Richard J. Filip, a licensed broker since 1969, is responsible for the explosive growth of the statewide RE/MAX of Texas network. As the owner of Air Adventures, he first engaged in marketing services for the real estate giant in 1979, later assuming the position of its Marketing Director in 1987. From 1998 to 2002, her served as the firm’s Regional Director, during which time the Associate count doubled. In 2002, he completed a purchase of the company, which now generates over $13 Billion in annual sales. Under his direction, new franchise sales reached a record 47 in 2003. He is the co-founder of the non-profit RE/MAX Ballunar Liftoff Festival, the state’s largest hot air balloon festival.
During his 11 years as a HAR member, he has been a consistent Gold Membership Level sponsor, is a 16-year member of TAR and TREPAC, and holds memberships in the DFW, Austin, San Antonio, and El Paso REALTOR® Associations. An avid outdoors enthusiast, he is a licensed hot air balloon and fixed-wing pilot. With his wife Jeanne, he lives on a ranch in Fayetteville, where he breeds Texas Longhorns.
Richard can be reached at richard@remax-texas.com
The need to offer the “value add” and convenience that ancillary services (mortgage, title, move management, etc), provides to the consumer is paramount to the continued success of the industry. It is also imperative to make the investment in continuing education and the latest in technological advances—both of which are vital to the recruiting and retention of industry leaders. As much as the Internet has empowered today’s buyers and sellers, it has proportionately increased the necessity for the expertise of a knowledgeable and seasoned real estate professional. Even the most sophisticated consumer is still dependent upon the experienced REALTOR® to assist them in managing the ever-changing array of services that are critical to a seamless transaction.
The emergence of mergers, acquisitions and the powerful agent team concept will also be an integral part of the changing landscape of the real estate industry, as the Broker blends their unique brand with an array of corporate services to attract the consumer.
Large corporate real estate companies around the country, title companies and banks are all creating new models that are providing the impetus behind the radical changes that are currently taking place in the real estate industry.
However, as powerful as these various entities are, they will not have as dramatic an influence on the industry as will the consumer and his changing expectations/buying trends. It is the need to address these consumer-centric issues that is actually driving the change in the old business models. The companies that have the capacity to influence the consumer’s expectations are diligently expanding their sphere of influence through their involvement in some phase of the real estate transaction—by this I reference such “home resource” companies as Lowe’s, Home Depot, The Great Indoors, Wal-Mart etc.
Richard Mendenhall, Past President of the National Association of REALTORS®, and currently, a highly successful Broker/Owner in the RE/MAX® network. RE/MAX® is very fortunate to have the talents of Richard on our team, whose visionary approach to the advent of technology and in turn, his advocacy of additional programs that would enable the membership of NAR to better respond to the needs of the multicultural consumer, was both prophetic and critical to the continued success and growth of NAR. Mendenhall’s down-home philosophical approach and his ongoing thirst for knowledge continues to provide the RE/MAX® System with the inspiration, motivation and support that enables others to achieve their goals.
Dave Liniger, Founder and CEO of RE/MAX International is a visionary in the truest sense of the word. RE/MAX® has recently celebrated 30 years of innovation—his outstanding personal achievements, in tandem with his extraordinary vision, have forever changed the real estate industry. Together, he and his wife Gail personally transformed the business/compensation model that has dictated current industry business models. The Linigers are the impetus behind the outstanding success that is RE/MAX®.
In addition to industry luminaries such as Richard Mendenhall and Dave Liniger, the trendsetters that come to mind are those that we serve: the home buying public. The nature of the real estate business is to provide a service to them—we must endeavor every day to meet their needs and address their concerns—for without them, we have nothing left but bricks & mortar.
The need to drive and control the transaction is relevant to today’s sophisticated consumer. Although approximately 75 percent of consumers begin their search for a home on the Internet, and possess high expectations of its power to provide them with the information that is crucial to their buying decision, there is still the demand for the benefit of the knowledge, experience and expertise of the seasoned real estate professional. According to a recent study by REAL Trends, 82% of all buyers surveyed were in favor of the convenience of the one-stop-shopping process in settlement and realty services, and those agents that have the ability to offer these ancillary services, generally receive higher marks for customer satisfaction.
It’s all about the level of service: High tech can never replace the confidence and trust that’s inherent of the high touch approach. The power behind the human touch can never be underestimated.
The need to adopt a long-term strategy to understand the mindset of the consumer and his approach to the home buying process must precede this solution. It is only through the knowledge of the forces that shape the way people think, act and make buying decisions that these entities can respond effectively and positively to the changing expectations of the consumer. Once armed with this knowledge, we must be ready to implement a system of response that immediately addresses the expectations of the client. This renovation towards a more efficient system of communication will require a change in our approach and its practical applications.
The need to invest in technology—both in research and resources, will only increase, as Brokerages must maintain and/or grow the price/value proposition for both their agents and the consumer. Again, a long-term, pedantic approach to the management and implementation of technological solutions will help the Broker manage change and harness the opportunity it brings.
In addition to the necessity for a realistic ROI on these investments in technology, I must stress the relevance for the Brokerage to also invest in the implementation and close management of ancillary home services, as they will remain crucial to the changing face of the real estate industry in the coming decade.
The trend of mergers and acquisitions, that provide for a distinct advantage in the economics of scale, as expansion and consolidation become more economically feasible will also continue, as will the need to cross sell additional services to increase profits.
The expansion of Broker services in tandem with the advances in related technologies will inevitably result in the need for these entities to provide the Brokers and Agents with more effective tools. As brokers continue to expand and consolidate markets, the need for these entities that gather and disseminate information must provide and maintain a database that is easily accessible, financially feasible and user friendly.
In addition, I would also like to see these associations maximize their mass buying power to negotiate a fair and affordable Errors & Omissions policy that would allow all REALTORS® the benefit of greatly reduced premiums, as opposed to each office being forced into the unenviable position of attempting to secure individual policies at unreasonable rates.
The focus of these organizations must shift from the traditional “association role” towards a more practical application that addresses the need for Broker profitability. This will involve the implementation of fresh marketing techniques that lend assurance to the notion that they are there to offer solutions to the challenges faced by today’s Brokerages.
I strive to constantly improve my communication skills and in turn, my ability to provide effective leadership to those who look to me for guidance—both personally and professionally.
I am humbled at the honor to have been blessed with a position of trust and leadership in my new capacity as a member of the Board of Directors with the 20,000 member Houston Association of REALTORS®. In this new role it is my desire to help to streamline the integration of, and the communication between, all related processes, products and services from all the players in the real estate transaction process.
In my stewardship role with RE/MAX®, it is my goal to continue to provide outstanding education to our membership, ancillary services that will provide the consumer with one-stop shopping, and the latest in technology to assist our Brokers in achieving maximum efficiency and profitability.
The Holy Bible, The Richest Man in Babylon, Shackleton’s Way by Margaret Morrell and Stephanie Capperell , Jack: Straight from the Gut by Jack Welch, Leadership by Rudolph Guiliani, The Purpose-Driven Life: What on Earth Am I Here For? by Rick Warren, Love Is the Killer AP: How to Win Business and Influence Friends by Tim Saunders.
Not to be afraid to embrace change.
To be bold enough to take calculated risks.
To monitor the needs and trends of the buying public—most especially those that fall a few years short of the low-end of our targeted demographic group (i.e. 20-25 year olds)—they are the evolving consumer; the future of the real estate business.
To understand technology is to embrace the future, and we must impart this knowledge to empower our membership.
Never quit learning!
