4 minute read
GETTING THAT SALE
BY MELANIE ROBITAILLE, SR. STAFF WRITER & GRAPHIC DESIGNER
Any real estate veteran who has witnessed a market shift or two is a great mentor to shadow right now, as they’ll tell you these are the times that differentiate the true real estate professionals, from those perhaps looking for easy money. Irma Chavez-May is one such veteran, whose career with EXIT began in 2005 and was built during one of the worst recessions the U.S. has ever seen.
She’s no big city agent either. Hailing out of Las Cruces, NM, Irma managed to earn a six-figure income and consistently increase her number of ends each year in a market where the average listing price was in the $200,000 range at the time. She has over a dozen EXIT Realty production awards to her name, four of them Platinum for closing 100+ sides in the company’s production year, and she has been inducted into their Emerald Circle for accumulating over 750 sides in her career and, as of writing this, is only 45 sides away from the next level.
The typical real estate long game means more time between closings for sharpening skills, trying out new technology, and learning what works, which is exactly what Irma did when she first started out, saying, “I took advantage of every training opportunity that EXIT provided such as watching every webinar on the Resource Center and learning all that I could from other successful agents.”
An agent also faces rejection and comparisons, not to mention the complexities of client emotions throughout their career, so for Irma, mindset matters most. To this day she still listens to EXIT Founder and Chairman, Steve Morris’, affirmation CD she received as part of her EXIT welcome package to keep her head right and in the game.
IRMA CHAVEZ-MAY, SALES REP.
upfront and honest with clients to earn five-star reviews. But even she has faced her fair share of challenging clients, saying, “It’s important to have the confidence to walk away from a listing if the seller is being unreasonable about price and/or commission. Once a seller realizes that I don’t ‘need’ the listing and I’m not desperate, they usually change their attitude and take my professional advice.”
Another EXIT aspect that helped her weather those first few business building years, was Sponsoring. The opportunity of being able to earn single-level, passive income for helping to build the company was an idea Irma understood and tapped into mere months after joining the company. The 10% sponsoring residual she earned from EXIT Realty Corp. International each time her sponsor closed a transaction helped her fill in those gaps often found between closings, and she now has 13 sponsors and has earned over $450,000 in residual income.
“Sponsoring has become a huge part of my career success. Seventeen years later, and I still utilize all of EXIT’s products and have great luck with winning the listing on the majority of my appointments,” Irma said. And she shares these other vital suggestions for those wanting to do the same while making a name for themselves amidst a sea of sales representatives:
