John Daugherty Realtors Makes Leading Real Estate Companies of the World List

Each month, Leading Real Estate Companies of the World® puts out its “Most Improved” lists.  I am very proud to report that for the second time in 4 months, that John Daugherty, Realtors appears on that list!  For the month of August, we made the list of “Most Improved Outgoing Revenue-Generating Closings” with a ranking of #4.  Back in May, we were included in the list of “Most Improved Sales Production Rate,” and were ranked #5.  This is a very noteworthy accomplishment for us, as I have been working very closely with the agents at our company since taking the reins of our Global Relocation Services Division, to ensure that we are capitalizing on Broker-to-Broker referral opportunities with our Leading Real Estate Companies of the World® partners.

So what am I doing to promote Broker-to-Broker referrals, and to keep them top-of-mind with our agents?  Well, for one thing, I am always included in our weekly Sales Meetings, which gives me an opportunity to recognize and thank the agents each week who have sent outgoing referrals.  I am also congratulating those who have had recent closings as a result of outgoing referrals sent to our partners.

Training also has a lot to do with the great numbers that we are achieving as a company.  As part of our internal Relocation Training and Certification Program, I dedicate an entire class to our international memberships and the advantages that they afford us as a company, both in our ability to serve the global real estate needs of our clients, and in terms of the competitive edge it give us on a local level.  As the leader in luxury real estate in Houston, Texas, our clients have come to expect a very high level of service and professionalism, and we are able to promise them that same standard of quality when referring them to our partners in other markets throughout the world.

I also provide training to the agents on the many useful tools available to them as a member of Luxury Portfolio Fine Properties Collection®.  John Daugherty, Realtors is among only 200 member Brokerages within Leading Real Estate Companies of the World® that also make up Luxury Portfolio.  As a network within a network,  Luxury Portfolio includes the most respected luxury real estate brands in the industry and features more luxury properties on its web site than any other luxury network.

Basically I never miss an opportunity to promote the many benefits of our international memberships with the agents at our company.  It is wonderful to be considered among the best of the best!

In Global Relocation Services
Houston Relocation
Leading Real Estate Companies of the World
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Luxury Real Estate
Relocation Department
Relocation Training

John Daugherty, Realtors Attends LeadingRE Conference in Vegas

Last week I attended the Leading Real Estate Companies of the World® Annual Conference and Luxury Portfolio Top Sales Associate Summit in Las Vegas, Nevada.  It was a very proud time for John Daugherty, Realtors, as everyone there seemed to know that there were several of us in attendance from our company.  In fact, we were eight people strong.   I was accompanied by Steve Thistle, our General Sales Manager, and six of our sales associates:  Tania Amin, Moni Bohnisch, Laramie Driscoll, Dede Fike, Julianna Lind and Judy Mousa. 

The Luxury Portfolio Top Sales Associate Summit was a gathering of the finest luxury property specialists from around the world.  The focus of the Summit program was to further enhance the presence of these elite companies in their respective luxury markets.  This was a great time for our agents to network with other top sales associates from around the world, while attending several informative sessions and gaining some insight on how other luxury firms have adapted there business models to survive and even thrive in the downturns.

Naturally, there was a lot of talk about the current state of the real estate market, particularly in areas of the country that have been much harder hit that the Houston real estate market.  Fortunately, the real estate market is a local market and not a national market, which perhaps isn’t stressed enough.  It would have been nice to share the Texas perspective on the current state of the real estate market in contrast to states like California, Nevada and Florida.  For instance, Houston Relocation business has remained strong compared to other states.

The Leading Real Estate Companies of the World® Conference was equally informative, but for me was even more valuable due to my position as Director of Global Relocation Services at John Daugherty, Realtors.  The theme of the  Conference was “Leading the Revolution,” which reflects the network’s commitment to “Leading the Revolution” in real estate as we adapt to changes in the economy, in the housing market, in technology and in client needs and preferences.  I always gravitate to the sessions involving social networking, technology, relocation best practices and business development, as these are key components to my own business model and in the way I run our Relocation Department.

I was also invited to be a panelist for one of the conference sessions, which was entitled, “Raising the Bar on Your Relocation Training Program.”  This is a very important subject to me, since I am responsible for developing and implementing our comprehensive Relocation Training and Certification Program for the agents at John Daugherty, Realtors. 

In visiting with the other panelists, speakers and conference attendees, I have come back to work today with many new ideas and best practices, all of which are of benefit to my department and my company.  This is the best part of being a member of Leading Real Estate Companies of the World®.  As a result, I have life-long friends, partners, and business coaches.  I can pick up the phone or fire off an email anytime and always expect to hear a friendly voice on the other end happy to share ideas and a little brain storming.  This has been invaluable to me, and I look forward to all that is yet to come as part of this group, whose members are the leaders in their respective real estate markets.

