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For Immediate Release June 2004

Real Estate CyberSpace Radio Releases Briefings on How to Keep Up with Real Estate Change

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Real Estate CyberSpace Radio (RECR) today released excerpts from their June briefings. In three interviews, John Tuccillo, Ernie Brescia and Scot Kenkel direct Real Estate CyberSpace Society members to ongoing solutions for honing their business and technology skills and for gaining maximum benefit from cutting-edge tech strategies.

The lead briefing with John Tuccillo, best-selling author and former Chief Economist of the National Association of REALTORS®, sets the overall theme that success in the real estate industry depends on adapting to changes in how business is conducted and in the expectations of a tech-savvy consumer base. According to Tuccillo, "The top agents invest in themselves; they are willing to take revenue from their business to teach themselves the things they need to know." Among these things are the four ways that agents can add value for consumers, and Tuccillo identifies the key criteria for achieving success in those areas. He sees the roles of agents and brokers evolving and shares with Society members where such issues as fee-for-service compensation systems and the integration of transaction management tools are heading. Can brokers continue to make a business from brokerage services in the old-fashioned sense? In a word, Tuccillo replies, "No!" However, in elaborating, he guides brokers toward positive solutions for prosperous survival.

In the second interview, Ernie Brescia, chief learning officer at Century 21, makes clear that continuous learning is the lifeline for practitioners as technology transforms the way real estate business is done. The delivery of that learning is also changing at a rapid pace. According to Brescia, "Real estate professionals across the country are now realizing that it is imperative that they beef up their technology skills." Century 21 has anticipated that need in developing its Century 21 Learning System-a model for the industry built around targeted, flexible online courses. Brescia identifies the criteria that make learning programs practical and effective for participants, clarifying the difference between two contrasting e-learning approaches-synchronous and asynchronous programs. He explains why support for the Century 21 system has grown dramatically as agents have become familiar with it and why the company is working so hard to achieve wider involvement among its most experienced and most successful agents. Brescia is clear about the benefits of distance learning, and he anticipates a rapid shift to such programs as more regulatory bodies approve them for continuing education requirements.

In the wrap-up briefing, Scott Kenkel, The E-Mail DoctorTM, shares tips and tricks for leveraging online power. He focuses especially on solving a communication gap he has identified-"the use of email as a communication tool in the real estate industry." Although the industry showed steady improvement for years, in the past year, the email response rate of agents across the country has declined. More than half of agents do not respond at all to email leads and of those who do, half are disappointed with their results. Kenkel explains why failing to respond is such a serious mistake, and he goes on to advise listeners how to avoid the chief error that agents make when they do respond. He itemizes the five components necessary for a good email response. Kenkel discusses how email can be used to build business, including practical ways to develop an email contact list and a sample dialogue for approaching strangers. On the hot topic of spam, Kenkel tells agents how to stay clear of the new anti-spam laws.

Real Estate CyberSpace Radio is a public and member service of the Real Estate CyberSpace Society. With membership in 29 countries, the Society provides its 6,000+ members in more than 120 Chapters with tools and services for maximizing their real estate professionalism and effectiveness, plus a networking connection for professionals from all real estate specialties. Peckham announced that over 100 similar interviews are broadcast at the Society's "Real Estate CyberSpace Radio": The Society invites the real estate community and the public to visit and listen to a selection of briefings at RECR.

Information regarding the full interviews in this release of the Real Estate CyberSpace Alert or membership in the Real Estate CyberSpace Society is available from Society headquarters by calling 617-559-0000, at or by e-mail at

For Further information or interviews:

John M. Peckham III
Executive Director
Real Estate CyberSpace Society
Four Longfellow Place, Suite 2408
Boston, MA 02114
Phone: 617-523-4440 Fax: 617-523-4736