The more things change, the more they stay the same. The three agents who worked together, liked each other and decided to start a business that would put salespeople first are celebrating 30 years in business together doing just that.
Re/Max Performance Realty, started by brokers/owners Don McDougall, Dwain Johnson and Arvind Nair, serves the Surrey, North Delta, Cloverdale, White Rock and Langley, B.C. markets.
“We decided 30 years ago to put the salesperson first in every decision. That’s where the notion to go into business together came from,” Johnson says.
At that time, Re/Max was just appearing as a franchise. The company was eager to talk to the trio about becoming the first franchise in B.C., Johnson says. “We liked them. They cater to professional agents who are established in the marketplace who work hard to do better.”
The trio were lucky enough to attract good agents right from the start.
“We were well known in the community. We were careful and accepted those who were honest and had high ethical standards, something we’ve maintained for 30 years,” says Johnson.
In the first year there were a dozen agents, in the second year 30, and now the office has 60 agents. The trio has always made a conscious effort to keep their numbers manageable.
“We’ve been fairly consistent over the last 25 years. It’s a stable environment with a low rate of turnover. We still insist on good agents who work hard for their clients,” says Johnson.
In the beginning they worked from a couple of thousand square feet but have grown to a 10,000-sq.-ft. office now. “We cater to a standard of agent who likes to have space – a desk, computers and assistants in a professional business office-type environment.”
One of the biggest changes is the amount of training available now. The office has a mentorship program and third-party training offering particular skill sets, he says. “When we started we didn’t have the time or resources to train. Now many want professional training right out of the gate.”
The 66-year-old Johnson says to keep abreast of the quantum leap in technology, the office makes every effort to ensure equipment is leading edge and to provide top-notch support staff focused on technology.
Technology tends to flatten the playing field, but agents can’t hide behind it. Professionalism and education still matter, he says. Twenty per cent of Re/Max Performance’s agents were medallion top producers in 2013.
“We retain agents by loving them a lot and helping them 24/7. Our agents know they can call Don, Arvind or Dwain and their concerns will be taken care of, even on the weekends and at night,” Johnson says.
Agents also look after each other on a personal level, supporting colleagues who have family or medical issues. “The team effort goes a long way to foster friendship and loyalty,” he says.
A number of Re/Max Performance professionals volunteer on real estate board committees, one as a director and others working on education, MLS and public relations committees. Agents are also involved in charities including the Rotary Club, the Heart and Stroke foundation, the Children’s Miracle Network and toy and blanket drives.
As for the future, there are no retirement plans in the works. “It’s not in our nature to play golf,” Johnson says. “We’re engaged in the community and will continue to support professional standards and keep agents abreast of technology.”
Here’s to another 30 and beyond.
Connie Adair is a contributing writer for REM.
