading innovator of MLS technology and one of the most respected real estate software brands. Andy Woolley is the VP of Industry Development for Homes.com, one of the nation’s top online real estate destinations and provider of tech solutions for the industry. In addition, Mike is the Vice Chair of RESO, and Andy serves on the Board of CMLS. They join Greg live from RESO Conference 2018to discuss the need for a shift in the conversation from the WHY of RESO standards adoption to actual implementation.

Mike explains how the platinum data-dictionary certification stands in the way and addresses the need for education around how to access the credential manager. Andy describes what his team is doing to facilitate the transition to Web API, sharing his intention to publish a follow-up to the whitepaperdetailing the first few conversions. They also cover the complexities around efforts to do away with replication and their responsibilities as established vendors to promote Web API adoption. Listen in for insight around developing a plan for conversion and learn how trusted vendors might work together to help their customers move forward—faster.

What’s Discussed:

Greg’s frustration with the panel on standards at the RESO conference

How MLS platinum data-dictionary certification is a barrier to adoption

The need to move past a discussion of the WHY to implementation

The need for education around how to access the credential manger

What Andy’s team is doing to facilitate the shift to Web API

Mike’s solution to the issue of renegotiating licensing agreements

Andy’s case study of the first few conversions + the proposed follow-up

The complexities around efforts to do away with replication

-Other methodologies better than Web API

-Software developers expect copy of data

The responsibilities of established vendors in promoting API adoption

-Serve customers, push MLSs to make feeds available

-Implementation = fewer maintenance, data quality issues

Mike’s insight on how the API makes lead data available in all apps

Why every established vendor should have a plan for conversion

The pros and cons of creating a deadline when RETS will stop working

Resources:

RESO Conference

CoreLogic Trestle

Spark API

Black Knight

Andy’s Case Study

Connect with Mike Wurzer:

FBS IDX Solutions

Mike on LinkedIn

RESO

Connect with Andy Woolley: 

Homes.com

Andy on LinkedIn

CMLS

How do MLS executives make decisions around which technology solutions work best for their REALTOR-members? What motivates leadership to establish a system of choice? Are there benefits to offering agents options when it comes to MLS solutions? And what are the challenges associated with giving members more alternatives?

DaVina Lara is the CEO of the Oakland/Berkeley Association of REALTORSand bridgeMLS. Her career in real estate began working for Russ Bergeron at SoCalMLS in 1993. Since then, she has served as an association executive with both the Hemet San Jacinto and Palm Springs Regional Association of REALTORS. DaVina took on the role of OBAR CEO in August of 2015 and added the MLS leadership responsibilities in April of 2016. She is committed to providing members with access to reliable data through innovative technology, offering subscribers access to 10-plus MLSs across California.

Today, DaVina shares her extensive industry resume, discussing her early years as the office manager for SoCalMLS through her current role as MLS and association executive. She explains the thinking behind her decision to implement a system of choice and what impressed her about the dynaConnections’ connectMLS system. Listen in for DaVina’s insight around the pros and cons of offering members additional technology options and learn more about the trend to separate listing input from MLS systems.

What’s Discussed:

DaVina’s early years as the office manager for OCMLS

DaVina’s extensive resume in the real estate industry

Why DaVina is establishing a system of choice

DaVina’s goals as the CEO of bridgeMLS

1. Change name, reputation
2. Improve governance structure
3. More advanced technology

The advantages of dynaConnections’ connectMLS system

-Give members options

-Great mobile site

-Phenomenal service

How data is shared in SoCal vs. the Bay Area

DaVina’s plan to provide connectMLS training

The trend to separate listing input from MLS systems

The relationship between choices and support challenges

Resources:

Cloud MLX

dynaConnections

connectMLS

Bridge Interactive

Paragon

BOOST MLS Staff Summit

Connect with DaVina Lara:

DaVina on LinkedIn

bridgeMLS

Oakland/Berkeley Association of REALTORS

How does design impact a real estate brokerage? Does it go beyond aesthetics to influence processes? How does quality design shape the user experience? And what are the benefits of an in-house creative team?  

Matt Beall is the CEO and Principal Broker at Hawai’i Life, the state’s largest listing brokerage with over $25M in annual revenue across 13 commercial locations. He founded Hawai’i Life in 2008 to solve for representation of properties in marketing and digital technology, and now the firm does thousands of transactions each year, representing approximately $1B in sales. Matt also produces the Worthshop Series, a unique industry event designed to facilitate content and conversation among real estate’s brightest minds, and he serves as the cohost of HGTV’s popular reality show Hawaii Life.

Today, Matt shares his diverse experience in real estate, discussing how his background in sales, investing and running a traditional brokerage inspired him to found Hawai’i Life and what differentiates the company from other firms in the space. He explains the value of design in creating a clean and simple user experience and his decision to employ a full-time team of creatives and engineers. Matt also describes the benefits of being featured on HGTV in terms of brand awareness and credibility. Listen in for a preview of this year’s Worthshop at Mauna Kea Resort and learn how the design focus at Hawai’i Life contributes to its company culture.

