1. Which brokerage are you from?
My name is Don Smith FRI, CRES, and I am the Broker Manager at Century 21 Dreams Inc., Brokerage.
2. How long have you been in the industry?
I have been involved in organized real estate since 1999 and work with 100+ REALTORS®. My Sales Representatives and Brokers at Century 21 are experienced and highly regarded in the business, they are collaborative, fair and do things the ethical way.
3. Why did you go into real estate?
Real estate as a family business, growing up with my father Don Smith Sr. who has been practicing since 1976.
4. What is the hardest part about being a real estate agent/broker?
Real estate is hard, period, and presents many challenges. We all do, or have suffered disappointments in this industry, but I have found that the mark of a consistently great REALTOR® relies upon the only thing we truly have control over – our attitude. A consistently positive attitude causes a chain reaction of positive events and is truly the catalyst of an extraordinary career in real estate.
5. What is the best piece of advice you can give a newbie agent?
Don't compromise your ethics. It’s easy to take shortcuts in this industry. Take the high road, do things the elevated way.
6. Tell us about your first sale (details and how it made you feel).
The first deal I wrote was in my first month of being licensed. I picked up a buyer from cold calling. Unfortunately for me, however, he wanted to buy something out of area, Cambridge, actually. Undeterred, I spoke with a few local Cambridge agents, many tried to have me refer the business, however, due to the fact I wasn't carrying a book of business or had a wealth of experience, I wanted to run with the purchaser myself.
I strategically partnered with a REALTOR® who belonged to the Cambridge board. We quickly became friends and reciprocated information for many years. Within 2.5 weeks of me driving back and forth to Cambridge on the daily, we finally found something my purchaser liked.
I will never forget when I presented the offer in person later on that evening, the Sellers weren't really sure if they wanted to sell anymore. They excused themselves two or three times to pray, once for about an hour and a half looking for a sign. Eventually they signed our conditional deal.
The next day I received a call from the listing agent informing me that the Sellers had had a change of heart and no longer wanted to sell. I informed my Principal, however, he wanted the deal. All worked out in the end as the Sellers changed their minds yet again. The sale closed.
An interesting introduction to the variety of personalities you will encounter in this business.
7. What are three things an agent needs to be successful?
Attitude, a moral compass, proper training, support and direction... that's five.
8. What is your motto in business?
My personal philosophy is that success is the inevitable outcome of the work, persistence and conditions that are in place. Success is an outcome achieved through balance.
9. What is an agent’s greatest asset?
A REALTOR®'s greatest asset is found in communication. Grass roots relationship building through active listening and open channels of communication, developing business relationships that are relational not transactional, sustainable relationships with tomorrows in mind, not just our todays.
10. What are some common mistakes Realtors make and what can be done to avoid these?
It’s impossible to avoid mistakes entirely in this business, and truth be told it's how we learn and improve. Having said that, the best way we as REALTORS can minimize our exposure is to align ourselves with the right Brokerage. The right brokerage for everyone is different, but typically a formula for success would look like a collaborative, inviting, likeminded culture, coupled with the individualized training, support and tools needed to create a consistently profitable and sustainable income.
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