Setting Higher Standards for Recruiting

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John Veneziano, ERA Andrew Realty
John Veneziano

Broker/owner and president

ERA Andrew Realty

Medford, Massachusetts

Originally from: Born, raised and currently resides in Medford (located about 10 minutes north of Boston).

Education: Medical degree from Cornell University

Number of offices: 8

Number of agents: 85

2004 sales volume: $192 million What you love about the area: ?The history. Medford was founded in 1630 and is the fourth-oldest English settlement in America. George Washington visited here during the Revolutionary War, and Paul Revere rode right by where our office is today.?

How did you transition from your career in cosmetic surgery to real estate? I started dabbling in real estate part time in 1986 after my dad suggested it to me. I really loved it?I loved the flexibility and not knowing what was going to happen every day. What I discovered was that I couldn?t do both as well as I thought I was going to be able to. I knew it was time to make a choice when I was literally in the middle of a surgery and the nurse came over to me with the phone and said one of my real estate clients was calling to reschedule a showing that night. At that moment, I thought I?d better decide what I wanted to do!

Was it a difficult decision to make the full-time commitment to real estate and leave the medical profession? No, because I felt like I had much greater flexibility and I could set my own goals. But I was na?ve because I had no training and had entered the business at a time when the condo market was doing well, so it was easy at first. But as we all know, the condo market went bad and by 1989 there I was with no listings and no training in how to acquire them.

How did you rebuild your business?

The owner of the company I was working for in Medford asked me to start researching franchises, so I began interviewing every brand there was. We decided on ERA because of their products and services and I still consider them

to be the best.

Which of their products has helped you the most? The ERA Sellers Security Plan helped me to connect with new sources of business right away. For example, all of a sudden I found myself being able to talk to FSBOs and saying, ?If I can put just as much money in your pocket would you meet with me?? I would explain the plan?s promise, ?We Will Sell Your Home or ERA Will Buy It,? and they would inevitably ask, ?For how much?? That?s what got me in the door where I could get some face time with this group of previously untapped customers. Within 12 weeks? training with ERA, I had 12 listings and within three months, I had 30 listings.

When did you become owner? In 1992, the owner of the company offered me the sale of the company, which I was very interested in. At the time, the company was comprised of five agents and one office, and I wanted to grow the company in new directions. But I want to say that the reason we are successful is because of the people we have here. They gave me the opportunity. The agents believe in the vision of our company.

Part of your vision is your high standards for recruiting. What are your criteria for bringing in new agents? In Massachusetts it?s harder to get a hairdresser license than it is to become a real estate agent. Recruiting should be done very selectively because if an agent is willing to leave their current company and join yours, you should know why. They need to be qualified to fit your company?s mission, because they could just as easily leave your company for the ?next best offer.?

How many agents did you hire last year? We interviewed 42 agents and hired 12. Most companies hire all 42 and see if 12 stay.

You are very active in several organizations associated with community involvement. Why is that important to you? I?ve been successful here and in my career and I think it?s important to give something back. I?m a member of the Medford Square Revitalization Committee, which promotes the building of new schools, historic preservation, community gathering, and improved parking areas. I also am very involved in our community arts and sports events and ERA?s fund raising for the Muscular Dystrophy Association.

This article appears in the May issue of National Relocation & Real Estate magazine

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