Ted C. Jones, Ph.D.,Senior Vice President-Chief Economist, Stewart Title Guaranty Company and Director of Investor Relations, Stewart Information Services Corporation NYSE-STC, gave a robust presentation at the John Daugherty, Realtors sales meeting last week. He shared his incredible research and  foresight on economic predictions for Houston.  There were  many facts, figures, opinions and observations coupled with great humor.

His real estate and economic predictions have historically been “spot on.” Ted pointed out that the 2011 housing market in Houston is a normal market and parallels Houston’s 2002 market.   Ted noted that the best time to buy a home is when an economy is coming out of a down-cycle.  He further stated that this coupled with interest rates at an all time low makes it  a great time to buy. John Daugherty noted that we are most fortunate to live in Houston.

You can follow Ted’s predictions on his blog at blog.stewart.com.

Ted Jones, Cheri Fami, John Daugherty

The John Daugherty sales team, all agreed that last weeks sales meeting was one of the most informative while also being one of the most entertaining that they had ever attended.  Daugherty’s four top 2010 Top Producers conducted a “round table” meeting. Cheri Fama, Executive Vice President and Chief Operating Officer asked each to tell a little bit about themselves.

Houston estate agent, Laura Sweeney who is the company’s #1 top producer has been in the business for 13 years.  She credited John A. Daugherty, Jr.’s  keen sense of what makes a good sales person for her career.  John’s sales manager called Laura monthly encouraging her to get her license.  Laura said after so many calls, she just could not tell the manager she had not done it yet.  The rest is history.

Lisa Kornhauser who is the company’s #2 top producer has been selling real estate in Houston for 10 years.  She had 3 children under the age of 3. As a young mother she found she loved attending open houses.  When her children began attending school she knew she should become a Realtor because she would be doing something she loved to do, interacting with people.

Richard Ray soared to the ranks of top producer after only 2 short years in real estate.  This is the career he has had the longest and is the one he has enjoyed the most.  Before becoming a Realtor, Richard handled his own rental properties and remodeled 8 homes.  He said with his past experience a career in real estate was a natural next step.

Laura Mayer also soared to the ranks of top producer in a very short period of time.  She says her outgoing personality is much better suited to working with people than working on a computer which is what she did when she was in investment banking and private equity.

front row- Richard Ray, Laura Sweeney, Lisa Kornhauser, Laura Mayer - back row - Cheri Fama, John Daugherty

The Daugherty Round Table team was then asked the secrets of their success.  Many of their answers illustrated the common thread of success and many of their answers illustrated how individual each person’s approach can be.

Laura Sweeney stressed the importance of staying positive and keeping your own ego out of the deal. She also stressed how important it is to work well with the other agent.  Lisa Kornhauser feels the most important key to success is negotiating, the delivery and the presentation.  She also cautioned to always remember that one’s clients are paying them.  Richard Ray agreed with Laura and Lisa. He said to keep an attitude of service.  He said it is really helpful to imagine the negotiations as plays on a chess board and yourself high above it so that you can view it at a distance and do the best job for your client.  Laura  Mayer stressed thinking outside the box.  She feels that many Houston real estate agents are doing the same things to market their listings.  She likes to think of creative ways to market her listing in an effort to reach the buyers first.

In closing, Laura Sweeney read a quote her husband printed out for her to bring to the round table discussion.  “Success is a matter of hanging on after everyone else has let go.”