Tip: When you’re new you need a lot of support; find an office that fits your values and needs.
Anna Fernandez closed $4.1 million in sales in 2001, up from $2.6 million in 2000, making her the youngest top producer at Rancho Real Estate in Hacienda Heights, Calif., for the third year running.
Fernandez credits her bilingual marketing—and the extra care she takes with Spanish-speaking clients—for her success.
Selling real estate in her hometown has helped Fernandez build a referral base. Many friends are entering their homebuying years, so she keeps her name in front of them, sending them holiday cards and information about listings.
She showcases her expertise every other month at homebuying seminars she conducts in Spanish. “I get a lot of good feedback from people who attend,” Fernandez says. “Sometimes, even if they don’t buy a home from me—maybe because they have a family member selling real estate—they’ll send me a referral.”
She sends flyers in English and Spanish and advertises in local Spanish-language magazines. And she goes the extra mile to overcome language barriers. “It’s challenging because you have to translate and explain everything,” she says, “but once I do a good job for one person, the person trusts me to help other family members find homes.”