U
nlocking the Secrets of Top Producers in Real Estate

    To achieve top-producer status, one must be willing to think outside the box and challenge conventional wisdom. For Beth Wexler, a $1 billion career sales milestone was reached by leveraging her unique approach to generating business organically. By working from Starbucks and engaging with potential clients, she's able to build relationships and close deals.

    Wexler attributes her success to forming a team, which allows her to focus on high-leverage activities while others handle the day-to-day tasks. Her team at @properties Christie's International Real Estate has become the No. 1 team in Deerfield and Highland Park, according to the MLS. By delegating tasks and focusing on what she does best, Wexler is able to achieve a work-life balance that many top producers strive for.

    Grigory Pekarsky, managing broker of Vesta Preferred Realty, also emphasizes the importance of building a team. With 27 agents under his wing, he's been able to achieve No. 1 team status in Chicago by focusing on "money-making activities" rather than results. By multiplying himself through his team, Pekarsky has achieved freedom and flexibility that allows him to pursue new opportunities.

    Pekarsky identifies three key components for success: leads, systems for measuring success, and accountability coaching. He works closely with his team members to identify areas where they need improvement and provides training to help them reach their full potential. By focusing on these core basics, Pekarsky has been able to achieve remarkable results.

    Danielle Dowell, founder of The DoWell Real Estate Group, also stresses the importance of building a strong team. With 15 brokers under her leadership, she's able to delegate tasks and focus on high-level activities that drive business growth. By thinking like a manager rather than an agent, Dowell has been able to achieve top-producer status and maintain a work-life balance.

    Understanding the market is crucial for success in real estate. Wexler advises aspiring top producers to socialize and insert real estate into every conversation. By staying informed about local trends and conditions, agents can provide valuable insights to their clients and stay ahead of the competition. Currently, the North Shore landscape is characterized by low inventory, high demand, and a seller's market.

    In contrast, Pekarsky identifies luxury high-rise buildings downtown as one of the worst markets due to high property taxes. However, he notes that walk-up, three-flat buildings near train lines continue to do well. Dowell also sees opportunities in the suburban market, where sales are booming after a slow period during COVID.

    When it comes to today's buyers, Wexler identifies young families moving from the city to the suburbs for schools, downsizing empty nesters, and move-up buyers as key demographics. Property types that are trending include ranches, mid-century modern homes, and anything built post-2000.

    Looking ahead to 2025, Pekarsky projects dramatic price increases in the first and second quarters, particularly for limited inventory. He expects homes from $500,000 to $800,000 to experience significant price growth, while properties above $1.2 million may see smaller price increases. By understanding the nuances of the market and providing exceptional service to clients, top producers can navigate even the most challenging conditions and achieve success.

    Ultimately, achieving top-producer status requires a combination of hard work, strategic thinking, and a willingness to adapt to changing market conditions. By learning from the experiences of successful agents like Wexler, Pekarsky, and Dowell, aspiring top producers can unlock the secrets of success in real estate and build a thriving business that delivers results.