Before entering real estate, Reese hated sales. He was working long hours selling health club memberships. “I’d get sick to my stomach because I was selling 36-month contracts, and I knew people wouldn’t use them,” he explains. “I felt I was preying on their weakness.” Seeing a friend who’d gone into real estate relaxing on his 42-foot boat convinced Reese to change course. He saved $1,000, gave his two-week notice, and then spent a week shadowing his friend. Now, four years later, Reese heads his own team of 15 salespeople and five support staff, who closed 167 transactions totaling $34 million in 2006.
Follow the growth: After two years in the business, Reese hired a statistician, who told him to move to Frisco, which was experiencing a boom. Reese listened: One year later his transaction sides had doubled, and his average home price had jumped 150 percent.
Trained talent: Reese cultivates a climate of continuous learning, spending much of his time at conferences learning new strategies from other top producers. “I’ve also participated in every coaching program out there,” he says. He’s writing a training manual for new licensees to share what he’s learned: “I like helping people build their strengths.”