What’s Discussed: 

Matt’s background running a traditional brokerage

What inspired Matt to found Hawai’i Life in 2008

Hawai’i Life’s recent merger with Joy International

Why Matt employs a full-time creative design team

Hawai’i Life’s focus on simplicity in user experience

The benefits of being featured on HGTV

The aim of Hawai’i Life’s annual Worthshop Series

What differentiates Worthshop from other conferences

The key aspects of Hawai’i Life’s company culture

How an ‘ethos of reset’ influences the tone of Worthshop

Resources:

Hawaii Life on HGTV

Worthshop Series

CMLS 2018

Connect with Matt Beall:

Hawai’i Life

Matt on LinkedIn

Worthshop 8

‘Defy mediocrity and deliver extraordinary experiences.’

Century 21 has been in business for the past 47 years, and in that time, the branding has remained virtually unchanged. When Nick Bailey took the reins, however, he moved quickly to rebrand the company in a way that reflects the consumer-driven movement in the industry, engenders multi-generational appeal, and inspires his global team to deliver extraordinary experiences.

Nick took on the role of CEO and President of Century 21 in August 2017, and he is responsible for the organization’s 8K offices and 118K independent contractors in 80 countries around the world. He has 21 years of experience in the industry, earning his real estate license at the age of 21. Nick served as the VP of Growth and Development at RE/MAX World Headquarters for 12 years and VP of Broker Relations for Zillow Group for five years. He is a leader in franchising, brokerage management and technology, and Nick is known for increasing margins while mitigating the impact of economic change.

Today Nick explains how his diverse background allows him to see issues through different lenses, including that of the consumer. He walks us through the Century 21 rebrand, discussing the company’s new motto around delivering extraordinary experiences and the positive response to its new brand identity. Nick speaks to Century 21’s reputation for training, his take on new models like iBuyers, and the consumer-driven movement in real estate. Listen in for Nick’s insight on the necessity for open network, mobile-first technology and the healthy competition between Century 21 and Realogy.

What’s Discussed:

How Nick’s diverse real estate background helps create clarity

The consumer-driven movement in the real estate industry

Nick’s insight on the core of Century 21’s business

-Help affiliates grow companies

-Help agents get closings

Century 21’s new motto around delivering extraordinary experiences

The positive response to Century 21’s new brand identity

-Cross-functional (mid-priced AND high-end)

-Multi-generational appeal

How a brand’s design impacts consumer trust

Century 21’s reputation for training and education

Nick’s take on new models like Redfin and iBuyers

How the process of finding buyers and sellers has evolved

The difference between home search and home shopper

How agents remain essential to consumers despite industry disruption

Nick’s preference for integrated, open network technology

The healthy competition between Realogy and Century 21

Century 21’s international presence

Connect with Nick Bailey:

 Century 21

Century 21 on YouTube

Century 21 on Twitter

Nick on LinkedIn

88 MLSs serve 80% of REALTORS. The remaining 20% are served by the rest—that’s nearly 600 MLSs! We know that consolidation will make it much easier for brokers to serve consumers, but what is the best way to approach the issue? How can we work to understand the 20% in rural, small town and resort communities and bring that group in to alignment with the 80%?

Kevin McQueen is the President of the T3 Sixty MLS Division. He joined the firm with the express purpose of facilitating MLS consolidations, mergers and collaborations. Kevin has been a real estate consultant since 2000, when he founded Focus Forward to help MLSs and associations navigate the evolution of the industry. Prior to consulting, Kevin spent nine years as the CEO of Realcomp and eight years running technical operations for BORIS Systems.

Today Kevin shares his path to consulting, from his early days with BORIS to his experience consolidating MLSs in Michigan at Realcomp. He explains the role of a consultant in facilitating strategic thinking and what led to his collaboration with T3 Sixty. Listen in to understand Kevin’s mission to pick up the pace of MLS consolidation, addressing problem areas individually with a quiet, flexible approach.

What’s Discussed:

Kevin’s early experience with MLS technical operations

How Kevin transitioned to MLS leadership at Realcomp

Kevin’s insight on the benefits of consulting

Why Kevin chose the name Focus Forward

The role of a consultant in facilitating strategic thinking

-Discussion about what’s possible

-Organizational assessment

Why Kevin sought a partnership with T3 Sixty

The value of accurate data in decision-making to supercede emotion-based decision making in boardrooms

The shrinking number of MLSs from 2000 to 2018

Kevin’s mission to pick up the pace of MLS consolidation

-88 MLSs serve 80% of REALTORS

-20% served by the rest (nearly 600)

Kevin’s take on NAR initiatives as dividing vs. unifying

Kevin’s Do’s and Don’ts of MLS consolidation

-Be flexible, modify business model

-Don’t go into takeover mode

Paul Prince’s quiet and respectful approach to consolidation

How Kevin’s MLS map initiated a conversation

T3 Sixty’s approach to addressing problem areas individually

Resources:

Number of MLSs By State

Paul Prince Case Study

T3 Summit

Connect with Kevin McQueen: 

T3 Sixty

Email kevin@t360.com

Kevin on LinkedIn

Kevin on Facebook

What do you think of when you hear the term ‘MLS’? The software vendors? The providers? The database itself? What about MLS executives? We tend to use the label as a catchall for all of those things, which can get problematic.

