Around 2015, SaaS companies started throwing money at marketing automation platforms. Ironically, SiriusDecisions (Now Forrester) found that 60–70% of B2B content created by marketing was never used because it wasn't relevant enough to buyers. The logic was the same one I hear from agents every week.
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By Lauren Henss, VP of Marketing and Strategic Initiatives for FirstTeam® Nobel Prize-winning economist Herbert Simon predicted today's challenge decades ago when he observed that "a wealth of information creates a poverty of attention.
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For decades, the best agents won because they held the keys, the MLS access, the neighborhood knowledge, and the network. Buyers and sellers needed an agent to get information, and that informational advantage was the moat that protected every top producer's business. That moat has been drained.
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How to shift from performative outreach to meaningful investment On January 15th, I started an experiment. No formal plan, no campaign brief. I picked three people a day and left them a personalized voice-to-text message. That's it. Three people, every single day.
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Three things happened at once. Interest rates didn't fall the way everyone expected, instability overseas rattled the markets, and the job economy put people on edge. Each one alone would have changed the conversation.
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The real estate industry is shifting fast. Brokerages are consolidating. Technology is rewriting workflows. Roles that didn’t exist three years ago are now mission‑critical. And roles that were critical are becoming obsolete due to AI.
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Lauren Henss shares how a powerful brand strategy can transform into a business strategy, built to empower every agent and spark inspiration across the industry.
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