"I've Been in the Business for 20+ Years...I'm an Expert"
How many times have you heard, “I have been in this business for over 20 years, I am an expert”? It does not matter what industry you are in, it never fails, this statement will be said. I’m never sure how to interpret it. Don’t get me wrong, experience is almost everything. I have learned an immense amount about business, sales, and the industry I am in simply by working in it every day. There are certain things business school, books, or seminars cannot teach, and experience can. However, just because somebody has been in an industry for 20 years or more does not qualify them as an expert.
Continuing Education
According to Dictionary.com, an expert is defined as, “a person who has special skill or knowledge in some particular field; specialist; authority.” I am going to use the real estate industry as an example… what a surprise. Anyway, the line I hear most commonly is the 20 years experience one. Part of me takes it as an insult because they know I am young and just getting started. They use their age as an advantage. Here is my question to the other agents throwing the number of years they have over me:
What are you doing to stay updated with the market and the current marketing trends to sell properties?
What are your points of difference other than a years of experience?
Are you evolving with the technological advances and becoming an expert in those skills as well?
Since you have been in the field for so long, what are you doing to continue your drive and motivation for success?
Are you open to change?
Those five questions are something every prospect should be thinking when interviewing a real estate agent or anyone with whom they are considering entering business. Now, I am not knocking the veterans out there with 20+ years experience. In fact, I, myself feel immediate comfort when speaking with somebody who has been in a certain field in which I know nothing about and they have been in it for a long time. It makes me feel like they have had tons of practice and can guide me properly. I started thinking more into this nevertheless once I entered the workforce.
Young and Hungry
If I am competing for business against someone who claims they are an expert based on years of experience, I think I have a pretty decent chance to win. First of all, I never bash my competitors. Competition is what drives me and I respect my competitors and myself too much to do that. I always note how impressive it is that they have been in the same industry for so long and agree that they have a vast amount of knowledge. Then, I go into my own pitch to sell my skills to the prospective client. I admit how I know I am young and lack 20 years experience, however I do have some experience and have a business degree from a great university. I say how I am up to date with the latest marketing and technological innovations this generation is seeing and that is an imperative skill people in business must inhabit to compete today. Not only do I have these skills, I want to learn more on them daily so I can be the most knowledgeable and grow with the trends. I am young but hungry and driven to succeed. Most of the 20+er’s have seen success. I am climbing my way there but still have something to prove. Now that is motivating!
Think About It
Next time you are considering doing business with someone, even if it is deciding the local plumber, think about more than how many years that person has been working. Think about the industry and how changes are evolving every day. Think about the continuing education required to stay knowledgeable to be considered an expert in an industry. Ask yourself if they seem like they are willing to work hard for you and are motivated to succeed. If the person you are speaking to has been in business either 1 year or 20+ years and checks all the boxes, go for it! All I am saying is the phrase, “I’ve been in the business for 20 years, I’m an expert” should not be considered a competitive edge anymore, bring more to the table.