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“Honesty and integrity go a very long way in this business,” says Dendea Balli, Broker/Owner with HomeSmart RGV in McAllen, Texas. “Real estate is very unforgiving, and agents must focus on their fiduciary duty to the client.” Read on for more of Balli’s tips on creating a successful business model in today’s real estate climate.

Balli_DandeaDendea Balli
HomeSmart RGV
McAllen, Texas

Region served: South and Central Texas
Years in real estate: 6
Number of offices: 3
Number of agents: 60
Best tip for getting the right listing price: Know the market and be plugged in.
Best tip for running a successful meeting: Keep the agenda short and the energy high. In addition, deliver an action plan with goals and be sure to follow up.
Most effective way to motivate agents: Be consistent, persistent and relentless while showing them you care.
Best recruiting technique: Show them the money.
Key to getting buyers and sellers to successfully work together: Kill the monsters upfront, communicate, listen and emphasize the team approach.

Your McAllen office is closing 90 percent of listings in-house. What factors are making this possible?
Most importantly, our agents are plugged in and educated about the properties we’re listing. Since there is strong unity in the office with a well-structured base and 100 percent commission paid, our agents are always willing to help one another and build each other up. This creates a wealth revolution for the agent who engages the system and uses it productively.

Tell us about the brand new agent training program your company is poised to launch.
We’re introducing Brian Buffini to train our team on his proven lead-generating system that emphasizes the basics in order to educate and motivate our agents to use a systematic approach that generates lasting business. This high-energy, focused program will take our HomeSmart agents to the next level—from rock star to superstar.

You and your team are very proactive regarding Texas Proposition 1. Why is this issue so important to you and your team?
Prop 1 will save homeowners money by increasing the homestead exemption. This is great news for Texas homeowners because they keep more of their hard-earned money. Prop 1 helps seniors and people with disabilities by giving them much-needed tax relief, providing them a lower property tax cap, which helps keep their property tax burden low. Prop 1 will also constitutionally ban real estate transfer taxes, which target home sales as another taxing source. This means that Texans won’t ever be double-taxed on their property.

How do you coach your agents to deal with the negative effects of the media?
Honesty and integrity go a very long way in this business. Real estate is very unforgiving, and agents must focus on their fiduciary duty to the client. Perception is reality and agents must be well-informed, educated and progressive in their ability to adapt to the situation at hand. I am diligent in teaching agents to utilize good training and strong communication skills to overcome the persuasive tactics of the media.

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