Recruit More Efficiently - How to Match the Job with the Person

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By Lesley Geary

RISMEDIA, May 10, 2008-After forming the Jane Garcia Team nearly 10 years ago, Jane Garcia and Jennifer Pugsley know a thing or two about edging out their competition. To conquer their market in Oregon, the team attributes their success to the individual strengths of each team member-all beginning with hiring the right people for the right jobs. Here, meet Garcia and Pugsley, as they answer a series of timely, team-oriented questions.

Jane Garcia and Jennifer Pugsley
The Jane Garcia Team
In real estate: 30 years
Team members: 4
Area served: Columbia County, Oregon

When and why was the team formed?

Jane Garcia: It was formed 10 years ago. There are some things that I am not good at and marketing is one of them. I teamed up with Jennifer Pugsley, who is great at marketing, so we each had strengths that complemented the other.

How do you get clients to list at the right price?

JG: Jennifer makes sure that I am well-prepared with market evaluations before I ever go out on a listing presentation. We have all of the data as far as market conditions and what’s going on in the area-we tell it like it is.

Jennifer Pugsley: We don’t do real estate through rose-colored glasses. A lot of agents tend to tell sellers what they want to hear, but we don’t. We will walk away from a listing if the seller is not going to be realistic.

JG: The marketing costs so much money that we can’t afford to take it if they aren’t. We’re not doing anyone any favors if they’re not going to look at the market realistically. It doesn’t help the seller and it’s not good for our reputation. We don’t like to set anybody up to fail.

How do you utilize the team concept to deliver better service for clients?

JG: We all get to do what we love. I love being out with buyers and negotiating contracts; Jennifer loves the marketing. She could stay glued to her computer all day long. We also have an agent who is a certified stager who talks to our sellers making sure that their houses are going to show the best they can; she also sets up open houses and shows houses. Our fourth team member shows properties and has an IT background, so she is our computer whiz. All four of us are licensed and have complementary strengths, so we have all bases covered for our clients.

What technology is necessary to help respond to and serve clients best?

JG: We are glued to our BlackBerry smartphones.

How do you handle difficult clients?

JG: Over the years, we’ve probably dealt with a number of them. Divorce situations are probably the toughest. Our biggest strength is just listening to find out the issues. We try to find the common ground and do our best to work through the issues. But, there are also people who we will just never be able to work with. If that’s the case, then we won’t.
JP: There is a 40-year span between the four of us, so one of us is usually able to relate to and deal with the client.

What are the biggest challenges in dealing with clients in today’s market?

With sellers, it’s getting them to be realistic on price. For buyers, it’s getting them financing and finding available loans.

What’s your best competitive advantage?

The strength of each team member. We are the only team in our area that has an IT person on staff and an accredited stager on staff.

How is your team different?

We are friends first. We all have a great deal of respect for one another. We really care about what’s going on with each other first and foremost.

Describe your team culture.

Integrity is everything. Over the years, my thing has always been to be honest and upfront. Tell me the truth and we will deal with it. Lie to me and I am done. Everybody that we work with knows where we stand and that’s the biggest thing.

RISMedia welcomes your questions and comments. Send your e-mail to: realestatemagazinefeedback@rismedia.com.
 

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The Listing Conversation - Techniques to Win More Listings, Part II

By Darryl Davis
RISMEDIA, July 4, 2008-Last week, we began to look at techniques that agents use to win more listing presentations. While these examples don’t offer the only way to do a listing presentation, they offer more incite to how you currently approach this process. My objective is not to teach you how to get the […]