Real Estate magazine?s 2nd Annual REALTORS ON THE RISE 2006

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Honoring 50 of the industry?s top up-and-coming agents
Honoring 50 of the industry?s top up-and-coming agents

To succeed in today?s changing marketplace, Realtors need to step up creativity, client care and overall out-of-the-box thinking. The winners of Real Estate magazine?s second annual Realtors on the Rise competition demonstrate these traits and more. Showcasing 50 of today?s most inventive, successful agents, this year?s winners?chosen by RISMedia?s Real Estate magazine editors?were selected from hundreds of submissions.

Hailing from a variety of backgrounds and regions, the 2006 Realtors on the Rise stand out for their innovation and flexibility to changing consumer needs. They are tech savvy, business minded, have a knack for understanding their clients and are active in their respective communities?all qualities that contribute to their rise in the industry.

In this special report, we feature our 50 winners?listed alphabetically?and highlight some of the qualities that help identify them as unique real estate professionals. We congratulate this year?s winners for their dedication and commitment to the real estate marketplace.

By Stephanie Andre

Oganes (?Johnny?) Abramyan

Platinum Properties GMAC Real Estate

Las Vegas, Nevada

Native country: Armenia In real estate since: 2004 His philosophy: ?Never give up.? Something different? To further broaden his client base in the Armenian community, Abramyan is the co-host of a monthly Armenian-language television program on the Armenia Russian Television Network (ARTN) seen in the Los Angeles area. He fields questions from viewers regarding Las Vegas and real estate in the area.

Abramyan moved to Las Vegas in 1998. By 2001, he began taking classes at Platinum Properties GMAC. After finishing his coursework and passing the real estate exam, he joined Platinum Properties GMAC full time. Today, Abramyan boasts a healthy clientele, about half of which is from referrals alone.

Dean Allen

Weichert, Realtors Dean-Kelby

Mount Pleasant, South Carolina

In real estate since: 2004 2005 sales volume: $7.6 million Risk-taker: Allen approached a $1.6 million FSBO to do a one-time listing agreement because he was sure he would find a buyer for her home. She agreed and that same day a ratified contract was signed.

Allen, like many in the industry, found a career in real estate after experiencing different career opportunities. His colleagues say it?s his diverse and interesting career choices that prepared Allen for real estate. However, it was not that easy. After a tough start, Allen accepted the mentoring and help of experienced agents, creating a Web presence, lead generation, self promotion and advertising.

Wes Atiyeh

Long & Foster Realtors

Richmond, Virginia

2005 sales volume: $12 million+ High achievement: In January, Atiyeh became the youngest individual to serve as president of the Richmond Association of Realtors and the Central Virginia Regional MLS. School pride: Atiyeh coaches high school tennis at his alma mater?a position he has held for 11 years.

Atiyeh believes that ?high-tech enables high-touch,? so he employs the latest technology to efficiently and effectively communicate with and meet the needs of his clients. Regardless of when clients call or e-mail, they almost always receive a response within minutes. His Web site, digital camera, laptop and PDA are just a few of the technology tools Atiyeh accesses daily.

TinaMarie Baldwin

Prudential Georgia Realty

Alpharetta, Georgia

In real estate since: 2001 In her first year: Baldwin qualified for the Atlanta Board of Realtors Million-Dollar Club, Prudential Multimillion-Dollar Club and received the Prudential ?Rookie of the Year? award. In the community: Baldwin is actively involved with the Alpharetta Junior Women?s Club, Habitat for Humanity, Clark Howard?s Consumer Action Center and volunteers with other local organizations.

Ranked in the top 3% of Realtors nationwide, Baldwin specializes in relocation and works with both executives and first-time home buyers. She?s moved clients across the street in Alpharetta and around the country from Montana, California, New York and Connecticut to homes that range in price from $115,000 to more than $850,000. In August 2004, she was named one of the top agents in Atlanta by Atlanta magazine.

Trevor Benn

Honolulu Realty

Honolulu, Hawaii

Began in real estate: At 19 years old A change of pace: In the mid-1990s, Benn left real estate to become a restaurateur and also developed his own dot-com business. In 2001, his first full-time year in real estate: Benn closed more than $3 million in sales.

