Buyer Demand(s)

Trulia conducted a homebuyer study in June to determine what qualities people look for in an agent. Honesty and integrity were listed first, followed by knowledge of the area, following through with promises or objectives, being organized and listening to what the client has to say.

Translating those qualities into success takes discipline and self-awareness. In January, Market Leader released the results of a survey of agent habits. The study, which incorporated feedback from more than 1,300 Realtors, looked at such disparate information as dress, methods of procrastination and even what types of movies agents prefer.

It offered several insights into the habits of the most successful Realtors who earn more than $100,000 annually versus those who make $30,000 or less. The most revealing difference is in the hours worked. The most successful agents start at 7 a.m., while the less successful ones don’t begin their workday until after noon. Business casual is the preferred style of dress for 85 percent of those surveyed, but the most successful dress formally when they meet clients. Nine percent of respondents said that they wear formal dress on such occasions, versus 6 percent who dress casually.

Margie Brooks of Baird & Warner feels that being present and available to her clients is the key to her success. She is among those agents who get to work at 7 a.m. and who remain on the job long into the evening, eschewing banking hours so that she can be available to talk to her clients.

Brooks grew up in Highland Park and focuses on her hometown, as well as nearby North Shore communities including Glencoe, Wilmette and Winnetka. Her sphere of influences encompasses many people who she’s known all her life, and she works to know the market.

“We take the time to understand our clients’ needs,” Brooks said. “We view the process differently. If I’m working with someone on a home sale or purchase, whether it’s $500,000 or $5 million, I am there when they need me. Good agents have to be there. If I don’t answer, there’s a very good reason. People know that about me.”

In 2014, her transactions totaled $38 million, and thus far in 2015, she has already completed $5 million to $7 million in transactions. Despite her preparation and the team around her, she still gets nervous about what the year brings.

“To tell you the truth, I walk in here every year just like everyone else, scared to death,” Brooks said. “I always hope and pray that I can do it. I never know, but it always seems to work itself out. We work hard. You could call me at 10 o’clock at night and I will be working on something. Seven o’clock this morning, my phone starts ringing.”