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This article was published on: 09/01/2001

TOP 100 SALESPEOPLE

BY LESLIE CUMMINGS

They’re the Tower of Pisa, the smile on the Mona Lisa. They’re Botticelli, Keats, and Shelley. Baby, they’re the top:
REALTOR® Magazine’s top 100 U.S. residential salespeople—100 individuals whose production levels mark them as the mega-performers of the industry.

The ranking was drawn from more than 1,000 practitioners who reported their numbers to us. Our stars were identified using a formula that factored together their transaction sides closed in 2000 and their 2000 sales volume (see “Our formula for success,” page 32), so as you scan the list, don’t be taken aback by the fact that neither factor solely determined the ranking. Sales volume numbers range from a formidable $24.5 million to an astounding $153 million. Transaction sides range from 121 at the low end to 985 at the top.

Our list also shows the number of assistants working with each of the top 100. Not surprisingly, many of our stars have enough help to crew a large yacht, but there are a few highfliers out there who are going it alone or working with only one assistant. We highlight those top performers on page 26 (see “Look ma, no team!”).

Seeing what these top players are doing gives you a benchmark and—if you’re ambitious—a goal to shoot for. But it’s also valuable to understand how top performers reach such heights. Five practitioners from the list, some with big teams and others with smaller operations, tell how they succeed beyond most salespeople’s wildest expectations. Be sure to read their stories and see how your numbers and selling strategies compare with theirs.

We tip our hats to all these successful, hardworking pros. We hope their numbers will inspire you to set—and achieve—higher goals for yourself in the coming year.

Our formula for success Only members of NAR who sent us an application were considered for the “Top 100 Salespeople” list. We began our quest by announcing the feature in REALTOR® Magazine last year. We put a form online for salespeople, their brokers, or their coworkers to fill out. We also faxed the form to people who requested it and sent multiple notices to local and state associations, franchises, and top brokers around the country. For roughly 150 people who topped the transaction sides list and for 150 who topped the sales volume list, we asked for a signed statement from the designated
REALTOR® verifying that the salesperson had achieved the stated numbers with the number of assistants claimed. With a verified list in hand, we again ranked and scored the candidates according to their transaction sides and sales volume, giving the transaction sides score double the weight of the sales volume score. Applicants’ final rankings were based on the total of their two scores.

TOP 10* RANKED BY TRANSACTION SIDES
Gold numbers represent “Top 100” ranking.
1William Barnes (13)985
2Allan Domb (1)754
3Jack Gross (2)724
4Joe Rothchild (4)573
5Glen Calderon (8)537
6Gil Clark (3)487
7Mark Spain (5)487
8Ronnie Matthews (11)451
9William Ryan (20)409
10Mike Agee (31)379
*From “Top 100 Salespeople”

TOP 10* RANKED BY SALES VOLUME (in millions)
Gold numbers represent “Top 100” ranking.
1Cristina Martinez (10)$152.77
2Allan Domb (1)135.00
3Jack Gross (2)132.11
4Eric Anderson (22)123.00
4Elanor Mowery Sheets (88)123.00
5Gil Clark (3)109.94
6Gregg Neuman (7)102.00
7Raju Chhabria (100)97.38
8Royce Cablayan (55)97.36
9Lillian Montalto (46)97.00
10David Mills (38)96.86
*From “Top 100 Salespeople”

Look, ma, no team!

There’s a great industry debate about whether sales-team leaders belong on any list of top-producing salespeople. How can they be compared with people who provide excellent service and earn an excellent living without the help of an entourage?

It’s an interesting question, but ultimately the answer doesn’t matter. Teams are the way more and more top salespeople are doing business. And choosing to delegate work that they’re not good at or don’t enjoy doesn’t make them less successful. GE Chairman and CEO Jack Welch still gets credit (and more recently, blame) for his company’s results—and GE employs 313,000 people worldwide.

Remarkably, eight practitioners working solo or with only one assistant still managed to find their way to the “Top 100” list:

No. of assistants

1Gil Clark (3)
0
2William Barnes (13)
1
3Mike Agee (31)
0
4Dean Street (34)
1
5David Mills (38)
0
6Kraig Domogalla (61)
1
7Anna King (70)
1
8Tim Surratt (72)
1
Gold numbers represent “Top 100” ranking.

ONLINE
More top salespeople . . . See our “Top 300” list at www.realtormag.com.

