As I am sure many of you are aware, we are having our very first Heavy Hitters speakers series coming up with Mark Rucco, a well respected member of the local real estate community who closed over 335 transactions last year. Well in preparation for this exciting event, we had Mark in the office to flesh out some of the stories on how he came up with his secret sauce to ensure everyone who attends the event leaves with at least 3 valuable new ideas for how to grow their business.

What I found to be most interesting in talking to Mark was that much of his success came from mastering and consistently applying the fundamentals. Mark told us about the two primary components of his daily practice that he feels allows for him to continue achieving great success: 1.) Get face-to-face appointments and 2.) Have product knowledge.

Many agents in Mark's eyes try to skirt around the prospecting of the side of the business and seek to try and create new and innovative ideas for how to touch prospective clients in every possible way that does not involve the telephone. Mark was adamant; pick up the phone and call. If new to the real estate industry pick up the phone and call listing agents, ask if you can market their property in order to generate buyers and clients for yourself. Call your friends, neighbors, follow-ups, everyone…call with the end game in mind of getting a face-to-face meeting. Texting and email do not make the same impact on a person…pick up the phone and call.

As Mark goes on, he points out one additional piece for us to keep in mind – be the resource. Which brings us to his second fundamental of product knowledge, knowing your market and the world you operate in better than anyone else. Getting the prospective homebuyer on the phone and ready to meet is great, but if we know nothing about the availability of homes available based on the specific needs of the homebuyer, it is going to be difficult to achieve our goal of getting them the one they'll love and earn the commission we work so hard for.

Mark told us about how when he first got started he'd read the MLS reports first thing in the morning on a daily basis. He studied the homes that just came up for sale, the price per square foot and the agents representing the seller…everything he could possibly absorb. This made him the go to guy in specific neighborhoods. He became a specialist, something that Mark would end up finding to be a keystone ingredient for his long term success.

We don't want to go in to much more detail about Mark's stories as they are better shared through his own animated personality. I know Mark's story well, and can assure you that at some point in his career you will find common ground, and more importantly, stories from this shared experience that can help us overcome whatever difficulty currently preventing us from becoming our best selves.

This event is already booked over 75% of capacity. So please reach out and RSVP your seat today by calling 561-864-2458, or emailing Brett Vidro at [email protected]. Our Heavy Hitters interview with Mark Rucco will be held at the Cinemark Theater in Boca Raton on October 26th from 9:30am – 12:00pm. While this is only the first of many in this series, it is surely one you will not want to miss.

The views of this blog, "Your Morning Shot" podcast, and on this site in general are solely those of the authors, Matt Weaver (NMLS-175651) and Zack Lewis, and do not express the views or opinions of Finance of America Mortgage.