Shortly after signing on full time, Benn began implementing his own marketing systems and networking. His system is based on ?relationship building? in which he connects people and businesses to others in his network and helps create synergies. He uses his technology background to stay connected with clients by using FTP sites for storage of files, e-mail for communication and Web sites for disseminating information. He uses direct mail, e-mail and advertisements to reinforce the 100% referral business he has achieved.

Susan Bird

Coldwell Banker The Condo Store

Atlanta, Georgia

Originally from: London An investor herself: Bird has bought and sold more than 40 investment properties.

Head of the class: This year, Bird was within the top 2% of NRT (which includes Coldwell Banker, Sotheby?s, Century 21 and ERA).

The top listing agent at the Condo Store for the past four years, Bird?s team is also number one in sales and ranked number four in all of Coldwell Banker Atlanta for listings sold (95 last year). While managing a busy work schedule, Bird has made time to volunteer time to service projects, such as MLK service weekend, Decatur Education Foundation and a rape crisis 5k fundraiser.

Eileen Black & Julie Kozich

John L. Scott Real Estate

Bainbridge Island, Washington

A team concept: Before they met, Black and Kozich each had independent visions of marketing fine properties. However, they brought their differing ideas together and a team was born. Their former lives: Before getting into real estate, Black had a career in communication sales for Motorola and Kozich had a career in education prior to owning a successful color consulting business. Recognition: Black and Kozich have been named Elite 2006 Agents for Unique Homes Magazine.

Black and Kozich have become known for their exceptional personal service, which is designed exclusively for buyers and sellers of high-end real estate. Small details, such as catered housewarming soirees, all-color brochures and the use of professional architectural photographers, are just a few examples of how this team distinguishes itself and the properties Black and Kozich represent in the industry. In fact, their number-one source of business comes from client referrals.

Liz Carter

Liz Carter & Team Realty

Houston, Texas

In real estate since: 1976 A family affair: Carter has made her company a ?family tradition? with three generations of her family working together. On working with family: ?The best part…is complete trust and continuity in your business.?

After 30 years as part-owner of a large firm, Carter started her own company last year. However, unlike a traditional firm, everyone on this nine-member team shares in the profits, so they all have a stake in every client. Each has specific duties they perform during the transaction, so customers get nine agents instead of one. The company?s lists of accomplishments is long: listed on the Houston Business Journal?s top 10 since its inception; featured by Texas Monthly as super agents and named in the Houston Chronicle for exemplary service.

Annette Davis

Prudential Georgia Realty

Atlanta, Georgia

In real estate since: Late 2001 2005 sales volume: $14 million in gross sales with 46 closings Secret weapon: Davis has regular coaching sessions through the Brian Buffini program that help her balance work and life.

Beginning a new career at age 56, Davis works hard and keeps up on current technology and education opportunities. She earned her Certified Relocation Specialist (CRS) designation and became a Prudential Fine Homes Specialist. In 2005, she also earned a Certified Skilled Negotiator (CSN) designation. Davis also keeps involved in former and current professional circles, including the Atlanta Women?s Network, Women?s Council of Realtors and the Junior League of Atlanta.

Doug Devitre

Blake and Davis Realtors

St. Louis, Missouri

In real estate since: 2004 Free time: Devitre volunteers in the community, planning social and entertainment events, including a city anniversary celebration and his reunion. He also teaches home-buying and -selling seminars at the community center. A standout in St. Louis: Devitre was voted ?Five-Star Agent Best in Client Satisfaction 2006? by St. Louis Magazine.

Despite his short time in the industry, Devitre is making quite an impact in the St. Louis metropolitan area. He has centered his focus around education, marketing with technology and giving back to the community. He currently possesses six designations and four certifications from the National and State Association of Realtors. He also enjoys public speaking and training other agents through his involvement as vice president of education in the local chapter of Toastmasters International and the Education Committee with his local association.

Anthony DeVries

Prudential Americana Group

Las Vegas, Nevada

In real estate since: 1995?he was one of the youngest (18 years old) licensees in the state of Nevada Most successful business strategy: To learn from his peers? mistakes and successes. He says he continually asks himself what the company?s top producers would do. Personal business motto: ?Never put your commission before your client and never fight your client out of a deal.?

Over the past two years, DeVries has tried to reinvent his business and strive for a new level of success. He decided to make an addition to his team?he hired an associate with the sole purpose to create and implement a marketing plan and strategy to help catapult him to the next level. Together, they modeled an advertising campaign to brand him as the business-oriented family man he is. To date, the campaign has helped him double his sales volume.

