What makes a top producer?
Stop and think for a few minutes about who the top producers are in your market?
Ok, now think about what they doing that has allowed them to continue to consistently produce in a down market, when everyday REALTORS are throwing in the towel.
Every day I scan the MLS to see, what has sold, what is active, and what went under contract (I assume that is something most agents do every day.)
Over and over again the same names pop up as the listing agent with the home that sold or the actual buying agent that sold the home.
Teams
Except for one agent in my area, all the top producers have teams. Now it may be a two person, husband and wife team or a well oiled team with a team leader, several assistants, a listing coordinator or a closing coordinator. But, they all have HELP.
In my area, the names that keep popping up are on Teams. I believe it is virtually impossible to be a top producer without help. Well, you could do it alone but if you do how is that effecting time with your family? Realistically how many transactions can you juggle and give good service?
Running a Business
The second thing I notice about those top producers is the fact that they treat their business like a business. Real Estate to them is not just selling a house, but something they brand, allocate resources for, grow and manage. Not only are they thinking of ways to grow their business but they also thinking of the future and how to sell it down the road.
I remember being told by a entrepreneur friend of mine years ago, “all businesses are built to be sold.”
Far to many REALTORS, think of Real Estate as a job they do and someday when they retire then all the hard work of creating and nurturing relationships they have built is gone. (I’m outta here)
Focused and Positive
One other observation I have observed with top producers is they are focused and positive. I never see them “hanging out at the office”, or attending broker opens, or really for that matter, serving much at all on their local boards. Oh there are a few, but really very few.
Finally, I don’t see many top producers in my market on Twitter, Facebook, Empire Avenue or other social media sites during the day. I don’t see them at every conference known to man around the country.
What I do see is they work everyday, on their business and in their business.
How ‘bout you?
Think of the top REALTORS in your market, what characteristics do you see?
Flickr Photo Credit
Jeff Bernheisel
February 23, 2009 at 6:53 pm
I’m game.
$50k
I did the whole 1099 thing for years as a mortgage broker. I had killer years, and I had painful years. Trust me, I get where you’re coming from.
I like to keep things simple. Mostly for my sake…
My “official” opinion is this:
At the end of the day, if a client is comfortable and willing to pay 3-6-7-10-whatever percent, then let them. Whatever is negotiated between the parties is their business.
So, Jonathan… When will you do a guest perspective for us?
Jonathan Dalton
February 23, 2009 at 8:36 pm
Daniel’s extended the offer previously, Jeff. And I appreciate it in both cases. But it seems inconsistent for me to contribute to a series whose very underpinnings I object to.
Jeff Bernheisel
February 23, 2009 at 9:00 pm
Well, we’re always open for discussion about it…
Personally, I think it’d be great to get some new perspectives on the matter. But, we’re ending the “commissions” discussion in the next couple days.
So, I guess I’ll look forward to the conversation our next topic generates.
…and, I’ll see you in the lobby of Connect SF!
Ines Hegedus-Garcia
February 24, 2009 at 1:34 pm
Can I have some green cupholders please? 😉
Jeff Bernheisel
February 24, 2009 at 1:37 pm
I almost overnighted you some of those “Hulk Smash” gloves yesterday…
But since we’ve never met, (and you don’t know how I’m a pretty big prankster), I wasn’t sure how you’d take that. 🙂
Ken Brand
February 25, 2009 at 8:10 pm
The internet and it’s powers are the greatest thing ever. Businesses, perspectives, conversations, friendships all at our fingertips.
Cool.