Making connections through a shared vision – RISMedia
Owner and eligible broker
Better Homes and Gardens Real Estate Steinborn & Associates
Las Cruces, New Mexico | https://steinborn.com
Region served: Las Cruces / Southern New Mexico
Years in real estate: 15
Number of offices: 2
Number of agents: 85
Best advice for time management: On Sunday evening, review the previous week and set your agenda for the week ahead. Identify three specific elements that will move the business forward, as well as the action elements to get there.
Tip # 1 for organizing a successful meeting: Make sure you know in advance how you are going to capture new ideas, decisions, and follow-up tasks. Your team will see the value of the time they invest in participating.
The key to getting buyers and sellers to work together successfully: When negotiating an offer, focus on how you bring both parties to the close rather than making a deal. This relieves future stress and helps avoid contract cancellations.
John Voket: Please share some lessons you learned about taking brokerage house ownership as a second career.
Amy Hummer: First, it is important to adopt a strategy of quiet trust, visual presence and active listening. Our industry is people-centric and your team should connect with you before you decide on new initiatives. Ask your employees what you can do to improve their business and their quality of life. Second, know your strengths and fill the gaps with talented team members who embrace your vision.
JV: How do you engage with Better Homes and Gardens Real Estate and its lifestyle brand?
AH: We met the brand’s leadership team over eight years ago and I think we knew we would end up working together. Their fundamental values and their relational versus transactional approach aligned with our company. We launched our affiliation with Better Homes and Gardens Real Estate in March 2020, and with the rapidly changing world, they quickly showed us their laser-centric approach to supporting brokerage houses. They provide a lot of the platforms we use right now, but the depth of lifestyle content and messaging is a game-changer. It is based on in-depth consumer research that is delivered in real time.
JV: Talk about your Agent Jumpstart training program and how it introduces a new generation to the real estate industry.
AH: Although we developed our Agent Jumpstart training program over 10 years ago, it continues to evolve to meet the needs of new team members. We have a Learning Manager who runs the program and provides one-on-one mentoring so new team members can immediately start their business. Additionally, we offer bi-monthly Agent Accelerate workshops that allow for group discussions and skills practice. Last but not least, new team members move on to coaching with one of our qualified brokers to fine tune their systems and establish accountability. It’s robust and a real time commitment, but real estate is a complex and exciting industry.
JV: What are your top tips for attracting the best candidates to join your business?
AH: We believe in attracting talent rather than recruiting talent. We are looking for brokers who are not only very energetic, but also those who show initiative and see the industry the way we do. Our company is known for its culture of learning, high level of skills and knowledge, and emphasis on bonding with customers. Those who can articulate a match to this philosophy are consistently the best candidates. And we love the opportunity to bring new talent into the industry through our highly rated training program.
For more information, please visit www.bhgre.com.
John Voket is a contributing editor at RISMedia.