Isabel Diaz

RE/MAX Peak Performers

Oak Lawn, Illinois

Originally from: Mexico?she moved to the U.S. in 1978 In real estate since: the late 1990s Her most important work? Being multilingual, Diaz says she tries to empower others?especially Hispanic females?to be the best they can be without having a hidden agenda. She advises young girls on how important it is to stay in school and dream of a better future for themselves.

Diaz works hard to establish and develop long-lasting relationships. As part of her Buffini & Company training, her company hosts Client Appreciation Parties three to four times per year, which allows Diaz?s database to network. Her ?whatever it takes? attitude has made Diaz very passionate about her career. Diaz is also active in a number of charitable organizations, including Chicago United and the Boys and Girls Clubs of Chicago. She also serves on the board of El Hogar del Nino, which aids underprivileged children in Chicago?s Little Village and Pilsen neighborhoods.

Greg Erlanger

Realty One Real Living

Cleveland, Ohio

In real estate since: 2004 2005 sales volume: $8.2 million First-quarter phenom: Erlanger?s sales for the first quarter of 2006 were $5 million.

Technology is the cornerstone of how Erlanger does business. His Web site encourages sellers to view properties that were just sold with anecdotes of each property?s sale story. Buyers are offered streaming video of featured homes to provide more information and a virtual tour of each listing. Erlanger believes these added touches provide a personalized Web site visit that engages each user. With real-time connectivity to e-mail and the Internet, he is able to take a proactive approach to addressing customer needs, allowing him to provide extraordinary customer service and personalized customer attention.

Angelica Feichko

Sold By An Angel Real Estate

Salt Lake City, Utah

In real estate since: 1998 2005 gross commissions: Feichko?s team sold 137 homes for a gross commission of $22,969,741 What sets her apart: ?I truly believe that my clients know that I care about them. I treat the sale or purchase of their home as if it were my home.?

From the beginning of Feichko?s real estate career, she has worked by referral. She says she always puts on a buyer and seller presentation during a first visit with a new or repeat client. The presentation walks her clients through the entire process from A-Z. She also sends birthday cards to all of her clients, including their children. She says she pays attention to her clients? children because she hopes to one day have them as clients as well.

Bryan Felder

RE/MAX Gateway

Chantilly, Virginia

In real estate since: 2003 Best personal stat: Number-one producer among the 91 agents at RE/MAX Gateway in 2005 His philosophy: Building clients for life.

In May 2003, Felder joined RE/MAX Gateway. In January 2004, he created The Virginia Realty Group, based on his philosophy of building clients for life. Growing a business and balancing the demands of work with a fulfilling family life can be a challenge. Felder is an advocate of Buffini & Company Referral Systems?, and through constant contact with his Buffini coach, he has succeeded in growing his business while balancing the demands of work with his desire for a fulfilling personal life.

Leslie Ford

RE/MAX Island Realty

Hilton Head, South Carolina

Hilton Head for life? Ford has lived on Hilton Head Island for 23 years Impressive stat: Inducted into Leader?s Circle during first year with ERA Extracurricular activities: She is commissioner for Hilton Head Parks and Recreation Commission.

In 2005, Ford was the number-two ERA agent in the Sea Island Broker Council, made up of agents from South Carolina, North Carolina and Georgia. Despite her busy life?balancing work, children and community involvement?Ford keeps up by staying abreast of new technology, using the Internet and e-mail to keep in constant communication with her clients and on top of the market, as well as networking with other agents.

Heidi Fore

RE/MAX Action First

Louisville, Kentucky

In real estate since: 2002 Business philosophy: ?Being a Realtor is not about selling a house. Being a Realtor means offering a package that includes customer service, creative marketing, knowledge of loans and the local market, patience and diligence…? An author: Fore has published a book, How to Buy a House in Louisville, KY.

Fore?s real estate marketing has two focuses: relocating people to Louisville and helping brides plan a wedding while simultaneously buying a home. On her Web site, visitors can get information on everything from first-time home-buyer loans and home searches to wedding gowns and makeup tips. In addition, Fore has created a DVD??Virtually Living in Louisville? (available for download on her Web site)?that demonstrates living in the cultural small city.