Tags | Houston Relocation, John Daugherty, Leading Real Estate Companies of the World, Luxury Portfolio, Michelle Sandlin, Realtors

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Importance of Relocation Training & Certification

I have made no secret about my relocation business philosophies and the fact that I am a stanch believer in establishing strict minimum standards in order for agents to be eligible for relocation referrals.  Included among those standards, I believe, should be a minimum of 2-3 years experience as an agent, and the completion of a well-developed formalized Relocation Training & Certification Program.  I have developed such a program at John Daugherty, Realtors, which has received as much praise internally as it has from the corporate clients and relocation companies with whom we regularly partner.  Not only is the program in place, but it is in fact a requirement for relocation business.

I recently addressed this very topic in an article that I wrote, which appears in this month’s Mobility magazine (the monthly publication of the Worldwide ERC).  I strongly urge Relocation Directors to take my advice to heart, and for corporate clients and relocation management companies to always be asking questions of the Relocation Directors with regards to agent eligibility for relocation referrals.  This is the only way to ensure that their transferees are being assisted only by agents who are specifically trained in relocation.

“It is impossible to place enough emphasis on the relocation-based training of real estate agents. Sandlin says that, for brokers, ensuring mandatory relocation training with consistent standards should be the topmost priority and corporate clients and relocation management companies should expect nothing less.”

To read my article in its entirity, please click on the following link.  Also, please leave your comments, as I would love to get your feedback on the article.

Focusing in on Relocation Training — A Clean Picture for Future Success

Tags | Houston Relocation

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Relocation Training

Factors for Choosing Real Estate Relocation Partners

If you are a regular reader of my blog, you know how passionate I am about the implementation of best practices. I believe that the relocation industry works within a standard set of norms that have been well-tested and have given us the road map for how certain things should be done. This blog post focuses on what third party relocation companies and their corporate clients look for in choosing real estate partners to assist with home finding, pre-marketing, home sales and inventory property management.

I am putting the finishing touches on an article that I am writing for Mobility magazine, published by the Worldwide ERC, in which I discuss the importance of well trained agents to be a part of a relocation department’s “Relocation Team.” (Look for the article in the September 2009 issue). During the course of my research, I spoke with other like-minded Relocation Directors, as well as corporate clients and third party relocation management companies. This allowed me the opportunity to speak with them rather candidly regarding what is important to them in selecting their real estate partners.

There were many elements discussed as important factors in choosing real estate partners. This list below reflects the most commonly shared elements as crucial to the decision.

1. Formalized in-house relocation training and certification program to augment the training offered and provided by the third party relocation companies
2. Requirement of minimum standards for the agents in order to be eligible for relocation business
3. Company and individualized (PERC) membership in Worldwide ERC
4. Relocation Director who holds a CRP (Certified Relocation Professional) designation
5. Relocation Director with membership in RDC (Relocation Director’s Council)
6. High conversion rate of referrals placed
7. Consistently close differential with regards to the actual sales price of a property and the most likely sales price as stated on the ERC BMA Form, as well as selling the property within the normal marketing time of 120 days
8. Single point of contact within the Relocation Department
9. Strong reputation of real estate firm in the local market
10. Measurable performance evaluation indicators in order to provide agent scorecard on regular basis
11. Being a resource for information pertaining to the local real estate market
12. Inventory property management by the Relocation Department versus by the listing agent

It is extremely important to listen closely to what your clients are saying that they needs in a real estate partner, and deliver that to them. Otherwise, they are certain to take their business elsewhere.

Tags | Relocation

In Certified Relocation Professional (CRP)
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Worldwide ERC

Relocation Market Alive & Well in Houston Area

Have you heard? According to a recent article in the Houston Business Journal, the relocation market is alive and well in the Houston area. I have been saying this for several months now. A March Census Bureau reported that Houston added 130,000 residents between July 2007 and July 2008. This makes Houston the second highest in the nation (Dallas is number one).

When the Houston Business Journal interviewed me for this story, the reporter asked me to describe how real estate Relocation Departments and their real estate agents fit into the relocation equation. To answer this I detailed the relationships that exist between my department, the clients we serve, and the transferees and new hires who we assist on a daily basis. I also explained the general structure of our Global Relocation Services Division (our Relocation Department), my role and relationships with the clients, transferees and our agents. Crucial to all of this of course, is the training we require of the agents who comprise our Relocation Team.

“Relocation specialists require a special breed of agent. If they (the agents) are working with international clients, there are certain cases where agents being bilingual and having lived abroad themselves is helpful to the transferee. It’s going to take an agent who is very flexible, who is very patient, and above all else, well-trained.” - – Michelle Sandlin

It is my firm belief that agents should have a minimum of 2 years of sales experience as well as proper relocation training. For this reason, I have developed and implemented our Relocation Training and Certification Program. Not all agents are relocation agents. Proper agent training, coaching and guidance sets relocation agents apart and is essential to the growth and success of a well-run Relocation Department.

Tags | Houston Relocation

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