After a serious car accident in 2002 put him out of commission for three months, Zimmerman began to view time as a precious commodity. He started delegating assignments and concentrating his efforts on his most important prospects—those who generate the most referrals. On them, he lavishes time and personalized attention. “I become a part of their life,” Zimmerman says. He sold $39.1 million in property last year and ranks among the top three out of more than 230 salespeople at his company.
Building a reputation: Zimmerman also manages sales and acts as liaison to the developers of some of the largest new-construction projects for which @properties is the sales representative. We wouldn’t put him in charge of a 253-unit, $70 million project if he couldn’t command the respect of the major developers,” says Michael Golden, cofounder of @properties, a development and brokerage company.
24/7 commitment: The hours in real estate can be challenging, says Zimmerman. “Your phone can ring at 7 o’clock in the morning or 11:30 at night.” But he loves the thrill of making a sale—no matter what day or time.