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Finding success is hard work. In the following interview, Randy Rector, the CEOof Evergreen Realty—HomeSmart in Irvine, Calif, shares how he motivates agents and builds relationships, with ease.

Rector_RandyRegion served: Orange and San Bernardino counties
Years in real estate: 9.5
Number of offices: 8
Number of agents: 1,200+
Top tip for building relationships with clients: Timely communication in their preferred media choice. Some clients love text or email communication, as it’s quick and easy, while some only want to communicate telephonically.

What are the current market conditions in your area?
Although interest rates remain at or near historic lows, in Orange County, we have an affordability issue that doesn’t seem to want to go away. With average home prices at or above $500,000, it’s increasingly difficult for many families to generate the down payment needed to purchase a home. With that being says, sales have remained pretty consistent in 2014.

Any predictions for 2015?
I would agree with many economists that 2015 will be interesting in many facets. Not only should mortgage rates rise by the end of 2015, rent escalations are likely to surpass home value growth in certain areas. We should also see annual home appreciation normalize in the 4 to 5 percent range.

What is the best piece of real estate business advice you’ve ever received?
Have a great Plan B. This goes for life in general. You can have a fantastic plan, but life happens and you need to be prepared at all times with a great Plan B.

How are you embracing mobile technology?
We embraced mobile technology years ago in the early stages. Now we have responsive website landing pages, mobile apps for our agents, retarget marketing techniques, responsive email campaigns, and more.

Are you incorporating technology into your overall marketing strategy?
Yes, we’re utilizing technology in all aspects of our business. The HomeSmart technology platform allows our agents to market their listings, manage paperwork with a paperless system, utilize electronic signatures and personalize the agent marketing experience. Additionally, we educate our agents through webinars/YouTube and heavily market through social media outlets.

How do you motivate your agents?
Our motto is “Real Estate Made Easy.” We provide industry-leading support, risk management and the best technology-driven tools in the industry to attract and retain top talent. These talented real estate professionals need to concentrate on assisting their clients in the transaction; we concentrate on assisting the professional with the entire back-office support system that includes electronically stacking and auditing their file for them. Couple this with one of the most aggressive compensation plans nationally, and you have engaged, enthusiastic, motivated real estate professionals.

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