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Working as a real estate professional for two decades, I’ve learned a thing or two about what it takes to be successful in this industry. It’s about what drives a real estate agent forward and motivates them to go out into the field and get deals done. Agents put in all this work to get their license and start a business, and the ultimate intent is to sell homes. Transactions are a primary measure of their success.

Encouraging our agents to be more transaction-focused leads to an increase in productivity, which is beneficial for all parties involved—especially the agent. We make sure our agents focus on the customer experience, motivating them to get their clients’ homes sold. When agents can complete paperwork in a timely and efficient manner on top of delivering an excellent, positive experience that satisfies the client, not only do they complete transactions faster, but it ultimately leads to referrals and repeat customers. With the HomeSmart 100-percent commission model, they also get to take home more funds to invest back into their business.

Being transaction-focused also drives brokerage success and profitability. When we recruit new licensees, the first thing I have them do is focus on the basics. I make sure they are familiar with HomeSmart’s RealSmart Agent software because that’s where they’ll be managing their transactions, learning how the paperwork processes work, customizing their agent website and completing their training courses.

We then encourage them to enroll in our HomeSmart Mentorship Program. We pair them with an experienced top producer who is familiar with a transaction-focused environment. Our agents get one-on-one training centered around how to successfully engage with clients, conduct negotiations, complete contract writing and win referrals.

It’s not just our new licensees who benefit from this process and our emphasis on transactions. Our top producers build their businesses off of transactions and client referrals. That is how they continue to grow. The more transactions they complete, the more satisfied clients they have…and the more opportunity they have for referrals. As they continue to scale, they also have help with business development and planning. This means they get to sit down with me or the broker in their area and lay out what they hope to achieve and how they’re going to get there.

At HomeSmart, we focus on providing our agents with exemplary services. When they feel supported, they want to offer that same experience to their clients, and that not only benefits them, but also the brokerage. I want our agents to feel fully supported and proud to be associated with the HomeSmart brand. This way, they feel like they always have the people and resources they need to be successful, offer clients an excellent experience and, to put it simply, sell more.

Nishika Green is the broker for the
HomeSmart brokerage headquartered in the DMV (Washington, DC, Maryland, Virginia) region. She was named to the National Association of REALTORS® 30 Under 30 list in 2002, and in the years to follow, has gained hands-on experience in the industry doing everything from training agents to supporting top producers to being a broker/owner of her own business.