RISMedia's Real Estate Magazine

SEP 2017

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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56 September 2017 RISMedia's REAL ESTATE Many top agents work with you. Can you describe what your agent recruitment process is like? Gregory Kelly: We have several different recruiting strat- egies, but our focus has always been on attracting the industry's top talent. We concentrate our efforts on the most respected REALTORSĀ® at the four boards we belong to. In addition, we've established ourselves as the most productive office in town, which makes it a lot easier to attract new or less experienced agents. And regardless of their production level, every prospect we visit with sits through our value proposition presentation, a 90-minute, interactive session. We call these "Information Ses- sions," and they're very thorough. Everyone leaves very well-informed, and 95 percent of them come back and sign up. The key is being consistent. The presentation is well-scripted, and our USPs (unique selling points) are always emphasized. We never talk down the competition. We always take the high road. What would you say has contributed most to your rapid growth? GK: When you hire the top producers, the most respect- ed, and the most ethical agents at your local board, you tend to garner a lot of attention. Everyone wants to know what it is you're offering. Additionally, everything we do with Sellstate is first-class. We have cutting-edge tech- Attracting Top Talent Through a Culture of Community by Gabrielle van Welie Gregory Kelly General Manager/Co-owner Joe Vorwerk Broker Sellstate Next Generation Realty Ocala, Fla. www.sellstatenextgenerationrealty.com Regions served: Marion County, Lake County, Sumter County, Citrus County, Alachua County Years in real estate: 25 Number of offices: 5 Number of agents: 150 Kelly (center) and Vorwerk (center right) celebrate a new office opening.

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