Gary Woltal's Blog

Gary, in this competetive world, you've got to keep score by whatever means. It's what drives people otherwise people will eventually lose all ambition and that definitely won't be better.

You nailed it Gary -  sometimes the top of the heap lives a very unbalanced life!   I compete with myself.  I don't have a better day beause someone else's sucked nor am I a failure because someone else had an incredible day.   I set my own goals and celebrate when I meet or beat them.  If I don't reach my goal, I re-adjust and continue to move forward.  I guess I don't have a huge "I" personality.  But, I do have a beautifully balanced life and that puts me at the top of my own heap!

Hi Gary ... Neither agency for which I've worked has had them.  There are plaques on the wall, and they do not bother me at all.  However, in newspaper ads, it is sometimes difficult to see that the ranking exits only within that agency, and it can be misleading. 

If I'm at the top of the list, I'm all for them!  If I'm at the bottom, throw those suckers out!  Seriously, I think the Million Dollar Club is too dated for words.  In RE/MAX the Clubs mean a little something to RE/MAX members but the public doesn't understand and doesn't care.  I know absolutely nothing about the Clubs with Keller Williams or the other franchises.  One of my least favorite things is the Best of the Best things run by newspapers where the people stuff the ballot box to win a Best!

I agree Gary...These competitions also make agents cut corners to stay on top.

From the Broker's point of view, competition will get agents to realize their potential or wash 'em out.  Personally, the more tally boards we end up on, the more I realize what an "honor" it isn't. 

Gary, I think your snide alter ego needs to let 'er rip... you're holding everything in!

While I run a full time business, I have 4 kids, and my goal is to have a balanced life, to pay my bills and feed my family... and to try to make the world a little better place.  (My friends always tell me this is not a Miss America contest when I say this... good thing, 'cuz I wouldn't win.) Anyway, none of those awards tell you how they treat their customers or what kind of people they are.  Some of the ones with the highest rankings in my area are not well liked - their former clients will tell you why.  My former clients think I walk on water (I don't, but my point is I try to help them as much as I can - sell a dining room suit, stage their house, go to the house during a showing if the kids would be there alone, refer someone to rent the house the investor just bought from me, coordinate repairs to get a house ready, whatever). 

I guess the difference with me is I think I am selling high quality consultation and personal service.  My awards don't come on plaques.  They're in the hugs and the smiles I get.  Well, actually, maybe they do come on plaques - I keep a lot of my client photos on my walls.  It helps me remember why I do this everyday... in this market, it ain't the pay!

Peter: Good point. If there were no score in football with the clock ticking down in the fourth quarter there would be no final drives to win.

Susan: I think you were hitting on my way of thinking, that we can "also" be internally driven with our own goals.

Marie: Some brokerages are just big into the promoting of the list of agents, others focus more on selling the product.

Barbara: Another great thought. Does the public even understand these things? They don't even understand designations. If the Best of the Best is ballot stuffing then that is very deceptive and I can see why that would bother you.

William: There are lots of tricks to get to that top spot. Some have all the team members list the leader as the agent that sold the house, not the team member. Very sly.

AJ and Jodee: I think the tally boards after many years of doing them, just get old. Ok I'll let my alter ego out more often. Generates more comments at least ; ) That's the old line, "Now tell me what you REALLY think about this?"

Vicky: What a sterling comment. I think you are articulating how I feel about the "quality" of the experience, not just some raw number on the board. I am not discounting sales commissions and income as important, but other things like you mentioned are not as easily measured in the newsletters. Your idea of plaques being client photos on the walls and hugs was priceless. You should write all that up in a promotional brochure about yourself. It was absolutely superb.

Gary...

I don't mind awards. They are a cost effective way to keep people motivated. I have a goal of being the number three producer in my office. It hold me accountable so I guess there's no harm.

Of course, a lot of the other agents don't care one iota about an award.

It is always good to set goals :)

Thanks,

Tom Davis

World Class Delaware Realtor

Richard: Having a target to shoot for that you established and being held acountable to that is very good.

Tom: Goals are good and get you going in the right direction.

Gary...I know there are people who respond to that kind of challenge but a title only reflects a monetary achievement...not what  one did to get there.This society is rapidly becoming an any means to an end society with no regard for who we have to step on to get there...a twisted value system if you ask me!

No matter what...it doesn't push me to do anything any harder than what I want to do. I have enough on my plate....including taking the time for me...with family etc. (and the me part is AR and blogging :)

For some it may drive them to be MORE ...get MORE ...have MORE. I have a simple life....and content with what I have. We have a small office with about 30 agents. Most are part time...and the top producer is Randy .... the rest of us follow....

Well i work for a company thats the master of the 'poobahs'.........and by the looks of it it does seem to motivate a lot of people.........after 8 years i still have no clue what the different clubs and rankings are ...I just know that each plaque is bigger then the one before until you achieve gold pin status.......Personally I throw the list in the garbage when I get it.........But maybe if I was at the top of it I might frame it?  lol

Joan: I think you are so right on the mark. Trinkets mean something to some and almost nothing to others. Too bad we don't have some kind of quality measurement. People will step on you, you are right to move from #2 to #1. It gets downright silly sometimes.

Sally: I am so glad you said you are content with what you have. That means you know what you want. Some people go after these awards and still don't know what they want. I hope Randy being at the top is enjoying every minute of it (as long as that is what he wants). Sally, you always give me great perspective. Thanks.

Liz: Yes, I know RE/MAX International has all that structure to it. I guess it works for some that work in the company and others do their own thing. You are so independent. You made me laugh. Throwing the list in the garbage. I think you just might be a bit too much like me, a contrarian Liz.

