Getting That Sale BY MELANIE ROBITAILLE, SR. STAFF WRITER & GRAPHIC DESIGNER Any real estate veteran who has witnessed a market shift or two is a great mentor to shadow right now, as they’ll tell you these are the times that differentiate the true real estate professionals, from those perhaps looking for easy money. Irma Chavez-May is one such veteran, whose career with EXIT began in 2005 and was built during one of the worst recessions the U.S. has ever seen. She’s no big city agent either. Hailing out of Las Cruces, NM, Irma managed to earn a six-figure income and consistently increase her number of ends each year in a market where the average listing price was in the $200,000 range at the time. She has over a dozen EXIT Realty production awards to her name, four of them Platinum for closing 100+ sides in the company’s production year, and she has been inducted into their Emerald Circle for accumulating over 750 sides in her career and, as of writing this, is only 45 sides away from the next level. The typical real estate long game means more time between closings for sharpening skills, trying out new technology, and learning what works, which is exactly what Irma did when she first started out, saying, “I took advantage of every training opportunity that EXIT provided such as watching every webinar on the Resource Center and learning all that I could from other successful agents.” An agent also faces rejection and comparisons, not to mention the complexities of client emotions throughout their career, so for Irma, mindset matters most. To this day she still listens to EXIT Founder and Chairman, Steve Morris’, affirmation CD she received as part of her EXIT welcome package to keep her head right and in the game.
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“Seventeen years later, and I still utilize all of EXIT’s products and have great luck with winning the listing.” IRMA CHAVE Z-MAY, SALES REP.
“When I attend a listing appointment, I always come with all listing contracts in hand, ready to be signed the day of the appointment. My mindset is that when I ask for the signature, I’ll get it and it normally works! I understand the importance of having many listings to be successful, so when getting ready to meet with the seller, I have to have a positive attitude,” she admitted. “I make sure to dress in professional attire, I’m always well prepared, and I have the confidence to answer any question that I’m asked.” Ranking #1 for gross commissions in her office for several years, customer service is paramount to Irma. She believes in a strict code of ethics and always being