Ryan Gattermeir

Gattermeir Elliott Real Estate

Lake Ozark, Missouri

In real estate since: 1999 Coming home: In 2001, Gattermeir moved back to the Lake area to join the family real estate business Getting into leadership: Gattermeir serves on the Elections/Credentials Committee and the Economic Development Council of the Missouri Association of Realtors.

In his business, Gattermeir focuses on customer service, technology and community involvement and uses the latest in technology to allow him to work from home, outside of office hours. Community involvement is important to Gattermeir. In 2005, he donated to the building of a new YMCA center, sponsored a local soccer team, volunteered at Camp Wonderland for disabled children and was recently involved on a committee that helped pass a local school bond issue.

Adam Golden

Prudential California Realty

Pleasanton, California

In real estate since: 2003 2005 sales volume: $18.6 million Up-and-coming: In 2005, Prudential Real Estate Affiliates presented Golden with the Chairman?s Circle Award, which recognizes the top 3% in the nation among its affiliates.

Incorporating today?s sales and marketing practices, Golden marries traditional CRM models with technology to enhance his client outreach efforts. In addition to newsletters, postcards, semiannual social gatherings and local advertising, Golden also employs technology and Web-based marketing, including search engine placement, to drive additional traffic to his Web site. Golden is currently working to market three new large-scale developments, while also maintaining his position in local real estate and development by furthering his involvement both citywide and with the Chamber of Commerce.

Patricia Harriman

ERA Innovative Realty

Yalesville, Connecticut

In real estate since: 2001 2005 sales volume: 48 transactions, surpassing the $10 million mark Service commitment: ?To provide personalized customer service with every transaction, making each client feel like they are my only client.?

Harriman got off to a great start in real estate. By the end of 2002?her first full year in the industry?she sold 27 homes totaling more than $4.8 million, earning her an ERA Leader?s Circle Award. These days, she continues to flourish, ranking in the top 1% nationally at ERA. In addition to Harriman?s work as a Realtor, she has contributed her time to various fund-raising activities for the Wallingford Jr. Women?s Club, which benefits the local community.

Kerry Jackson

RE/MAX 2000

Gilbert, Arizona

In real estate since: 2004 Change in career: After 16 years as an engineer, Jackson began working as a Realtor. Invaluable help: Jackson says his Buffini & Company coach reminds him of his goals and keeps him focused on priorities, which translates into efficiency as his company works on building business by referral.

Jackson says he?s created a team that leverages each other?s strengths to allow them to become better than anyone would be on their own. Some 30% of the company?s transactions are investor clients?most of which are first-time investors. His agents have also been trained on how to acquire and manage their own personal investment properties. In his spare time, Jackson volunteers with the United Way, and in budget counseling and church activities.

Tony Jarrett

Allen Tate Company

Greensboro, North Carolina

In real estate since: 1985 Moving up: Jarrett earned his real estate license at age 18; became a broker-in-charge at 23; and became a regional manager at 38. Leadership: Named a commissioner to the North Carolina Commission on State Property.

Under Jarrett?s leadership, the Allen Tate Company in the Triad has grown in three years from two branches to nine branches; from 130 agents to 250 agents; and from approximately $220 million in sales to approximately $770 million in sales, with 80% sales growth in 2005 alone. Despite his busy schedule, Jarrett also leads the annual fund-raising campaign for the Greensboro branch?the United Way ($5,000 to $7,000 per year), the United Arts Council ($6,000 to $7,000 per year), and the Guilford County Public School system ($10,000 to $12,000 per year).

Pina Jenkins

Prudential Connecticut Realty

Simsbury, Connecticut

In real estate since: 2002 2005 sales volume: $6.5 million

Eye on the ball: ?My main focus is on my prospects becoming my friends, and clients for life.?

Through all of her success, Jenkins? driving force continues to be her mother. Jenkins took several months off in 2005 to care for her mother, who went into Hospice. She says it was her mother?s dream to see her as a top-producing agent and to be a household name in the Farmington Valley, Connecticut area. Jenkins has received awards from Prudential including the Leading Edge Award, and acknowledgement in the Honor Society and Honor Circle.

Channing Kelly

Ida Kelly Realtors

Albuquerque, New Mexico

In real estate since: 2002 Commitment to education: Kelly volunteers for her high school and grade school in roles ranging from collecting class notes to fundraising to event planning. Leadership: Kelly was recently elected to the Board of Directors for the Albuquerque Metropolitan Board of Realtors. She is one of the youngest members serving.