Shelley Specchio has a handle on all aspects of the MLS system. In 1994, Shelley began her professional career publishing a home magazine for the Reno/Sparks Association of REALTORS. The association expanded in 2003 to become the Northern Nevada Regional MLS, and Shelley served as their VP of Sales and Marketing until 2008 when she transitioned to the role of CEO. Last February she became the CEO of the MIBOR REALTOR Association in Indianapolis, a unique organization that marries the MLS, the association, and a nonprofit arm to impact the community at large. Shelley is involved with NAR on the national level, serving on the MLS Executive Advisory Board.

Today Shelley addresses the role of an MLS executive, discussing her own career path and the pros and cons of the position. She shares her take on the fear of disruption in the marketplace, the Upstream initiative, and MLS consolidation. Shelley explains what drew her to the CEO position at MIBOR, describing how the association, MLS, and foundation work in tandem to impact the community. Listen in for insight around using ‘MLS’ as a catchall term and MIBOR’s adoption of the acronym BLC.

What’s Discussed:

Shelley’s career path in real estate

The role of an MLS executive

The fear of disruption in the marketplace

Shifting from fear to strategic action

Shelley’s take on the Upstream initiative

-No one solution for pain points

-MLS needs to facilitate choice

Other graduates of the ‘Merri Jo School of MLS Execs’

Why MLS execs often relocate as they advance

The extensive travel required of MLS execs

The shrinking number of MLSs from 900 to 672

What drew Shelley to MIBOR

-Economic development piece

-Opportunity to move community forward

MIBOR’s unique structure as an association and MLS

The challenges of having a new boss every year

How MLS execs build relationships with the board

The confusion around ‘MLS’ as a catchall term

Why MIBOR uses the term Broker Listing Cooperative

Shelley’s insight on future consolidation

-Less important to merge if data flowing

-Tech like MLS Grid could facilitate

Resources:

T3 Sixty

MLS Grid

CMLS Brings It to the Table

MIBOR REALTOR Foundation

Connect with Shelley Specchio:

MIBOR REALTOR Association

MIBOR on Facebook

MIBOR on Twitter

Shelley on LinkedIn

Real estate professionals spend $9B annually to drive traffic to their websites, but less than 1% of that traffic leads to conversion. What’s to blame for this abysmal data? The vast majority of customers are looking to get an answer to a quick question, yet they are met with an aggressive chatbot who demands their contact information before agreeing to provide any information. And even if they do acquiesce to giving a name and email address or phone number, they have to wait several hours for a response. Jatinder Singh and Katie Djurich have built a better chatbot, one that uses scripted AI to engage with customers immediately and understand their needs first.

Jatinder and Katie are the visionaries behind Botplan, a chatbot for real estate that is compatible with Facebook Messenger, webchat and SMS. Available 24/7, the machine-learning tool initiates a dialogue with incoming leads, sets appointments and communicates the customer’s needs to the agent. Jatinder’s extensive background in the retail innovation space and Katie’s experience with the real estate industry led to an interest in designing a chatbot that helps agents effectively automate this portion of their business—and enjoy an occasional family dinner!

Today Jatinder and Katie explain the problems with the current chatbot solutions on the market and how Botplan addresses those issues. Jatinder explains why Botplan is transparent about being a virtual assistant and the distinction between the questions it can and cannot answer. He discusses Botplan’s ability to understand customer needs and communicate those needs with agents and how the team has made adjustments to the platform based on customer interaction. Katie and Jatinder address the reasons why chatbots that demand contact information before providing value tend to be off-putting and ineffective and how Botoplan uses scripted AI to employ the soft sell. Listen in to understand how Botplan is reaching agents and how the platform integrates with Facebook and SMS as well as webchat.

What’s Discussed:

Why Jatinder and Katie built Botplan

The problems with current chat solutions

-Cost prohibitive

-Poor quality

-Limited availability

How Botplan works with Facebook, SMS and webchat

Why Botplan is transparent about being a virtual assistant

How chatbots are compatible with a busy lifestyle

The questions Botplan can and cannot answer

How Botplan works to understand the customer’s needs

How Botplan communicates with agents

How Botplan has made adjustments based on customer interaction

Why chatbots that require contact information are off-putting

Botplan’s use of scripted AI to engage with customers

Jatinder’s background in the retail innovation space

Katie’s experience in real estate and virtual tours

How Botplan is reaching agents

-Brokerages

-Tech platform providers

Resources:

Botplan Webinar Registration

Connect with Jatinder Singh & Katie Djurich:

Botplan

Botplan on Facebook

Botplan on Twitter

Botplan on Instagram