RISMedia's Real Estate Magazine

MAY 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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know that they have relentless sales professionals they can trust, that offer guidance with their best interests at heart, and deliver a personalized experience that is excit - ing and memorable. PT: You spoke about connecting with several brokers af - ter you were first appointed CEO. Is there a piece of advice you gave them to help them be more profitable? MM: 121 percent wins! Overcommit to delivering the extraordinary to their affiliated agents. Agent growth and success begins and ends with a strong broker - age community—a brokerage that is dedicated to a culture that not only provides the support, training and technology necessary to grow an agent's business and close more deals, but also one that makes agents feel valued as entrepreneurs who make a difference in people's lives. Lastly, I'm a big believer in the fundamentals. My part - ing advice was to share a mindset from my days as chief growth officer that consists of three keys: 1. BEHAVIOR: Stick to a plan and work your sphere. 2. ATTITUDE: Be mentally strong; this is a tough business, and… 3. ACTION: Always sharpen your skills and deliver the extraordinary every step of the relationship. Together, as a global franchisor conducting business in 80 countries and territories, we will continue to invest in our sales professionals and help them connect with clients when and where they have a real estate need, create and share memorable experiences, and highlight the importance of choosing a relentless agent who de - fies mediocrity and delivers the extraordinary. PT: Mike, you've outlined several key initiatives. If you could accomplish one thing in your first year as CEO, what would it be? MM: There's a quote from the best-selling co-author of "The Go-Giver" book series, Bob Burg, that reads, "All things being equal, people will do business with, and refer business to, those people they know, like and trust." If after my first year, homebuyers and sellers, as well as industry professionals, get to know us, re - fer business to our relentless sales professionals and trust that our brand has their best interests at heart, then 2019 will be an amazing year for the CENTURY 21 brand. Like it did for the industry in 1971 when company leaders Art Bartlett and Marsh Fisher started franchising C21® offices, Century 21 Real Estate will be known as the first consumer brand. To reach that lofty expectation and be the real estate brand that is impossible to ignore, and the one that everyone wants to be part of, our new brand identity and mission will lead the way: "Defy Mediocrity and Deliver Extraordi - nary Experiences." RE For more information, please visit www.century21.com. DYLAN DE BRUIN CENTURY 21 Signature Real Estate, Urbandale, Iowa "Culture matters to us. Our leadership team is purpose - ful in offering to our affili- ated sales professionals a culture based on integrity, ethical behaviors, and processes and technologies that support agent training and coaching, while focusing on the unique needs of homebuyers and sellers. For example, we know every block in every neighborhood in the Urbandale area. We recently found a multigenerational home for a family who needed a mother/daughter for aging parents and a fully-finished basement area for their daughter who was attending a local university. We closed in un - der 30 days. The best part: We provided the family with such a memorable experience, and they then shared it on social media and with new friends in the community. In the end, we received two referrals. It's this word-of-mouth marketing, guided by the brand's mission to defy mediocrity and deliver extraordinary experiences, that is helping us retain our people and empower them to personalize the agent-client rela - tionship and transform the home-buying and -selling process from transactional to experiential. This is a paradigm shift in real estate. It helps us stay ahead of the competition and win business." DEVAN MCGURK WEISSER CENTURY 21 Beggins, Tampa, Fla. "While CENTURY 21 is a leader in brand awareness and con - sumer satisfaction, these ac- colades alone are no longer enough to drive sales growth. The new 'look and feel' of our brand is a visual symbol to real estate consumers that we understand the emotional aspects of buying and selling a home, and that our mission is to deliver extraordinary and memorable moments. Recently, a past client was looking to sell, and subsequently buy a larger, new-construction home. Despite encounter - ing emotional details for a buyer on one transaction and convincing a builder to slightly adjust their stan - dard offering on another, I was able to close both deals by being an effective communicator, negotiator and process organizer. I treat each client as if they were the only one and prioritize their needs above all else. That's how I, as a relentless sales professional, deliver the extraordinary in every client relationship. I am always willing to take on the heavy lifting for my clients, so they can focus on the excitement and emotional aspects of buying or selling a home." 32 May 2019 RISMedia's REAL ESTATE

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