As co-qualifying broker for her brokerage, Kelly is responsible not only for managing the business and financial aspects of the company, but also handling the corporate branding and promotion. She built and maintains the company Web site as well. In addition to her work responsibilities, Kelly also recently participated in her second 3-Day Walk for Breast Cancer, a 60-mile walk to raise funds in the fight against breast cancer.

Jonathan Koppel

Weichert, Realtors

Fort Washington, Pennsylvania

In real estate since: 2005 2005 sales volume: $3 million-plus From his branch manager: ?Jon?s comforting and competent manner, coupled with his enthusiasm, has helped him achieve great success, both with clients and in our office.?

Koppel uses a blend of marketing campaigns, personalized customer service tactics and technological savvy in making his way in the Philadelphia marketplace. His knack for technology helps keep him up to speed?he starts each day at his computer, updating his online database. The database allows him to record appointments and catalog activities, reminds him how and when to contact clients and helps him schedule his area-specific mailings, of which he sends out nearly 1,000 per month.

Cynthia MacKenzie

HER Real Living

Worthington, Ohio

In real estate since: 2004 Leadership: 2006 president of the Greater Worthington Area Real Estate Association Strategy: Keeping in contact with current sphere of influence and past and present clients.

MacKenzie says she tries to make her marketing unique?something consumers will remember. This year, she sent an interactive marketing piece highlighting ?the year of the dog? and the Chinese New Year. The mailing included three pieces of origami paper and directions on how to make their own dog. She also included information on the latest technology to keep them up to date with what is going on in their market. She believes in using cutting-edge technology, but never loses sight of the personal touch.

Tanya McNeil

ERA Advantage Realty Professionals

Longwood, Florida

In real estate since: 2005 TV star: McNeil has been featured on her local Fox news affiliate discussing foreclosures Top honors: McNeil was named Rookie of the Year for 2005.

McNeil counts communication with clients and repetitive marketing as two keys to her success. She does repetitive direct-mail marketing and holds business lunches at least twice a week. She also takes past customers out to lunch or dinner after closing to form more of a relationship with them and then continues with e-mail and follow up. She also believes in giving something of value to her clients. She says that standing out from the rest is the key.

Adam Mullen

Realty Executives Greater Atlanta

Atlanta, Georgia

In real estate since: 2004 Interesting fact: Mullen finished his undergraduate degree at the University of South Florida just eight days before joining Realty Executives. In those eight days following graduation, Mullen managed to complete his real estate coursework online, move to Atlanta, pass his real estate board test and begin work. In the groove: In his first 12 months, Mullen sold 22 homes totaling more than $7 million.

To compete effectively in the area of technology, Mullen has made it a priority to learn how to make the real estate process less daunting and more simplistic for buyers and sellers. To accomplish this, he is in the process of creating an online portal that will allow his clients to read, review and sign documentation online while getting the most up-to-date information about what is going on with their current transaction. The portal will even provide automatic e-mail notification to the client anytime Mullen updates the client?s online file.

Jennifur Newhouse

Holland Realty

Boise, Idaho

In real estate since: 2002 2005 sales volume: 55 homes for more than $12 million An edge: Newhouse has a master?s degree in marriage and family therapy, which she says gives her an advantage in understanding and communicating with buyers and sellers.

Newhouse is passionate about helping people and educating her clients about the home buying and selling process and current market conditions. She builds a sense of community with all of her clients by sending them monthly newsletters, providing them coupons for local businesses, hosting client appreciation parties, visiting them regularly and giving them referrals to local tradesmen. She credits her ability to stay on track with goals and activities to her Buffini & Company Coach.

John F. O?Reilly

Long & Foster Real Estate

Richmond, Virginia

In real estate since: 1999 2005 sales volume: $35 million-plus Charity work: O?Reilly devotes much of his time to charity work with Cystic Fibrosis.

Last year, O?Reilly turned his business model into a team concept with a buyer?s agent and an administrative assistant. Through his marketing efforts, he obtained a spot with a local television initiative that features, at key viewing times, professionals online 24/7 for the public to contact with questions related to their specific business. In addition, every day O?Reilly takes time to contact a number of his past clients personally by e-mail. He says his referral-based business is growing by leaps and bounds.

