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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Don Sturgeon: Once we have shown them the opportunity and inspired them to achieve, we focus on giv- ing them a clear path to accom- plish those possibilities. When any agent comes to us, especially new agents that have just earned their license, we start them off with a training program we created that aids them in everything real estate school missed. We focus on help- ing them market themselves, build their brand and do the right things consistently with a schedule, regi- men and a plan. Those processes create transactions, which build experience, confidence and a solid sphere of influence. When low- to mid-producing or brand-new agents join us, they're wel- comed into our brokerage and taught how to lead generate, write up con- tracts, geographically farm an area, build their sphere and reach their goal. Typically, the agents come out of the training program doing more transactions than they would have done without it. When the program is over, agents have the knowledge and experience they need to jump right into your brokerage's resources so you can continue to meet their other needs moving forward. 3) PROVIDE ONGOING SERVICE AND SUPPORT. TS: So, what else do you feel a bro- kerage should do to enable these agents to become the best in our industry? JS: Since we were top agents our- selves before opening our own bro- kerage, we know firsthand how im- portant it is for brokers to provide strong customer service and broker support to agents—so they can, in turn, serve the consumer and build a robust real estate business. When they have a transaction that starts to go sideways on a Thursday night at 7:00 p.m., they need service and support and guidance right away. The more you make information available, make your broker team ac- cessible, and put systems and pro- cesses in place that provide value, the more success you cultivate. We believe it is our job to be the facilita- tors of the agent's success. We can't do the transactions for the agents, but we can be their backbone of sup- port and provide them with the tools they need so that they can focus on their goals and be successful in their careers. You can do this. We can all do this. Every top producer was, at one point, a brand-new agent with no transac- tions under their belt. So, who will create the opportunities for the next generation of leaders, inspire them and train them up? My hope is that, as an industry, we collectively culti- vate our future leaders and shape our future by sharing insights and principles like these that have en- abled brokerages to onboard brand- new or lower-producing agents, and, in turn, grow their business. You can do it, too. Let's all take the time to invest in our agents, and they'll be more confident, more experienced and stay for the long run. RE Jim Sparkman and Don Sturgeon are principal broker/ owners of HomeSmart Realty Group in Salem, Portland & Corvallis, Ore., and Vancouver, Wash., with over 250 agents. Todd Sumney is the chief industry officer for HomeSmart International. For more information about joining HomeSmart as an agent, visit HomeSmart.com/ join, or visit HomeSmart.com/franchising for franchise opportunities. "We want our agents to look to us for inspiration, training and assistance, and to each other for peer support. This is the mindset that has been the most successful model for us." – Jim Sparkman HomeSmart Realty Group Create for the Human

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