Hi Gary...I have multiple goals, none of them hard and fast, and only one that pertains to real estate.  The one for real estate is more about doing the best job I can with each and every client.  Most times I succeed, occasionally I fall a little short. 

As long as I have been at RE/MAX I have been in the 100% club so it might be a let down if at some point I'm not.  I'll feel "sad" (an exaggeration) for 15 minutes or so.  Perhaps I should call that a goal also but I would have to list it as low priority.

The goals that really matter to me are the ones that have to do with the personal parts of my life.

Cheers,

Kathleen

Kathleen: I think our goals have to be "our" goals. I think you expressed it very well, that this is not your whole life but part of your life is business. They say the most advanced thinkers are the ones that focus on the personal parts of their life and that of course would be you.

Sometimes a little competition is a good thing, but most of the time it just wastes a lot of energy.

Oh don't even get me started with this one... all the hoopla seems to endorse my lifelong sense of feeling invisible... I'm really a team player at heart, not a driven maniac to deck my business card & desk area out like a Christmas tree (topped off with a red jacket :-)...it seems so "clubby" in a lot of ways. After my first 3 years, I decided not to care...to just listen to my inner guidance... then I found AR--- and know I'll never have a placque problem. (I have something better --- a cooler! hahaha)

Judy: I see you also see both sides to this. Probably if we go after our goals, whether we get the plaques a company provides that go along with those goals, really is immaterial to us from that perspective.

Mara: I knew you would tell me what you really think about this. You are in the camp of the strong "internal" compass and completely resent the outsiders telling you what success means to you. Your word "hoopla" is exactly what you think about these outsiders.  I know what you mean about the "clubby" feeling. It's almost like if you are not at a certain level of a club not only are you looked down upon, and you're not a team player, but you have a sense that others are asking you what is wrong with you. I think the answer is that nothing is wrong with you. You just want to take your ball (a beach ball in your case) and go play in another sandbox. I'm glad within Active Rain you've found a home where others understand you and will listen to you and you can lend us YOUR voice.

Thanks, Gary... I put an imaginary blue ribbon on every folder I submit with a closing check attached. I also think that achieving Google rankings is invaluable these days.

Mara: I like how you award yourself in the areas that you value. Isn't that what in the end what REALLY counts? Imaginary or real blue ribbon.

Personally, I dont find them annoying as much as I find them misleading in many cases.  They aren't misleading to me, but those million dollar clubs and bazillion in sales poohbahs lead the consumer to believe that we are all very wealthy.  And further down that thought line, that we don't work hard for our commissions, that it just falls in our laps.  And on and on and on with the misleading perceptions. 

There was this one couple top producers blah blah blah and they would climb over you for a buck and still will. They seem to lack soul and respect.  Then there are those agents who would call you if they came into contact with your client and you have a level of trust and respect and friendship.  Money should never be the motivation over treating people right.

Steve

Gary, Personally I only need the support and praise from my family, friends, and my clients. No medal or plaque on the wall is going to really show everyone who I really am. I need to prove myself to people and that is all done by interacting with people, it is done by "me".

I think it's a bit cheesy to advertise the "clubs" outside the company

I have worked for companies that do both. One really pushed the competitve stuff, and one who never recognized anyone for anything.

I like the latter. My business is just that- my business. I can't judge myself for better or worse because someone else in my office got more or less done than I did. I'm not competing with anyone. I just work hard, prove myself to my clients, and earn my living. I don't need all that hoopla. 

Gary, let me share a story that I may blog about at another time, but here it is in a nut shell. Company X posts a listing in MLS and comes on imediately as pending. The property is next to my office and the investor who owns the building I work out of will buy this property in a heart beat. I call the listing agent and he says it's already sold, I say I want to put in a back up offer right now , he says it's closing Tomorrow. I say why did you even put it in, well I wanted the credit from my firm and I helps to get me to the million dollar club, pin, jacket, balloons or some such level. Now I'm ripped and so is the buyer/abutter. Enjoy the acolades but I wouldn't be calling you for anything else. Steve

Gary - For some, the award are what motivates them to do well in the RE sales.  There are people (the consumers) that lean towards agents with lots of awards.  Bottom line is about you and servicing the clients right.

I don't keep plaques or awards in my office, but I do appreciate the acknowledgement at a RE/MAX convention, and I'm always happy to congratulate others, too.    It's kind of a bench-mark, but for oneself, not for the "public".     All the public cares about is professional, ethical representation, and strong negotiating skills.     In other words, they want us to do our jobs, and to do same well.     Within a company structure, though, with only one's peers in the audience, it can be a confirming statement of work achieved, and that's always good, too.

thanks for the post!

Li

Gary, In my company we have an awards dinner once a year and the top producers in several categories get a plaque to hang on their wall. I have one every award for the last 10 years!!! of course when you own a one man company it's pretty easy to do:)

Seriously though, quantity does not always equate with quality. I'm a small time broker in a small time market so my numbers probably look pitiful to a lot of folks. But that certainly doesn't mean I'm not good at what I do. It just means I like to spend too much time working on my tan instead of working:)

We've all seen and known the Bozo's!  And when you end up doing a transaction with them, it often really tells you all about their priorities and how much balance they really have in their life!  Not what I am looking for at all in my real estate career!

I think the importance of awards may be a little outdated.  Maybe it is because we all work in home offices or Starbucks more, and aren't in real estate office bull pens like we used to be.  There, the awards really were prominent.  Did you really want your client to walk down the cubicle aisle and see everybody else's awards and then when you get to your cubicle see none?  Or have them stand looking at the wall with the yearly ‘most important Realtor' plaques and you realize that you are not up there? So you had to get some too.  You had to worry about your clients' needs and also your need to be recognized.  Just worry about the client!

