AI vs a People-First Mindset

John O’Brien

Real Estate Sales Executive, Raspa Property Group

Perth’s real estate market stock levels are alarmingly low, to the point where it’s affecting real estate agent job security. In an age where new models of business are being developed, traditional prospecting methods like door knocking and other face-to-face interactions shouldn’t be neglected. In essence, don’t get carried away with AI: The basics in sales are as important today as they were a hundred years ago.

My own journey in this industry has been built on these grassroots approaches. Having started out as a teenager, I embraced the grind of cold door-knocking, steadily meeting as many people as possible. As a result, my dedication led to rapid gains early in my real estate career.

Supported by my Directors Simon and Lou Raspa at Raspa Property Group, I’ve been able to generate listings and appraisals at a rate comparable to the most experienced agents in my area – in a market with not enough stock to support the number of estate agents in Western Australia. 

While there’s a myriad of benefits in using AI, there are also significant drawbacks that warrant consideration. The rise of scam calls facilitated by AI-driven technologies, with the ability to spoof phone numbers and mimic human voices, are being used more frequently. Scammers can now deceive unsuspecting individuals at an alarming rate. This trend has put both our clients and the general public on high alert. In such a climate of uncertainty, the importance of genuine connections cannot be overstated. Clients seek assurance and reliability, particularly when dealing with their most significant asset — their property. We’re dealing  with real money, real homes and real people. The solution is building enough trust so clients call us before answering potential scam calls.

There’s an additional risk with sensitive information being compromised. Clients may feel uneasy about the collection and use of their personal data, leading to trust issues when talking to and handing their details over to an estate agent, which can easily go wrong and lead to potential legal implications. AI undoubtedly brings both opportunities and challenges to the real estate industry, but it’s important to not lose sight of the human interaction that remains the foundation of every deal. 

So how have I been able to build my career through a people-first mindset? My approach has always been to add value anywhere I can, even with something as simple as knocking on a door and offering the homeowner relevant information. I don’t see them as just listings, they are my home-grown relationships, cultivated through an awful lot of hard work and dedication, nurtured primarily from going out and taking a sincere interest in them. They’ve seen me evolve from a determined teenager to a trusted advisor. It’s this authenticity that’s invaluable in an industry that’s becoming more integrated with AI. An integration which is changing the entire landscape of our industry. 

As AI continues to advance and reshape the real estate landscape, the human touch has not diminished in importance. While technology undoubtedly streamlines certain processes, these personal interactions provide irreplaceable insights into client needs and preferences, allowing agents to tailor their services with precision. It’s in this process AI can be in conjunction with a people-first approach to provide stronger data about market direction.

It’s our willingness to create sincere and authentic relationships with clients that provides business security. It doesn’t matter whether you’ve been in the business for 10 years or 10 minutes, the result of hard work, perseverance, and genuine connections will always trump the easier approach. 

Want to embrace a people-first mindset even further? Check out our article on giving back to the community.