To attain development objectives, brokers want to interrupt out of present molds and get artistic with their strategy, all whereas maintaining their “strategic subway map” on the forefront, Duffy advised Inman Join New York attendees.
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New Zealand Black Foils driver Peter Burling doesn’t win races by following the remainder of the pack — he does it by seeing issues in another way. That’s the message that United Actual Property founder and CEO Dan Duffy needs brokers and brokers to take house after leaving Inman Join New York this week.
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The CEO confirmed a clip of the New Zealand staff’s latest victory in a global hydrofoil boat race the place the Black Foils began the race distant from different groups that had huddled collectively for cover from the wind, however nonetheless achieved an ideal end.
Dan Duffy
“[Burling] said, forget it,” Duffy relayed to the group. “I’m going to go approach out over right here and begin the race in another way.
“They never caught up to him — they never came close.”
That mentality of considering in a approach completely different from the remainder of the {industry} is a core worth of United Actual Property that Duffy credit as serving to the household of actual property manufacturers develop about 735 p.c over the previous 5 years, each organically and thru mergers and acquisitions.
As a part of this mindset, brokers and staff leaders ought to take into consideration how their shoppers spend their day and the way they’ll higher serve these shoppers.
For Duffy and his management staff at United, which means fascinated by how brokers spend their time day-after-day and the way management may also help streamline their jobs.
An organization’s evolution doesn’t occur in a single day, Duffy reminded the Inman Join viewers. It’s a very gradual course of, and generally there are durations of stasis.
“In real estate, there were decades of stasis,” Duffy stated, earlier than the {industry} picked up momentum in recent times, and billions and billions of {dollars} began to be poured into merchandise to disrupt the {industry}.
Duffy likened the cataclysmic local weather occasions which have occurred over the course of the planet’s historical past to the businesses and occasions which have disrupted actual property in recent times — comparable to Properties.com, Compass and Zillow — in addition to the antitrust fee lawsuits.
“Instead of these events … these companies have positively created an environment where certain models … will win and lose,” Duffy stated.
“When these things happen, you have to think differently … And for those that think differently … you have an incredible opportunity.”
Dan Duffy’s slide of actual property corporations disrupting the {industry} | Credit score: Dan Duffy
Duffy’s methodology for addressing {industry} disruption whereas selling United Actual Property’s personal development has been to create what he referred to as a “strategic subway map” that helps the corporate with a plan of motion to attain its objectives.
“You need to have a strategic subway map,” Duffy urged different brokers.
The subway map helped the corporate enhance its agent depend from about 2,500 brokers in Q1 2011 to about 25,000 brokers in This fall 2024.
As a part of the map, the corporate additionally needed to implement step capabilities, in an effort to obtain systematic development, Duffy stated.
“These are the kinds of results you get, but it doesn’t happen immediately,” he stated. “There have to be long-range strategic plans in place so you can see things and execute them so you can arrive at your destination.”
Close to the top of his presentation, Duffy additionally gave viewers members examples of the right way to put considering in another way into motion, which he shared in a slide.
Dan Duffy’s 10 actionable strategies to assume in another way | Credit score: Dan Duffy
From taking the inverse place from the favored one to transferring folks round inside an organization about as soon as each three years (by their third yr, most individuals begin to defend the established order of their place, Duffy stated), the CEO proffered 10 methods for brokers and brokers to change issues up in an effort to assume in another way.
Duffy additionally confirmed a graphic illustrating the outsized proportion of tech corporations within the U.S. in comparison with these in different components of the world and stated it represents simply how a lot enterprise capital is prepared to wager on rising new concepts on this nation. That willingness to gamble might be an ideal alternative for brokers, Duffy stated.
“The U.S. as a culture will take capital and risk it on new ideas,” Duffy stated.
“Venture capital firms will get behind you and you need to think about the fact that you are blessed … You have the opportunity to capture that dynamo.”
E-mail Lillian Dickerson
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