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For many booming real estate businesses, a winning company culture is the heart of their success. In the following interview, Wes Flacker the Broker/Owner of CENTURY 21 Magellan Realty in Boise, Idaho, talks about creating a culture people want to work in, effective client retention, customer loyalty, and more.

Wes_FlackerRegion served: Boise Idaho and the Treasure Valley
Years in real estate: 6
Number of offices: 1
Number of agents: 28

Best tip for getting the right listing price:
I don’t rely on the comparative marketing analysis summary provided by the MLS. Instead, I find five “like-kind” properties within a mile and determine the average price per square foot. That way, I can show sellers the exact (current) value of their home.

Key to staying profitable:
Work a consistent 40 to 50 hours every week. I look at my daily activities and make choices that produce results in relation to my pre-determined daily revenue stream.

Best recruiting technique: Create an environment where people have the opportunity to become very good at what they do by becoming more of who they are.

What strategies are most effective for client retention?
Finish the final 10 percent. Never leave loose ends, uncompleted tasks or unfulfilled promises. If agents think the relationship or transaction is complete at closing, they’re missing out on the opportunity to set themselves apart from the competition.

How do you deal with the negative effects of the media?
The best way to mitigate negative media reports is to focus on the answers to these three questions:

1. How do I represent myself? How you are with yourself will extend to how you interact with the world.

2. How do I interact with individuals, clients, friends, family, etc.? Your interaction with people will reflect on your business and the culture that is created around you.

3. How do I represent my company to the community? One of our core beliefs at CENTURY 21 Magellan Realty is excellence. We always have our client’s best interest in mind. I put my work boots on every morning knowing I have the opportunity to help people change their lives.

What strategies do your agents utilize to stand out and achieve customer loyalty?
Since most business is generated from referrals, one key to our affiliated agents’ success is having a database of 200 to 500 loyal customers, friends and contacts. In addition, agents who have spent many years in the real estate business have active and passionate lifestyles. They’re out in the world participating in life, meeting new people every week. Successful agents are also committed to community service. They engage with the community and give their time, effort, skill and enjoyment to local service programs.

What fundamentals do you feel are essential to your company’s continued success?
Our company culture is crucial to our success. CENTURY 21 Magellan is a company where entrepreneurship, ethics and excellence are the center of our culture. Excellence is not perfection. Excellence is intent, heart, care and passion. My personal excellence creates an office where people want to work harder at improving their lives, and one that delivers excellence into the community. Training is another important aspect of our success. Our career wheel has six modules: business planning, sales training, CENTURY 21 systems and tools, health and wellness, personal development and community and involvement. I look at ways to integrate these modules into our lifestyle so we can learn, grow and create while enjoying a positive work/life balance.

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