The Property Group, four years young, still about ‘culture’

September 19-25, 2016

By Jay Edwards

After four years, what began as a two-person real estate team has grown to a company with 15 agents and a closing coordinator.

“We will have sold 700 homes by the end of this year, since going into business,” says Robert Klein, president and executive broker of The Property Group.

 “And this is our best year so far.”

All successful ventures have learning curves and growing pains, and Klein and Principle Broker Cara Hazlewood, figured out fast the best ways to give their agents the most support.

“We learned pretty quickly how important it was to support our agents and help them grow their business,” Hazlewood says.

“The agent’s focus should be on appointments and contracts,” Klein says. “We remove the hurdle of marketing so they can maintain the proper focus and continue to build relationships.”

“We try and take away all the headaches that distract, or take up a lot of their time, which is time away from making those contacts. We take that off their plate.”

Lead generation is another part of their model, with a strong social media presence, as well as the marketing material they get in the hands of prospects. “And we are able to do everything in house – no outsourcing.”

“The culture is collaboration,” Hazlewood says. “There is enough for everybody. We help each other and everyone is excited to come in and share their experiences.”

“We are big cheerleaders over their successes and very supportive of them through the obstacles,” Klein adds.

In the hiring process, he says he doesn’t want a resume but rather wants to hear why they are getting in the business. “I try and gage the potential and determine if a person has the drive and the motivation necessary, to help them succeed in sales. Those to me are the most important factors.”

“Growth is good, but our focus is strategic growth. We want to make sure it’s the right fit.”

Hazlewood adds that the “why” question is important; as in, “Why have you chosen real estate for a career?”

“That they love people and that they have a hunger and a desire to succeed is the right answer,” she says. “This is a people business; houses are, almost a by-product.”

“It is a great profession,” Klein says. “What you put into it is what you get back. And we want to make sure that we have the training and the support and the systems for them to be successful.”

“We preach that success brings opportunities. We pride ourselves on the culture we have created here; the education, support and the right tools to ensure our agents succeed.”

“And we want the public, and other agencies to know that when they are dealing with a Property Group agent that they are getting someone who is knowledgeable, ethical and who knows how to lead a contract from initial offer to closing.

Klein says after hiring, or potentially hiring someone new to the business, that he asks them to take a week and come up with a list of names, of people who they know, who support them. “If they bring back a list of five or ten people then I question how motivated they really are,” he says. “But if they come back with 200 people who they say already love and support them, it shows me they have really put in the time to think about what it will take for success.”

“We have the professional materials available to begin marketing to that agent’s list of names. From pre-listing packets, to advertising materials that we use to promote the agents.”

“And the addition of Linda Kennedy as our office manager/closing coordinator has been a big benefit to us. She has a lot of experience and is very knowledgeable.”

Both Klein and Hazlewood look at the process, and the underlying culture, as investing in the growth and the future of their agents. “That, in turn, makes us successful,” Klein says.

Approaching the two-year anniversary of the death of Realtor Beverly Carter, they also wanted to talk about the safety programs put in place by their company, which include, among other things, getting a copy of an unknown clients driver’s license. “I just want people to know,” Hazlewood began,” and especially the newer agents out there, that we have had an overwhelmingly positive response from the public on this. They do understand, and they sincerely want us all to be safe.”

“Everyone here loves to come to work,” Klein says. “It’s very open and there is a constant collaborative effort. We share ideas. And we share our experiences, the good and the bad.”

“We hang our hats on our people. It’s just a great place to be and I couldn’t ask for a better spot.”