Awards are useful and motivational, as long as the titles awarded aren't misleading.

Phrases like "America's number one" or "100%" can be misunderstood by the public.  That approaches puffery. 

Gary,

I can tell you from experience that sales boards drive me batty!  I can't rest until I'm on that board so for me, it's probably a good motivational tool.

Dedra: Lots of misperceptions out there. The worst are the unethical or narcissistic Realtors giving the industry a black eye.

Steven: It's amazing what someone will do for money or that next level plaque.

Mana: I am glad you know who you are and what you value. Very good.

Mindy & Jay: The public doesn't understand the clubs anyway.

Kimberly: Great thought that your business is your business.

Steve: I read the details of that story on your blog. Some agents have no ethics it is sad to say.

Another: If you serve the clients properly it will all work out for you.

Li: Interesting point that the awards should stay "inside" the company when offered.

Broker Bryant: You have to run your own show and know what a good job is for YOU! Very enlightening.

Steve: I am glad you understand balance. Many don't.

Sarah & John: That was what I was thinking with models changing with home offices. Very perceptive.

Eric: We go from recognition to puffery which I know turns the public off.

Michael: Top Producer is overused like multimillionaire dollar agent. It all drones on in the client's ears. I agree reputation and relationship is everything in the end.

Diane: I think those boards drive everyone batty, that's why I wanted to know what YOU thought about them. If they help you grow your business then they work for you.

Gary- Am I to assume that these awards don't mean "diddly" to you LOL :)  I remember as a rookie, less than a year I made the top for San Diego County.....and noone else in my Office did, including the Pro's....boy did I get over that real fast :)  But I don't think I was a Bozo...will have to ask my old colleagues on that one.....LOL :)

Kathy: I have had boxes with plaques and pens and stuff and I am definitely one of those internal compass people. If I get one more certificate for anything I think I am going to wall paper my office with them. I think people who are #1 in a city or state, not all of them are Bozos. It is an accomplishment and there are people who are fine examples. But we could have a post also sharing our Bozo stories too. I'm glad when you were tops in San Diego it didn't go to your head. I have always thought your feet were planted firmly on the ground.

Gary:  'The Board' may very well be a great motivational tool--I don't mind seeing my name at the top, that's for sure!!  I will say, however, that I hate seeing the lists in the paper that claim that particular agents are the 'top producers'--Did they sell $100K or $10m to get on that monthly list?!

AND, I forgot to say, CONGRATULATIONS on that little gold star Gary!

Gary,

Puffery carries over to the issue of ethics in general.  How does it look to the public when you call yourself "number one" and they discover it's a gross exaggeration?

Why would anyone in this business want to exaggerate or misrepresent themselves and risk offending the consumer?

The race isn't always to the swiftest or the battle to the strongest but if you're placing a bet, it's a good guideline to follow.

I believe agents that win awards because they sell lots of houses are by and large, more experienced and therefore better at what they do than lower volume producers.

Being a bozo or leading an unbalanced life has nothing to do with it in my opinion.

YMMV

Debe: It is very confusing to the public, thanks for talking about fuzziness in all it means to the consumer. It seems like everyone is a top producer. Those stars come out of nowhere. You never know when it is your day. I appreciate your kindness as always.

Madeline: Exaggeration is ridiculous I agree.

Jim: Very good points about going with the performers. I didn't mean to denigrate anyone's hard work at the top, but as others pointed out some will run over you just to claim that top spot. The unbalanced part is just something I have observed with a handful of some at the top.

Some offices have these people who think they are so much better then the other realtors ion the office. They need to be deflated (egos).

I think deep down everyone in sales cares if there name is at the top of the list this month/year. Even those that say they don't care, they say they don't care because the don't believe thay can ever be at the top. SAt the last company I worked for I was the top selling agent for 5 years in a row. Now I work for a company with a lot of great people and I am no where near the top, yet !! But my goal is to strive to be there. If I don't make it to the top that's OK with me. as long as I tried my best and I didn't lie and cheat my way to the top.

People (agents) by nature are competitive.  Most need a goal they want to try and achieve.  Clubs, awards can help that process along.  The question an agent has to ask them selves is the process worth the results.  Is the award real or is it false.  An example:  A team leader taking all the credit for the 5 members of the team.  He or she gets a top award-the others don't.  How about counting units or volume toward awards when what counts is the commission paid to the agent.  Discounting to get volume means nothing.

I would like to see an award based on the net profit an agent makes.  How much money do they really keep after all the bills are paid.  If we did this 1/2 the teams would go away, there would be NO newspaper advertising and the homes magazines would be bankrupt.  Maybe each state should require minimum production requirements to keep a real estate license.  One deal a month or send that license back to the state.  Somehow I don't think the state and national Realtor organizations would like this......

Wayne "SHORTY" Short, ABRM, CRB, CRP, CRS, E-pro, MBA

Broker/Owner RE/MAX Realty Professionals, "Lifetime Achievment" Award

Wichita, KS:  Licensed since 1981

The most successful agents I've met in my nine-year career are very humble, rather low-profile.  They don't need to boast about their sales or awards.  New Jersey broker Diane Turton would be a good example of this kind of professionalism.

Well I think that it serves it purpose in a undisciplined world. It tells the bottom people they aren't producing much, it tells the average people they are average, and tells the high ranking people they are doing well, all good things. How many people want to watch an NBA game if they weren't keeping score?

