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Daniel Besug…, Real Estate Pro in Bronx, NY

WHAT MAKES A TOP PRODUCER DO WHAT HE/SHE DOES ? I WILL TELL YOU AFTER A FEW OF YOUR ANSWERS.

Asked by Daniel Besuglow, Bronx, NY Wed Mar 30, 2011

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OH speak to us wise one - we are but mere beginners looking for the light.

I am guessing one thing is to have a huge ego.
1 vote Thank Flag Link Wed Mar 30, 2011
I'm clueless. I can't wait to be enlightened!!
Web Reference: http://www.321property.com
1 vote Thank Flag Link Wed Mar 30, 2011
I didn't read the other answers yet, but in my opinion, they CLOSE. They ask the right questions to get a sale to close.
0 votes Thank Flag Link Fri Apr 1, 2011
Yes, Daniel, it is local and thanks for your offer of help. Just wanted to say though, I used to feel the way you did about short sales. However, I have come to know that if you have someone on the selling side that knows what they are doing, short sales can be done in 30-45 days. And this is what I tell my sellers. Before you put in an offer, let me make some calls and see how much experience the listing agent/office has in dealing with these and they always agree.

I don't want to rule them out completely.

Wish you a great weekend. I gotta run and show some houses. :)
Web Reference: http://www.lindacefalu.com
0 votes Thank Flag Link Fri Apr 1, 2011
LINDA YES I AGREE BUT IN THE NYC AREA IT ISN'T AS BAD AS YOUR AREA BUT YOU KNOW IF YOU TRY TO RE-DIRECT THE BUYERS AND AVOID THE SHORT SALES I THINK YOU WILL GET OVER THIS BAD PERIOD I AM ALWAYS AVAILABLE IF YOU NEED MY HELP OR JUST SOME RE-ENFORCING I'M HEAR FOR YOU. AND THANK YOU AND I KNOW THAT IN YOUR AREA WHEN THE BANKS DO DECIDE TO MAKE THE SHORT SALE MORE EASIER. IT WILL BE A LOT MORE PROFITABLE FOR YOU AND YOUR AREA. IT IS COMING THE BANKS IN VIRGINIA ARE BEING WATCHED VERY CLOSELY. AND I EVEN THINK THAT THEY HAVE A DEAD LINE TO ACCEPT OR REJECT. THE SHORT SALE. BUT THERE ARE SO MANY GOOD BUYERS IN OUR AREA. I JUST SAY TO THEM WAITING FOR A GOOD SHORT SALE TO BE APPROVED CAN TAKE SO LONG AND THE BUYER MAY LOOSE OUT ON BETTER INTEREST RATES. THAT SEAMES TO BE GOING UP PRETTY SOON........ BUT I AM NO GENIUS. THIS IS CRAZY TIMES IN THE REAL ESTATE..... IT IS WHAT YOU DO TO CHANGE YOUR OWN SITUATION THAT IS GOING TO MAKE A DIFFRENCE.
0 votes Thank Flag Link Fri Apr 1, 2011
I think Phil has the funniest answer.

Well done, Daniel. Your answer is sincere but I think everybody feels that way, too. What kind of world would it be if problems lacked passionate people who worked on solving them? Think about Japan today. Wow, you need some real passionate and dedicated people to solve those unhealthy problems!
0 votes Thank Flag Link Fri Apr 1, 2011
In my market, if you refuse to deal with short sales, you are walking away from almost half of the business. Short sales, if you are trained properly can be successful. Hard? Yes. Time consuming? You bet. My next two closings are short sales. I don't like them anymore than the next guy, but I can't afford not to do them. Part of being a top producer must included changing with the changing market and continuing education. Those that are going through short sales right now, will most likely be ready to buy in two-three years or less. The agents who help them are the ones they will remember when this mess is over.

I too have seen many top agents lose their own homes and get out of the business. It's a sad time right now for all. We need to stick together and do what we can to help each other through these times and we'll all be better off for it when it's over.