Jenifer Owens

ERA Landmark

Bozeman, Montana

In real estate since: 2005 Quick start: In only eight months, she closed 17 transactions totaling more than $4.5 million. She formerly…: Was a contractor, which she says prepared her for a career in real estate.

Owens understands that it is important to develop long-term relationships. Accordingly, she devotes a large percentage of her time to developing future business, nurturing current clients and staying in touch with people she has helped in the past. Owens also has made a concentrated effort to study the trends in her market, as Bozeman has become a city where there is little inventory available for buyers in the entry-level category.

James Ponte

Realty Executives

Phoenix, Arizona

In real estate since: 1996 2005 sales volume: $35.5 million Family ties: Ponte?s office is third generation family-owned and operated.

After completing college some 10 years ago, Ponte joined his mother?s existing practice of 13 years. These days, his business is doing very well, bringing in $1.1 million in gross commissions and 61 closed transactions with average sales price of $582,000. He credits his marketing strategies to using a 100% referral-based business plan; Ponte has been in coaching with Buffini & Company since 1999. He is also a Buffini Certified Mentor, Certified Regional Small Group Leader, a Peak Performer, and an Advisory Board Member.

Nancy Redford

Holland Realty

Boise, Idaho

In real estate since: 1993 2005 sales volume: $5 million-plus Her philosophy: ?Forget about the money! Always put your clients? needs and desires at the forefront, listen and hear what they are telling you, both verbally and silently, and the success will follow.?

A former elementary school teacher, Redford works tirelessly to prevent child abuse, is helping to raise her 4-year-old grandson, is active in numerous philanthropic groups in her home of Boise, Idaho, and is a multimillion-dollar producer at Holland Realty. Redford, whose other passion is scuba diving remote and pristine waters, decided at 50 years of age to pursue a career in real estate. Redford was no stranger to the industry, as her father was a broker for more than 50 years.

Brandon Rodriguez

ERA Colonial Real Estate

Kerrville, Texas

In real estate since: 2001 Active in real estate: Rodriguez sits on the Texas Real Estate Political Action Committee and also works with the Texas Association of Realtors?the chairman appointed him to the Political Action and Education Forum committees From his sales manager: ?His resume reads as if he should be in his 60s; however, he is 28.?

Rodriguez has implemented the only real estate show in the Kerrville and Kerr County area. His mission was to inform the public of not only houses that were currently on the market, but he brought guests on, such as mortgage brokers to talk about financing, and inspectors, title companies and appraisers, to give the general public updated and well-needed information on how certain aspects of buying a home tie together.

Matt Russo

Russo Real Estate

Milmont Park, Pennsylvania

In real estate since: 1994 Active in real estate: Russo serves as director for the Suburban West Realtors Association. Family life: In 2000, Russo and his wife adopted a baby girl from an orphanage in Donestsk. That same year they founded the Ukranian Children?s Fund and actively raise money for the orphanage through community events as well as through personal donations.

For 12 years, as a professional with a national real estate franchise, Russo consistently ranked among the top 20 sales associates with that franchise, and among the top 1% of associates in sales nationwide, personally recording 3,200 real estate transactions. Despite dire predictions from his competitors, at age 34 he founded Russo Real Estate, becoming one of the youngest broker/owners in the region.

Karla Salem

Century 21 Smith & Associates

San Antonio, Texas

Originally from: Mexico Moved to the U.S.: At age 17 Quick study: In her first six months, Salem did more than $2 million in sales.

Salem attributes much of her success to her investment in people. She believes that the art of selling is creating a win-win situation, which is what she prides herself on providing. She sees the customer as an individual, rather than a paycheck, and commits her time and energy to meeting their needs. She loves the family atmosphere of the real estate business. Salem currently has more than 30 new construction homes under contract.

Melania & Jim Saltarella

Prudential Georgia Realty

Marietta, Georgia

A family affair: This husband-and-wife team (Magic Realtors) have been working together for four years. Up-and-coming: The duo has made Prudential Georgia Realty?s Top 50 Sales Associates list for the last three years. The ?magic? touch: The Saltarellas put on magic shows several times a year for various children?s organizations and fund-raising efforts.

