A Few Minutes With: Virginia Cook

Virginia Cook, CEO
Henry S. Miller Co., REALTORS®
Dallas
www.henrysmiller.com
27 offices; 1,000 salespeople

What’s different about your company?

COOK: We moved megabucks into our technology department and designed our own computer system, Netstar, which includes a host of PREP software programs for prospecting, finance, production, and presentations. The system also includes Auto Realty, which gives salespeople online access to Texas contract forms, and RealEdge, which allows us to download MLS data to our servers if the MLS server goes down or operates too slowly.

We've also asked the Texas real estate commission to consider computer training for accreditation in its mandatory continuing education course work.

In the way of education, salespeople who join our company go through an in-house training program called Henry S. Miller University. We also offer a company designation--residential specialist--based on education requirements, experience, production, and customer satisfaction as identified through buyer and seller surveys. By creating standards, such as designations, for salespeople, we give consumers confidence.

What challenges does your company face in the next several years?

COOK: Consumers are younger today; their average age is probably in the 30s. The average age of a practitioner is in the 50s. So how do we get them together?

We also need to grow the company with people who are changing careers--and who are experienced professionals in other fields--and show them that real estate is a viable way to make a living.

What are your company's long-range plans?

COOK: To participate in the acquisition and merger mania. We intend to expand in all four cities we serve--Austin, Dallas, Fort Worth, and Houston. And by the year 2000, we’ll be in San Antonio.

What advice do you have for other brokers today?

COOK: Don't panic; be informed. Embrace change and technology. Fifteen years ago we didn’t have fax machines, voice mail, and computers on every desk. Nonetheless, high touch will always prevail over high tech. Companies are overmanaged and under led, so be a good leader with a strategic vision.