Just imagine how nice it will be to go on a listing appointment and find out it is just a regular, conventional, no problem listing. :)
Web Reference: http://www.lindacefalu.com
0 votes Thank Flag Link Fri Apr 1, 2011
THANK YOU ALL FOR RESPONDING AND THANK YOU VERY MUCH JOSEPH WASHICK BUT WITH THE EXPERIENCE THAT I HAVE WITH SHORT SALES IS THIS BEFORE YOU CAN CLOSE ON A SHORT SALE YOU CAN HAVE AT LEAST 2 REGULAR CLOSINGS AND THE TIME WAISTED IS NOT PUT TO GO USE YOU ARE BETTER OFF PUTTING ALL THAT ENERGY AND TIME IN GOING BACK TO BASICS UNTIL THEY CHANGE THE SHORT SALE GUIDE LINES THAT REALLY MAKE NO SENSE AND THAT THEY ARE THINKING OF CHANGING HAVE YOU HEARD, THAT THERE ARE TALKS FOR CHANGING THE GUIDE LINES OFF A SHORT SALE ? THEN WHEN THEY DO HAVE BETTER GUIDE LINES OF APPROVING THE SHORT SALE THEN IT WILL BE BETTER... I JUST SKIP THE SHORT SALE ALL TOGETHER.... SOME AGENTS....... SAY THIS LISTING IS A SHORT SALE..... LISTING AND DO NOT EVEN KNOW YET IF THE BANK APPROVED THE SHORT SALE PRICE..... BUT YOU ARE RITE. THE TIME THAT YOU NEED TO PUT IN THE REAL ESTATE MAKES ALL THE DIFFRENTS I PUT IN 68 TO 70 HOURS A WEEK .... IT IS HARD WORK BUT AFTER MORE THEN 15 YEARS IN THE REAL ESTATE I STILL LOVE THIS GAME..... I HOPE YOU GUYS AND LADYS DO TOO....
0 votes Thank Flag Link Fri Apr 1, 2011
What a gyp is right, Anthony :-)
Daniel is right. However, his prose makes is seem so easy- a favorite pastime. He's right- you can't work with a chip on your shoulder and you need to go back to the basics. Passion should be the foundation of any successful career-building top producer. However, when the game changes as it did in the last five years, so do many "top" agents.
Systems, routines, tools- they change. I am busting my but (or is it butt?) doing old-fashioned high-level reach-out-and-touch customer service with current and past clients. I keep notebooks of my buyers listings to schedule my showings, call my listings/sellers once a week, mail copies of newspapers articles showing MORE price declines to my sellers, network on Facebook and LinkedIn, email often, send thank you cards- lotsa (I enjoyed our talk- that kind of stuff) etc. Then I drive a lot showing homes- every day! Still, it's very hard for me to earn what agents earn representing banks and foreclosures in my market. So, I must work smarter. Don't get me wrong, I am doing more than most in my market and making some money BUT I am limited by the human condition and few agents can manage dozens of homes sitting on the market month after month for years. Those qualities of top agents- patience, fortitude, endurance, empathy- they require time and energy. It's hard to maintain that energy for many "Realtor activities" for homes that don't sell- and short sales that go into foreclosure. Most of the previous great agents I know cannot fathom getting in their cars and ferrying buyers around. THEY SHOULD, don't get me wrong, but many will not! The real money is still with the listings BUT it's with BANK-OWNED listings. (I'm speaking generally- this will not be universally true everywhere).
John Souerbry (below) has it right BUT that business plan that agents develop rarely considers the sea-change of events that rocked our real estate industry. Most foreclosure agents are not consumed- worrying about the "marketing" of listings. In a robust market, the marketing becomes more of the business plan rather than the "work crew" that helps to clean out homes that were just foreclosed. I knew offices full of wealthy agents that are now closed. I'm not saying foreclosure agents don't work- THEY WORK HARD. They have figured out where the maximum value for their labor exists and they focus on maximizing their self-worth through smarter productivity. You've got to figure out where the money is and adapt- reinvent yourself to serve in that new capacity. That, my friend, is not so easy.
0 votes Thank Flag Link Thu Mar 31, 2011
What a gyp! :)

