New Agent Success: How to Start a Career on the Fast Track

The first year in real estate often involves a steep learning curve. But even though RE/MAX is known as a destination for experienced top producers, some confident, capable go-getters launch their careers here. Meet three rookies who went straight for the RE/MAX major leagues.

Cindy Gannon
RE/MAX Global
Edmonton, Alberta

In her previous career, Cindy Gannon spent a good amount of time jumping up and down, and acting like a chimp. As a professional photographer who took a lot of family portraits, Gannon learned to make kids – and their parents – smile.

Although she rarely busts out her monkey moves in her new career with RE/MAX, Gannon’s ability to establish immediate rapport with clients has helped her earn the smiles of satisfied homebuyers and sellers. That ability also helped her earn her way into the 100 Percent Club in 2012, her very first year in real estate.

The Edmonton-based agent was encouraged to consider real estate, and RE/MAX, by her brother-in-law and partner Monte Gannon, who has been an incredible mentor. Most of her transactions have come through Monte’s sphere of influence and referrals. This has affŒorded Gannon the chance to develop new, online streams of business, focusing on the team website and social media presence.

Gannon maintains a blog that includes tips for sellers to increase their home’s appeal – such as stashing the toaster or investing in new cabinet handles. Her e-newsletter features high-value articles with titles like “Five Tips for Selling Your Home Quickly.”

“Cindy is genuinely interested in getting people what they’re looking for,” Monte says. “And she’ll go way beyond what most agents are willing to do, including making after-hours phone calls and even helping with moving logistics.”

Building and running her own photography business gave Gannon the entrepreneurial and relationship-building skills that are so important in real estate.

“Photography and real estate are people-focused businesses,” she says. “You have to listen to clients – really hear them – in order to target their home search.”

Astute observation is another key skill Gannon applies from her photography days.

“A client might say she won’t consider a home unless it has a certain feature, but then every time we look at a house without that feature she says, ‘Oooh, I love it!'” Gannon says. “You have to observe both the spoken and nonverbal cues to dial into what clients really want. Sometimes they can’t articulate it themselves.”

Michele Harmon
RE/MAX Hometown
Magnolia, Texas

In 2012, her first year in real estate, Michele Harmon made the 100 Percent Club in just 10 months. She did it again in 2013, surpassing her first year’s numbers by the end of Q3.

What’s her secret?

“I’m fanatical about doing things well,” says Harmon, who previously worked in sales and marketing for computer brands HP and Dell. “I knew when I started with RE/MAX I was going to get an award the first year, because I’d settle for nothing less.

“Why bother if you’re not going to give it your all?”

To learn the business, Harmon asked her manager, Sharon Hart, “a million questions,” she says. She also committed to attending conventions and soaking up strategies. Hall of Famer Christy Buck’s breakout session at the 2013 RE/MAX of Texas Convention was especially inspiring.

“I absorbed everything she said and then went home and did everything she did,” Harmon says. She put Buck’s marketing advice into action by keeping her website updated and adding neighborhood links. She also branded grocery carts and other materials with her logo and contact information.

Harmon continues to seek insight from Buck, a Team Leader with RE/MAX Top Realty in Houston, through the Christy Buck Team website and by asking questions on the team’s Facebook page.

Most importantly, Harmon puts what she learns into action. She listed and sold her first clients’ home and found them another in less than a week. She cites her warp-speed responsiveness and eŸfficiency as being critical to her success.

“If you don’t respond to calls, texts and emails right away, people will contact the next Realtor in a second,” she says.

Fueled by her internal drive and the goals she sets, Harmon believes there are no limits on her business. Others agree.

“Michele was like a sponge when she entered real estate and the RE/MAX system,” says RE/MAX Hometown Broker/Owner Leslie Sullivan, who also gave Harmon invaluable help and support. “She took advantage of every class we offered and really learned the LeadStreet system, even converting several cold leads into buyers and sellers.

“Michele is not afraid of hard work, and I could not be more proud of her.”

Robert Farrar

RE/MAX C.C. Connection
Walnut Creek, Calif.

For hours, Robert Farrar and Broker Associate Glenn Allen huddled in their RE/MAX C.C. Connection oŸffice while Allen hurled every objection buyers might toss at the fledgling Associate. Farrar ducked, dodged and bobbed until, after hours of role-playing, he found firm footing and could succinctly address any objection that came his way.

“As silly as it felt at the time, the role-playing really helped me when I went out into the field,” Farrar says. “I could respond consistently to objections and had learned how to roll the conversation right over into another topic.”

Farrar credits these intensive training sessions with setting him up for success in his first year as an agent. It all paid offΠwhen he qualified for the 100 Percent Club in only 11 months.

His ongoing relationship with Allen – combined with the real estate veteran’s genuine interest in Farrar’s promising future – has paid dividends. Farrar has benefited from tips, advice and observations of Allen’s techniques.

“It’s really important to find someone you can shadow, who can give you direction and answer your questions – in my case, a whole lot of questions,” Farrar says with a laugh.

In looking for a mentor, you need to find someone who’s not only successful, but also the right fit personally, Farrar says. He was fortunate to connect with Allen over a pepperoni pizza after his then-fiancée, and now wife, introduced them. She had babysat Allen’s children for years.

Farrar had a successful career in lending – experience that today helps him explain financing to clients, he says – and joined RE/MAX in 2012.

“At first, I worked every day, and it felt like I held open houses seven days a week,” he says, noting he was motivated by the opportunity to support his new wife and continue supporting his 104-year-old grandmother.

During that time, the 32-year-old “never came across as a rookie,” Allen says.

“Robert was smart to leverage a seasoned agent’s skills and knowledge,” adds Allen, who has been in real estate for 25 years. “He takes very seriously the fact that his clients depend on him to represent them.”