Top 100 Tips: Seek Out Mentors, Craft a Plan and Don’t Be Deterred

Fifteen years ago, Bernie Gallerani moved from Las Vegas to Hendersonville, Tennessee, near Nashville, to launch a new career in real estate. He had the advantage of franchise sales experience behind him, but he found himself in a new city, in a new line of work, without a built-in support network of friends and family to draw clients from.

The Team Leader and his wife Wendy – now a Broker Associate and Office Manager for the Bernie Gallerani Team, a brokerage of RE/MAX Choice Properties in Hendersonville – didn’t let that hurdle stop them. As of April 2019, The Bernie Gallerani Team is ranked No. 21 in the U.S. for residential sales, and Gallerani is a member of the Circle of Legends.

Here are the actions that have helped make him a Top 100 producer:

1. Tap the knowledge of others
“We were living in a new area and I was just starting in real estate, so I signed up for professional real estate coaching. One of the first things I learned was to come up with a plan of action. I developed a business plan and stayed focused on it. I didn’t get distracted by what everyone else was doing.”

2. Stick to the game plan
“Focusing on my plan paid off. I would encourage new agents to find successful mentors and develop a goal-based plan. Don’t let anyone deter you from doing what you set out to do.”

3. Make lead generation your No. 1 job
“From 8 a.m. to noon, five days a week, I worked on lead generation [when I was getting started in the business]; that might be calling past clients, centers of influence, expireds or for sale by owners. If another agent needed to talk to me about a pending deal, he or she had to wait until 1 p.m. when I returned from lunch. That commitment to prospecting separated me from everyone else in my area.”

4. Align with a proven winner
“It’s important to find and interact with agents who are successful, and the RE/MAX brand attracts successful Realtors. Affiliating with a company that has the right kinds of people is instrumental in helping anyone achieve the goals they want to achieve.”

5. Become a people person
“Real estate is not easy, but it’s also not difficult. It comes down to taking care of your clients. This is a people business. The challenge is being able to navigate all the different types of client personalities we come across. Everybody has a different need and desire, and we have to be able to ebb and flow through that system.”

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