I've been an athlete and coach in my offline life and the reality is competitors care about how they rank.  They are drivers and will ultimately do what it takes to win, but the challenge is without knowing how other people are doing its hard to know how much game to bring to the table.  There are others who aren't wired as a competitor.  That's Okay and I realize that sums up a lot of agents, but the ones who put the numbers on the board and ultimately create brand awareness for a given franchise do care where they stand and want to have worthy competitors to compete against.  Without them and their recognition many offices wouldn't be who they are today.

Gary- yep, I would say my feet are planted on the ground, and that being humble is more my style.  I like to know what's going on, and I work hard, but that's about it.....the whole ego wall thing isn't for me.  Good assessment, and I'll watch for the Bozo Post...... LOL :)

Hi Gary,

The biggest and the best can become a deception.  Competitive awards diminish the reality of enjoying overflowing life!  People relate to weakness and failure much more than strength and success! 

The person who overcomes overwhelming obstacles is thankful to be alive! 

Hilarious Gary, I agree. I hate the boards too.

First of all when I started in real estate, I had 5 children all 13 and under.

No way could I have, or did I want to compete with everyone. My family is most important.

Second, at one company I was with, our Broker gave out awards every month.  I threw them in the trash barrel before I ever left the office.

I think that is why I am smiling. :)

Well I agree with you on this, Gary. And just because someone is on the top does not mean they ARE the best or most respected agent, nor are they actually netting the most money (and thus being most effective in their financial dealings). Guess I would rather take home a greater percentage of my earnings than worry about who "made" the most n gross commission.

Jeff

Gary, it seems that some people need this form of recognition.  I am not one of those, I will just plug along and worry about ensuring my clients get the best possible service I can provide them.  I have many awards from the Service.  Some mean quite alot TO ME, but just to me.

To each their own.

Competition is a wonderful motvational tool. But you are totally right...sometimes the ones at the top are total clowns!

I do think REMAX has a very motivational & fun system of rewards--- and it generates really fun & informative conventions worldwide. But I don't think that #2 = the first loser. I think that we can all be a #1 agent for every one of our customers. I'm reminded of when I used to tell my kids that they could be "a best friend" to every friend. Always be your best.

I know a few top producers with tons of awards, loads of cash, listings and sales - and no family life, no sleep and no friends in the industry. Are their peers just jealous? No - in one example, they know this individual would do ANYTHING to get the business and keep it. Lying, backstabbing, accusations, unethical comments to potential clients...but believe me, it is no secret in the community!

Last night I had dinner with some friends who experienced the venom directed at me, once upon a time...

They tell everyone they know about this one agent who badmouthed me, ran me down to them and accused me of doing JUST WHAT THE AGENT DID TO ME!!

I'm top salesperson of my office every month. Did I mention I work in my house?

The folks on the top of the list may not in the end make more money than I do as a middle of the roader.  I don't envy them and I would rather be #1 with my clients than any award that my office or association gives me. 

The previous comment was mine.  Seems AR doesen't want me to be logged in tonight!

Robert: When they are not humble, that is where the problem starts.

Alan: So being around the other top people has helped you stay sharp, that is good.

Wayne: Very innovative, do 12 deals a year or turn in your license. Net profit would be a better test of how you are running your business. We can only dream.

Eric: I like humble and successful agents. They are role models for me.

Ross: Keeping score is part of life in many areas.

Glenn: Competition does drive growth in a business, absolutely.

Kathy: I would write a bozo post but that might be celebrating negativity too much so that one might need to be written by someone else.

Dan: Success should be celebrated on all levels.

Missy: You are so funny smiling while throwing the plaques in the trash. You must be extremely confident even more so now.

Jeff: Gross commission is all they can measure, so that goes on the board. They could be running at a loss for the year.

Tim: Some of us are more internally motivated.

Ginny: I think for some at the top it just goes to their head as a superiority attitude, and they lose being humble.

Mara: That best friend to every friend is a wonderful way to think. Awards are what they are, you just have to see the bigger picture.

Dawn: Where that vindictiveness comes from I don't know, but it is not good, nor is the gossip. Those folks with no life are just hurting inside. It's sad.

Terry: Work at home agents are always #1.

Cindy: #1 with clients and higher net. Who can argue with that success? Good for you. Got to watch that Log in button at the top with AR.

Sales volume is usually a pretty useless number.  I really only care about what's left to put in my pocket.  Some agents spend a ton of money on expenses such as staff and marketing and end up with little in profit.

I'm usually near the top in some of these awards but they really don't do much for me.  I know how much I want to make and it doesn't matter how much others make.  I guess the only thing that it might do for me is that it shows what is possible.  If someone is doing 200 transactions it might inspire me to try to achieve more. 

Tim: You can see what others do as you say, and implement the models and systems and get to that level. The net in the end is what it all is about in a business in additon to great service.

Gary - i shared my experience weeks ago in a post about how a few years I was producing well and another agent who was trying to measure herself to me was very mean and would make snotty comments about my success until I asked my broker to just take down the board and elminate the obvious envy that was getting ugly.

Carol: I remember that post. Your success was just too much for her to handle with that visual all the time on the board. Envy and jealous in others or in ourselves is not good. It is a bad feeling and you know something is wrong about it intuitively.

The office that I worked at along time ago had the board. The office I am at now doesn't use one. I do have to admit that it was kind of nice knowing what everyone was doing.

Love the picture!!

Teresa: Ah, another highly competitive one. It's funny how some enjoy the board, others just appreciate it but it doesn't motivate them from an external perspective.

Gary, I've seen boards like these build a friendly competition within a group and also create envy and even hostility.  I think it depends on the group dynamic.  Some people are going to be competitive and try to outdo others whether the information is posted or surmised.  Love the clip art.  Congratulations on the featured post.