TOP 100 SALESPEOPLE
Rank
Salesperson
Company, location
Transaction sides closed in 2000
Sales volume in 2000 (in millions)
No. of
assistants
1Allan DombAllan Domb Real Estate; Philadelphia754$135.002
2Jack GrossColdwell Banker Heritage Real Estate; Bethlehem, Pa.724132.113
3Gil ClarkClark Select Properties Inc.; Burke, Va.487109.940
4 Joe Rothchild RE/MAX Fry Road; Katy, Texas57386.633
5Mark SpainRE/MAX Greater Atlanta; Dunwoody, Ga.48787.0012
6Joye KuhnRE/MAX DFW Associates; Coppell, Texas37888.482
7Gregg NeumanNeuman & Neuman Real Estate Inc.; San Diego335102.007
8Glen CalderonPrudential Action Real Estate; Ozone Park, N.Y.53773.002
9Jerry MahanJohn L. Scott Real Estate; Puyallup, Wash.34093.004
10Cristina MartinezCentury 21 North Valley; San Jose, Calif.312152.779
11Ronnie MatthewsRE/MAX Northwest; Spring, Texas451$70.6710
12Michael MendozaKeller Williams Realty; Phoenix35977.006
13William BarnesGracious Living Realty Inc.; Providence Forge, Va.98558.801
14Bill Minett (Team)The Real Estate Co.,
Lake & Country Inc.; Oconomowoc, Wis.
36473.4210
15Sherry Wilson (Team)RE/MAX Leaders; Purcellville, Va.32582.429
16Jill RudlerHER, REALTORS®; Westerville, Ohio31858.069
17Leo NordineLeo Nordine, REALTORS®; Redondo Beach, Calif.30461.815
18Ron KohlRE/MAX Optimum Group; Greeley, Colo.358.548.996
19Sam GottliebWindermere Real Estate/East Inc.; Kirkland, Wash.26166.382
20William Ryan Realty Executives; Chandler, Ariz.40945.4611
21Barbara Wilson Smythe, Cramer Co.; Cleveland30257.346
22Eric AndersonRealty World Team Advantage; San Jose, Calif.212123.003
23Jeff McKelvey (Patti)McMillin Realty; Chula Vista, Calif.23075.372
24Judie CrockettSmythe, Cramer Co.; Mentor, Ohio318.246.8610
25Debbie SchraderRE/MAX Excels; Geneva, Ill.24362.213
26David J. CaracausaColdwell Banker Realty Corp. ; North Wales, Pa.2632633.5
27Ron LandisColdwell Banker Landis & The Professionals;
Reading, Pa.
32144.362
28Christine CormackCC Sells Team; Ashburn, Va.22565.009.5
29Philip HermanRE/MAX Real Estate Specialists; Dayton, Ohio33142.467
30Sandy OgburnRE/MAX Excellent Properties; Prairieville, La.28044.573
31Mike AgeeJohn L. Scott Portland Metro; Portland, Ore.37937.370
32Richard SchillingERA Muske Company Real Estate; Forest Lake, Minn.26644.782
33Joseph Larry BonnerColdwell Banker Heritage New Homes; Bethlehem, Pa.23749.0611
34Dean StreetDean Street & Associates; Bellevue, Wash.25146.371
35Jack KlemmPreferred Real Estate Group Inc; Tracy, Calif.21654.739
36Timothy WoodColdwell Banker Mountain Gallery; Big Bear Lake, Calif.32637.233
37John ToyeRE/MAX Hometeam; Westland, Mich.31539.217
38David MillsJohn L Scott Real Estate; Bellevue, Wash.18496.860
39William CainRE/MAX Universal Realty; Plymouth, Wis.31537.162
40Zac PasmanickRE/MAX Greater Atlanta; Atlanta20155.007
41Jeff Litton Realty Executives; Palm Springs, Calif.25341.002
42Rachel DeHanasRE/MAX 100 Real Estate; Waldorf, Md.24642.0011
43Rick SmithColdwell Banker Bob Yost Homesale Services; York, Pa.31736.275
44Mary B. HarkerKeller Williams; Dallas20448.473
45Russell ShawJohn Hall & Associates; Phoenix27836.668
46Lillian MontaltoLillian Montalto Signature Properties; Andover, Mass.16997.005
47Elaine NorthropLong and Foster; Ellicott City, Md.18558.005
48Alan Sandlin (Linda)RE/MAX Results Realty; Marco Island, Fla.19549.507
49Marc WillcutsColdwell Banker Professional Group; Newberg, Ore.26335.645
50James WedgeworthCharter I Realty; Hilton Head Island, S.C.16973.972.5
51Tom ClementsThe Village, Realtors®; San Lorenzo, Calif.18849.232
52Kathy Irvine Gundaker, REALTORS®; Chesterfield, Mo.18948.426
