Nobody's going to pay you for the four minutes it takes to run a CMA much longer.
There was a time when knowing how to pull the right comps and build a defensible number was, itself, a professional skill. Not everyone could do it well. It took training, a feel for the market, hours most people didn't have.
There was a time when knowing how to pull the right comps and build a defensible number was, itself, a professional skill. Not everyone could do it well. It took training, a feel for the market, hours most people didn't have.
That skill just became a commodity. AI tools can produce a competent comparative market analysis in minutes, and increasingly, clients can generate a rough version themselves before they ever call an agent.
I don't think that's bad news. I think it's clarifying. It strips away the part of the job that was never really the hard part, even though it used to feel like it, and leaves behind the part that was always the actual work: sitting across from someone whose number doesn't match the data, and finding a way to tell them the truth without losing them.
That conversation hasn't gotten one bit easier. If anything, it's gotten harder, because now the client has often already seen a number from a tool, and they're comparing your professional judgment against an algorithm's output before you've even opened your mouth.
The agents who are going to struggle here are the ones whose whole value proposition was "I'll get you the data." That was never enough on its own, it just used to be hard enough to fake as sufficient. The agents who are going to thrive are the ones who were already treating the data as the starting point of a conversation, not the end of one.
If a client ran their own analysis before calling you, what would they actually still need you for?
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