CRSs reflect on turning points that were golden tickets, transforming their career trajectory
Many business professionals encounter a particular experience that marks a transformative moment in their careers. Looking back on their careers, RRC members reflect on the inspiration they derived at a specific point in their career, or a new direction or approach they took that significantly accelerated and propelled their business success. Here’s how some CRSs described an idea or moment that profoundly affected their career trajectory.
… stopped making excuses
Someone recently asked me what I did to become so successful in real estate. My answer was simple: I stopped making excuses. The one thing that’s driven me crazy the most in this business is the constant stream of excuses that swirl around in our everyday lives. I stopped using my family as an excuse to decline an appointment, and instead made them the reason I made the appointment a priority. I stopped making excuses for my lack of marketing and made it a priority.
I stopped making excuses to not pick up the phone and instead hired someone to answer my phone for me so I could focus on important tasks in my day-to-day business. It’s amazing how much your life changes, both personally and professionally, when you stop making excuses for yourself.
—Addie Owens, CRS, RE/MAX Touchstone, Sorrento, Florida
… befriended my clients
I stopped treating the people I did business with on a purely professional, arms-length distance level and welcomed them into my life with open arms as friends. I always likened my real estate career to the relationship I had with my primary care physician, my accountant, my lawyer—they all do what I hire them for and they’re good at their jobs, so I keep going back.
I would say I was guilty of taking my clients for granted. I assumed that because I did a good job, they would call me or recommend me the next time a real estate need arose. This is definitely a relationship industry. The minute I embraced that mindset, my business exploded, and I’ll have to admit, I’m happier running/doing my business with friends instead of clients.
—Joshua Matthews, CRS, Coldwell Banker Residential Brokerage, New Hampshire and Maine
… started being a better boss
I simply started being a better boss in my own business. I knew when I relaunched my business in 2017 that the most important thing I could do each day was to address this question: What is my fastest route to a lead, client or contract today? And then do that thing first every day. Most REALTORS® are great at real estate and lousy at being their own boss, running the business like a business, tending to the most important things first and quieting down their own squirrel farms. And now I teach and speak to agents on this topic and published a book in January 2018 that tackles this topic and more.
I am passionate about this topic and helping the new or middle agent figure out this critical success formula and succeed in this amazing business.
—Julie Nelson, CRS, eXp Realty, Austin, Texas
… added rentals to my portfolio
The ONE thing I did that changed my business—rentals. This area of real estate is admittedly not the most exciting and may not be the most lucrative. But many agents do not extrapolate the potential yield of the rental market. Not only do tenants eventually buy, but landlords eventually sell. So by demonstrating your commitment to hard work, professional service and attention to detail with your rental business, you can become the go-to person for clients’ eventual sales and purchases. Two other points: Renters sincerely need our help, too, if you entered the business for service purposes and want to apply your skills across the board. Also, rentals became an important and valuable source of income when the market turned belly-up; rentals became a lifeline for so many homeowners who suddenly lost those homes and needed to put a roof over their heads. Don’t overlook the value of the rental market.
—Karen Kelley, CRS, Coldwell Banker Residential Brokerage, Marietta, Georgia
… began time blocking
Time blocking everything in my schedule and only completing three major tasks a day. Journaling in the morning to set the plan for the day and figure out my priorities and “MUST-DO’s,” saying “no” to a lot of things, and scheduling time into my calendar as an appointment for every specific task or for preparation for meetings and other tasks.
—Sasha Farmer, CRS, principal broker/owner, Story House Real Estate, Charlottesville, Virginia
… took a class
Taking the RS200 class with Del Bain. Del was direct in how to run a business and without this training … I definitely would not be here today. I remember Del saying things like, “What’s your average days on market? What’s your average sale price? If you want to make $100,000, do you know how many transactions that would take? Is that net or gross?” I knew the answers to none of these questions … and I was ready to quit. Well, thanks to Del and the CRS 200 class he taught in 1993, I am still here 25 years later, having been recognized with all the highest accolades, including RE/MAX Hall of Fame, Northern VA Association of REALTORS® Lifetime Top Producers, Washingtonian Magazine Top Agents, Northern Virginia Magazine Top Agents. Happy to be a CRS … and I have garnered business from those three letters.
—Erik J. Weisskopf, CRS, RE/MAX Distinctive Real Estate, Reston, Virginia
… changed my mindset
Like many agents, real estate is my second career, as my background is in the aerospace industry—a very “corporate” environment. My real estate business changed dramatically when I changed my mindset.
I realized I had a long-standing, negative attitude toward salespeople, but I needed to not only recognize that I am now a salesperson, but to embrace the profession and be proud of it. Without salespeople, the world would not go around, and I realized that I could be an excellent salesperson by focusing on my clients and serving them. Learn the skills and become expert in applying them, but never forget the priority in the transaction … the client!
—Lauren Sato, CRS, Revelation Real Estate, Chandler, Arizona
… got involved
In 1982, I was licensed as a REALTOR® in Pittsburgh and the instructor, Mike Suley, always preached, “Get involved with your local Board of REALTORS®.” I listened to him, and even though I was trying to build a business, I still made time to join various committees. In 1999, I became President of the REALTORS® Association of Metropolitan Pittsburgh (RAMP), which was two-edged at the time. As you can imagine, it did take time away from managing my office in Bethel Park, but in the end, it brought more recruits who wanted a manager who was involved. In 2001, I relocated to Sarasota, Florida, and even with the passing of 17 years, agents in the Pittsburgh area still refer their prospects to me. Without that involvement, this would never have happened. I now do recruiting for Coldwell Banker and that is the exact advice I give to each person I meet with!
— Paula Cashi, CRS, Coldwell Banker, Lakewood Ranch, Florida
… began using a contact management program
The most important thing I learned that has helped me all along the way was to purchase a contact management program. I probably have over 2,500 contacts in my phone now, and with the CMA I have sent out newsletters, flyers, calendars, holiday cards, postcards—all to keep in touch. Touch is the most important thing. The ways you do it have changed over the years, but it’s still the personal contact that has kept clients coming back for years.
—Peggy Kelly, CRS, RE/MAX Dynamic Properties, Anchorage, Alaska
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