One of the most popular features on Seattle Agent magazine’s website is regular recaps of the top home sales, which invite readers to gaze at beautiful images of dream homes or marvel at staggering sales prices. But what if you had an opportunity to draw on the experiences of some of the top brokers behind those deals?  

Such was the case during Seattle Agent magazine’s Accelerate Summit on March 25 at the InterContinental Bellevue hotel. A “dream team” of four regional brokers took the stage to share practical insights on how they became top industry producers. Here are some insightful takeaways from each panelist: 

Max Rombakh, managing broker at Windermere Real Estate Yarrow Bay 

“When I started, I took any deal anywhere — from Marysville to Tacoma — just to get transactions under my belt. I drove 20,000 miles per year. In 2012, after a ton of short sales during a downturn, I stopped driving as much and wasting my time. I became laser-focused on my area, which is Kirkland, and learned everything about the city. Spending less time in my car and more time focusing on one area made me more successful.” 

Tere Foster, principal, managing broker, CRS, GRI at Compass 

“I spend a lot of time doing ‘homework’ before I go into a meeting. I need to be prepared. Nothing replaces that. If I have a question about Kirkland, I can call Max because he’s focused there. Selling a property is a team effort between the agent and the owner. You have to have the seller’s commitment, and they have to believe you can do it. I’ve had listings that took four years to sell. The seller stayed in the game and went the distance. In the 1980s, two years into the business, I hired my first assistant, Beth Billington, who was a wonderful cocktail waitress at the Hyatt and wanted to get into real estate. Beth and I shared a little desk. Every time I hired somebody, my business grew exponentially. You need help. Everyone has the same amount of time, 24 hours in a day, so you have to make the most of your time. If you are not being productive most of the hours of the day, you’re not going to make a living in this business.” 

Michele Schuler, managing broker at Real Residential  

“If you’re going to set an audacious goal, you have to have a plan in place to get there. The older I get, the more specific I am about what I’m willing to do and who I’m willing to work with. I’m learning how to say no. I parse my client database every year. I don’t need to have thousands of people in my database.” 

Jay Kipp, founding director and managing broker at Realogics Sotheby’s International Realty  

“Hiring somebody and getting support was the big ‘unlock’ [moment] for me. This is a business, and it takes trust to bring someone else on. It took some trial and error, and I went through several different people before I found the right person. But I let go of some control so I could stay focused on the revenue side of the ledger.”