Pam: Competition is good, but the envy and supeiority complexes are not. Friendly, and fun working to be better I think everyone likes. But there has to be some humility in there too, and often you don't see that. In the clip art it was like Super Realtor. The feautre thing comes out of the blue. You never expect it.

Each person is different and may have different goals. There are people who are moms with little kids and they are working and doing the best they can, but their time to spend is different than someone in different circumstances. All these lists and awards and such do not take these sorts of things into consideration. Because someone is at the top does not make them the best. Just our 2 cents.

oh my word over 70 comments........holy macaroni! Its an event just reading your posts and then the comments on your posts........by the time I'm done that I don't have time to read anyone else........lol

I guess I don't mind these awards, but I also don't use them at my company.  One of my agents indicated that this was a disincentive for him.  I am also probably too disorganized to start a program like this.

Gary- you made your point.  Awards are self esteem builders, and after several very difficult years I would imagine some people really need the boost.  There should however ALWAYS be a bit of humility engraved upon soul of the recipient.

Bozos come in ALL parts of the sales spectrum. In our market, the highest sales belong to folks who collect listings.....usually "buying" lots of them at any price....some will fall off their listing roster and some will get lucky...their sales number game is what keeps them "exalted." Good Post !

Bob and Carolin: We all are different and can't see beyond just some one number you are right!!

Liz: This is what happens when that feature thing appears. You get wider exposure and your email InBox overflows.

Jason: A disincentive and too much work. That's the fun part of being a broker. You get to make up the rules.

Allison: I think the awards can be fun, like you said if humility is also involved and people don't get a superiority attitude.

Sally & David: Bozos can be anywhere, I have to remember that and not let it bother me. Some do as you pointed out play games with the numbers. Buying listings just wastes days on market but it happens all the time.

I personally love competition.  I also like being the best Realtor that I can be.  Sometimes those two don't mix.  Numbers on the board help me strive to do my best, but I really don't compare myself to those people and I really don't care who gets the biggest awards.  The last thing I need is more junk to clutter my life with.  LOL - I think that if I offer extremely good quality of service, the rest will follow.

Hi Gary,  I used to have a branch manager ( not a real estate office ) where the manager sent a month-end report to the home adress ( read that " spouse " ) of the sales rep !  Don't think this didn't have a very negative effecet on the bottom half of the reps !

Gary

I know what you are saying.  I think the real judges and jury are our clients. The quality of our service is usually reflected in how they rate us. I am more concerned with that than actual volume. When quality service is present...everything else will follow.

Emily: I like that you are competitive but your standards are set by you.

Bill: Ouch, sending things to the home address. Talk about taking your business home. I wonder what the spouses thought of that manager.

Trey: Our clients are our ultimate raters of our level of service.

Some firms swear by the rankings, others absolutely couldn't care less. Even if you are not a Realtor, but just have had a sales background, what do you think? Do we really need rankings to drive ourselves to work harder?

Hi Gary,

I don't care about rankings and award plaques.  Let's cut to the chase.  The most important thing to survive, in any business, is PROFIT.  Some agents that receive all the awards are spending their way to the top.  A perfect example was Brian Buffini, when he was working for RE/MAX.  Last week he told us he earned over $250K one year.  I think that was back in the '80s.  All the agents in that office wanted to be like Brian.  Was he successful?  No.  The problem was that he was spending 103% of his income!  You and I both know that won't work forever.

Here's a perfect example of the problem: Brian asked us why brokers don't give out awards to their agents with the greatest net profit.  Have you ever seen an award like that?  Something to ponder.

Now I believe Brian spent 103% of his income/profit on his personal life - having flash cars and the like.  I don't think he spent that amount on support staff and advertising etc like some of these Top Performers.  It is for this reason that I am a supporter of Brian; he teaches the 5 circles of life need to be in balance.

Not Yet Licensed (I love your name BTW): You are right that you can SPEND your way to the top and lose money for the year. I don't know enough about the Brian Buffini background as you do.

Susan: Counterpoint on Brian Buffini. Thanks for your comment. I know he provides much training out there live and recorded, that is highly regarded.

I guess it also depends on what kind of customers/clients you are trying to attract.  It does seem like there are a number of buyers and sellers who are focued on the transaction volume thinking if you are busy you must be good.  Luckily there are other people out there who just want to know if you will do a good job.

Carolyn: What a superb point you make. Sometimes doing the best job for them is what matters most. A big team, you might feel lost in the shuffle. No matter what, all consumers want great service and RESULTS.

These awards would be ok if it was apples to apples... But these awards are so unfair, I wish they would do away with them.  The agent in a high priced area such as California has to sell one house for 1.5 Million, and here in Texas with some of the lowest prices, we have to sell 10 to reach that dollar amount.  And Teams are not equal..Some have 2 on a team and some have 222 on a team but they are each treated the same. That is not a level playing field.  I am with RE/MAX and it always seems someone in California wins the "top producer" ....well yeah! Homes are 10 times more expensive there!  If you can't rank all players equal, then do away with it.

Gary~ congratulations on the well deserved feature.  Personally, I like setting goals and achieving them and an award is a tangible result.  As so many above have said, what counts is the net you keep and my guess is that a lot of the super achievers are overspending their way to the top.

Yes I agree. I have always been tempted to publish a humorous advertisement stating that I am in the top 1/2 od 1/2 of 1% of the entire galaxy and as an uber-broker....

Now I believe Brian spent 103% of his income/profit on his personal life - having flash cars and the like.  I don't think he spent that amount on support staff and advertising etc like some of these Top Performers.  It is for this reason that I am a supporter of Brian; he teaches the 5 circles of life need to be in balance.

