RISMedia's Real Estate Magazine

JUL 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 July 2018 97 What attracted you to United Real Estate and its unique model? While the model itself initially attracted me, I can't say enough about the technol- ogy United Real Estate provides—in addition to the compensation plan, which is a big draw for agents. Agents pay a nominal fee for a robust technology system that includes a website, CRM, cloud document storage, online education, and more. I took a big leap of faith in introducing the United Real Estate model to the Lexington/Louisville markets, as I didn't know the type of response I'd receive. But it didn't take long for top producers to come knocking. In fact, since joining United Real Estate, my agent count has expanded from 25 to 340. Which tools/systems provided by United Real Estate are producing the best results for your company? The marketing portal we have access to is excellent, as it includes a vendor for postcards and virtual marketing. Agents also have access to train- ing in key areas such as social media marketing, which is critical, as this is where the real estate in- dustry is today. Everything is done on social media, whether it's marketing your services or connecting with your sphere of influ- ence. Training is a big part of United University, and this is a part of what we do in each office. What philanthropic initia- tives do you take part in that help keep your firm top of mind in the com- munities you serve? At United Real Estate, our national cause is Autism Speaks, which we heavily participate in. In fact, last year, our Lexington office raised $10,000 through agents contributing $10 - $20 from each closing. As of press time, our Louisville office has raised $1,275 in the month of April alone. Our agents absolutely buy into the philosophy of giving back, and it's a huge part of the United Real Estate culture. How are you preparing your agents for the future? During last year's REAL- TORS® Conference & Expo, we were told that the inventory shortage we're currently experienc- ing was coming, and that it would stick around for a few years. In addition to providing reasons as to why, we learned how to prepare agents for a low- inventory market, which set us on the path to do- ing things differently. In ad- dition to holding Saturday morning door-knocking parties, we also schedule open houses on different days and go out of our way to turn them into neighbor- hood parties. In the end, it's all about going out and finding listings, while ac- centuating what you offer and how it's different. For more information, please visit www.unitedrealestate.com. Supporting Agents on Their Quest to Build Successful Careers by John Voket Mark Pessin Former Managing Broker, Carlsbad, Calif. Vice President of Learning Realty ONE Group Carlsbad, Calif. www.realtyonegroup.com/reales- tateagent/mark-pessin-6389035 Region served: Laguna Niguel, Calif. Years in real estate: 20 Number of offices: 1 Number of agents: 120 What's your first goal as you transition into the role of Realty ONE Group's Vice President of Learning? To increase the content and value of our in-house education platform for all agents, and ensure they have access to the best training and resources available. I'm also going to make sure we provide the highest level support to managers and affiliate own- ers, and ensure they can access our best recruit- ing, training, coaching and agent retention information so they can continue to grow and thrive. How will you utilize your experience to develop Realty ONE Group offices into resource centers? Af- ter managing three Realty ONE Group offices in two states, I've seen what's necessary to succeed in that role. With the right team, relevant information and the best tools, we're able to support our agents with great efficiency. I was also an agent with Realty ONE Group for years, so I've experienced both sides of the desk. I'll combine my experience with ongoing feedback from our team to provide the most timely, relevant, useful resources to our offices. What's your most success- ful strategy for recruiting the best agents? I use the same methods to recruit that I used to generate cli- ents when I was an agent, which includes consistently working with and maintain- ing my sphere of influence to generate referrals. I focus on taking excellent care of agents' needs, and, in return, they pro- mote me to other agents. Another strategy involves contacting new licensees because I love mentoring and coaching. I show them how our agent training programs and one-on-one coaching will provide the support they need to build a successful career. How can agents stand out and achieve client loyalty? To keep clients for life, you have to build relation- ships that go beyond the transaction. That means getting to know them and their families, understand- ing their personal goals and making sure that you're truly delivering what they need. Then, you must stay in touch long after the sale. For more information, please visit www.realtyonegroup.com.

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