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In the following interview, Susan Gill, broker/owner of CENTURY 21 Fairways Real Estate in Irwin, Pa., discusses the advantages of the brand and industry leadership, as well as leadership of a team.

Region Served: Irwin, Pa., and surrounding region
Years in Real Estate: 22
Number of Offices: 1
Number of Agents: 14
Key to Getting Buyers and Sellers Working Together: Tell both parties that we’re trying to do what’s best for the party we represent, and the real estate process, while complex, is a short period in both of their lives.
Most Effective Way to Motivate Agents: By example. Success comes from drive and dedication. It’s also important to work as a team on some deals so that others follow. And, remind agents to work the deal, not the money. This will allow them to do a better job.
Best Tip for Getting the Right Listing Price: Do your homework. Don’t show up to a listing without being knowledgeable about the market, the property itself, and as much history as possible about the house and its surroundings.
Best Tip for Dealing With Difficult Clients: Always treat them with kindness, and be prepared. It’s hard to be difficult with a person that’s prepared.

Let’s talk about your recent launch of the new company, focusing on the main reason why you wanted to affiliate with the CENTURY 21® brand.
I chose the CENTURY 21 brand after visiting with the C21® team in Madison, N.J. Not only was the corporate staff great, but we also felt that our market was missing this well-recognized brand.

Are there any technology tools provided by the CENTURY 21 brand that began working for you and the team right out of the box?
One of the most impressive aspects of the technology we have access to through the CENTURY 21 System is the ability to touch a few keys on the computer and be able to produce eye-catching and informative brochures, videos and other media that help to build long-term relationships and drive more transactions.

How did your career-long participation and three-time leadership role with your regional REALTOR® Association help position you to establish your new company?
My time spent with our regional REALTOR® Association allowed us to build several lasting relationships through the board. We all know that we represent different brands, but at the same time, we all have a common goal that we’re working toward.

Your company prides itself on having a highly collegial and collaborative staff. What standards do you demand from your team members?
When it comes to the members of my team, they have to respect one another and the real estate business itself. We’re an office with integrity, and we want to continue to see that integrity recognized as we grow.

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