How your clients see production numbers

by Meg White

Being a top producer in Chicagoland may mean a fair amount of attention for impressive sales numbers. But whether or not that actually makes a difference in terms of attracting and keeping clients is another question. Here’s what some top producers from our Real Data list had to say on that topic.

“They are looking for experience to handle their biggest investment — so they definitely want a good track record — but that being said, they want a true personal touch, which many clients think top producers don’t give, so it’s an education process during the interview.” Tamara O’Connor, co-team leader of the Tamara O’Connor Team and broker-owner of Premier Living Properties in St. Charles — No. 3 in Kane County

“I’ve played down my awards and what I’ve accomplished because it’s not as important to clients. They want to know my reputation is good, I’m working on their behalf and I have their back.” Millie Rosenbloom, broker-owner of the Millie Rosenbloom Company at Baird & Warner Chicago — No. 18 in Cook County

“In this market, it’s most important that you care about the families that you serve. Your sales volume is secondary.” Bryan Bomba, team leader of the Bryan Bomba Group at @properties in Hinsdale — No. 3 in DuPage County

“It helps, but ultimately, they want to feel as though they are my only client. They don’t want to get lost in just being a number.” David Cobb, broker with RE/MAX “10” in New Lenox — No. 6 in Will County

“People are attracted to success. The No. 1 thing people ask is, ‘How much have you sold in this area/building/last year, etc. It’s not the only factor, but they want to know you know what you are doing. Matt Laricy, managing partner of The Matt Laricy Group at Americorp Ltd — No. 2 in Chicagoland and Cook County

“It is critical, as real estate is an industry where trust is required and that trust is gained from knowledge and a reputable standing in the industry.” Jane Lee, leader of The Jane Lee Team with RE/MAX Top Performers in Lake Bluff — No. 8 in Chicagoland and No. 1 in Lake County

“Having a strong track record proving I know how to sell homes at a high price is extremely important to clients. It is often times what gets us a listing appointment to meet with potential clients.” Sarah Leonard, leader of the Sarah Leonard Team at RE/MAX Suburban in Schaumburg — No. 13 in Chicagoland, No. 5 in Kane County and No. 7 in McHenry County

“Most could care less. Top producer status just lets them know you are experienced. Conveying that, combined with their perception that you are truly there to do what is in their best interest, is what really matters most.” Rich Toepper, team leader of The Toepper Team at Keller Williams Success Realty in Crystal Lake — No. 5 in McHenry County

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