From Agent to Legislative Force: How to Make the Journey of Honor

By Marylyn B. Schwartz

RISMEDIA, August 23, 2007—The difference between a great company and a good or marginal company is the quality of the people and the shared motivating power contained within the vision of its leader. A leader who is able to communicate his/her vision in a way that compels the best from everyone on the team is truly gifted.

However, it is well known that a team must be comprised of the right people in order to prosper and benefit from enlightened leadership, and that is exactly what Jan Baker, V.P. of Corporate Affairs and office broker/manager for Prudential Georgia Realty, counted upon to grow within the industry. By joining forces with Dan Forsman, broker/owner and Prudential Real Estate Affiliates 2007 Broker of the Year, over time Baker was able to affect the kind of influence and vision so needed in the real estate industry on an ongoing basis.

Marylyn B. Schwartz: “Jan, you are quite proud, and rightly so, of having recently been named the Georgia RPAC Trustee Committee Member at Large. What path led you to this honorable position, and what are the advantages relative to legislative influence?”

Jan Baker: “It is an honor for both Georgia and me. This is the first time we have had a Trustee from Georgia. There are numerous issues that will continue to have a profound impact on homeowners. One such issue is private property rights, and I am passionate about that topic. While I understand the need for eminent domain in certain instances such as the need for highway access or public utility advancement, that is a far cry from taking a person’s home for the purpose of erecting a gambling casino or strip mall. Many owners are burdened by high property taxes and carry the burden for the non-owners. If I am able to play a small part in reevaluating issues such as these by representing the views of owners across the country, then I am more than happy to do so.”

MBS: “Over the past month we have experienced some significant additional challenges to the real estate industry. With 1600 agents in your company, I am certain that you are seeing wins and challenges at all levels. Please share your perspective on what must be done to stay vital during these often frustrating times.”

JB: “How well the agents and managers are able to articulate their value and prove that they understand that the most significant contribution they can make to the public is to be a trusted advisor. There is confusion and fear for many who need to purchase or sell a home. A trusted advisor is crucial to success. The Internet is a double-edged sword. While it provides an abundance of information, it tells us nothing about how to effectively negotiate, or what is needed to make well-informed decisions. All of our agents complete and are certified as skilled negotiators. We understand and appreciate the fact that we have to justify our fees through value-added services. With the Georgia market seriously challenged by growing foreclosures, it is more important than ever to be educated and to stay current on all related issues. It is too easy to get a real estate license. Raising standards is key in tough times. Fully honoring the NAR code of ethics is non-negotiable.”

MBS: “In 2005 you were the President of the Georgia Association of Realtors®. Ongoing education for all sales professionals is a top priority when holding that position. How would you increase the standards of the sales professional today?”

JB: “Standards are critical. While I believe that we judge each agent by his/her individual circumstances, to be a thriving company there must be a willingness to offer the training needed for success, require the agents to participate in that training, offer coaching and be willing to terminate or place into a referral program any agent who refuses to step up to the plate and grow.”

MBS: “Summing up in a few sentences, please share your formula for success.”

JB: “Real estate sales professionals are performing an integral service to the economy as well as the family. We must always treat each other fairly, honor the Golden Rule, know the stats and trends and improve skills and knowledge. If we do these things we will thrive no matter what challenges present themselves.”

Marylyn B. Schwartz, CSP, is an expert in real estate and corporate sales training/management and team development. She is president of Teamweavers and a trainer for Leader’s Choice©. Contact her at www.marylynbschwartz.com, or e-mail: Teamweaver@aol.com.

Real Estate Hot Topics

Profit Center: Real Estate Tips, Training & Events

RISMedia Solutions

RISMedia on the Go

Today's Featured Listing