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In the following interview, Chris Kelly, CEO of Ebby Halliday Companies (ebby.com, daveperrymiller.com, williamstrew.com), a member of Leading Real Estate Companies of the World® (LeadingRE), in Dallas, Texas, discusses leading the North Texas powerhouse, including its approach to recruitment and training.

Region Served: North Texas
Years in Real Estate: 12
Number of Offices: 33
Number of Agents: 1,800

Please describe a few of your biggest accomplishments since you became CEO at Ebby Halliday late last year.
Mission one was successfully completing a restructuring of our management team to provide the best support to the people who drive our business, which includes our sales leaders, title, insurance and mortgage folks. And it’s paying off. We discovered what those key personnel needed by listening, and since we gave them that support, they’re making faster gains and being more responsive.

Did your transition to the role of Ebby Halliday CEO go smoothly, and, if so, why?
When I got here, I realized that I needed to spend two or three months almost exclusively going around to our offices to really get to know the people and to listen to what was working and what wasn’t. They got to know me as a person by being there in the room with me, which helped build a level of trust so that they felt comfortable supporting me through the transition.

How has LeadingRE helped up your game when it comes to attracting more international clients?
We’re very big players with LeadingRE’s luxury home program, Luxury Portfolio International®. With our high-end sellers, we’re maximizing opportunities to expose those listings to our international consumers.

In what ways is the company leveraging training and/or tech from LeadingRE?
The number of people relocating to North Texas is tremendous, so we have an advantage being affiliated with the LeadingRE network because it ensures that our company is the top destination for people looking to relocate here. And the training that comes along with that affiliation provides us a catalog that our sales professionals can refer to when needed. We also work to ensure that our course offerings are valuable to every agent at any stage of their career.

Final Questions…

What is your best time management tip?
Every day, I blend my urgent tasks with routine ones to ensure those urgent demands don’t monopolize my time.

What is the most effective way to motivate agents?
Provide them with an accountability partner who can help them achieve what they set out to do.

What is the key to staying profitable?
Whether you’re a new agent or a CEO, know what you do really well—and stick to it.

What is your No. 1 recruiting technique?
Let agents know what you’re going to do for them. Don’t create a veil of secrecy and promises. Instead, give them a glimpse of everything they can have if they join your team.

For more information, please visit www.leadingre.com.

John Voket is a contributing editor to RISMedia.

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