A Team Within a Team

Nancy Pavic
The Nancy Pavic Team
Century 21 Casa Real Latino
Years in real estate: 11
Region Served: Bergen County and Passaic County, New Jersey with a special focus on Paterson, New Jersey.
Team members: Four. “Three buyer’s agents and myself. My agents work under me and get most leads from me and I focus on listings and then I negotiate all contracts for buyers and sellers.”When and why was the team formed?
The team was formed five years ago. Without my team I would never be able to give 100% customer service to my clients. I am so busy I simply cannot do everything. They take such a load off of me. I have paid my dues and at this stage of my life I just couldn’t possibly take buyers around seven days a week in the rain and snow. I have a family and because I have my team I don’t work weekends anymore. It’s more controlled now. In short I have a life…a life with my family.

What do you tell people on listing appointments about the value of hiring your team versus hiring a solo agent?
I have a team so that clients don’t get lost in the shuffle. I have backup available to service them whenever I am unable to show them homes. I also tell clients that I have a system that helps me work with them better.

What’s your best tip for getting a listing at the right price?
Number one, I am very prepared when I go on a listing appointment. I get all the information on the phone and I do my homework. I do a market analysis before going to the house. Prepare, prepare, prepare by asking very detailed questions on the phone so that when you are sitting with the seller in person you have a pretty close price in mind already. I never lie to my sellers. I tell them exactly what I think the value of the house is and what they should ask for it.

What advertising idea has created the greatest return on investment?
My billboards. I have 25 billboards out all over town. My billboards got me one of my biggest accounts: a building with 150 units.

What’s your best idea for holding effective team meetings?
We hold meetings once a week and talk about all of our plans for the following week and everything has to be strategized. I also have them hand in weekly progress reports and if I see that one of them is having trouble with progress I help them.

What works best in generating online leads?
With Century 21′s “lead router” we are really getting some great leads. Also I get a lot of online leads from my Billboards.

Do you rely on internal or external training and for what specific areas?
My husband and I own the brokerage together and he does a great deal of training and coaching and I list and sell. Century 21 has many excellent training programs. The best in the industry.

What sort of business/financial arrangement do you have with your broker?
Because my husband and I own the brokerage, the way we work my team is by having it as sort of a team within a team.

On life in real estate:
Motivation is the key to success. In real estate if you aren’t motivated, you aren’t going to go anywhere. This is my second marriage and it is wonderful. But after my divorce I was a single mother for five years and I had no child support, no nothing. It wasn’t easy for me, but wanting to make a better life for my daughter was what motivated me. Today my daughter is 16. We have a business to run but our home comes first. God is first, family second and then comes my work. Also being born and raised in Patterson I feel that I need to give back to Patterson. I have a certain percentage of money that I take out of every closing and put into a fund for Patterson. My goal is to have a foundation for battered children. Money doesn’t make you happy, but money helps make life better so I believe very strongly in giving back if you make a good living.

- Lesley Geary

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