53Pieter DijkstraRealty Executives; Chandler, Ariz.23536.974
54Linda McKissackKeller Williams Realty; Denton, Texas28732.694
55Royce CablayanColdwell Banker; Los Altos, Calif.16197.362
56Debbie YostRE/MAX Casa Grande; Casa Grande, Ariz.270$32.8810
57Patrick MurneyMurney Associates; Springfield, Mo.22437.114
58Tupper BriggsRE/MAX Alliance Evergreen; Evergreen, Colo.17854.488
59Alicia TrevinoColdwell Banker Apex, REALTORS®; Rockwall, Texas25732.575
60Ron CampbellCampbell & Campbell Real Estate; Albuquerque, N.M.24533.006
61Kraig DomogallaRE/MAX Associates Plus Inc.; Anoka, Minn.21636.371
62Suzanne Glocker O’Conor, Piper & Flynn ERA; Hagerstown, Md.25931.288
63Greg WangRealty World Alliance; Milpitas, Calif.15186.073
64Gene Rivers
(Rebekah)
Keller Williams Town and Country Realty; Tallahassee, Fla.20636.006
65Jane FairweatherColdwell Banker Realty Pros Ltd.; Bethesda, Md.15962.272
66Kathy WilliamsonPrudential Georgia Realty; Buford, Ga.33225.262
67Marti HamptonRE/MAX ONE Realty; Raleigh, N.C.19438.065
68Nancy Davis
(Bob Yoder)
Boice Countryside, Realtors®; Truckee, Calif.16250.674
69Matt EpsteinRE/MAX on the Boulevard; Sherman Oaks, Calif.14576.822
70Anna King ERA King Real Estate Co.; Anniston, Ala.23229.531
71Lucinda O’GormanEbby Halliday,
REALTORS®; Dallas
16647.384
72Tim SurrattGreenwood King Properties; Houston15657.831
73Kevin Hildebrand RE/MAX Unlimited; Mason, Ohio20433.004
74Kay Deen PattersonPrudential Professional, REALTORS®; Colorado Springs, Colo.17641.003
75Elwyn MatthewsResort Realty Associates Inc.; Destin, Fla.13882.542
76Sande EllisRE/MAX Realty Group; Fort Myers, Fla.20732.005
77Scott GoveCarlson GMAC Real Estate; Stratham, N.H.18138.956
78Curt GasperColdwell Banker Diamond, REALTORS®; Philadelphia32024.506
79Bruce LarsonLarson Team, Shores & More Realty; Crosslake, Minn.18237.306
80Val NunnenkampPrudential Fox & Roach, REALTORS®; Voorhees, N.J.18636.103
81Ethel CurbowColdwell Banker Vanguard, Realtors®; Springfield, Mo.20730.634
82Janet ParsonsRE/MAX House of Brokers; Springfield, Mo.21929.005
83Char MacCallumChar MacCallum Real Estate Group Inc.; Olathe, Kan.21328.257
84Janice MillerERA First Advantage Realty; Newburgh, Ind.18534.404
85Roy ClaytorColdwell Banker Premier; Huntsville, Ala.19432.775
86Neal WeichelRE/MAX of Valencia; Santa Clarita, Calif.15744.543
87Nancy JenkinsPrudential Realty Mart; South Burlington, Vt.19929.807
88Eleanor Mowery SheetsColdwell Banker Residential Brokerage; Dallas125123.008
89Marcie MaxwellWindermere Real Estate; Renton, Wash.17137.012.5
90Kelly CobbFonville Morisey Realty; Cary, N.C.16838.377
91Frank RussoRE/MAX Integrity, Realtors®; Glendale, Ariz.19729.004
92Kevin MihmColdwell Banker; Pittsburgh16240.813
93Barbara FitchRE/MAX Partners; Corona, Calif.17235.135
94Craig Lerch Jr.Coldwell Banker Realty One; Philadelphia22026.007
95Nate MartinezRE/MAX Integrity,
REALTORS®; Glendale, Ariz.
18531.354
96Wayne LorangerERA Hearth & Home Real Estate & Mortgage; Wenatchee, Wash.20226.9414
97Sandra AndrewRE/MAX Around Atlanta; Duluth, Ga.17832.805
98Judy Johns Keller Williams Realty Partners Inc.; Overland Park, Kan.18231.457
99Toni TygartToni Tygart Real Estate Group Inc.; Independence, Mo.17134.002
100Raju ChhabriaShorewood,
REALTORS®; Manhattan Beach, Calif.
12197.384
101John SmithRE/MAX Cornerstone Realty; Elizabethtown, Pa.19726.575
102Arty NikolaERA Statewide Realty; Westfield, N.J.27721.932.5
103John BeutlerCentury 21 Beutler & Associates; Coeur d’Alene, Idaho17831.151
104Vicki Nellis RE/MAX Elite; Burke, Va.15239.444