Hi Susan,

Good point.  I think it was Buffini's personal budget that was at 103%.  His point was that he was winning all the awards, but he was broke.  Fortunately, he learned his lesson.  Brian did an excellent job talking about balance and budgets.  Too bad he can't run for President!  :)

Sorry.  That was me.

Just a couple of days ago I saw "million dollar producer" on a business card, now usually if they sell over 1 million they say "multi-million dollar producer"  So lets say if you are a "million dollar producer" I might be tempted to offer you a cup of soup, cuz lets face it, you are barely paying to be in the business. Unless of course you are not your only source of income.

I think the ego boards are ok if you need the boost... as you say I have enough plaques on the walls.  I'll take the check, thank you very much.

A few years ago we refined our business plan.  We looked at the folks at the top of the volume list and, knowing them personally, decided balance was something that was sorely missing.  Being on top of your game is great but not if it costs you everything else in life. 

Gary - This is a very interesting topic - it is a topic of discussuin in our company all the time. The company loves promoting that we have the top producers in the area.

These awards in the beginning were a motivator to me when I was first starting out- to achive what I perceived as the top producers success.

I have since learned that it is definetly not an even playing field as many have discussed in there posts. For example I am not at the top in my office - however I complete more transactions a year than most of the top producers. I work alone and not on a team and still complete more transactions. The company makes less money on those producers than they do on me. The philosphy is the more company signs out there the more the phone rings. In our area the competing companies each strive to have the #1 in the area - I have been to award ceremonies where 25 people were made into a team towards the end of the year so that they could achieve that number 1 ranking! That same company had more teams than you could imagine - that is everyone selling under 1 name  

I am happy being one of those middle of the road people - not at the top where it is only about competion - I have happy clients in happy homes and most of my business is repaet business and referrals from happy clients - and my bottom line is better than most top producers as a result! 

My broker/dealer has this list just once a year at our annual compliance weekend. They gives the names of the top 10, only placing #1. They give the range of 1-10 commissions. It lets everyone know what it takes to be in the top 10 and what it takes to be #1.  Its enough to stimulate competition in a good way, but not enough to make us miss the point that the client is still more important than the rank.

It's also called "Recognition".   Remember that a brokerage needs to give a "Pat on the Fanny" to keep top producers happy (as if the money isn't enough).  Can't give 'em a higher commission split so give 'em an award.

Sherry: Very good point about one $1 million dollar home vs. the work on ten $100,000 homes. Same dollars but much more work with the multiple ones. That's where these results get all skewed.

Lisa: If we could only measure the net, it would be more meaningful.

Michael: I think your humorous take on it is sometimes how the public views these awards.

Not Licensed Yet: Maybe it took Brian Buffini to go broke to figure out the balance part of his life that he needed.

Karen: So true, today you need to be a multi million dollar producer.

Jesse: Great point that balance is important along with making money.

Cindy: Thank you for all your details. From your middle of the road vantage point you have your act much more together than the top producers. Good for you.

Spencer: I like how they give the levels of commissions as you described. So you can see what you can really earn in the market.

Keith: Awards are great for the recognition. But some of the serious veterans here seem to say been there done that. It gets old.

Gary

I took down all my awards, got rid of the multimillion producer on business cards. I think sometimes us realtors are our own worst enemy. All this glitz and glamour of success is a real turn off for sellers when you are trying to get a listing for 6%. I let my actions speak for me.

Sean: I think it is good you have an inner drive and build a solid reputation for yourself. Your clients will definitely pick up on that. Actions always people watch.

Hey, Gary, hold on ! What would we be without the award dinners? A real estate license is a ticket to eat darned good at dozens of testimonials and tributes for everything under the sun given each year. I eat my dues in free buffets each year. Even if I never sold a home I eat better than ever because every time I turn around somebody's throwing a testimonial or award buffet. I've even played the piano at a few of these consecrated occasions. If I had placed a tip jar next to the candelabra I could've earned the average commissions for 2007. :-) Liberace would've been proud.

David: This is so true. How could we forget this benefit? Awards dinners give us high end meals. You are too funny, and I am starting to worry you and I are getting a bit too warped hanging around AR.

I will always take the free dinners.  And I like the plaques and awards.  Maybe I didn't earn enough trophies as a child....   Hmmm...

Where can I get that shirt?  Does it come with a cape $.   ;)

Sandra: It's Super Realtor or Mr. or Ms. Top Producer. I'm sure that T shirt is at your favorite local board somewhere. I had to laugh that you didn't get enough trophies as a kid. So that's the root of all of this : ) I can't argue with free dinners. That's definitely a perk out of the broker's hide.

Gary- No one told me I had to give my Agents a free dinner along with a trophy....... LOL :)

Kathy: Didn't you get the area broker's memo? You are in big trouble. The dinner is Saturday night. With today's market, your agents are counting on at least one decent meal that day. FROM YOU!! : ) This is how we lowly agents survive till the next boom!! A Realtor luncheon here, an awards dinner there...

Hi Gary -- I think it's this way: Bozo the Clown made a lot of money; Bozos make money; clowns make money; Realtors make money whether they're on a list or not...if they do their jobs well.  God bless you!

Terry: Very good point. A good Realtor is a good Realtor, and in the end they will make money. They don't need to be a clown. God bless you too.

I like my awards but the goals that I set for myself are more important

Here at least, I've noticed that a lot of the "top" agents are actually an agent that has a team working under them.  The agent gets all the board credit, but their team of agents does all the work.  While I respect this model as a money earning wonderland, I think it sucks that the agent can claim they sell more than anyone else, when it's really their team of 10 agents.

