Top Producers: Q3, 2019

It’s time for the 2019 Third Quarter Top Producers report. After several months of seeing one office primarily dominate the top spot in our Top Producers list, things have taken a dramatic and unexpected turn.

Jack Bailey of Help-U-Sell Greensboro in North Carolina was last reported as holding the second place position for three months running. Those numbers have stacked up to be first place for the quarter with 39 sides. 

Second place is a tie between Debra Schmidt’s office, Help-U-Sell Heritage Real Estate in Owatonna, MN, and Help-U-Sell Metropolitan in Woodhaven, MI,  run by Mario Ferrante. Both are coming in with 32 sides for the quarter.

Karen Detwiler of Help-U-Sell Detwiler Realty in Carlisle, PA,who topped our sides list for September, rounds out third place with 30.

Office BuyerSellerTotal
Help-U-Sell
Greensboro
201939
Help-U-Sell
Heritage
Real Estate 
151732
Help-U-Sell
Metropolitan
102232
Help-U-Sell
Detwiler Realty
92130
Help-U-Sell
Direct Savings
Real Estate
111425
Help-U-Sell
Honolulu
Properties
41822
Help-U-Sell
Hanford/
Lemoore
31720
Help-U-Sell
Prestige
Properties
61420
Help-U-Sell
Mike Bowling
9918
Richard Cricchio

We are used to seeing Richard Criccio of Help-U-Sell Honolulu Properties at the top (or very close to the top) of our Gross Sales Volume list. At $17.7 million, he is in the lead by over $5 million and shows no signs of slowing down. 

By a difference of less than $600,000 Patrick Wood of Help-U-Sell Prestige Properties in Chino Hills, California takes second place with $11.8 million in sales. 

OfficeGross Sales Volume 
Help-U-Sell Honolulu Properties $  17,701,410
Help-U-Sell Prestige Properties $  11,800,800
Help-U-Sell Full Service Realty $    8,459,500
Help-U-Sell Golden Homes $    7,912,500
Help-U-Sell Greensboro $    7,902,081
Help-U-Sell Detwiler Realty $    6,714,200
Help-U-Sell Hanford/Lemoore $    5,569,800
Help-U-Sell Heritage Real Estate  $    4,904,500
Help-U-Sell Bakersfield
Equity Savers
$    4,809,800

September 2019 Top Producers

September is full of surprises for our new issue of Top Producers. 

Karen Detwiler of Help-U-Sell Detwiler Realty in Carlisle, PA, has taken over the first place position with a whopping total of 12 sides for the month; eight of them coming from sellers. We’d love for her to share a total of what those sellers saved combined last month.

Jack Bailey, Help-U-Sell Greensboro

Jack Bailey comes in second with 11 total sides with his team at Help-U-Sell Greensboro in North Carolina. Fun side note: he has secured the second place position for three months running.

Last month, Ryan Joyce at Help-U-Sell Bakersfield Equity Savers in California and Richard Criccio’s office in Hawaii, Help-U-Sell Honolulu Properties, were both tied for sixth place. For September, both offices are tied for third place and each have 7 sides. That was a neat trick, fellas. 

The rest of the places: fourth, fifth, and sixth places are tied, too. Not sure what causes that except hard work and getting the Help-U-Sell name out there. Keep crushing it!

OfficeBuyerSellerTotal
Help-U-Sell
Detwiler Realty
4812
Help-U-Sell
Greensboro
5611
Help-U-Sell
Bakersfield
Equity Savers
257
Help-U-Sell
Honolulu
Properties
167
Help-U-Sell
Sunrise
336
Help-U-Sell
951 Realty
145
Help-U-Sell
Metropolitan
235
Help-U-Sell
Mike Bowling
325
Help-U-Sell
Edmond/OKC
224
Help-U-Sell
Legacy
224
Help-U-Sell
Treasure Coast
44

Lots of parity this month between our Sides list and our Gross Sales Volume list. The top four folks are the same – just in a different order. 

Richard Cricchio

Richard Criccio of Help-U-Sell Honolulu Properties is back to first place in our Gross Sales Volume category. With nearly $4.5 million in sales, it was clearly a productive month. 

Ryan Joyce at Help-U-Sell Bakersfield Equity Savers in California is no slouch! He tied for third in sides this month and claims second place here with $2.3 million. We wonder if he picked up a hot tip in Jack Bailey’s coaching group. Inquiring minds! 

Karen Detwiler of Help-U-Sell Detwiler Realty in Carlisle, PA stakes out third place with just over $2 million.

Jack Bailey at Help-U-Sell Greensboro is in fourth place, just Karen’s number with $1.9 million.

