RISMedia's Real Estate Magazine

FEB 2019

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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78 February 2019 RISMedia's REAL ESTATE vantage, and I've slowly grown the company with quality agents. We compensate our agents well, provide them with education, and, most importantly, we really care about them. So it's not about the quantity of people; it's about help - ing people succeed while finding the balance in their own life. MP: I love your philosophy about fo- cusing on quality. How does this help you succeed in the marketplace? DM: When we deal with another firm, we always hear about how qualified our people are. And we al - ways do the right thing. We've had virtually no litigation in 30 years. Good agents don't get a paycheck unless they do a good job, and brokers don't survive unless their agents do a good job. The bottom line is to have a ser - vant mindset where you focus on helping others. That is your com - petitive advantage. MP: So, then what has been your approach to growth and expansion over the years? DM: Our approach to growth is qual- ity over quantity. If we can hire, ed- ucate and retain great employees and quality agents, we will expand. In the book "Good to Great" by Jim Collins, step one is to hire the right people. Our reputation is im - portant; therefore, we hire staff and recruit agents based on character and teach them the skills needed to succeed. Normally in Arizona, 80 percent of agents who start a career quit within two years. Ten percent do okay, and 10 percent really prosper. In my opinion, any massive recruit - ing program where 90 percent of the people fail or do not prosper is not fair to the person trying to earn a liv - ing in residential real estate. The success of the person is our highest priority. I have always re - spected Dale Rector and the con- cept he launched with Realty Exec- utives, which was to help individual agents. We want to make people's lives better. We hire who we can help. MP: Nurturing quality agents must mean you focus heavily on educa- tion, as well… DM: We do. I like the concepts of "To earn the best, be the best" and "People are your most important as - set." Therefore, we hire sparingly and educate extensively. As a personal believer in education, I have provided everything for our agents to succeed if they choose to do the work. For agents, we provide 300 cours - es through our Arizona Best Univer- sity platform, powered by Institute by LeadingRE, which was voted the No. 1 Training Program by Training magazine. We also provide weekly education at our sales meetings using the Ninja Accelerator pro - gram by LeadingRE and Larry Kend- all of Ninja Selling. We have paid agents to attend out-of-state and out-of-country con - ferences for LeadingRE, Luxury Portfolio, Who's Who in Luxury Real Estate, MAESTRO Leadership, By Referral Only and Ninja, as well as many meetings and seminars held in Arizona. I don't need a lot of agents, but I need really good agents. Again, if you want to make the best income, you need to be the best. If you have the quality, you can be the best. Arizona Best REALTORS® (from left to right): Chris Nace, Kim Cooper, Sarah McNurlin, Traci Wood and David Koon Below: Arizona Best Real Estate was awarded the Scottsdale Chamber of Commerce's Sterling Award, which celebrates outstanding community contributions.

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