I have my own goals, and I don't even compare myself to anyone else.  I compare against my own goals and go from there!

Vicki: I like those internal goals to drive me as well.

Sheree: How can one agent be ten agents? Makes no sense. They have to be in the group category, but then the group sizes vary. To even it out you would think they would divide GCI by number of agents for production per agent. This is where it gets very confusing sometimes. Compare yourself against yourself is the best thought you are right.

Great information...just what I was looking for.

thanks and good luck!

Mike Warren

Mike: The comments have presented a lot of answers to the tally boards or not? question. Hope it helped you out.

Gary, I read that Bozo (the clown) died in Los Angeles yesterday.  He was 83.

Bozo left behind a great legacy.  His memory lives on in politics and in many other occupations.  Look around you and you'll see bozo, the certified public accountant, bozo the federal judge and even bozo the mortgage broker.

If future clients will work with me because of my past success, I'll take them.  As far as plaques on my wall "ZERO".

I have many plaques....I'm proud to set goals and achieve them. Usually success comes to people with good reason. I don't gloat though. Putting the client first...no matter what, has brought me where I am today. I feel these rewards are like a report card but your right, they really don't make the agent. Remember, sometimes less business can be better when is comes to personal client attention.

Focus on the client and the reward will follow

i respect your prospectives.

Eric: I heard about the death of Larry Harmon. But the Bozos of the world are everywhere and in all professions. We just have to deal with it.

Vertical Lending: Our reputation you are right should be based on our service.

Karl: Great bottom line thought you gave us all there. Thanks.

Hi Gary -- Larry Harmon was actually the 2nd Bozo who "did his thing" for a little ove 50 years.  He died of congestive heart failure at his home.  All the Bozos will die; not all will leave such a fun and silly legacy!  God bless you!

Terry: I wasn't aware of the earlier Bozo. Larry was also such a funny and nice clown. Kids growing up would always laugh at him, but the term Bozo did find its way into society as those idiots among us, no offense to the fun the real Bozo gave us. God bless you too!!

Competition is good. If it helps individuals get more productive than fine. The only people who really seem to care about rankings and awards are the agents themselves, and in a lot of cases, not even them. An individuals definition of success is personal.

Thanks for blogging about this. Interesting comments.

Trey: Some agents you are right care, others don't about awards, rankings and plaques. I think summarizing what many said, you have to know in YOUR own mind, what success means to you. Glad you liked the comments. There are a bunch of opinions for sure.

I don't think it matters to most clients who is number 1.  Sometimes if you are the "#1" agent the clients don't think you will have time for them.  The want to know if they can trust you, if you care, and if you are good at what you do.

RE/MAX First (Charlie): I agree, the tradeoff in being #1, is often there are a team of people and you can't have access to the Rainmaker and "possibly" get lost in the shuffle with so much business they have. Not always true, but it can be.

 I really like your post Gary and I believe that some of the people that are on top of this list are not the greatest. One of the reasons that I'm not at the top of the list is because I am to honest.

 In order for some agents to get to the top and or be the greatest, they have to lie or twist the truth. It's all about what people will do to make that almighty (DOLLAR).

 Simple post with a great response, good job!

Robert Swetz

I think people pay attention to the "leader boards" but in the end, if you are experienced, your clients can tell.  Your ability to demonstrate your capabilities and confidence in the clients goes a lot further than a stupid plaque or certificate hanging on the wall.

Robert: Some will run right over you that are at the top. I try not to lump all of them like that but it is a reality like you pointed out. Set your own goals Robert that you can do honestly. I think everyone (your peers and clients) will admire you for that.

Tracy: Very wise words. The clients know. I like your phrase "Stupid Plaque." What do you really think Tracy? Don't hold back. Everyone chides me here for not opening up enough, so I get to pick on you. I greatly appreciate your thoughts.

Perhaps those who make up these lists are taking this quotation by Lord Kelvin to heart?  They want to measure everyting.

Gary:  I am the World's Greatest Realtor, because I am the World's Greatest Realtor to my client.  I don't take as many clients as other people, I don't have a "machine" that can spit out escrows like Watermelon Pits on the 4th of July, and my total focus is on getting my client the very best possible price for the property they are either selling or buying.  The goal is that the transaction is as pain free as possible and that I am there every step of the way to show my client the options that he/she has and support them in their decisions. 

I like the sales board because it keeps me focused on finding the next person who needs what I have to offer.  The competition is exhilarating and part of the game.  Money is how we keep score and is part of the process.  But I agree with you, if I never have to suffer through another rubber chicken dinner where we all clap politely and gossip on the drive home I would be a happier camper. 

But not everyone is like us, so pass the super sauce it helps the chicken go down nice and smooth.

Pamala

Bill: How'd you know I'm a Lord Kelvin fan? Measuring is fine but sales is both a science and an art. There is a qualitiative aspect to it as well which is hard to measure. The statistical nature of numbers also allows them to be skewed (one name representing a group of agents), and also higher avg. sales price around the country. I think the tally board proponents are purely in the science camp.

Pamala: I love how you spell your name by the way... thanks for your insightful and thoughtful comments. You have great focus on your client, the sales board serves to drive you which is good, but the rubber chicken dinners you think you would rather spend the time at home watching All in the Family reruns. Can't they just give the plaques in your mail InBox? I loved your expression - clap politely and gossip on the drive home. You nailed that one. Oh well, whichever culture we find ourselves in, those are the just the rules of the game. It is what it is. You are right, that we must know ourselves in the end.

