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In order to form the best, long-lasting and most profitable relationships with your clients, you need to truly connect with and understand them. In the following interview, real estate pro and CEO Candace Adams tells us how her company, Berkshire Hathaway HomeServices New England Properties, works hard to truly understand the clients they serve.

Adams_CandaceCandace Adams
Berkshire Hathaway HomeServices New England Properties
Wallingford, Conn.

Region served: Connecticut and Rhode Island
Years in real estate: Nearly 30
Number of offices: 52
Number of agents: 1,400

What do you like most about the region in which you work?
The level of diversity. Our clients are very focused on values and quality service and we’re able to align with them due to the company’s integrity, values, sophistication and standards.

When it comes to reaching out to first-time buyers, what strategies are most successful?
We have our own mortgage company, Connecticut Home Mortgage, which offers a “fast start” program that allows us to provide mortgage preapprovals to qualifying first-time homebuyers. Our sales associates are among the most skilled and highly trained and are able to maneuver through the complications of a real estate transaction.

Please describe your firm’s mission.
We operate and make all decisions based on a set of core values. We’re also dedicated to developing the most in-depth knowledge in order to truly understand our clients. From working with sellers to properly position their property, to helping buyers interpret the information they need to pursue their purchase, our sales associates use advanced tools and technology to educate their clients. The Berkshire Hathaway HomeServices platform provides access to a branded client management program that helps them stay connected to their clients every step of the way.

How will the switch to the Berkshire Hathaway HomeServices brand benefit your staff and clients?
The new brand represents unrivaled financial strength and stability, providing our agents with state-of-the-art technology, a larger network and more exposure. Our agents will also benefit from working with the world’s most respected brand, and clients will continue to have access to a highly skilled and knowledgeable team.