How Do Top Producers Create Their Success? REMAX Gateway Round Table May 2013

The Spring Real Estate Market has really taken off and as we enter the month of May, rounding out the 2nd Quarter of 2013, it’s a great time to look at the some of the best practices of a few of RE/MAX Gateway’s Top Producers and what they attribute to their success, year after year.

RE/MAX Gateway Top Producer Panel MAY 2013 Share Successful Business Techniques

RE/MAX Gateway Top Producer Panel MAY 2013 Share Successful Business Techniques

Our May 2013 Top Producer Panel consisted of Joe Doman, Bryan Felder, and Kathy Worek. These seasoned Agents offered some of their most trusted techniques and business strategies.

Joe Doman “Joe Knows”

Where is your business coming from?

Sphere, internet leads, referrals. 25 closed and pendings, just wrote 4.5 million in contracts and working them out.

4/4/4 – shoot for the numbers: reach out to sphere/internet leads/people in process, in this order

I just got off a call and overall the stats from across the country are:  38% sphere, 19% direct mail, 15% open houses and geo marketing, 9% expired(s) – especially older ones,  7% online and 12% other – like fsbo’s, sign calls and relocation(s). That does actually add up to 100.

What is different from last year to this year?

We have our WordPress site up and running, more focus, getting more things done. We are tracking of our numbers.

What has made the biggest difference in your business?

I think a combination of things like positive affirmations every morning; coaching is critical to my success – keeps me focused and on target, mindset & attitude my positive/upbeat, an assistant and time blocking.  I color code the calendar to see how I am spending my time.

What is the best piece of advice would you give the agents today?

WordPress is the wave of the future, conveying useful information via blogs and/or video and social media, and setting appropriate expectations for you clients. Google + is a good tie in with SM.  More than anything: believe in yourself.  Be unique.

What do you wish you started doing sooner rather than later?

Real Estate in general. Direct mail, I’m really particular about things that I do so it takes me forever to roll something out. I wish I had done it sooner who knows though, maybe now was the right time. (EDDM)

What do you wish you didn’t do if you had to do it all over again?

Most of the things I wish I didn’t do have nothing to do with Real Estate. Although, it’s all lead me down the path I’m on today and it’s pretty awesome.  A lot of things have made me the person I am now, they’ve built character, made me compassionate, appreciative and made me better in general.

Anything else to add that others should know?

“You can’t grow tomatoes if you plant corn.” When you plant seeds of doubt, worry, fear and failure , that’s exactly what you get. You need to plant seeds of positivity, wealth, abundance, happiness, success, greatness, love and gratitude. Don’t let your mind sabotage you; keep the course.  I have been in a position where I didn’t know where my next dollar was coming from and didn’t have one left either. You need to have faith in yourself, believe in yourself and you’ll surprise yourself.

Bryan Felder of The Virginia Realty Group

Where is your business coming from?

Everyone’s business is different – Bryan’s is business to business.  Set up 2 databases – one for business and one for clients. This system drives business to your business database from your client database.  This will get you referrals from the businesses.  Develop this piece of business.

What is different from last year to this year?

Networking with agents outside the area to get referrals for people moving to the area.  I attend seminars and set a goal for collecting cards and start to market to them with a quarterly newsletter.

What has made the biggest difference in your business?

Focus on 4 categories and go deeper with database – 37 touch points with them every year.

What is the best piece of advice would you give the agents today?

Leverage your team to gain balance – push leads, do team huddles and meetings consistently, and educate.

Do a “To Do” list every day, then set 3 goals to keep the focus and my time managed.  Keep records so you can bench mark your success.

What do you wish you started doing sooner rather than later?

You can make a lot of money. You cannot make a lot of money. You can spend a lot of money. So, you need to track your numbers.  Review your P&L and check bank accounts.  Do this now – don’t wait.

 Is there anything else to add that others should know today?

Don’t grow your team too big.  Only bring on the right people at the right time.  You’ve got to have fun!  Team activities, go out with agents – do stuff outside the office.  Pick a niche.   Ask your clients, “What one thing could I improve upon that would have made your transaction smoother? What about my staff?”  There is always room for improvement and if you don’t ask you won’t know.

Kathy Worek  of Kathy Worek Group

Where is your business coming from?

Business is growing through consistency in communicating with sphere – just listed cards, constant contact advertising, company newsletters and post cards.  Four times per month is the number of contacts with sphere per month.

What is different from last year to this year?

Focus on sphere – professional marketing – client reviews online.  Use WordPress with good content and quality information.  List contractors on website and post RBI stats on the site and encourage clients to go to my site.  Focus on neighborhoods and zip codes for Trulia and Zillow.  Team rhythm is good – not as consistently as Bryan but still good.  Take your professionalism to the next level by providing your client your checklists.  Use the power of the team to leverage exposure for your clients.

What is the biggest difference in your business?

Consistency in marketing, consistent in processes has added to my business.  Getting bigger internet presence and get reviews

Best piece of advice for agents to take in.

Appreciate your clients and let them know.  Communicate your understanding of their situation.

What would I have done sooner?

Don’t be afraid to spend money on assistants – it frees up your time and allows you to get in front of clients and new business opportunities.  Trust your staff.  If you want to get to the next level – you need to hire the assistant.  Speaking of assistants, Joe does videos to train his assistants. He tells them to watch the video and ask questions after they are finished.

Get a good database management system in place early and use it to the fullest.

Be firm in your listing agreements and commissions you charge.

Budget – and stick to it!  You are running a business.

Anything else to add?

Get in front of people – be positive and optimistic.  Network.  Be nice to other agents.

Please feel free to contact me or (703) 652-5777 if you would like to attend our next RE/MAX Gateway Top Producer Round Table or if you have any comments or suggestions.

Get it?  Got it?  Good!

Now, go sell something!

One thought on “How Do Top Producers Create Their Success? REMAX Gateway Round Table May 2013

  1. BethIde SusieZinn says:

    Thank you so much for this recap. I was hoping to make the meeting this morning but had a client that was only available in the morning. Great information. Next year Beth & I hope to make individual Top Producers.


    *Sincerely,* *Susie* * Elizabeth Ide & Susie Branco Zinn*

    *BETH & SUSIE TEAM: REALTORS* *Broker Associates*


    9020-G Lorton Station Blvd Lorton, VA 22079

    Beth 703.217.0192

    Susie 703.403.2524

    EFax 703.637.1110 Search the MLS: [image: RE/MAX #1 Gateway Logo] [image: Community Matters Logo] [image: Homes For Heroes Logo] [image: My Town Heroes Logo] [image: Veterans First Program Logo]**We are Proud to Give Back to the HEROES that Make Our Communities & Nation Safe and Educate Our Children!** *

    On Fri, May 3, 2013 at 4:45 PM, Scott’s Northern Virginia Real Estate

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