Recap of the Top Producer Panel

On June 16th, DMAR hosted its Top Producer Panel, which featured five 2015 Excellence Award winners as they shared their strategies and tips on how to thrive in the real estate business.

Panelists (moderated by Bret Weinstein)

• Greg Geller | Vision Real Estate (Winner Individual Sides, Winner-Office 11-30)

• Sally Scaman | Coldwell Banker (Winner-Office 100+)

• Greg Zadel | Zadel Realty (Broker Manager of the Year)

• Emily Chaney | Kentwood Real Estate (Rookie of the Year)

• Nate Postlethwait | LIV Sotheby's International Realty (Rookie of the Year)

Some of the insights shared by our panelists

Greg Geller​

“You know that people buying houses are very nervous, people signing for a house are even more nervous [...] It’s uncomfortable to have integrity sometimes and say, ‘No, you should not buy this house. Let’s keep looking, let’s find something better for you because this one has inspection issues that we didn’t see and they can’t fix everything so let’s find something that feels right.’ It takes a lot for me to slow it down but I try to slow it down and roll with it as best as I can because people need this process explained to them or they get very uncomfortable and then they start getting outside advice, which you cannot control.  So I would always say to you to slow it down.  You have to check in a lot and see if there are questions. [...] Especially first time home buyers, they deserve it and it will make you better.  That’s what gets you referrals.” 

Sally Scaman​

"What I realized when I became a managing broker was that the majority of the REALTORS® working with me didn’t have a business plan. [...] You are president and CEO of your very own business.  I’m not, you are.  [...] Would you rehire yourself as the CEO of your company? Are you doing what you expect people to do in your business?  And so that would be my biggest takeaway. If you don’t have a business plan, it’s not too late. [...] Sit down with someone and then create it."

Greg Zadel 

“When I started my business, I didn’t know anything. I had the college education but didn’t have any clue as to what to do [...] And so for me, it wasn’t so much a pivotal person or moment, as it was getting involved in a REALTOR® organization, joining the association, getting a whole lot of education, being involved in it, and then slowly, at the meetings, talking to other brokers, talking to other people, and really learning a lot about what is successful and what to do. You meet so many amazing people that are successful in so many different ways - you can pick up a lot.”

Nate Postlethwait​ 

“I think the most important thing that you can do is not work from home, surround yourself with other brokers that are willing to spend time with you and talk to you about what they’ve done. Set up meetings with you managing broker at least on a monthly basis.  Go to every possible event like this that you can and I would say if there’s one tool that was really been beneficial for me it was going to other brokers and saying ‘will you please allow me to hold your opens?’ Find out who has listings that are coming on the market that aren’t listed yet and really express to them ‘I’m happy to take care of everything, I’ll take the burden off your back if you let me hold this open.’ [...] If there’s any tool that’s worked well for me it’s just being out there, staying busy, and doing those open houses on the weekends.”

Emily Chaney