Long-term success, says the No. 1 RE/MAX agent in Alaska, comes from continuous education and putting people first.

Perhaps that's why Janelle Pfleiger, who's also the 2010 Alaska Realtor of the Year, has been going strong for 30 years. Those are just a few of the honors the Platinum Club member with RE/MAX Properties in Anchorage has racked up during her illustrious career.

"You have to be flexible to changes in the market – and there have been many of them in the past three decades," Pfleiger (CDPE, CLHMS, CRS, GRI) says. "You cannot do things the way you've always done them. There's always opportunity in any kind of market, but you have to look for it."

Here are other tips Pfleiger offers for long-term success:

   Find a mentor. Whether you've been in business for five years or 30 years, you need a coach; mine is Mike Selvaggio, a senior instructor with CRS and a national real estate coach.

Treat your business like a business. Don't think of real estate merely as a job, but rather a full-time career. Be disciplined, create a business plan and be professional.

Get social. You have to embrace social media if that's where your clients are and how they prefer to communicate with you. It helps you gain more exposure and develop a relationship with clients.

Watch the trends. From market shifts to changes in marketing, observe and adapt to new trends in real estate. This is where education and mentoring are a huge help. Don't be stagnant or your business will suffer.

Have a plan. Find a system that works for your business, and stick to it. I use Ninja Selling, a system based on the philosophy of building relationships, listening to clients and helping them achieve their goals. The system teaches us that real estate is less selling and more about helping people. Whatever you use, be consistent.

Take the extra step. It's not enough to give clients a business card and call it a day. Provide them with in-depth information (I give an info packet during the first meeting with a client) about real estate, yourself and what you can do for them.

Give back. A lot of people helped me learn the ropes when I got started. Networking and giving back to the industry and your peers goes a long way in securing more referrals. Plus, networking helps you understand the challenges other agents are facing, and you learn insights that could benefit your own business.

Farm an area. It takes time to build rapport with other agents and to develop a loyal clientele base. Pick an area to specialize in and study it, know it. The goal is to attract business, not chase it.

Spend wisely. Look at your marketing and your systems; if you're not seeing direct results from something, cut it out. For me, that was print ads. Also, if you have a core group of 50 "A" clients, you're better off focusing on those 50 people than blanketing the marketplace with ads that might not bring you business.

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Posted 11/30/10 

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