THE SPECIALIST (Allan Domb #1)
Allan Domb of Allan Domb Real Estate in Philadelphia gives his clients and customers special attention.

That “something extra” that Domb puts into his work has thrust him to the very pinnacle of the business. With a niche selling condominiums in Philadelphia’s tony Center City historic district, Domb has earned the local title of “condo king.” Working with two assistants, he did $135 million in sales and closed 754 transaction sides in 2000. And although Domb didn’t report the highest number of transaction sides in the country, his sides and sales volume combined make him the No. 1 salesperson on our list.

Domb’s success didn’t come by happenstance. “I wanted to take just one area and become the best,” he says. It was 1979, and he set out to conquer the downtown condo market. “I wanted an area where no one was specializing or had more than 20 percent of the market,” he says.

If you choose such a niche, Domb recommends doing research first. “Check the turnover rates for the area and pick a location with a manageable size but not smaller than 750–1,000 houses or units. You can always expand later,” he says. “Also, select an area you’re comfortable with and believe in, where the valuations aren’t going downward. Then learn everything about the area.”

Once you’ve chosen your niche, stick to it. “Some sales associates spread themselves too thin. It’s better to give business away than to work on a sale in an area you don’t know,” he says.

Besides knowing his market, Domb sets goals. “What’s important when you’re setting your goals is to compare how many houses you’ve sold with how many you’ve listed,” he says. “Having a larger area to farm doesn’t mean you’ll have a higher number of sales.”

In order to grow his farm area, Domb gives service he describes as “above and beyond what people expect.”
“When I started, I did everything in person,” he says. “I brought contracts to customers personally, even if I had to fly to their home city.”

He continues his specialized service today by resolving customer issues before his promised deadlines: “I overdeliver. If I tell them I’ll give them something tomorrow, I try to get it done today.”

Domb uses every free moment to stir up business throughout his farm area, which he estimates has almost tripled since 1979. He makes about 100 calls a day. “I return all listing calls right away,” he says. “I believe the world stops when someone wants to list a property.”

Between calls and appointments, Domb refers to his list of 10 top moneymaking, productive actions he can take each day. They include prospecting, listing, selling, and negotiating activities. “The list might say ‘Close two-bedroom, two-bath,’ and I try to do that,” he says.

One way Domb expanded his number of listings during the recent seller’s market was to move into condo development. “But you have to be careful,” he warns. “If customers think all you’re doing is developments, they’ll stop giving you listings.”
That hasn’t been a problem for Domb, who seems to have just the right touch, no matter what the challenge. Says Domb: “I try to make everyone I come in contact with my ambassador of goodwill.”—Leslie Cummings

DESTINY CALLING (Cristina Martinez #10)

“I don’t just list and sell homes,” says Cristina Martinez, president of Century 21 North Valley, San Jose, Calif. “I create a dream for my clients. I change their financial destiny.”

As to her own financial destiny, last year Martinez closed 312 transactions for a volume of nearly $153 million. The key, she says, is maximizing transactions. In addition to handling both sides of many of her sales, she deals extensively with investors.

“I turn sellers into buyers,” she says. “I call my past clients and say, ‘Guess what—you have x amount of dollars in equity sitting in your home. Why not put it to work by buying some income-producing property?’ ”

One listing can quickly lead to three or four other sales. “I do a lot of analyzing of what my customers have and what they can do with it,” she says. “In many ways, I’m closer to being a financial consultant than a salesperson.”

