Koot: Why Realtors matter even more in times of uncertainty

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The views expressed in this column are solely those of the author.

I have written a lot recently about the evolving Realtor value proposition. The common thread of these articles is that the role Realtors play for their clients and the real estate transaction has changed over the years and will continue to change. Based on the business environment, technological shifts like artificial intelligence (AI), and changing regulatory expectations, the value proposition in a few years will undoubtedly be different from what it is today.

These changes can happen over time or arrive more suddenly. As most Realtors across the country — and especially those here in British Columbia — know, Aboriginal rights as enshrined in Section 35 of the Constitution Act, 1982 have become a significant part of the discussion about how Aboriginal title and fee simple title intersect.

Navigating complex uncertainty

Following several highly publicized B.C. court cases and negotiated agreements that consider Aboriginal rights, I conducted extensive research on the subject in my role as CEO at the BC Real Estate Association. As a result, I became a sought-after voice on the matter in the B.C. real estate sector.

I found myself speaking to the uncertainty caused by these decisions and agreements, especially as it gets amplified by the lack of clear messaging on a very complex topic. In my presentations, I highlight the need to differentiate this uncertainty from the trust and confidence required in the property ownership systems we rely on in Canada to identify and register fee simple title.

And as I spoke about this uncertainty and the role Realtors play in navigating such a complex and evolving situation with their clients, I realized that not all value propositions have changed or will change.

The enduring Realtor advantage

There is uncertainty in any market system, and real estate is no exception. There are more things that we can’t control around us than there are things we can control. In a world of human-constructed frameworks and systems that can be easily changed through legislation, policy, or regulation, certainty cannot ever be achieved.

That said, whether it’s interest rate fluctuations, geopolitical impacts such as tariffs or wars, regular shifts in supply and demand, or the effect of a planned development on a neighbourhood, Realtors have always and will always add value by navigating this uncertainty with their clients.

Realtors take the time to learn about the issues affecting our business and the world at large. They read articles by experts, research historical information on a subject, attend industry webinars and conferences to hear the stories first-hand, and ask questions when there are gaps in their understanding. This process, along with their access to this information and the time they take to learn it, is what makes Realtors the professionals that they are.

Realtors cannot be expected to create certainty where there is none. That said, Realtors are uniquely equipped to navigate uncertain times with their clients by sharing knowledge, answering questions, and directing them to resources. This has always been part of the Realtor value proposition, and I suspect it always will be.

Leadership in uncertain times

If you are in a leadership position in the real estate sector, this is a value you carry with you as well. The same challenges that Realtors navigate with clients apply to those of us leading organizations. We are navigating difficult conversations with staff about the impacts of AI and automation on our organizations. We are assessing the financial risks associated with the real estate market and the broader economy. We are managing stakeholder expectations around resource availability and changing output demands. And we are working with our boards of directors to determine priorities. All of this is not only framed in uncertainty—it creates additional uncertainty.

This is the world we live and lead in, and it’s not slowing down or simplifying for us or anyone else.

In that light, it isn’t the creation of certainty we should be after—it’s the knowledge, tools, and trust necessary to navigate the lack of it. So, no matter your role, what can you do to empower yourself, your team, your clients, and your stakeholders to navigate the magnitude of uncertainty in the world today? Answer that question, and your value will always be obvious to those you serve.

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