OfficeGross Sales Volume
Help-U-Sell Honolulu Properties $ 4,495,410
Help-U-Sell
Bakersfield Equity Savers
$ 2,336,900
Help-U-Sell Detwiler Realty $ 2,080,700
Help-U-Sell Greensboro $ 1,954,195
Help-U-Sell Full Service Realty $ 1,937,000
Help-U-Sell 951 Realty $ 1,862,999
Help-U-Sell Sunrise $ 1,758,000
Help-U-Sell Treasure Coast $ 1,322,900
Help-U-Sell Allied Realty $ 1,307,000

Ahead of the Curve

Not quite a year ago, Jeff Hedberg of Help-U-Sell Real Estate Masters opened his office in Port Huron, Michigan, but he did so with decades of real estate experience before opting for the set-fee business model Help-U-Sell created. Jeff chose real estate early, he was only 21 years old. “I won a sales contest in college, in a class that was taught by a broker, and the door to real estate opened for me,” Jeff remembered.

In 2013, it was time for reinvention. “I had the largest office in St. Clair County, and at one point I had 40 full-time agents. I loved working in this area, but I wanted to live in Florida. So my family moved and got settled, while I planned on setting up a real estate office there. The call of family brought us back to Michigan sooner than anticipated. I sold my previous business to a competitor, and had to wait out a non-compete clause,” he said.  

This time around, Jeff wanted to do real estate in a different way. He continued, “I think the industry has been broken for a while and brokers have gotten away with overcharging people for a long time. I started checking into Help-U-Sell, partially because I wanted the brand recognition and I liked the model, and didn’t want to reinvent the wheel. Once situated, we just started with word of mouth publicity.”

An important element of success for Jeff is having associates with the same commitment to serving clients. He added, “They share that sense of loyalty and drive to do right by our clients. Whenever I meet with a potential new agent, I ask, ‘Do you believe you are worth 6%? Do you believe the industry is going to change?’ I have three agents with me, two of whom are experienced, and one is just starting out. I don’t do co-listings; I currently have 21 listings myself, with many more in the pipeline. At a minimum, I’m anticipating 50 units for the year, and I will achieve that. I am currently number two in closed units in my county and number five in overall sales and listing volume.”

While pricing and inventory are common obstacles in many markets, Port Huron is more nuanced. Jeff explained, “The challenge for us is that Port Huron is a 180-degree market. There is a river here that separates the United States from Canada. The median house price is $175,000 but it can commonly be as modest as $118,000, when compared to prices in Venice, Florida, where I just moved back from; Houses there average about $280,000. We see a lot of first-time buyers. I’ve already saved people over $128,000 in commissions in my first seven months. I am confident we can capture 30% market share in three to five years.”

Building a business takes time, but Jeff is confident sellers will catch on quickly. “I’m not short-term focused. I have not yet captured the volume I know I’m capable of achieving. When my business was here originally, I had 33% of the market share and closed $110 million in volume. After the economy crashed, the business model changed and there was a definite shift in expectations from the consumer standpoint. Home sellers wanted full service brokers at a reasonable rate. Consumers are putting pressure on the 5-6% model, and this is a fair way to do it. It’s hard to argue with that,” he stated. 

“What I like right now is knowing I am ahead of the curve, and that I will be competitive in advance of other brokers in this area. They are fighting the change. I’m here now and the race will be won in two or three years. Not offering a low set-fee is greedy and short-sighted. We can easily give people what they want once we have their attention.”

To get that consumer attention, Jeff has changed his old marketing practices also. He continued, “There was a time when I was paying for five full pages of newspaper advertising every week, but now I’m taking a different approach. I often use the ‘just listed’ and ‘just sold’ postcards from Excel printing. I made a heavy investment in signage, and it’s worth it because people tell me they see my signs everywhere. Client testimonials drive traffic back to my website and create a lot of viewings. I am also fond of the ‘good, better, best’ brochure. Nothing quite illustrates our offering as succinctly as that.”

Part of great marketing is having the presentation down. “I have perfected my elevator pitch, and have developed several tailored versions which shows the traditional fees, and people saving two or three times the amount using our services versus a competitor. When I am in front of a client, I don’t lose the listing. Sometimes home sellers will get guilted into using a friend or family member who dabbles in real estate part-time. The question I always ask those folks is ‘If this person is a friend, why are they not charging you a friendly fee?’ The savvy seller wants to save money,” he said. 

Subject to many influences, real estate can sometimes be a precarious industry, which Jeff anticipates. He said, “There are always highs and lows. When times are tough, I do what I’ve always done and more. I pray, and make it a point to give more than I take. To the victor goes the spoils.”