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Ben Kinney, owner of the Ben Kinney Companies, talked about the need for real estate professionals to “do more” to survive an ongoing market downturn when the conversation shifted to war.

On stage at Inman Connect New York on Tuesday, during a panel moderated by Inman reporter Jim Dalrymple II, Kinney stressed the need to take action in the presence of fear.

That’s when he brought up the 1995 Best Picture film Braveheart, specifically, Sir William Wallace’s ability to lead his followers in war despite the immense force of the English army.

“I want us to be like Braveheart,” Kinney said. “I want us to grab our sword, and I want us to walk forward, yelling back to our people, ‘Follow me, we’ve got this.’”

“It’s that optimism that’s going to allow us to keep marching forward,” Kinney said.

Inman reporter Jim Dalrymple II | Photo by AJ Canaria & Mercedes Santiago of MoxiWorks

Kinney’s message wasn’t quite apocalyptic (though that was the title of his discussion). But he also made clear the path forward is through action today.

“Fright is one of the worst things for us as real estate professionals and one of the worst things for consumers,” Kinney said. “Fright means that people do nothing. They freeze. Buyers don’t buy, and sellers don’t sell.”

Kinney talked about the struggles from the housing collapse during the Great Recession. Whereas in 2005 he might make 20 to 25 lead calls to book a solid appointment, he’d make 50 or more in 2008 after the collapse.

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