Success Stories: David Eiglarsh

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By Doug McPherson

In 2001 David Eiglarsh, a 36-year-old Realtor with RE/MAX Hometown in Weston, Florida, was making $330,000 a year. Not bad. But he wasn?t satisfied. ?I saw other Realtors making a lot more and I wanted to join them,? says Eiglarsh, who?ll turn 40 on November 6. ?I had a good income but I wasn?t growing.?

That changed. In 2002, he jumped to $625,000. The next year he says he earned a million ?and some change.? And last year he made $1.6 million.

Looking back, how he added $1.3 million to his income wasn?t so difficult. He simply asked for help.

Eiglarsh enlisted the help of Bob Corcoran, president of Corcoran Consulting & Coaching, an international consulting and coaching company that specializes in performance coaching, and the implementation of sound business systems into the broker?s or agent?s existing practice.

?It?s probably the most important thing I did,? he says. ?Getting another perspective can open some profitable doors.?

Eiglarsh says Corcoran taught him systems that helped him get the right team in place so that his business ran efficiently?and on auto pilot.

?I don?t work weekends or much past five anymore, yet I make a lot more money,? Eiglarsh says. ?It feels good to know that the machine keeps working without me.?

?David needed to start thinking like a CEO and operating his business like a CEO would, not just a Realtor,? Corcoran says. ?And he needed help identifying the right people to build a new powerful and productive team who could buy into David?s vision.?

?I learned I needed to hire people who are better than I am at certain tasks that I shouldn?t even be doing in the first place,? Eiglarsh says.

Another lesson: eliminate distractions so you can focus on the four dollar-producing tasks: listing, prospecting, selling, and negotiating. The rest?for serious Realtors?is a waste of time, says Corcoran.

Prospecting has especially proven profitable. Eiglarsh bought a database management program that presents him with a list of 25 people to call every day when he turns on his computer (he?s made up to 80 in one day). ?Bob figured for me that I make something like $2,600 an hour when I?m prospecting,? Eiglarsh says.

Eiglarsh?s advice on hiring a coach: check references, choose the personality that fits yours and get someone who?s sincere.

Eiglarsh is now at work on a book that certainly fits his experience: ?How to make a million dollars in real estate before you?re 40.?

For more information on Corcoran Consulting & Coaching, visit www.CorcoranCoaching.com.