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The following interview features Bill White, President, Broker/Owner with Joyner Fine Properties, a member of Leading Real Estate Companies of the World® in Richmond, Va.

bill_whiteRegion served: Central Virginia
Years in real estate: 32
Number of offices: 4
Number of agents: Approximately 200

Who has most influenced your success?
It’s my good fortune to have worked with several great bosses who have also served as mentors throughout my real estate career, including the original founder of Joyner Fine Properties, Crawley Joyner. Additionally, I’ve worked with not only great employers, but also with great agents and vendors who hold real estate brokerages in high regard and are consummate professionals. With this combination, success is easier and a lot more fun.

What demographic segments are driving your business these days?
The most active part of our market in Central Virginia are first-time homebuyers and buyers wishing to move up. While the middle market has been very active, the upper-end market has been a little slower to recover, but we should begin to see an increase in activity in this segment.

What do you like most about the region in which you work?
I like the Mid-Atlantic and particularly our market in Central Virginia because there’s balance when it comes to industry, jobs, lifestyle and even weather. We’re also well-located, with easy access to the Blue Ridge Mountains or the bay/beach/river areas. For large city experiences and major urban attractions, Washington, D.C. is only two hours away. Our price ranges are affordable, and our area offers abundant recreational, cultural and educational opportunities. Richmond is a robust and happy place.

What is your top strategy for closing a transaction?
Set reasonable expectations and always maintain clear and concise communication between the agent, buyers and sellers throughout the transaction. There will be bumps along the way, and that’s one reason why real estate professionals are needed. We help our customers and clients navigate any problems with professionalism, honesty and a will for problem-solving, with an expected result of long-term mutual satisfaction.

What is one of the challenges your market faces, and what are you doing to overcome it?
We must stay relevant to the obvious and subtle changes with construction, financing and the home purchase process. Also, we must be constantly aware that we’re in the business of determining what our customers and clients need and want, rather than just selling a product. We’re in a relationship business, not just the business of selling homes.

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