RISMedia's Real Estate Magazine

AUG 2018

Real Estate magazine is the industry's leading source for real estate news and information since 1980. Published monthly by RISMedia, Real Estate magazine offers timely and relevant real estate news to the industry's top brokers and agents.

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32 August 2018 RISMedia's REAL ESTATE around them and work to achieve a kind of synchronicity that's almost poetic in its perfection." Blefari, with more than 30 years of industry experience, is no stranger to navigating waters both smooth and choppy. His success is the kind many write books about; he began as a golf course manager turned award- winning real estate agent, and later, founded Silicon Valley, Calif.-based Intero Real Estate Services, which became one of the fastest, organical- ly growing companies in the history of real estate. At Berkshire Hathaway HomeServices, he's a hands-on lead- er, fostering a culture of outstanding performance and accountability by leveraging his operational expertise and experience. Every Thursday evening, tens of thousands receive Blefari's "Thoughts on Leadership," a run- down of his weekly travels and the inspiration they bring. A voracious au- dio book and podcast listener, Blefari has taken his leadership lessons to implement an entire method of oper- ation that every team member at his organization follows. Framed after the best-selling book "The 4 Disciplines of Execution," team members focus on Wildly Important Goals, or WIGs; act on their lead measures; keep a compelling scoreboard; and create a cadence of accountability. Blefari himself participates on departmental WIG calls, where members announce their WIG progress and set commit- ments for the upcoming week. It's a well-oiled machine of pro- cess, procedure, time management, accountability and execution at the Berkshire Hathaway HomeServices headquarters—and it has resulted in tremendous growth. Blefari is the first to admit it's still a work in prog- ress, but tremendous strides have been made, especially in sales. Top-quality brokerages join the net- work with a regular rhythm, network firms acquire and merge with market leaders to expand their reach, and through careful consultation, Berk- shire Hathaway HomeServices net- work brokerages are increasing prof- itability at impressive rates. With a sharp focus on growth, Ble- fari has for two years mentored a group of Berkshire Hathaway Home- Services brokerages called the "Mav- ericks," and guided these companies to achieve new levels of success. The original Mavericks group, which is made up of nine Berkshire Hathaway HomeServices network brokerages, (there are plans to expand to a second Mavericks group in 2019), saw an overall 159 percent jump in bottom line, pre- tax profit. Since the group began in December 2015—and up until December 2017—the top five best- performing Mavericks brokerages saw a 4.3 times rise in pre-tax profit, corresponding to 329 percent growth in profit; followed by 4.3 times, corresponding to 328 percent growth in profit; 3.3 times, corresponding to 230 percent growth in profit; 2.6 times, corresponding to 164 percent growth in profit; and 2.5 times, corresponding to 127 percent growth in profit, respectively. "I don't think there are very many companies that can say in two years, 'I've more than doubled or I've more than tripled or I've more than quadru- pled my pre-tax profit," says Blefari. "And keep in mind, these brokerages Executive team: Allan Dalton, Senior Vice President of Research and Development, HSF Affiliates; Brian Peterson, CFO, HSF Affiliates; Teresa Palacios Smith, Vice President of Diversity, Inclusion and Multicultural Strategies, HSF Affiliates; Gino Blefari, President & CEO, Berkshire Hathaway HomeServices; Rosalie Warner, Vice President of Network Services, HSF Affiliates; Chris Stuart, Chief Operating Officer, Berkshire Hathaway HomeServices; Michael Jalbert, Senior Vice President of Global Sales, HSF Affiliates

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