Editor's note: These quotes originally appeared in this month's edition of Real Estate magazine, which you can view here.
Earlier this year, RISMedia released its 2019 Power Broker Report which ranks the nation's top real estate firms by 2018 sales volume and total transactions. The Top 1,000 Power Brokers reported a collective sales volume of $1,424,776,652,825, with NRT again capturing the largest share of that figure with $176,431,375,000 in sales volume.
Additionally, the Top 1,000 hit 3,881,412 transactions—and for the first time, HomeServices of America took the No. 1 spot for transactions, closing 346,629 last year.
Here's what some of the 2019 Power Brokers are thinking about as the summer market heats up:
According to CENTURY 21 Real Estate President Mike Miedler, preparing agents for success in today’s market "begins and ends with a brokerage community dedicated to a culture that provides the support, training and tech that agents need to grow their business and close more deals, but also one that makes them feel valued as entrepreneurs who make a difference in people’s lives."
When it comes to sales success, Miedler advises a focus on the fundamentals of behavior, attitude and technique. "Stick to a plan, be mentally strong, always sharpen your skills and deliver the extraordinary," he says.
According to Anthony Hitt, president and CEO of Engel & Völkers Americas, 2019 is all about refinement. "It’s about strengthening our data and technologies in order to provide the best value for our clients. It’s about equipping our advisors with truly targeted marketing approaches and assets so that they’re able to take their businesses to the next level, and it’s about growing in our existing markets and in new markets in the right way, upholding the integrity and strength of our global brand."
Hitt believes that the key to success in today’s market means arming agents with the tools, technologies and resources they need. “This means access to premium marketing materials and expertise to drive maximum exposure for each listing."
"Preparation is the key to success," says Helen Hanna Casey CEO of Howard Hanna Real Estate Services. "Our goal is to make sure that our agents have differentiators to overcome objections and fulfill client needs, as well as the knowledge to make the best use of those resources." Casey has been working in real estate since 1975, and says that differentiators are her company’s biggest competitive edge, from one-stop mortgage shopping to a money-back guarantee.
Her focus on leadership also comes into play. "Real estate is a people business, and our leadership is key. They work with the agents to set goals, establish plans and bring them to fruition. Together, we can do great things."
For Christina Pappas, district sales manager at The Keyes Company, her goals for her business include at least 5 percent growth in associate count. "We have rolled out a strong social media effort targeting producing associates," says Pappas.
"Our branch managers are contacting firms that have a strong selling owner and 5 - 20 associates for foldin opportunities for their offices. Lastly, we have targeted text, call and postcard campaigns for new licensees."
The biggest challenge and opportunity is to keep agents relentlessly engaged and growing their relationships, according to Pat Shea, president and COO of Lyon Real Estate. "We all need to do the work. Fully leveraging automated, state-of-the-art marketing tools and resources will demonstrate our professional acumen and keep us front of mind," says Shea.
"Persistent follow-up via calls, personal visits, handwritten notes, etc., shows people that we truly care and are worthy of their trust and confidence."