With national real estate markets becoming more competitive for buyers, sellers, many real estate agents are beginning to think about expanding the services they offer and diversifying their areas of expertise. Is this a good or bad decision? Based on personal experience I can answer this question without doubt. Diversification is not the answer for Realtors in any market, especially not a slow or declining one. Unfortunately the opportunities to branch out of our area of expertise only seem to be expanding. Today I can choose to be a home stager, retailer of electricity service providers, limited service brokerage, home inspector, appraiser, webpage developer, or heaven forbid combine real estate with mortgage services (I will go off on that on my next blog).

What happens in any of these equations is that you become distracted with your primary purpose of selling real estate. Having a home staging designation is terrific but it doesn’t mean get out there and start staging homes that are not your listings. Selling secondary or complementary real estate goods will never help you hit the closed transaction numbers you are seeking. So what is the answer to hitting your numbers, delivering unparallel customer satisfaction, and getting clients the services they need? Be a master of your craft and refer secondary services to those that are a master of theirs. Create referral directories within your communities for services related to your business. Need a mortgage, call a loan officer; need a home staged, call an accredited staging professional.

If Realtors will focus on one task (lead generation) they will see an endless supply of business. Gary Keller calls this the power of one. There are reasons bowling pins are not set up side by side, rather they are set up so if you focus on the head pin, you can hit a strike. That’s focusing on the power of one and using your skills where they are needed. What ever career path and journey you decide to take for your life, do so with conviction, passion, and do not let distractions take you off the path for success!!