At 37 years in real estate, Randy is a master when it comes to getting listings – so much so that he ranks 18 among the top 300 realtors in his market. Since he began in 1985, he has made honesty, fiduciary responsibility, and developing lifelong relationships with clients his guiding principles. It’s about doing what’s best for the client.

Randy’s path began at Arizona State University when he met a commercial real estate agent. Doors opened and he entered into the world of commercial leasing and sales. But he gradually began to feel a certain dissatisfaction with the business. There was something missing. Residential real estate promised something more.

In 2000, after 15 years with RE/MAX, Randy set out on his own with the purchase of a home buying company. Consequently, his initial focus was buyer representation.

In 2017, his success caught the attention of Weichert, a prominent real estate broker, who offered him a franchise opportunity. Randy accepted and took advantage of his new affiliation to further solidify his market position.

37 years is a considerable time, and Randy has had ample opportunity to see market cycles change and go into crises. Regardless of the situation, he’s pushed through, overcoming challenges and rising to new heights. And that means he now works with almost twice as many sellers as buyers, a far cry from when he first set out on his own.

• Randy begins by thoroughly researching the builder, subdivision, the amenities offered by the homeowner’s association, and recent sales in the area, both sold properties and those currently active or under contract.
• On the doorstep and facing the client, Randy knows he’s on stage. Upbeat, confident, and assumptive attitude, he projects confidence and professionalism. He’s every bit the successful agent to be taken seriously and trusted.
• Once there, it’s about being fully present while also capturing the prospective client’s attention and confidence. He has already visualized conducting a solid presentation resulting in a signed contract. Now he simply needs to act it out.

• During the walkthrough, speak aloud every upgrade and improvement you notice, no matter how small. You want to demonstrate that you have a comprehensive understanding of the upgrades in their home, even better than they do. For instance, you highlight the distinction between granite and formica or quartz countertops, or raised panel versus flat panel cabinets.
• Learn where they are from, how long they have been in the area, and how long they have lived in the house. When you learn about their personal journey, you build rapport. At times, you can further strengthen your connection to them by asking about something you notice. For example, you see a framed degree or college memorabilia, and you inquire about their alma mater. You see art, crafts, or hobbies, and you can delve into those subjects as well.
• Remember to consistently build up the property, focusing on its positive aspects. Always refrain from discussing repairs, cleaning, or staging ideas until you secure the listing. Establish your credibility, expertise, and level of service.

The key is to show prospective clients that you are the most competent agent for the job. Here are the points Randy makes sure he emphasizes:

• He shows his record of success, his knowledge of the market, and his experience in the industry.
• He emphasizes how he goes beyond the standard services offered by most agents:
• He fully leverages online platforms to showcase properties.
• Besides hiring a top professional photographer, he offers digital floor plans, specifically utilizing Matterport 3D technology.
• He explains how staging can attract more potential buyers and ultimately lead to higher offers, and then provides stager consultations.

• The seller needs to fully understand that hiring a professional is essential to achieving top dollar.
• Randy explains how he instills a sense of urgency in potential buyers and their agents. One thing he does before submitting an offer is contact the buyer’s agent over the phone, rather than relying solely on digital platforms.
• He shares stories and anecdotes from his own experience of his ability to successfully negotiate.
• He walks his clients through the negotiation process step by step to ensure they understand various strategies before they need to use them.
• Randy also discusses milestone dates. By establishing clear timelines for key stages of the selling process, such as inspections, appraisals, and closing, he ensures that everyone involved is aware of the necessary deadlines.

• Randy not only brings a hard copy of the listing contract, but also is ready to use a digital one through DocuSign. Time is of the essence in real estate, and by streamlining the signing process, he can move forward with the listing and focus on achieving the client’s goals.