Proven Success Strategies from a Superstar-Part II

 Print Article

By Marylyn B. Schwartz

RISMEDIA, April 23, 2007-It's quite a few miles traveling from Scarsdale, New York, to St. Robert, Missouri. But when you look at what it takes to be a successful real estate sales professional in one place or the other, you quickly realize there are just a few short baby steps in between.

James Watson, owner of Reality Executives Watson & Associates in St. Robert, exemplifies the qualities of a true real estate prodigy. If a prodigy is a person who values discipline, integrity, hard work and dedication above all else, he is the poster child. With only four full years in the business, he has already attained the distinguished honor of being the number one agent in his franchise two years running.

James credits his military career as the foundation for his real estate success. An Army Engineer and BCT Drill Sergeant, he learned at an early age that the 4 C's embraced by the military would serve him well throughout life.

James shared his success strategies for a rewarding, productive career.

Marylyn Schwartz: You speak of the 4 C's you learned and lived in the military. What are they, and why do you embrace them 100% today?

James Watson: Courage, candor, confidence and commitment are the cornerstones of military life. We learned that we must always be accountable to, and for, each other. The military is a team-centered way of life. That is just the way I run my real estate office. When one of us succeeds, so do the rest. By the same token, when one of us is out of integrity, all of us are subjected to lowered standards. Without your standards and integrity, you are nothing. There is no core self.

MS: What is your unique value proposition for your clients and customers?

JW: This is going to sound a bit odd, but I tell my clients that I want their money worse than anybody else does. I will hang in with them till the job gets done no matter how long that takes.

MS: Are there concerns that you have relative to the people coming into real estate?

JW: When people waste their time working with unqualified buyers instead of focusing on salable listings and real buyers, it lowers the standards for us all. I'm a listing machine. Yard signs are one of my most valuable marketing tools. The more they see my name, the quicker I establish my credibility. I came into the business at ground zero. I packed a cooler with soft drinks and bottled water and drove from building site to building site developing relationships with builders. I wanted their business but I knew I had to prove myself as I was the new kid on the block. Some new agents are just afraid to leave the comfort of the office. They don't even want to talk with strangers. You simply cannot make an impact and develop leads by hiding behind a desk.

MS: What do you know that you consider priceless when it comes to creating transactions?

JW: Without a strong working knowledge of the demographics of the marketplace(s) in which you work, you are flying without a net. By understanding the communities, you are able to guide buyers in the right direction, provide sellers with accurate marketing advice and demonstrate expertise to prospects. Many agents are under the misconception that they can become competent without research and constantly educating themselves. It just doesn't work that way.

MS: Do you have any pearls of wisdom for brokers who are out there recruiting to build the kind of team you've created?

JW: Don't judge a book by its cover. I've seen lots of agents who didn't necessarily look the part yet had all the bells and whistles to become successful. The reverse is true. Lots of people look like the real thing, and in the end, they just can't cut it. They lack stamina to go the distance. For me, it's the Golden Rule. I really treat everyone as though they were the most important client ever. If I could give anyone advice it would be to adopt that practice. Surround yourself with people who have strong client-service skills and are dedicated 100% to the professionalism of the industry. Success is that simple.

RISMedia welcomes your questions and comments. Please send them to realestatemagazinefeedback@rismedia.com.