“Million Dollar Producer”

When I was in high school the D.A.R.E. Program, anti-drug program, came to school.  They explained that for the people who didn’t take drugs or drink alcohol, there was this club essentially where people got together and played games, had pizza parties and did all kinds of fun stuff.  All you had to do was sign a paper saying you were not going to do any drugs and you could go to the parties and events.

I thought it was silly at the time.  Though my friends all did at least one thing they weren’t supposed to be doing, I survived the peer pressure and didn’t need that program to keep my way.  My friends thought this program was amazing because they were still going to drink and do drugs and have all of the fun that was the D.A.R.E program.  Which is why I thought the program was silly.  Which brings me to the Million Dollar Club.

Last I checked and it hasn’t been recently, a Million Dollar Producer sells $2,000,000 worth of homes.  That equals 8 houses priced at $250,000 each in a year.  One real estate trainer jokes that he saw a Realtor’s business card before getting in the business and thought the guy was making a million a year.  The public doesn’t know what equates a million dollar producer and I have never bothered to get one though I think I qualified every year including the year I was going through a divorce when it seemed like I didn’t sell much.

I don’t believe the D.A.R.E program does what it thinks it does and I don’t believe the Million Dollar Club has the impact on the public that they think it does.  At least one client has asked me with a wary eye, “What does a Million Dollar Producer really mean?” It seems like a shield.  If you want people to know how many homes you sold just put that on your card.  If Joe sells 20 $100,000 homes, Becky sells 4 $500,000 homes and Mara sells her uncle’s $2,000,000, what does it mean?

When I got my start in real estate, before the Do Not Call List, I would call expired listings.  The most common comment I heard was that they could never get a hold of their agent.  I feel communication is one of the most important parts of our job.  I went to meet a referral and told him to call me and even if I don’t answer I will most likely get back to him within a half hour.  And that is exactly what he was told by the person who referred me to him.

What else is more important the Million Dollar Producer logo?

• Are you a full-time agent? I know a couple of brokers that have jobs on the side and I think, with the support from office colleagues, they will still be able to take care of their clients.  But as a rule, part-time agents don’t have the flexibility to take care of clients.  I get nervous just going to Salem for a day to visit my parents, worrying my clients will need something. What if I was stuck at a job?
• Can I cancel my listing at anytime? I was nervous when I offered this in the very beginning.  But I have had only one person cancel.  They met someone at a coffee shop that had “good energy”.  Obviously I watched the listing and it did sell about six months later…for $100,000 below the last list price I had and the lowest I could get them to go.  And that was an offer about $85,000 of that list price the new agent had.  I don’t understand agents that want to work with someone who doesn’t want to work with them.
• Communication. Beyond the fact that I am usually really good at calling or emailing clients back, I tell every seller that they need to pick a listing agent that they feel they can talk to openly and honestly.  It may not even be me but that level of trust will make the process so much easier.
• What happens if you leave town? I am lucky that Javier has a personality similar to mine.  We are both easy going and try our best to help our clients and give honest opinions.  Way back when I had someone help me and he was too aggressive and pushy.  The clients complained about him when I got back.  They took a break but never bought.
• Experience. Though every agent hates dealing with this at the beginning of their career it does hold some weight even though there are some very experienced agents who do some mind boggling things.

I know I have ticked off someone with this post but these are just my humble opinions.  The Million Dollar Club is a marketing tool but it isn’t explained to the public to give it brand power so it is ineffective and possibly misleading to some.  That seems to break a rule of some sort.

A friend I know decided he wanted letters after his name like doctors have so he added JAFS on his business cards.  After a couple of years a client asked what the letters stood for, he said, “Just Another F$%*! Salesman.”  So remember to ask what all of the letters and groups mean with whomever you are dealing.