RISMedia's Real Estate Magazine

NOV 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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RISMedia's REAL ESTATE November 2018 115 What was your biggest obstacle when you first got started? I don't believe I saw this as an obstacle but, looking back, it was to hire agents who saw the vision of what I believed our company could become and for those agents to be willing to trust that vision and join us. We have been immensely blessed with a loyal group of amazing professionals who call Coldwell Banker Apex home. Can you tell us a little bit about how you got into coaching? I call coaching my "why." It's why I go to work every day. It's what drives me. I knew that coaching my agents and staff was the thing that drove me, but recently I had an experience that taught me the "why" behind my "why." I was lucky enough to have an in - credible mentor when I joined Cold- well Banker in 1993, Tom Lainson, who was my first business consul - tant. I credit Tom with helping our company become what it is today. But while filming a video for Coldwell Banker recently, I had a light bulb moment: I love coaching because of this mentor rela - tionship. Tom changed our company future forever and I want to do that for those who work for us. What qualities do you look for in an individual who you're considering bringing on as an associate? It may sound simplistic, but we have three things that are beginning qualities before we even consider an agent. For one, they need to be full-time. We see real estate as a career endeavor, not a hobby. In today's market, that eliminates a lot of agents. Also, integ - rity. Always putting the clients' interest first and doing what's right. Lastly, we don't do diva. About a decade ago, I decided that there was no amount of real estate sales that could make me want to have a "diva" work - ing for us. Once we made that a firm requirement, the culture of my company changed. Our agents support one another on a very high level and have each other's back. What does it mean to you to be the No. 1 woman- owned and -operated Coldwell Banker Affiliate Company? I'm fortunate enough to be in a brain trust group of the top CB brokers. It was the men in that group that made me even realize that CB Apex was the top wom - an-owned and -operated firm. My goal is to be the best broker regardless of gender. Having started real es - tate at 19, and being a wife and mother, I do believe women have some extra challenges in balancing home and work. I hope I can inspire and assist my female agents with those challenges. What's the next big trend in real estate going to be? I think there's a tremendous push to reduce the profit margins for REALTORS® and companies from sources that don't realize how difficult this industry is. From the outside, this industry looks easy. Great people don't want to work for free, and I believe you always get what you pay for, so I think the trend to put pres - sure on commission will continue. I think the trend among some franchises and brokerages to hire a quantity of "hobbyist" real estate agents may peak. The value of a truly great real estate agent can't be underestimated, nor can the dis - service of the "hobbyist" mentality in our industry. If we believe that a real estate sale or purchase is often the largest financial decision a family makes, I would hope the trend to ensure the public has qualified pro - fessionals would become important to brokerage firms everywhere. Where do you see yourself five years down the road? At Coldwell Banker Apex, serving my agents and staff. In the last five years, we've grown from a company closing 4,200 units a year to 6,800 units in 2017. We believe we'll break the $2 billion mark in 2018. Had you asked me this same question in 2012, I wouldn't have anticipated the growth. At the end of the day though, it's about having the opportunity to make a difference in the lives of my agents and staff, just like my mentor did for me many years ago. RE For more information, please visit www.cbdallas.com. Jameson Doris is RISMedia's blog/social media editor. Send your blog ideas to jdoris@rismedia.com. I call coaching my "why." It's why I go to work every day. It's what drives me.

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