ABQ Premiere Properties, Albuquerque, New Mexico
How did you get interested in the CRS Designation?
I started working in real estate in 2006 and wanted to open my own brokerage. Other agents encouraged me to get the designation. Being a CRS caught my eye for two reasons: I loved the education component and I liked the requirement that you had to have a certain level of production. You couldn’t just sign up, pay a fee and get the designation.
What work-related activities have kept you active?
In my first seven months, I closed on 19 homes and was nominated for rookie of the year through the Greater Albuquerque Association of REALTORS®. I own my company and served as a board member of the REALTOR® Association of New Mexico. I’ve also served on a variety of boards for RRC—as president of the New Mexico RRC in 2012—and was also named CRS REALTOR® of the year. I’ve also worked closely with the National Association of REALTORS® and the Greater Albuquerque Association of REALTORS®.
What is unique in your local market?
It’s a diverse population. Albuquerque is a community with many generations who have been here a long time. But there are also many federal employees here at military bases and laboratories, so there are many people from out of state.
Do you focus on a niche market?
I presented a session at Sell-a-bration 2019 called “Six Hours to Six Figures” that explained how to “find a niche and get rich.” You will be more successful as a specialist—a local expert. I focus on the military and the west side of town, where the most recent real estate developments in Albuquerque are located. I live, work and play in that part of the city.
How do you promote your business?
I’m old school—I value personal relationships. Social media is a tool I use to stay in contact with people, but it’s not a replacement for face-to-face contact. I text clients to stay in touch, but I knock on doors and get involved in the community. I host a happy hour once a month for clients. I’m a community ambassador—I don’t just put up a ‘for sale’ sign in the yard, I promote the neighborhood.
How do you communicate the value of the CRS designation to potential clients?
First, it’s not up to the Council to do it—that’s our job. For sellers, I have a pamphlet about how to choose a REALTOR® and it explains the difference between a CRS and other agents. I tell sellers that I want to educate them, so they fully understand the process. I don’t just talk about me—it’s about them, so my process is tailored toward their needs. I also explain that all agents have access to the same tools. What matters most is who you are comfortable working with.
What other approaches do you use to pursue leads?
I promote things in the neighborhood rather than myself. I go to city council meetings, talk with local business owners and attend groundbreakings. I knock on doors twice a week and I chase FSBOs. When I knock on doors, I don’t ask for the sale. I let them know I’m here to educate, so I provide market stats in neighborhood.
What keeps you busy when you’re not working?
I love to be at the beach, hike in the mountains and travel with my wife and son. I also work in the Air Force Reserve inspecting planes at the subsurface level using various technologies.
Waylon Chavez, CRS, achieved his CRS Designation in 2009. He can be reached at email@example.com or 505-712-1340.