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6204 Realty Ex_Custom Cover Story C1R1When Jeff and Fafie Moore opened their first Realty Executives of Nevada office in 1989, they came to Las Vegas with a vision of what a dynamic, successful real estate firm would look like, and they proceeded to build exactly that. Today, with 150 agents in two anchor offices and two satellite offices, and regional developments in six states, the firm has grown to become one of the largest, most productive firms in Nevada. But they’re not stopping there. In this exclusive interview, learn how the Moores are ensuring that the firm remains vibrant and in tune with the changing times…and the evolving Las Vegas real estate market. By combining innovative systems and strategies with leadership’s rich expertise and knowledge, Realty Executives of Nevada offers agents a winning formula.

Maria Patterson: Tell us a little about the formation of Realty Executives of Nevada.
Fafie Moore:
When Jeff and I were married in 1985, he was the service director at a five-store group of auto dealerships with over 400 employees working under his management. In 1981, I began my real estate career at Realty Executives in Phoenix. By the time we got married, we saw the opportunity in real estate to work together in a dynamic, exciting business we both enjoyed. So in 1986, we joined forces and soon became one of the top-producing teams at Realty Executives in Phoenix.

This is what led to us acquiring our Realty Executives franchise in Nevada, since I was born in Reno and grew up there. We moved to Las Vegas in 1989 to open our first office in a city where we had never sold real estate and didn’t know anyone. We had a dream of what an office should be and decided to come build it. Within the first year, we were solidly growing and planning a second office.

MP: How has the firm evolved and grown since 1989?
Jeff Moore:
We have survived the Gulf War, the boom, the bust and now the birth of the new economy.

We currently have 150 agents in two anchor offices and two satellite offices in Clark County (Las Vegas and Henderson). Over the years, we have also grown as regional developers to building offices in Nevada, Utah, Montana, Idaho, Wyoming and Hawaii.

FM: We are ranked in the top four companies in Las Vegas and have the highest average sales price. This is because we hire full-time agents who are experts in real estate. Our one-on-one support is readily available and comes with solutions based on the extensive experience of our management team.

MP: What factors are most critical to your success and impressive growth over the years?
FM:
We have the systems and strategies, combined with the experience and knowledge, to enable agents to succeed. For example, we recently had a broker in the region close his company after many years because he wanted to focus on selling real estate. He came to us because he felt we have more expertise and the resources he needed, and that we operated at a higher level. We have energy and synergy.

JM: We have a close-knit environment; we’re not a company with 2,000 agents—that’s not our business model. Our agents have access to managers who are incredibly experienced people who know how to find a way to get things done.

FM: I was the president of the Las Vegas Chamber of Commerce in 2008—only the fifth woman and the second REALTOR® to head the Chamber of Commerce in 100 years. I know a lot about the community—agents use me as a resource.

MP: What sets Realty Executives of Nevada apart in the marketplace?
FM:
We are the only real estate company in southern Nevada that can help an agent grow from starting their business, to building a team, opening a satellite office and eventually having their own franchise without the disruption of ever-changing brands or making the next step alone. We are there with over 25 years of brokerage management experience and billions of dollars of sales to guide their success. Nobody else can offer this evolution focused on their success. We have two examples of agents that have done this.

JM: We know what works and creates profitability and success. We can ensure that those REALTORS® affiliating with Realty Executives can create a uniquely personalized experience, advocating for those they represent, embodying the entrepreneurial DNA on which our company was founded in an environment of a connected, caring family. These are our brand pillars and we live them daily.

MP: Fafie, given your track record as a top-producer, share with us your philosophy on success in the current market.
FM:
“Everything sells—it’s a matter of price and time.” I learned this when I started in real estate when interest rates were 18 percent and agents were fleeing the business like a sinking ship. Every day is a new day. If real estate is your career, it is imperative to learn to anticipate where the market is trending, identify opportunities and execute plans to maximize those opportunities. Successful people thrive by focusing on strong business and selling skills, regardless of the market. In booming markets, people fail, and in bust markets, people thrive.

MP: How do you help your agents achieve success in any market?
FM:
Our training focuses on fundamentals, technology and proven systems applied in a timely process. In an age of information overload, we help our agents decipher the options with the greatest benefits. Our culture is one of “experts supporting experts.” We offer weekly training sessions taught by top-producers in the field, who offer practical applications and solutions, not just theory.

MP: How do you maximize technology to help your agents succeed?
JM:
Our agents have a dashboard called “Executive Access,” which allows them to manage transactions, websites, lead generation, database management, CRM and other marketing functions. The Internet has made geography and farms critical to marketing once again. We are looking for agents willing to implement focused prospecting to serve specific niche markets. For more than 15 years, we have had a full-time marketing services administrator to assist in development and execution of each agent’s unique online strategy to serve their niche market.

FM: And not only do we offer technology solutions, we understand how to apply them and how to use them to their full advantage.

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