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 67 them and to spoil them a bit. We try to attract experi- enced agents to our firm by getting the word out about who we are and what we provide. We also embrace adding new talent (new li- censees) to the team, and we use all of our training and career development to get them to a successful point in their new career. Paul Grover: High-End Service and Deep Local Roots Ever since beginning a career in real estate in 1981, Paul Grover has personally handled more than $1.5 billion in sales and continues to broker some of the most expensive resi- dential transactions in Massachusetts. In 2009, he partnered with Robert Kinlin to co-found Robert Paul Properties, a boutique agency specializing in the high-end niche markets throughout the state. How did you first get in- volved in real estate? Paul Grover: After graduat- ing from college, I got my real estate license think- ing I would sell houses for the summer and save up enough money to travel for a year before going to law school. I didn't sell a single property that summer, but I caught the real estate bug and all my plans changed. That was in 1980, and I'm just as excited about the profession today as I was back then. I love being able to facilitate a successful transaction for my clients. How is your market faring in 2018? What are the factors contributing to conditions this year? PG: The Greater Boston market has cooled off a bit after a few years of unprecedented activity. In- ventory is still low across the board, but the market was due for a correction after median prices hit his- toric highs, and that's what we're seeing a little bit of right now. On Cape Cod, however, the high-end is perhaps the strongest it's been in the last five years. This is what we typically see, as the Cape is Bos- ton's feeder market and tends to be a year or two behind. Are you planning to grow your firm in the next 12 months? If so, in what capacity? PG: We're always looking for exciting and innova- tive ways to grow our com- pany while exceeding our clients' expectations. In the next 12 months, we'll continue to scale technol- ogy to enhance both our clients' and agents' overall experience. How are you updating your technology and training to provide the resources agents need to succeed? PG: Technology comes and goes so quickly that it's more about having the people who understand it and know where it's head- ed than having the right technology. In addition to elite agents, you need an ensemble of talented people who keep a pulse on the cutting edge when it comes to areas like digital marketing, web develop- ment and analytics. How does your firm differ- entiate itself from others in the market? PG: We've assembled an incredibly talented team that lives to provide the best service in the indus- try. That's every broker- age's goal, but we're the only locally-owned firm that does it from Greater Bos- ton to Cape Cod and along the Southern coast of Mas- sachusetts. Our coverage area connects the dots among where our clients spend their time, and we provide a one-stop service with deep local roots to handle all of their real es- tate needs. What are the biggest op- portunities for increasing business right now? PG: Properly leveraging technology to increase our reach and improve our abil- ity to effectively communi- cate with existing and pro- spective clients. How are you preparing your salesforce to meet the expectations of to- day's consumer, especially first-time homebuyers and millennials? PG: The fundamentals of our job have largely re- mained the same: learn the clients' goals, navigate them through the process and deliver results. The difference today is that it needs to happen faster. In order for agents to suc- ceed in this climate where they're expected to be available practically 24 hours a day, we had to sig- nificantly bolster the sup- port that goes on behind the scenes so the agents can do what they do best and provide uncompromis- ing service without being spread too thin. How are you attracting new agents to your firm and re- taining top producers? PG: We believe the reason Robert Paul Properties has been able to attract, culti- VITALS: Robert Paul Properties Years in business: 9 Size: 10 offices, 100 agents Regions served: Cape Cod, Greater Boston, Coastal Mass. 2017 sales volume: $615 million 2017 transactions: 629 www.robertpaul.com

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