Martinez says the overwhelming majority of her business is based on referrals: “Without exception, I prospect every day from 10 a.m. to noon. From 10 a.m. to 11 a.m., I call past clients and ask for leads. From 11 a.m. to noon, I call the leads.”

Her goal is five new listings a week. She also prospects for buyers, though not first-time buyers. “I don’t have time for that,” she says.

She sells throughout San Jose and Silicon Valley and says an average sale is about $525,000. About 70 percent of her clients are Asian, as is Martinez, who emigrated from the Philippines in the early 1980s.

“I grew up very poor,” she says. “I was one of seven children. My parents were rice farmers.”

She chose real estate, she says, “because I needed to make money to support my family.”

In 1994 she purchased her own franchise and also opened a mortgage company, North Valley Financial Services. Today 99.5 percent of her customers get their mortgages in-house. “It’s all about one-stop shopping,” she says. “We’re very competitive.”

Martinez has a nine-person staff—two buyer assistants, one broker, a listing assistant, three escrow assistants, an office manager, and a part-time bookkeeper. “My job is to prospect for more clients, write contracts, and handle negotiations.”

Martinez traces her success to two things. The first is a belief in goal setting. The other is her faith. She is a member of North Valley Baptist Church in Santa Clara and is also funding the construction of a new commons building for a nearby religious college. “I believe everything I have and everything I do—even the clients I have—are the result of putting God first in my life,” she says. “I believe in miracles.”—Robert Sharoff

GOLDEN GIRL (Jill Rudler #16)

Jill Rudler has three simple rules for success: Hire great people, focus on your strengths, and care about your customers.

“One thing I keep in mind every day is the Golden Rule,” says Rudler, a salesperson with HER, REALTORS®, in suburban Columbus, Ohio. “It was taught to me as a child and is reiterated at my company.”

Applying the Golden Rule, Rudler has developed the Midas touch, racking up more than $58 million in sales and 318 transaction sides closed in 2000. At HER—a large regional brokerage in central Ohio with about 500 salespeople—she’s been the No. 1 producer since 1993.

Rudler has never been drawn to the hard sell. “When I was starting out, I didn’t know whether I could sell at all. I went to seminars that taught how to sell aggressively. I said to myself, ‘There’s no way I can do that.’ ”

She hasn’t had to, she says. “Homes will sell themselves if you market them properly. The main thing that sets you apart is customer service.”

As her track record indicates, Rudler has hit on a real success formula. But she freely admits she hasn’t done it alone. Her husband, Robert, is her partner, handling the marketing and business operations. Together the two have crafted a finely tuned support system.

Her team includes 10 full-time assistants (eight licensed), who are managed by Robert. The assistants specialize in specific areas, such as business, contracts, advertising, listing, and communications. However, each is knowledgeable enough to step in for a coworker without missing a beat.

Winning listings comes down to capitalizing quickly on opportunities when they arise, Rudler says. Her staff can turn around a market analysis and other research material in a matter of hours. If she receives a call from a potential client in the morning, she can schedule a listing appointment for the afternoon and carry out other appointments while her staff prepares her presentation.

“I don’t spend much time in the office,” she says. “Ninety-five percent of my time is spent with clients, showing homes, or networking with other practitioners.”

Specifically, her day involves creating marketing plans, analyzing marketing situations, problem solving, and tending to the emotional needs of the parties.

There are a lot of emotions raging around a real estate transaction, and you’re the one who needs to get them in check, Rudler says. Unfortunately, it’s easy to get caught up in the moment. “It’s possible to represent a client right out of a transaction if you advocate the client’s position so strongly that you overlook the possibility of compromise,” she says.

“There shouldn’t be winners and losers in buying and selling a home. We need to go back to square one and ask, ‘How do we interact with buyers and sellers? How do we set expectations?’ Those things are important, yet we as an industry don’t concentrate on them enough.”

With her team supporting her, however, Rudler does. In fact, she says communicating with and educating clients and customers is the most rewarding aspect of her job.

“Helping people still gives me an overwhelming, great feeling,” she says. “After 23 years of doing this, you need that kind of feeling to keep motivated.”—Chris Leporini

TREND SPOTTER (Sam Gottlieb #19)

The early bird really does get the worm.

Just ask Sam Gottlieb, who created a niche for himself more than a decade ago in the Seattle condominium market. In 2000 he closed 261 transaction sides for a total of $66 million in sales.