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0 votes Thank Flag Link Thu Mar 31, 2011
THE MOST IMPORTANT THING YOU ALL FORGOT WAS THE TOP PRODUCER LOVE'S WHAT HE DOES
IF YOU LOVE REAL ESTATE YOU WILL DO WHAT IT TAKE'S AND WITH ABSOLUTLY NO PROBLEM AT ALL WILL HAVE THE DRIVE ECT.ECT.ECT. BUT EVEN IN BAD TIMES A TOP PRODUCER ALWAYS GOES BACK TO BASICS WITH NO CHIP ON HIS SHOULDER AND NEVER SAYING I WONT DO THIS OR THAT I/AM TO EXPERIENCED TO DO THAT. A TOP PRODUCER IN ANY FIELD JUST LOVE'S WHAT HE DOES AND DOES WHAT IT TAKES BECAUSE HE LOVE WHAT HE DOES......... THAT IS THE BIG DIFFRENCE DO YOU STILL LOVE REAL ESTATE WITH A PASSION..... JUST LIKE WHEN YOU 1 ST. STARTED THIS CAREER????????
I HOPE IT WAS HELPFUL AND THANK YOU ALL FOR RESPONDING I LOVE YOU ALL WITH ALL THE RESPECT. THANK YOU
0 votes Thank Flag Link Thu Mar 31, 2011
You tell me when you figure it out...
0 votes Thank Flag Link Thu Mar 31, 2011
The competitive drive to be the best, regardless of the profession or situation. This is the core of winning performance in any endeavor. Coaches, systems, and teams are merely tools that winners use to acheive their goals. They may have a business plan that lists multiple goals, commitments, performance targets, and the like - but these are all put in place to achieve one thing - be on top.

As the saying goes, kids don't sit on the back porch on a warm summer afternoon daydreaming about how to make it small.... winners want to make it big.
0 votes Thank Flag Link Thu Mar 31, 2011
Inherent drive, deductive response after watching and living through both success and failure, a desire to be better and make a difference, and yes, as Annette points out dependent children and animals...
0 votes Thank Flag Link Thu Mar 31, 2011
An ugly mortgage, kids in braces, and an arrogant cat.
Web Reference: http://www.MyDunedin.com
0 votes Thank Flag Link Thu Mar 31, 2011
Thanks Linda. We are waiting as well. Come on Daniel, you've got a few agents waiting to hear from you! :)
0 votes Thank Flag Link Wed Mar 30, 2011
Great Advice from the Morrisseys, but somehow I don't think that will be the answer.

Not sure of the definition of "few", but I'm think'n you have them.

Would love to hear your answer.
Web Reference: http://www.lindacefalu.com
0 votes Thank Flag Link Wed Mar 30, 2011
We believe its just like any other business - exceptional client and customer service! Inform you clients, update them, give them feedback. Stay in touch. A large portion of any top producer's business is past clients and referrals. Don't just sell a house and be done. You want your "people" buyers and sellers to remember your name, Give them service and make sure they are in the loop during all stages of the transaction. This doesn't mean your cell has to be on 24/7 but let them know when you will be unavailable and always have a good backup to cover things when you can't be there. Everyone understands that sometimes you're not able to be there but they need to have someone they can talk to. Real estate is a full time business and you must make sure to treat it like that. Think about it, if you call customer service regarding something you bought or had questions about and you couldn't talk to someone or worse heard back days later it would sour you on the brand. And your business should be set up to be your brand! Yes, I used to work in advertising/marketing (and thought real estate would be less hours - ha, ha), and my mother/re partner has been a full time agent for over 25 years. She's the one who stressed to me that you must be available or have someone who is! :) Best of luck to the newer agents waiting. There is no magic bullet - it is hard work, follow up and service!
0 votes Thank Flag Link Wed Mar 30, 2011
Parked for the answer. ;)
0 votes Thank Flag Link Wed Mar 30, 2011
Genuine care and concern for your clients!
0 votes Thank Flag Link Wed Mar 30, 2011
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