Broker Focus: Patrick Wood

Patrick Wood, Help-U-Sell Prestige Properties
Patrick Wood

Anyone who has driven through Chino Hills, Calif., probably recognizes Patrick Wood’s name. He’s known for his ubiquitous signage.

“The technique that brought me huge success in my core market was to start branding my name with the Help-U-Sell Office,” says Wood, who has owned Help-U-Sell Prestige Properties since 2003.

All of his staff members have magnets on their cars that have his name and the Help-U-Sell Real Estate name, and his main work vehicle has a wrap that stands out. “The real estate signs and open house signs [also] have resulted in huge recognition, and the community has responded amazingly well,” he adds. “I constantly hear how people see my signs everywhere.”

Of course, there is more to his success than signage. Wood, whose office has closed 54 sides so far this year, emphasizes the importance of offering full service and commission savings in attracting clients. “I found this to be necessary as other agents were trying to compete with my office by suggesting the clients would have to do all the work,” he says. “The full service leaves the client satisfied, which results in referrals, so it has been beneficial.”

For new Help-U-Sell Brokers, he recommends continuing the full-service concept through to the office setup. “[In our office] a team concept has been put in place, and it provides clients with access to licensed assistants seven days a week,” he says. “Service is big, constant contact is big, working together is huge. This is a crazy, intense field and having the support of a team makes it much easier and productive.”

Broker Focus: Jack Bailey

Jack Bailey

A Help-U-Sell veteran, Jack Bailey has owned his franchise in Greensboro, N.C., since 1988. He’s seen many changes in real estate since then, from technology to the rise of buyers’ agencies, but his goal remains the same.

“I love exceeding expectations,” he says. “I get a lot of satisfaction from taking a client, listening to their objectives and overcoming obstacles.”

One of his secret weapons is his buyer consultation, which he created more than 20 years ago when he realized his buyers didn’t have knowledge of real estate basics. “You have to become more of an adviser in these tough times than just someone who lists houses,” Bailey says.

To that end, he coaches his potential buyers in the terms and the tricks of the industry that they’ll need to know. “It’s important for buyers to be educated as best they can,” he asserts.

During the consultation, Bailey explains the buying process, negotiating techniques, types of loans and basics like closing costs and escrow accounts. “By the time we’re done, we’ll have a strategy for them,” he says.

Not only does the consultation inform his clients, but it also inspires their confidence in themselves and in him.

On the seller side, Bailey advises that you need to know your statistics and your facts. “Explain what’s going to happen in the market and how [you and the seller] need to strategize,” he suggests.

His techniques and practices come from the heart. “I sincerely want to help people. I put their interest before mine,” he says. “The results always work out for everybody.”

For new brokers, particularly those new to Help-U-Sell, Bailey offers the following advice:

  • Make sure you pick the best business model for you. Consider your strengths, your objectives and your market before deciding between running your office as a manager with agents and doing it all yourself.
  • Build a good knowledge base of real estate and be constantly aware of what’s happening and what is projected to happen.
  • Market very smartly, especially to your Centers of Influence.
  • Focus on profitability, not just closings.

Broker Focus: Karen Detwiler

We’re starting a new series that profiles successful Help-U-Sell brokers. The goal is to honor these brokers while at the same time offering insight and advice for all of our brokers and agents.

Karen Detwiler, Help-U-Sell Real Estate
Karen Detwiler, Help-U-Sell Real Estate

Our first Broker Focus profile subject is Karen Detwiler of Help-U-Sell Detwiler Realty in Pennsylvania.

An almost 10-year real estate veteran, Karen started out as a part-time licensed assistant with a Help-U-Sell office while learning the ropes of real estate.  In March 2005, she opened up her own Help-U-Sell office.

Her office has closed 56 sides so far this year. She attributes some of this success to advertising on the radio and old-fashioned meet-and-greets.  “I believe networking with community organizations, churches, local chambers and our local Realtor association is the most cost effective marketing tool in this market,” Karen says. “It doesn’t require an outlay of money, but gets us as agents interacting with the community.”

Another tactic she has used, based on what she’s noticed in her market, is properly pricing a home at the beginning of the listing, “right along with that, making sure your listing outshines the competition in ‘showability.’” She has also observed buyers take more time looking at the inventory of homes available prior to making an offer on a property.

Karen has a love for real estate, which shows in her work. “I believe real estate has to be a passion that you have inside of you,” she says.

For new brokers, she offers great advice.

•    For those that got into real estate at the height of the market, this current market is a real adjustment. Start small. You don’t need a lot of agents, but the ones you have make sure they have the drive and stamina to succeed.
•    Focus on your clients, as they will be your best advertising! I found testimonials were a great tool.
•    Current and past clients always seem to know someone who is in need of buying or selling a home, so don’t be afraid to ask for referrals.

If you have more advice to share, please comment below.