Century 21 M&M and Associates

“Own a cell phone, computer, fax machine, and PDA, and use them to the fullest.”

What makes him special: In 2002 Madeiros did $8.5 million in volume in a one-stoplight town, where the average sale price is $120,000.

Secret to his success: He courts builders and is now the salesperson for three different subdivisions. “This year is looking prosperous,” he says. In addition, his fluency in Spanish has helped him build relationships with the mostly Spanish-speaking workers at the town’s largest employer, Foster Farms.

How he gets the listing: Every seller gets a customized listing presentation that includes comps, local market conditions, a moving guide, and referral letters. But he doesn’t let all that market knowledge stop him from taking a listing—even if the sellers are too ambitious in setting the price. “If you talk sellers into lowering the price and the house sells too fast, they’ll start second-guessing you,” he says. “With an overpriced listing, either the market will catch up or you’ll lower the price on a prearranged date.”