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To find success in real estate, you can’t merely focus on the present. In the following interview, Bruce R. Tucker of Berkshire Hathaway HomeServices Elite Real Estate discusses the importance of looking ahead.

Bruce_TuckerBruce R. Tucker
Berkshire Hathaway HomeServices Elite Real Estate
Orem, Utah

Region served: South Salt Lake City and Utah County
Years in real estate: 22
Number of offices: 4
Number of agents: 163

In 2015, you were named REALTOR® of the Year by your local association of REALTORS®. What does it take to distinguish yourself in order to stay ahead of the competition?
To be a leader in the real estate industry, you have to educate yourself. One way I do this is by keeping an eye on what my peers in bigger markets are doing and adopting those practices before anyone else. In addition to constantly reading, I attend a lot of conferences, as well. In the end, it’s all about knowing what’s coming down the pike.

You’re known as being an innovator in the industry. Can you talk about some of your technology best practices?
I was fortunate enough to have been ahead of the curve in terms of building internal efficiencies and practices such as single-entry capabilities to help REALTORS® communicate better. Today, it’s all about finding better ways to promote and target properties to the right audience, something we’re finding a lot of success with since affiliating with Berkshire Hathaway HomeServices. In fact, their Mobile Ad Dashboard allows us to market properties to prospective buyers in specific geographic locations. For example, we recently listed a home that people in Newport Beach, Calif., would love. Thanks to the Mobile Ad Dashboard, I was able to grab the listing through the MLS, create an ad and then push a button to deliver the ad to cellphones in the Newport Beach area. This app has been a game changer, and the early results have been great.

What would your agents say is the best thing you do for them?
I’m always there for my agents. Not only do I know them all personally, I know their families and I have their backs. A group of agents recently gave me a toy fire engine and fireman’s hat because it seems I’m always putting out fires.

What are the keys to being a great sales manager?
Real estate is a great occupation. It’s the American Dream. After all, we have the privilege of helping people buy a home. For me personally, I care about my people. I try to focus on their success as an agent, while helping them be great people. I love helping people change their lives, and more importantly, I enjoy helping agents be the best they can be.

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