There’s nothing like watching your parents’ house go into foreclosure to focus the mind. Perkins was 15 and was determined to ensure his own financial future. He started selling real estate part-time while still in high school, grossing an income of $80,000 his senior year. Now a four-year veteran, Perkins’ team closed 127 transactions and $34 million in sales in 2006. His ultimate goal is 500 homes a year.
Learn from the best: Perkins works with nationally known coach Mike Ferry and frequently calls top-producing salespeople from other parts of the country to learn their techniques.
One big lesson: Set a schedule (8 a.m.–11 a.m.: prospect; 11 a.m.–1 p.m.: return calls; 1 p.m.–4 p.m.: go to listing appointments), and don’t waste time on unproductive activities.
Scoring from second: Perkins loves the challenge of being the second or third salesperson on a listing, so he works expireds, withdrawn listings, and FSBOs.
His secret weapon: “I make it about the client, not me. I ask lots of questions and keep calling.” In the first and third quarters of last year, his team—which includes his mom—was the top RE/MAX team in the state.