While community involvement is very important to them, so is providing the highest level of service and responsiveness possible for their clients. The Saltarellas credit their Internet presence with 35% of their business. Converting online leads to closed transactions requires responding promptly and knowing the local real estate market. Their site has also been designed more as a resource for home buyers, sellers and homeowners, instead of merely an electronic brochure for the Saltarellas.

Raul Santidrian

The Keyes Company

Plantation, Florida

Breaking sales records: Before real estate, Santidrian broke sales records on everything from selling gym memberships to cars. Quick start: In his first year with the company, Santidrian broke rookie records by closing 127 units with a sales volume that reached $44.9 million. Secret to success: ?Most Realtors sell houses, some sell land and some sell buildings and warehouses, I sell none of the above. I sell myself??

It is not unusual to find Santidrian conducting motivational meetings for associates who are eager to learn. Using his own ?SSS? (Santidrian Selling System), Santidrian says he?s glad to share his selling techniques and be able to help his peers. Even with all of his success, Santidrian sells most of his listings himself. He believes that when someone hires him to list their property, they expect him to do more than just enter the property into the MLS.

Toril Schoepfer

ERA Premier Realty Associates

Sumner, Washington

In real estate: For almost 10 years 2005 sales volume: $32.9 million Schoepfer?s team: Her team consists of two buyer specialists, a listing manager, a closing manager, a director of express deliveries, and her husband, Joe.

Schoepfer?s team mission is to be the real estate team of choice, exceeding her customer?s expectations and living by the platinum rule??treat people how they want to be treated.? She has also mastered marketing?she has billboards, four vehicles with her logo on them, and a free 16-foot moving van. Her team even throws housewarming parties for customers. She also participates in raising money for MDA, plus supports local sports teams.

James Sharp

Ebby Halliday Realtors

Plano, Texas

In real estate since: 2002 Real estate start: Sharp got into the business after having his own bad real estate experience. 2005 commission: $100,000+, working about 30 hours a week and taking off six weeks.

Sharp does all of his marketing on a referral-based system. He cultivates referrals by sending out a monthly Client Appreciation Program mailing and by following up with personal phone calls and face-to-face visits. He also started a business networking group with BNI international, and it now has over 35+ members who have transacted over $10 million of referral business. Sharp leverages his involvement with Buffini & Company by networking with coached Realtors and lenders throughout the country.

Angie Shoemaker

RE/MAX By the Sea

Pawleys Island, South Carolina

In real estate since: 2002 2005 sales volume: 81 closings totaling $22 million Top honor: First ?By the Sea? agent to attain RE/MAX?s top honor?the Chairman?s Club.

As a rookie in 2002, Shoemaker closed 17 deals. Despite starting in May of that year, she still made the RE/MAX 100% club. In 2003?her first full year?she had 43 closings, making her the second highest individual producer with RE/MAX By the Sea. One year later, her closings grew to 74, again making her the company?s top producer. With only three years to her credit, last year Shoemaker was inducted into the RE/MAX Hall of Fame.

Mark Spain

RE/MAX Greater Atlanta

Atlanta, Georgia

Works well with others: Spain leads a 10-member team

A first: The Mark Spain Team crossed the $200 million mark for the first time in 2004, ending the year with nearly $209 million in sales volume. Award-winning: For 2005, he was the number-two agent in both the United States and the world for closed transactions by a RE/MAX associate.

Spain attributes his success to standardizing his customer service across the board, regularly communicating with clients, referrals from satisfied customers, ongoing training for his entire agent team, utilizing technology, learning balance in his life, and crossing paths with amazing people with whom he could mentor. This included a Christian CEO mentor group to which he belonged for several years. Spain says this group made him accountable for every business idea he wanted to implement.

Kevin Spina

Hollander Team

West Palm Beach, Florida

In real estate since: 2004 Up-and-coming: In just two years, Spina has earned a spot in the top 1% of the selling agents in Palm Beach County. Former career: Spina is a former president and founder of Nature?s Way, a chain of healthy-eating restaurants.

Prior to real estate, Spina committed his energy and enthusiasm to growing a lucrative health food restaurant franchise business named Nature?s Way, which he owned and operated for more than 20 years. During this time, Spina spearheaded a national franchise development program, which resulted in the opening of 18 cafes and the sale of local, regional and master franchises opportunities around the country. A marketing and promotion specialist, his career in the retail business provided him a host of applicable skills he uses to assist his clients today.

