What Should Salespeople and Brokers Focus On Right Now?

There are two critically important areas. First, we need to be vigilant in helping our buyers, sellers, and neighbors understand the impact of legislative and regulatory policy proposals being discussed at every level of government on their real estate ownership rights. As a community of voices, we must say with conviction that real estate ownership is still the most important ingredient to ensure that neighborhoods remain vibrant, stable places for people to live, work, and play. Second, we must be able to showcase our professional knowledge so that our customers realize they greatly benefit from having used the services of a highly skilled professional who combines expertise and experience with caring and empathy. When we achieve that, customers realize we are not only relevant to the transaction, we are essential to it.   —Cathy Whatley, 2003

Focus on today’s achievements, not yesterday’s failures. However you measure those achievements, stay the course, and increase your influence through industry education and community involvement.  —Martin Edwards Jr., 2002

Brokers should be asking: What does the new model of real estate look like? How do we complete the change to a virtual business? What size office will best fit the new business model?   —Al Mansell, 2005

Knowledge, knowledge, and knowledge: know the legislation, rules, regulations, and legal cases that will affect our business; the technology that will affect our day-to-day work; and the practices, market conditions, and anything else that will improve the experience for consumers.    —Richard Mendenhall, 2001

The most interesting question facing broker-owners today is whether the traditional model of sales associates as independent contractors is best for the future. Let’s do a little blue-sky thinking and consider whether today’s economy, the pressures from informed consumers, and the potential to offer employment benefits might lead us to a different decision if we were structuring the industry from scratch today.   —Sharon Millett, 1999

Make use of the association’s resources, statistical data, legislative advocacy, and surveys to sharpen your skills and exceed consumers’ expectations.   —Dorcas Helfant Browning, 1992

Make education a top priority.    —Dick Gaylord, 2008

Be honest with sellers as to the value of their home, land, or investment property. Don’t take a listing agreement unless it is priced appropriately in this present economy.  —Bill Moore, 1987

Don’t focus on the market itself. Outperform it by “painting the picture” of what you want and where you want to go. Then do the activities that will get you there.   —Tom Stevens, 2006

Surround yourself with talented people, work hard, and seek a comparative advantage.   —Nestor Weigand Jr., 1988

The spirit of service always pays dividends, as does going the extra mile, doing what your competitors really don’t want to do at any given time. Hang in there. It’s a long-term play!   —Clark Wallace, 1986

Seven years ago our company decided we were more in the people business than the property business. It changed our entire perspective for the better. In a democracy, the consumer is king.   —Bill Chee, 1993