15 Career-Building Tips from Real Legends

The more than 49 new members of the RE/MAX Circle of Legends have earned $10 million or more in total commissions over their 10 or more years with RE/MAX.

That’s truly the stuff of legends. And so are their tips for success. Here are some of their top strategies:

Build a base:
“More than 90 percent of my current business now comes from referrals, repeat clients and my sphere of influence. I can’t express how important it is for all Realtors to build this base of business from the very start. My base allows me the money and time I need to continually invest in keeping current and growing my business. Also, remax.com and realtor.com continue to bring many leads that I can refer out to my team to help them build their own referral-based business.”

– Gil Campos, RE/MAX Real Estate Center, Foxboro, Mass.

Answer the phone:
“The one key to success has been a very simple one: Answer your phone. While we use all the newest websites, e-media, etc., it doesn’t do any good to generate calls if no one answers the phone.”

– Kim Pitaniello, RE/MAX Alliance, Greenwood Village, Colo.

Have a plan:
“Set your goals, make a plan and stay focused. Set aside time to work ‘on’ your business every day, not just be ‘in’ your business. Work your plan.”

– Bill Ryan, RE/MAX Infinity Realty, Chandler, Ariz.

Stay motivated:
“Motivation is key to getting inventory – the most important feature in our business. If you have property to sell, buyers will find you. Keep Internet listings up to date; ensure your ‘For Sale’ and ‘Sold’ boards are in place to increase visibility in the areas where you work. Your buyers today will be your sellers in the future.”

– Lance Heroldt, RE/MAX Masters, Weltevreden Park, South Africa

Generate leads continually:
“Time block your schedule every day to make lead generation a priority.”

– Terry Eng, RE/MAX City Realty, Vancouver, British Columbia

Focus on the customer experience:
“Having knowledge, being kind and sympathetic and being a great listener are all keys to success. The financial rewards only come with sincere effort and follow through.”

– Cindy Banks, RE/MAX Cornerstone, West Chicago, Ill.

Always plan ahead:
“People are the focus of this business and you can never do wrong by doing the right thing. Annual goal -setting is also very important. I do mine in the quiet of the post-Christmas holidays. I also prepare for the new Spring market with motivational seminars and conferences.”

­- Kim Johannsen, RE/MAX of Duncan, Duncan, British Columbia

Establish your farm area:
“I have been ‘Geo-Farming’ the area of Thornhill, a municipality in Ontario, for more than 20 years. Focusing on one area has always helped in creating a very workable and targeted business plan. I’ve built up my database with fantastic clients, and my repeat and referral business has grown year after year.”

– Wayne Kahn, RE/MAX Realtron Realty, Toronto, Ontario

Put the customer first:
“My best tips for real estate agents are being persistent, constant follow up and being very detailed. The worst feeling is purchasing a home and not having any support post-purchase. I want all my clients to be happy with their purchases. In real estate, your business is based upon referrals, so my clients need to know what they mean to me and how they have helped me build my business. Technology has also been a huge turning point for Realtors, the capability of CRM these days are out of this world. If anyone hasn’t invested in a CRM yet, I highly recommend they do so.”

– Shafik Ladha, RE/MAX Westcoast, Richmond, British Columbia

Put the customer first:
“My best tips for real estate agents are being persistent, constant follow up and being very detailed. The worst feeling is purchasing a home and not having any support post-purchase. I want all my clients to be happy with their purchases. In real estate, your business is based upon referrals, so my clients need to know what they mean to me and how they have helped me build my business. Technology has also been a huge turning point for Realtors, the capability of CRM these days are out of this world. If anyone hasn’t invested in a CRM yet, I highly recommend they do so.”

– Shafik Ladha, RE/MAX Westcoast, Richmond, British Columbia

Find your niche and support:
“I recognized the value of developing a niche early in my career. In my case, it’s condominium sales. Today my database consists of more than 10,000 condominium owners within my marketplace. I also recognized early on that, in order to avoid compromising the quality service that I demand, I needed to develop a team that mirrored my value system. I focus on high-dollar productive activities, recognizing that others can handle the majority of the day-to-day tasks far better than I can. My primary role has evolved to where I make sure I have the right people, the right systems and exceptional marketing to allow us to reach our maximum potential as a team while delivering exceptional service to our clients.”

– Bill Desautels, RE/MAX North Professionals, Colchester, Vt.

Become the expert:
“Knowledge is power. Stay up to date on the latest topics and statistics in your marketplace. Distinguish yourself from your competition with a high level of attention to detail, time management, follow up, communication and presentation. Stay at the forefront of technology, and ensure that you stay competitive with what consumers expect in today’s market.”

– Troy Gibson, RE/MAX of Nanaimo, Nanaimo, British Columbia

Show your heart:
“A key tip is to really love your clients from your heart. They need to know that you genuinely care for them, like them and enjoy being with them. Real estate is about people. My clients also know that I will absolutely make sure everything is done properly, thoroughly and professionally. All documentation, contracts, feature sheets and photography of their home are done with excellence.”

– Peter D. Schalin, RE/MAX Real Estate (Edmonton), Edmonton, Alberta

Specialize and diversify:
“I worked in the REO market. Because I was positioned to give exceptional customer service, many banks sought me out to help them liquidate their inventory of foreclosed homes. I obtained my SRES designation and am currently working in the senior residential specialty area, helping Baby Boomers transition themselves and their parents into their next stage of life and living arrangements.”

– Tom Ladtkow, RE/MAX Northwest, Westminster, Colo.

Build relationships:
“Circle of Legends truly means building a circle of relationships. Understanding and respecting my clients’ objectives is paramount. Talk to people every day and deliver a sincere message. Communicate current market challenges with your clients, and provide them with insights into the market. Consistent and timely communication will keep you top of mind with clients before they even make the decision to move.”

– Dodi Thorhaug, RE/MAX Crest Realty, North Vancouver, British Columbia

Present your best self:
“Dress the part. Be honest with people. Be punctual. Conduct yourself with integrity and do what you say you are going to do.”

– Kevin Moist, RE/MAX Performance Realty, Winnipeg, Manitoba