Gottlieb, a sales associate with Windermere Real Estate/East Inc., in suburban Kirkland, Wash., began his real estate career working in development and apartment syndication. But when he joined Windermere in 1990, his career caught fire. Gottlieb saw an uptick in condominium demand—and set about tackling a market that, up to that time, was pretty limited. “There wasn’t a lot of condo building when I started,” he says. “Now it makes up 40 percent of all construction in Seattle.”

In hindsight, the condo market’s growth might seem inevitable—a by-product of traffic congestion, high rents, and growth management initiatives, Gottlieb says. However, spotting the trend in its infancy and cultivating condo builders as repeat customers have been key factors in his success. “Builders don’t want to change subcontractors constantly—they want to find a system that works and keep using it,” he says.

Quite simply, Gottlieb is a known quantity—organized, reliable, and attentive to detail. He provides weekly sales demographic reports to builders and carves out time each day to spend with builder clients.

Although Gottlieb could be the niche marketers’ poster child, even experts face challenges. Gottlieb hit some bumps when he set about reinventing his system, hiring on-site salespeople for each of the eight to 10 builders he was working with. (Note: In his transaction sides, Gottlieb counted the builder side but not the buyer side on sales made by on-site salespeople.)

Gottlieb’s goal was to provide better service. But until they got used to new system, builders continued to expect him at their site. “Did you ever see the movie The Producers?” he asks. “I felt like Zero Mostel [whose character sells more shares of a theater production than actually exist].”

In addition to the on-site salespeople, Gottlieb has three assistants, who help him with contract administration and marketing. He spends most mornings meeting with builder clients and goes on-site at each builder’s project about every other week. In between, he’s developing marketing plans, providing market research for builders, and assisting in product planning and land acquisition strategies. His afternoons are less structured, he says, giving him time to address unexpected events, such as market shifts, that can shake builders’ confidence.

Above all, Gottlieb strives for balance, usually maintaining a 40-hour workweek. The quality of your work and the effectiveness of your system are what’s important, he says, not your hours.—Chris Leporini

THE RAINMAKER (Debbie Schrader #25)

Delegating and organizing have helped Debbie Schrader, owner of RE/MAX Excels in Geneva, Ill., do what she does best: rustle up sales.

And in 2000 she rustled up quite a few: 243 closed transaction sides for a volume of $62 million.

Schrader has worked in real estate sales for 23 years in the rural-cum-suburban Geneva area, about 40 miles west of Chicago, selling homes ranging from $150,000 to $1.5 million. She says she delegates work every day to her three assistants so that she can check out listings and make important calls to existing and prospective customers.

Schrader meets with her team of assistants every morning to run through a daily checklist she created. It includes the sellers’ names and a rundown of activities that need to be completed for each, such as getting the house ready to go on the market, helping line up contractors, and making sure inspections are conducted.

“We talk about what happened the previous night that they need to know about,” she says. “I look at the checklist to see what I can delegate and what fires can be put out only by me.”

Schrader’s listing manager gets information from customers, gives them feedback, helps execute price reductions, and coordinates showings. Schrader’s closing manager works with attorneys to make sure all the financial papers are in order for clients.

Schrader’s third assistant is her husband, John, who entered the real estate business in 1994 and does accounting and computer work.

“People should hire assistants as soon as, or even before, they can really afford them,” she says. “After I hired assistants, my sales really took off.”

In fact, Schrader estimates that her income went up by more than $50,000. Realizing the benefit of a team, she opened her own office in 1997 based on the teamwork idea.

She built a one-stop office that includes a title company and a mortgage company. Now 56 sales associates work at her office, and she says there’s a waiting list of people hoping to join the team.

With business hopping and much of her work delegated, Schrader spends most of her days contacting customers and competing for listings.

“My emphasis has to be on getting business. I’m the one who makes things happen. I have to do things to bring in business tomorrow,” she says. “We usually carry about 100 listings, with 35 houses under contract, so I need to do the marketing and be the rainmaker.”

One way Schrader makes rain is by aggressively advertising her successes.

“It’s not enough to just advertise yourself or your business—advertise your accomplishments,” she says. “When I was the No. 1 seller in the area for my company, I put that in an ad. When I was 58th in the world at my company or selling on average one house every 1.6 days, that information went into an ad.”

Schrader has one other piece of advice: “Always try to learn more about the business. Learning keeps you focused on becoming a better sales associate, which makes you feel more capable of dealing with the ups and downs of real estate sales.”—Leslie Cummings



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