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Earning Top Ranks: The Making of a Top Producer

by Tom Ferry

Castillo and Koonin both emphasize the importance of staying present in the minds of former clients. Both agents get much of their business from referrals and past clients and work to build a high level of trust. In one of his last transactions of the year, Castillo worked with sellers for the third time and sold their home after three days on the market with multiple offers.

Their willingness to do every single thing I said, regardless of expense, really stood out to me as clients who really, implicitly trusted me,” he said. “As opposed to giving me pushback on certain things, they just listened and they did it. They followed through beautifully, and I’m really grateful to them for that.”

Click here to read top producers’ advice to their younger, rookie agent selves!

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