Annoys me beyond belief. 

In fact D Magazine has made a fortune letting people buy ads where D Magazine selects them or their business as the Best.....in Dallas, i.e., Best Gynecologist, Best Crooked Used Car Salesman, Best Waiter Who Speaks Chinese, etc.

And what makes it even funnier is that, at least in D's case, those ad selections have become signs of a real pedigree.

And finally, it is even so silly that D Magazine sells the same ad to more than one, so we'll have 27 Number 1 Real Estate Agents, and each one of them will be smiling with their new white veneers posed in the park with their proud kids and husband....all dressed in black and white...while the repo man is putting her new Lexus on the bed of the wrecker.

OK I'm cynical.  Live with it.

Keeping score is a motivator but numbers can be manipulated as well. Like in our town, one claims to sell a house every 1.5 working days but fails to mention they only work 1.5 days a month. I ' m with competing against your own numbers and only you know the truth. I am judged by my clients and the repeat business.

Bill: Good to hear from you. I didn't know all that was going on with D Magazine. So much about what is going on beneath the scene is about money. It's not cynical, it is just some being very greedy. I love your repo man story with the Lexus  : )

Charles: That's the problem with numbers. What is their basis and how are they calculated? Having your own satisfied clients is a measure of quality on your part.

I think this type of recognition is also using as a marketing technique as well.   It is one thing to rank Joe Smith as the top agent in the firm in order to motivate other agents but I've noticed that these type of rankings also involve press releases, write-ups in the local paper, and coverage of the award ceremonies.  From that perspective, they are also used as a tool to gather new business, because who wouldn't want to list their house with the firm with the top agents?

Above All Financial Services (Michelle): Great point on the after effects with the PR, and write-ups. It helps give greater recognition to the top agent. Believe it or not some sellers are intimidated by the #1 agent and they think their ego is SO big, that this person is one they choose not to pursue, because they think a) they really are a bozo based on reputation or b) they have no time for selling my little house because they are some monster selling machine. It cuts both ways.

Gary said: "Bill: How'd you know I'm a Lord Kelvin fan?"

Isn't everyone?

In retrospect, "BOZO" would have most likely been an extremely successful real estate agent, given the fact that he (Larry Harmon) had the vision to understand franchising, the drive to capitalize on it, and a brilliant plan of action which included buying out his partners early on and becoming the sole owner of the licensing rights. His series of successful shows was grounded & developed enough to survive the tough competition of other network & syndicated programs for young children UNTIL 1997 (when FCC mandated more educational broadcasting). Essentially, "BOZO" had CLOWN WISDOM which is KNOWING HOW TO FALL--- by getting up with a smile :-)

Bill: I remember Lord Kelvin from setting the Kelvin temperature scale. O K = -273 C, absolute zero. Units of Kelving not degrees Kelvin.

Mara: I am completely impressed on your Bozo history. I didn't know that about the licensing rights. Usually if you get a "piece of the action" like in the movies it is better than a fee for performance. Clown wisdom of knowing how to fall by getting up with a smile is pure genius Mara. We all should be more like Bozo : )

hey Gary... I guess that's why I'm not too ashamed to feel more like "Bozo" than a "top awads" agent! Bozo always made me smile and feel good. Isn't that what we want to do for our folks? (Then get them to throw their money into bucket number 6)?!  This is for you LOL!

What are you counting? The total amount of dollars or the number of transactions. The millionaires clubs don't really mean anything when your average sale in your town can be $1,000,000 each!  I'd rather work with the agent that has multiple transactions under his/her belt. Then I know that they have experience in numbers, not volume. YET lets face it, its the BIG companies that structured this, embelished upon the marketing of it, etc. What would you expect from corporations. Just another ploy to gain market share.  BRANDING is really what they thrive upon. Brand the "best" agent, the "best" company, the "best" whatever. And remember, its all a part of the competitiveness instituted by our own organization....Realtors!!!

Mara: Very funny. You are a woman of many talents in this world, Mom, REALTOR, philosopher, poet, humorist, Bozo historian. Wow... just extraordinary. Thanks for the laugh. Made my day!!!

With your multiple abilities, they'll be throwing money in all the buckets you put out. Remember us little people when your name is up there in the lights ; )

Phillip: Great point about branding. Also when the large companies recruit agents from other firms that's what they tout as their advantage to go work for them: branding. Some agents need a company brand, some agents develop their own brand. You painted a very accurate assessment of where all this got started.

Gary, now that's funny! We are ALL reflecting Light --- immeasureably... and 'blessed are the little people'... my group of choice! ;-)

Mara: Well if you want to hang around little people, I am the President of that club. Like I say, when you're mingling with the Madonnas, Oprahs, and Brad Pitts of the world, you can phone me anytime. I can keep you well grounded and tell you what the flavor of the month is at the Auburn and Opelika Dairy Queens : )

I just like the MOney....

Aaron Barnes: Knowing what you want is GOOD! Great for you.

Hi Gary,

During my career in real estate I have found that the "top" agents of the office aren't always playing on a level field. In one office the broker had 2 sons who were hand fed a lot of the leads or listings. At another office the brokers girlfriend was often given the voice mail calls from the night before.  I have seen a lot of favoritism over the years. I have also seen these same agents falter from their positions when the broker no longer was available to hand feed and they had to work like the rest of the agents.

Many agents are hard workers and have large sphere of influence. However, there are just as many that get by with a little help from the broker   

Unnamed Comment: I agree that it is not always a level playing field with top agents that have teams of buyers and listing agents reporting up to them, or get fed leads from the Broker. It can come crumbling down around them when the model changes. Thanks for your observations.