TO ACHIEVE NVAR TOP PRODUCER GOLD STATUS, a member must complete $3 million in sales or 24 transactions in a calendar year. Completing $6 million in sales or 48 transactions earns a member Platinum status, and those who secure Top Producer’s Club membership for 10 years reach the top-tier Diamond level.
“Being a member of the Top Producer’s Club means you sell more properties than 95% of the Realtors® in the marketplace. That is quite an achievement,” Christine Richardson, chair of the NVAR Top Producer’s Club and immediate past president of NVAR, said. “Our members love to mention membership in the club on their business cards, promotional mailings, website, social media, etc. When someone sees the NVAR Top Producer’s Club on someone’s business card, they know that they are working with one of the best!”
WHAT MAKES A TOP PRODUCER?
Top-producer success and professionalism go hand-in-hand. By upholding ethical standards and providing trusted expertise to clients, top producers are able to build strong networks and grow their businesses to include new referrals and return customers.
“In my opinion, true professionalism is essential for all Realtors®. It involves a strong work ethic, integrity, reliability and trustworthiness. Reputation is key, and that is earned over time through demonstration of professionalism,” said Debbie Wicker, NVAR Top Producer and a Realtor® with Keller Williams Loudoun Gateway.
Realtors® have a commitment to act in the best interests of their clients. Top producers understand their obligations under the Realtor® Code of Ethics, and they know what it takes to write a winning offer and how to market themselves and their services.
“My clients trust me to do the best for them and [my professionalism] also impacts my relationships with other agents,” said NVAR Top Producer, Phyllis Papkin, who is a Realtor® with Keller Williams Realty. Papkin attributes many of her successful transactions to these positive relationships.
Buying and selling houses can be difficult even with capable representation. Some common issues reported to NVAR relate to unauthorized access to properties, misrepresentation or concealment of pertinent facts relating to the property or the transaction, and failure to present a true picture in advertising. Papkin acknowledged that not everyone exhibits the professionalism standards she holds herself to.
“Only when these agents are reported [to their brokerages, NVAR, etc.] will it affect their success. Without penalty, they will continue unethical behavior,” she said.
The Realtor® Code of Ethics prescribes best professionalism practices for all Realtors®. When NVAR receives a complaint filed by a client against a Realtor®, it indicates a real breakdown of their relationship. Of course this breakdown is not always the fault of the Realtor®, but when a Realtor® misses deadlines, misleads their client, or makes a mistake that costs a client their dream home, that client most likely will not retain the services of that Realtor® in the future.
“I’ve actually been the “beneficiary” from the poor professionalism of other Realtors® on a few occasions over the years, as clients of other Realtors® come to me when it is time to sell or buy the next house,” Wicker said.
When considering efforts and dollars spent towards lead generation, it begs the question – what is more effective: spending hard-earned money on advertising or having new clients find their Realtor® because of excellent recommendations and word-of-mouth?
“Honesty, integrity, a strong work ethic – all of it is a winning combination for both our clients and our long-term success,” Wicker said. “This is especially crucial in this day and age, where millions of dollars are pouring into our industry from outside sources in an attempt to get between the Realtor® and their clients over time. Demonstrating a high level of professionalism with our clients, and keeping in touch with them before, during and after their transactions over the years, results in repeat and referral business and developing friendships with wonderful people.”
Understanding that real estate transactions are often complex and present a variety of challenges, Realtors® know their job is to make the process as smooth as possible for their clients. And when clients send compliments like, “Thank you so much – I couldn’t have done it without you,” it is clear how a high level of service can translate to a lasting relationship.
Realtors® represent a bridge between the dream of homeownership and realizing that dream as reality. Top Producers achieve that status because they work hard to serve their clients, and they understand that ethics and professionalism are key components in helping clients find their dream home.
Stevie Fisher is the NVAR associate director of professional services.