Over the holidays, I read “Flash Foresight” by Daniel Burrus, which I highly recommend. Burrus says, “predicting the future is easy … but predicting it accurately is hard”. Can you relate? He goes on to say that we are generally too focused on our current challenges (the housing market, difficult transactions, challenges in lending, etc.). Instead, he recommends that you think about the challenges and problems you are ABOUT to have next.  If that is difficult, think about the problems your customers are going to have next. Then (and this is the hard part), SKIP your biggest current challenge, since there isn’t much you can do about it or it may be too late anyway. You should know that Burrus is a futurist and a planner like me, and in my opinion, his message is solid.

What do you know right now — for certain?  I submit that you have three high-level options for the future of your association or MLS.  In fact, this may also apply to your brokerage and other businesses in 2012.  Rather than trying to predict the future, now is the time to prepare for it by picking the best option for you and your future.  You can:

1. Stay the course and manage your decline (at least that’s what I call it)
2. Merge your organization with others to increase your buying power and staying power
3. Partner with others through shared services, deliver more value and be indispensable to your customers

If you could pick one, which one is right for you? There are pros and cons to each.  Grab a piece of paper and jot them down today.    What is your best survival strategy to prepare for your future?

Some will say this doesn’t apply to their organization.  For example, there are many associations and MLSs that are doing just fine.  They are less likely to decline and in fact, some will grow.  However, in my opinion, they will end up participating in some form of merger or shared service partnership as other (smaller) organizations lean toward them.  So change will touch everyone at some point.

I help leaders of REALTOR associations and MLSs just like you to prepare for the future by showing them how to increase their value and be indispensable to their paying customers.  You have the power to decide for your organization and it’s time to pick which option is right for you.  Last year, I worked with 78 organizations, many in groups ranging from 3 – 15 associations, to show them how to work together to prepare for their future and be indispensable to their members and other customers.  Here is how we did it.  The results are huge and measurable.  I’ll post some examples in my next few posts.

Daniel Burrus gives us some things to think about.  What problems are you or your customers going to have next and what are you doing right now to prepare for your future (not predict it). Regardless of what your future holds, it’s time to decide which option is right for you and move your people to action (BOD) so you are ready for whatever comes next.

My wife Sue and I give graciously to our church and other organizations throughout the year.  In 2012, I will commit 10% of my time to giving back to the community by sharing my talents and experience.  We work closely with REALTOR associations and MLSs to help them be indispensable to their paying customers. Last year, I had the pleasure of working with 78 organizations in 16 states through my business Focus Forward.  Together we learned A LOT.  Now is the right time to share what we know and make a profound difference in the lives of the leaders in real estate.

Here are recent topics of interest:

• How do I make it easier for our members to do business and make money in this market?
• How do I reduce costs and balance budgets more easily?
• How do i increase our staying power to survive all of this?
• How do we  become  indispensable to our paying customers?
• What are our options right now?

Do you have any big problems or challenges you need to resolve this year?  If so, I would like to talk with you. It’s easy to schedule a free private consultation with me  at tungle.me/kevinmcqueen. No need to prepare – our conversation will take about 40 minutes.  I want to hear from you and give back much more in 2012.   — Kevin McQueen

REALTOR association execs and board members are well aware of the “value crisis” that is brewing. Membership is declining and so is income. Technology is moving faster than most association decision-making and the data, which used to be exclusive to the local MLS, is now virtually everywhere.  Many associations have already reduced their operating budgets by 30 – 50% over the past 3 years. How much more can they cut and still be relevant?  Something has got to change.

Associations were not built for speed in decision-making or technology.  Other than MLS, many members inside and outside the boardrooms are questioning the value of REALTOR membership. Local politics and indecision are not going to get it done anymore.

“In this climate, it seems appropriate that the associations should do what REALTORS do every day in their businesses; cooperate with each other in pursuit of mutually beneficial outcomes”, says Karl Berron, CEO of Indiana Association of REALTORS

Through the Cooperative Roadmap Program, these thirty leading associations in South Carolina and Indiana are demonstrating what is possible when the state and locals band together to serve the members’ best interests.  The “Co-op Program” is a 100 day initiative that will deliver the best tools at the lowest costs through shared contracts in at least the following service areas:

• Showing Services
• Lockboxes
• Membership databases
• Mobile apps
• Shared tax data across the states
• MLS data and technology sharing for some
• Non-dues revenue opportunities

Our charge is to deliver solutions which are only possible when the leading associations and MLSs work together toward common goals and outcomes and deliver incredible member value.

We hope you will follow along with us to monitor our progress and success over the next 100 days.

1.  How can we reduce our operating expenses by working together?

2.  How well do our current services meet our customers’ business needs?

3.  How do our services compare with others in our market and across the country?

4.  What should we do to help our brokers and agents keep up with consumer demands and remain relevant?

And the most important question:

What is keeping you from answering these 4 questions?

The most frequent responses include:  not enough time, the politics,  our market is unique, the cost of the assessment, we don’t have overlapping market disorder, too many other priorities right now and our neighboring Associations / MLSs don’t want to work together.

A better answer to the last question might be  “a thorough and objective assessment of our market”. That’s precisely what the Effective MLS Market Solution program (EMMS) was created to do. What could be more important than answering these questions right now?  Ask your leadership or your brokers what they think and let us know since we are very interested in your input at this time.

It’s time for a fresh new approach to support the efforts of progressive MLSs’ that seek out the best ways to help their MLS customers serve consumers more effectively.

With EMMS, you will know:

-  The opportunities for improved service and decreased costs by working together

-  What your brokers value

-  Governance and technology solutions that closely align with your brokers’ business needs

-  A plan outline for how to proceed, if you choose to

If you are interested in learning more about participation requirements,  contact Brian Larson at blarson@larsonsobotka.com  (612) 424-8661 or Kevin McQueen at kevin@kevinmcqueen.com  (248) 374-1045.  NAR is sponsoring our professional fees and all you pay for is a portion of the travel costs. There are a limited number of programs available.

Kevin will be in Quebec City for AEI this weekend if you would like to discuss this in person one on one or with some of your neighboring Association / MLS Execs.  Call (248) 374-1045 to schedule some time to talk and answer your questions.

Here is the EMMS 2-page overview for a quick read

EMMS
The Effective MLS Market Solutions program will help MLS organizations by providing them with objective market analysis and identifying options for them to deliver more effective services to their brokers.  At the conclusion of the EMMS program, you’ll meet with our independent consultants and receive an MLS Market Report laying out the results.

This is a fresh new approach to addressing the challenges that many MLSs and their customers face in their markets.  We will gather and measure data provided by the MLSs and survey and interview brokers to understand their business objectives and identify “pain points” in the current environment.

We sought funding from NAR for the program to eliminate one common obstacle to progress, namely the cost of engaging skilled advisers.  With NAR’s sponsorship, we can reach more MLSs that want to make a difference and achieve measurable improvements much more quickly.  NAR is not seeking active involvement in the program.

We have a limited number of program / MLS groups and are actively seeking out only 6 ready markets at this time.  Each market will likely consist of 3 or more MLSs.  The MLSs will be required to share agreed upon information with us, commit to the process and pay a portion of the shared travel expenses for on-site visits by Brian or Kevin.

If you are interested in learning more about EMMS, please read the overview and contact

Brian Larson blarson@larsonsobotka.com (612) 442-8661 or Kevin McQueen kevin@kevinmcqueen.com (248) 374-1045 for more details.