According to the 2013 National Association of REALTORS^® Member Profile, the average age of a REALTOR^® is 57, while only 2 percent of REALTORS^® are under the age of 30, and 4 percent are between the ages of 30 and 34. While the next generation of REALTORS^® isnt entering the business in droves, those who have are proving that with knowledge, determination and hard work, they can achieve success, even in the toughest markets. These bright, enthusiastic professionals are passionate about their work, and their energy and fresh ideas have made a difference in their local markets.

The Kids Are All Right

Several past 30 Under 30 honorees reflect on the growth of their careers and the role that CRS education has played in their success.

By Regina Ludes

Since 2000, REALTOR^® Magazine has published its 30 Under 30 List, which features the top rising stars in the real estate industry. To determine who makes the annual 30 Under 30 List, REALTOR^® Magazine looks for candidates who are successful in the business and have demonstrated skill, professionalism, creativity and leadership in their careers.

The Residential Specialist caught up with several past honorees who are CRS Designees to find out what the 30 Under 30 recognition has meant to them, where they are in their careers and how CRS education has helped their careers progress. They also discuss some of the challenges they faced when they first entered the industry, and share their tips for success.

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Early Success

Seeing the 30 Under 30 honorees may have you wondering about young professionals who have been successful in other fields.

Smart Moves, Better Results

In the three years since DelRae Zimmerman, CRS, was named to REALTOR^® Magazines 30 Under 30 List in 2011, much has changed both personally and professionally. Zimmerman is now a president and managing broker at her company, Brokers 12 Inc., in Minot, N.D. She is now married and expecting her second child later this year. Since taking on a business partner, Zimmerman leverages her time better, which has improved results. With my partners help, I cut back on hours and have more family time, yet our production has increased from $30.1 million in 2011 to $38 million in 2013, Zimmerman says.

She attributes her success to keeping up with her CRS education, particularly the annual education conference Sell-a-bration^®, which she has attended three times. Ive been to other conferences, but Sell-a-bration^® is the best education an agent can take. The speakers arent paid professionals, but actual practitioners who are willing to share their tips and secrets for success.

Zimmerman says she still cannot believe that she was nominated for the 30 Under 30 List. There are so many great REALTORS^® across the country. That NAR would recognize that I am one of the top 30 in the country still blows my mind, Zimmerman says.

A Different Mindset

When Sasha Farmer, CRS, was named to the 30 Under 30 List in 2012, she was a one-person shop in Charlottesville, Va., with a part-time assistant. Two years later, Farmer is a vice president of her company, Montague Miller & Company, and her team has expanded to five people, including two assistants and two buyers agents.

Farmer spent her first two years in real estate focusing on education, earning the CRS Designation, and getting her systems in place for her business. She attended CRS classes in other cities so she could develop referral relationships with agents there, and she continually looks for referral and business-building opportunities wherever she goes.

She says the Building an Exceptional Customer Service Referral Business course (CRS 210) was an eye-opener for her. It helped me understand the importance of providing first-class customer service. The instructor helped me realize that the product we are selling is not houses, but our expertise, reputation and service. It was an aha moment, and it changed how I set up our systems and how our staff responds to our clients, Farmer says.

Recently, she has become more involved with the CRS community, speaking at Council events, such as Sell-a-bration^®. If I had not joined CRS, its kind of scary to think how different my business could have been.

CRS Education Is Key

John Morley, CRS, with John Morley Real Estate Group in Huntsville, Ala., says being named to the 30 Under 30 List in 2009 was an important and timely development. A week or two before I learned about the honor, I found out that the brokerage I was working for was closing and I had four weeks to figure out what to do next. I had been considering starting my own business, but the honor gave me an extra confidence boost to get started, Morley says.

Since starting his business, Morleys team has grown to 11 people, and he recently moved into new office space. His agency completed 138 transactions in 2013 and is on pace to surpass that mark in 2014. Morley says CRS has been instrumental in his success. CRS has put me in touch with some amazing mentors and agents. Sell-a-bration^® has been the most useful for networking, and I learned from other agents about what works for them and what doesnt.

He advises young agents to keep up with their education and to stay active within their network of fellow professionals. Education does not happen one time. Things happen so quickly, so you have to be constantly re-educated and networking with other agents to stay on top of changes in this industry, Morley says.

The Challenge to Prove Yourself

Luke Bouman, CRS, was only 22 when he entered the real estate business, and he is proud to be named to the 30 Under 30 List in 2013. People notice what Im doing, that Im successful, that Im doing things the right way, says Bouman, who is with @HomeRealty Lakeshore in Holland, Mich.

The recognition has helped me connect with other agents to exchange ideas about best practices and obtain referrals. With clients, its been a conversation starter and it has helped me differentiate myself in my marketing, Bouman says.

The biggest challenge he faced in his young career was convincing clients that he could get the job done. Its difficult to break into the industry at a young age. [When I first started], I had to prove myself by providing exceptional service and coming up with the best marketing solutions to help clients sell their home. After getting a few testimonials and referrals and staying in touch with people, business has gotten easier, he says.

A Positive Perspective

Mandy Becker, CRS, broker-owner with RE/MAX Southern Shores in Myrtle Beach, S.C., says it was a special honor to be chosen as one of the top 30 in the country when she was selected in 2012. Shortly after entering the real estate business, she was encouraged by several REALTORS^® in her area to pursue the CRS Designation. CRS education courses taught me to run my business like a business, Becker says. CRS helped me to think about business planning issues that most agents dont think about, such as setting up a database, keeping track of expenses and following up with clients.

Today, Becker focuses on growing her company by hiring highly qualified agents and helping them improve their service to clients. She adds that an optimistic outlook and the ability to look at issues from the other persons perspective have helped her achieve success. There are a lot of changes and obstacles in this industry, and if you cant deal with that, this is not the industry for you. If you bring optimism to the table, you can overcome many of these issues, Becker says.

While the 30 Under 30 nomination has opened doors, past honorees recognize that continuing their CRS education and nurturing their professional network are keys to future success.

Regina Ludes is a freelance writer based in Chicago.

CRS education helped these young REALTORS® launch successful careers. Visit crs.com/education for information about upcoming courses and events.