Hiring a Helping Hand

And those assistants, McKenna says, are imperative to her real estate business. In addition to their aforementioned work with clients, McKenna says the overall management of the office – including management of herself – is handled by her assistants.

“My assistants manage me,” she says. “One of my assistants is in charge of managing client services, and the other is in charge of Web-based services. I concentrate on selling and closing details; that’s my specialty. They take care of most everything else. They’re the brains behind my organization. They know where I am, keep track of new listings and let me know where I need to be. If I’m running late, they meet with my clients first.”

But McKenna is not alone; indeed, like market research and sterling marketing products, administrative help is another core trait of top producers.

Hausman, who averages one home sale every three business days, has a personal assistant, and she has also hired her daughter to help her with her work load.

“My daughter works with me now, and she has become an invaluable asset to our team,” Hausman says. “She’s young and caters directly to new clients moving to the suburbs from the city. My personal assistant is also very tech savvy, and she keeps me organized so that I can work efficiently. In fact, the entire team pitches in with taking out buyers and negotiating so we can handle a higher volume of clients, as well as make their sales quickly.”

O’Connor also works with a team of assistants, some for as long as 15 years.

“They drive out to take care of my customers, clients and all those we deal with on a daily basis,” he says. “Whether someone is working part- or full-time, they are committed and heavily involved with our day-to-day strategies and goals.”

However, as O’Connor explains, top producers do not simply hire anyone to be their assistants, but professionals who are often highly-trained in real estate in their own right.

“Most of my administrative staff are licensed brokers, and most of the support staff have gone through the license process but might not be actively selling … you can’t be versed well enough in those areas,” O’Connor says. “Those that don’t – and it depends on their role – if they’re marketing, they’re learning new software programs and online tutorials of changes in systems.”

To ensure her team’s training is up to par, Hausman enrolls her assistants in  training programs and conventions through RE/MAX.

“At the start of every year, we go to the RE/MAX convention to brush up on the newest technologies and strategies,” she says. “We collaborate with top agents from around the world to see how we can do more for our clients.” C.A.

Andee Hausman
RE/MAX Experts
847.209.4287
andeehausman@remax.net

Rick O’Connor
Realty Executives Cornerstone
815.477.3000 ext. 104
rick@rickoconnorgroup.com

Dawn McKenna
Coldwell Banker Hinsdale Village
630.546.3763
dawn.mckenna@cbexchange.com

Tim Salm
Jameson Sotheby’s International Realty
312-545-6753
tsalm@jamesonsir.com