RISMedia's Real Estate Magazine

FEB 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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72 February 2018 RISMedia's REAL ESTATE {Broker Best Practices} Creating a Positive Mindset and Leading by Example by John Voket Charleen Newhouse Branch Manager Realty ONE Group Irvine, Calif. www.realtyonegroup.com/realestateagent/ charleen-nagata-newhouse-6429252 Region served: Coastal California, from San Diego to Ventura County Years in real estate: 23 Number of offices: 1 Number of agents: 387 Best tip for getting the right listing price: Know the inventory better than the consumer. Key to dealing with difficult clients: Be a problem solver and listen with- out interrupting. Best time management tip: Time- blocking. It's also important to add an extra 30 minutes to each appointment. No. 1 tip for running a successful agency meeting: Make sure the en- ergy is high and the topics are great. And always include a takeaway, such as a prospecting, marketing or nego- tiating tip. Your company exceeded $1 billion in sales three years running. How much of that do you attribute to the way Realty ONE Group is changing agent habits and work ethics? While Re- alty ONE Group's forward-thinking ap- proach allows the agent to think like a business owner, I make it a point to show them how they must out- perform the competition and stand apart from tradition. We place great emphasis on both accountability and goals, which has pushed our office to continue to be on top. And last, but not least, while others fear technol- ogy, we embrace it. How do you motivate so many suc- cessful agents into the winning team you have in SoCal? Not everyone has passion, so you must help create a positive mindset and lead by exam- ple. I conduct anywhere from 12 - 15 classes a month, which cater to all agents, not just newer associates. In addition to always being available, I also offer one-on-one coaching and even take part in agents' appoint- ments. I'm a firm believer in the no- tion that positive synergy creates a profitable outcome. What keeps your team top of mind with prospective clients, existing cli- ents and within the communities you serve? We have a strong market- share in our area, and closing over a billion dollars in sales shows that our office has a competitive edge. Realty ONE Group pays for our exposure in both digital and traditional media, which shows that we've gained from our global reach. Our company con- tinues to show brand value and build credibility with our clients, as well. Agents will always support a brand that connects with them emotionally. Where do you stand when advis- ing clients on marketing their home during the winter season? Some of the most motivated buyers/sellers market their home during this time of year. Reduced competition is yet another advantage. That being said, our market continues to be dynamic because of online listings. For more information, please visit www.realtyonegroup.com. Driving Business With Online Leads by Paige Tepping Kathie Lea REALTORĀ® RE/MAX Realtec Group, Inc. Palm Harbor, Fla. www.kathieleahomes.com Region served: Tampa Bay, Fla. Years in real estate: 18 Number of team members: 7 Teams continue to be on the rise, and in some areas, most transac- tions are initiated through a team leader or a member of the team. Can you talk about what's driving this? While I've had a team for eight years now, the decision to form a team ultimately boiled down to the fact that teams are always outpro- ducing those real estate profes- sionals working as single agents. That being said, I started the team concept here at RE/MAX Realtec Group, Inc. with the idea that we could bring more to the table, and we've been able to do just that by bringing together a group of individ- uals who all specialize in different areas. In addition to recently hiring a millennial to join the team, one gentleman has his mortgage broker license, and another deals strictly with commercial properties. This provides a higher level of expertise since we can match clients with the correct team member. Teams are also instrumental from a service

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