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268 269 their dreams.We set the standards for excellence; we consistently hear from our leadership team and our agents and our employees terms such as ‘excellence,’‘trust,’‘respect,’‘high energy,’‘profession- al,’‘inclusive.’ But we don’t claim success until our customer does.We want to earn our customers for life.We believe we achieve more, together, and we believe the quickest way to grow our company is to grow our people.” One of the ways in which BHHS Homesale helps grow its people is by not hogging the available sunlight.“None of our management team competes with our agents,” says Slaugh. “We aren’t listing and selling in competition with our agents in the field.We’re here as managers to help them gain control of their business and make money. So, our role is management and not sales. Our branch leaders are coaches.”“When you get to a lot of the areas we service in Central Pennsylvania and the outskirts of the Baltimore Metro, competing managers and owners is a common occurrence,” adds Messick. “We’re really focused on the way our company grows by helping our agents grow their productivity.” And that productivity, according to Coia, is sale is ranked #2 for closed units, with approx- imately 15,000, and is in the top ten for revenue, with over $3 billion in sales volume.“We have 28 real estate offices, just over 1,300 agents, and another 250-300 employees in our legacymarkets in Central Pennsylvania and the Greater Baltimore Metro,which is our newest geographic area,” says Messick.“That includes our real estate operation, our mortgage operation, our title and settlement services operations, property and casualty insur- ance, and also our propertymanagement firm. Real estate sales are about 70 percent of our total reve- nue. From the percentage of profitability, it’s a third, because the margins are a lot smaller in residential real estate than they are in our other businesses.” “One-stop-shopping has been our mantra in developing all the things that are needed on the way to closing,” says Slaugh.“The only two areas we do not own or operate are appraisal–we can’t be appraising our own transactions–and the other is home inspection.Those two areas we don’t do–the rest of them,we do.”And it’s that broad network of cyclical and counter-cyclical companies comple- menting one another that has been the basis of BHHS’ success. Regina Coia is President of Realty Operations. She came to the company sixmonths ago, drawn away from a 32-year career in the Philadelphia market by her new company’s culture and values.“We have two customers: our agents and their customers, our buyers and sellers,” she reflects. “And we have a core purpose which is to help people achieve www.DeltaMediaGroup.com 866-233-9833 | info@deltagroup.com Attracting MORE LEADS , converting MORE SALES and recruiting and retaining MORE AGENTS . Delta Media Group provides the tools that allow the broker and agent to reach their full potential. ALL-IN-ONE MARKETING SOLUTION Preferred Vendor of Choice to Berkshire Hathaway Home Services Homesale BHHS HOMESALE