Follow Kirk Linkedin Facebook
Email Kirk Email
Residential Real Estate
Feb 1, 2018

My Sister’s Husband’s Cousin is a Realtor

Sponsored Content provided by Kirk Pugh - Broker and Realtor, KBT Realty


As I sat down at my computer, a writer from Fortune magazine messaged me on Facebook, of all places, to ask my opinion of an article she was writing.

The article compared two major real estate brands and the corresponding relationship between experience and success. I suggested to her that longevity does not necessarily translate to success at a high level.


New Agents

With a natural attrition rate of more than 30 percent, the turnover in the real estate industry is high. Most big-box brands (secret: many are subsidiaries of the same company) earn their living collecting large commissions and fees from the endless queue of new agents coming through the revolving door.

A lot of first-year agents sell few, if any, homes. During their brief stint as a Realtor, their new licenses offset much of the overhead related to the big-box brand, they will sell their aunt’s cousin’s house and then move on to a more stable career. A firm with 200-plus agents must replace about 60 agents each year just to keep pace in the market. 

Using the 80/20 rule, 20 percent of agents in any given area handle the majority of the business. In Wilmington, that correlates to roughly 2,240 agents (80 percent) sharing the short straw.

So, the question is, what makes an agent successful and who should you hire?


Successful Agents

Certainly, knowledge, work ethic, reliability and personality all play a role in being a successful agent. But, the best in the industry seem to have an additional similar trait - they do the right thing always

When an agent is mainly concerned about the paycheck, eventually clients will disengage, lose trust and gravitate toward someone coming from contribution rather than out of need. They don’t teach that in real estate school.

Similarly, in his book “Start with Why: How Great Leaders Inspire Everyone to Take Action,” Simon Sinek says: People don’t buy what you do; they buy why you do it. And what you do simply proves what you believe.

At church this weekend, our pastor told a story of Jesus praying to God saying, “This is my will, but if not mine, then yours.” I am sure I’ve butchered the quote, but my approach with a client is similar - “This is my advice, but y’all call the shots.”

The real estate profession is supposed to provide information, a perspective based on experience, counsel and guidance, while at the same time wading through the quagmire of forms, contracts, addendums and negotiations.


KBT Agents

The four main principles by which our group operates are:

  • Put others before self
  • Come from contribution
  • Do the right thing always
  • Be smart, work hard and have a servant’s heart
When you hire an agent to work for you, be sure to ask the right questions. Tenure and brand have little to do with success or ability. Wicked smarts, work ethic, experience and a proven track record are the lowest common denominators.  

An agent’s willingness to come from contribution and risk “the deal” over the paycheck has the ability to ratchet-down the stress associated with what is often the single largest financial decision that you make in your lifetime.

Kirk Pugh is a 25-year hospitality professional turned real estate broker. Licensed since 2009, together with his partners Becky Brown and Tyson Emery, they own and operate the KBT Realty Team, a division of Keller Williams Realty. Originally from Louisville, Kentucky, Kirk has been blessed to live in some amazing places during the course of his career and has called Wilmington home since 2001.

“Seek first to understand before being understood" is one of the more recent quotes on Kirk's list of favorites. Understanding his clients, who they are, how they live and where they are in life’s journey is most important in determining how he can meet their needs.

•    Past Board Member of the Coastal Carolina Real Estate Investors Association
•    Sixteen years of immersive local real estate knowledge
•    Attend Port City Community Church
•    Volunteer Cape Fear Habitat for Humanity
•    Access Wilmington
•    American Heart Association
•    Avid Tennis Player
•    Fisherman
•    Consumer of fine wine

Kirk makes his home in Landfall with his wife Janine, his step-children Ryan and Samantha, and his son, Austin. Their two dogs and three bunnies allow them to stay there with them. 

 

Blockad
Ico insights

INSIGHTS

SPONSORS' CONTENT
Karagansmanncshlaw300x300

Post-Retirement Planning: A Checklist for Seniors

Kara Gansmann - Cranfill Sumner & Hartzog LLP
Aaeaaqaaaaaaaaidaaaajdhiztrkodm0lte2yjetngrkmy1hotrmltawmdvlmwqyztmymw

Three Tools to Make Your Startup Social Media Painless

Diane Durance - UNCW Center for Innovation and Entrepreneurship
Yasminheadshotwithlogo

Why Volunteer for a Nonprofit Board?

Yasmin Tomkinson - Cape Fear Literacy Council

Trending News

YMCA Plans For Future Pool, Other Facilities Off S. 17th Street

Cece Nunn - Feb 15, 2018

Barbecue Chain Mac's Speed Shop Speeding To Wilmington

Jessica Maurer - Feb 14, 2018

New Owner Takes Over Riverboat Landing Spot

Jessica Maurer - Feb 14, 2018

Elite Innovations, New PR Firm Move Into Murchison Building

Cece Nunn - Feb 14, 2018

Wedding Planner Opens Bike Rental Shop Downtown

Cece Nunn - Feb 16, 2018

In The Current Issue

Villasenor Family Finds Market Nich

The Villasenor siblings are partners in Los Portales Supermarket and Taqueria, as well as a new restaurant, Tequila Comida and Cantina, expe...


Plan A Successful Succession

Local experts share how to successfully prepare for a family business succession plan....


Safur’s Take On Crime Prevention

Safur is developing high-tech wearable devices to help stop sexually-based crimes from happening....

Book On Business

The 2018 WilmingtonBiz: Book on Business is an annual publication showcasing the Wilmington region as a center of business.

Order Your Copy Today!


Galleries

Videos

WilmingtonBiz Expo - Keynote Lunch with John Gizdic, CEO, New Hanover Regional Medical Center
Wilmington's Most Intriguing People of 2017
2017 Health Care Heroes