Theresa Valle

Prudential Fox & Roach Realtors

Newark, Delaware

In real estate since: 2004 Quick start: Closed 19 units within her first year Moving up: Valle resides on the office advisory board as well as the social committee.

Valle is a rising star rookie, according to her vice president. In addition to her superb sales, Valle was recently named the office representative for the company?s charity jazz brunch for Delaware Hospice. She also created items for the benefit?s silent auction and sold tickets for the cause at a local mall as well as in her office. She is very supportive of her company?s affiliated businesses and she supports the office by volunteering to help agents who are in need.

Larry Vecchio

Better Homes USA

Hazlet, New Jersey

On the way up: Vecchio is the founder of Better Homes USA Helping those in need: Vecchio is the founder of Better Homes for All, a program that helps find homes for those in need. The program has donated several homes to financially handicapped individuals and victims of Hurricane Katrina. On TV: Montel Williams recently featured Vecchio on his television show as a model citizen for his dedication to helping others.

Vecchio has created a new, successful business model that enables him to attract hundreds of agents who work from home and are linked via technology that sends them leads, tracks their results, assists them with advertising and streamlines their paperwork. The straightforward model is designed for efficiency and has enabled him to capture market share with very little overhead.

Logan Waller

RE/MAX About Dallas

Dallas, Texas

In real estate: Since age 19 Different from other agents: Waller says he?s a bit of an introvert. To that end, he created systems that he says are more effective than simply ?staying in touch.? What he learned right away: ?There?s no reason to reinvent the wheel? when it comes to selling real estate.

After working for two very different brokers, Waller says he saw the importance of managing a balanced team, with the importance of prospecting and keeping your marketing expenses in line. In 2004, Waller began building his team, barely breaking even. However, in 2005, business began to grow; his production more than tripled. For 2006, Waller says he?s positioned to double last year?s totals. From all of this, he says he?s learned the importance of goals and a detailed business plan.

Timothy Waller

Blue Realty GMAC Real Estate Services

Wayne, New Jersey

In real estate: For 22 years 2005 sales volume: $41.5 million Keys to success: A well-designed business plan, a substantial Internet presence and his desire to ?provide the highest standard of customer service.?

Waller has produced his high volume without any help from personal assistants. Last year, Waller also achieved a 100% satisfaction rating from his customers for the year, earning him the position of top sales and service associate amongst the company?s six offices. During his time at Blue Realty, Waller has developed the Blue Streak Marketing Program, a home auction system and held a FSBO clinic. He has also served in the U.S. Marine Corp.

Sherry Weeks

ERA Weeks & Browning Realty

Montgomery, Alabama

In real estate: Since age 19 Top agent: Weeks has made ERA?s Leaders? Circle each of the past four years. Entrepreneur: Weeks owned her own business by age 24.

Weeks started her ERA franchise in 2001 and it has grown to 26 full-time agents and seven full-time support staffers. Weeks has been awarded as one of the top three broker producers in the nation with ERA Franchise Systems for the past three years. Weeks also serves on the Leadership Montgomery board of directors, works with the Red Cross and is a fundraiser for muscular dystrophy.

Brian Wess

Pat Newell Associates?Metro Brokers

Colorado Springs, Colorado

In real estate since: 2003 Up-and-coming: Wess has facilitated more than $7 million in transactions in a market where the average home sells for about $200,000.

Aside from his work in the U.S. Army and three bachelor?s degrees, in 2000, Wess was inducted into the International Who?s Who of Professional Management and was the recipient of a Colorado Springs Chamber of Commerce Small Business Scholarship in 1999. In 2001, he was chosen as one of the Top 40 Business People Under 40 in Colorado Springs by The Colorado Springs Business Journal. He is also a talented writer, having written numerous articles and opinions for local publications.

Nancy Yahner

Long & Foster Real Estate

Potomac Falls, Virginia

In real estate since: 1989 Working by referral: About five years ago, Yahner decided to work 100% by referral after aligning with Buffini & Company Sales volume: Yahner says she expects to finish 2006 with sales volume around $30 million.

Yahner says it?s all about quality?not quantity?and helping one client at a time. Her team mails ?Items of Value? to their clients once a month. Yahner says her clients feel good about calling the office after the sale because they know that her company will continue to respond and help whenever they can. RE


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