"Network with salespeople outside your office to learn what’s going on in your market.”
What makes her special: Acting on a middle-of-the-night inspiration, MacLean founded the Arcadia/Camelback home tour. Her goal: to bring more exposure to her listings. In 2001 MacLean’s volume was $4.7 million. Last year it topped $9.3 million.
How the tour works: The 125 salespeople who participate are from different companies but all focus on the Arcadia/Camelback neighborhood, located between Phoenix and Scottsdale. The group meets twice a month for a morning networking session and a tour of eight to 12 homes. MacLean also lines up sponsors—a title group and several lenders—who pay for the meeting room in a local church, breakfast, and the printing of tour directions and feedback forms.
Other benefits of the tour: “I’ve built some unbelievable relationships with other salespeople,” she says, “which helps when I’m showing homes or presenting offers. It’s always better to deal with a friend than a stranger.”