30 under 30
Energizing the Industry
By Robert Sharoff, Robert Freedman, Pamela Geurds Kabati, Stacey Moncrieff, Lucien Salvant, and Christina Hoffmann Spira
Watch out, real estate. The new kids are in town. One look at our 30 under 30 will shake up everything you’ve seen and heard in the past few years about the aging of the real estate profession. Don’t let their fresh faces fool you. These 20-somethings understand the meaning of hard work. To make it in real estate, they’ve been door knocking and cold calling their way across America. They’re comfortable in front of a computer screen, but they understand the limitations of a laptop in the people-oriented real estate world. From all the under- 30s who wrote to tell us their story, we assembled a group that included young people from a broad range of markets, backgrounds, and success levels to give you a sense of the variety of new talent out there. Two common threads run through the stories of these bright, young professionals. First, they get a big charge from what they’re doing. “Every time I get a new listing, it’s a rush,” says 29-year-old Eric Goosen. And second, they have an inspiring faith that they’re changing people’s lives for the better. Araceli Tamez, 27, specializes in helping entry-level Hispanic buyers: “I want people to become homeowners,” she says, “because homeownership engenders pride.” Read on to meet our 30 under 30, and let their stories reenergize you.
Dreams for sale
Cristal Robinson, 24
Owner, American Real Estate Services, Amarillo, Texas
E-Mail: ARES@surfinghomes.com
Cristal Robinson is already a broker-owner and mortgage purveyor--and now she’s aspiring to build homes. It’s hard to believe she’s only 24 years old. Robinson’s energy comes from her desire to help buyers, particularly first timers. “You get close to buyers,” says Robinson, who opened her real estate business at age 20. “Sellers just want results, and the quicker the better. But buyers are people you can help. And when you make their dream come true, they’re grateful.”
Last year Robinson sold 16 homes in her market--plus nine more in other parts of the Panhandle region--for a total volume of $2 million. Her Web site, www.surfinghomes.com, went up in 1996, making it one of the first in town. She estimates that nearly 25 percent of her business is Internet related. “We’ve had more than 30,000 hits,” she says. “It’s been a great investment.”
Robinson spent a lot of time last year learning the mortgage side of the business. “This year I expect our mortgage business to more than double because I now know how to match people up with the right products.”
She has also opened a home supply showroom and--with her husband, Matthew—a company that builds steel-frame houses.
“I have 80 buyers right now, but there are no houses,” she says. “So maybe the answer is to start building them.”
Bermuda, anyone?
Clarence Oliveira, 25
Sales associate
Century 21 M&M Associates
Turlock, Calif.
Afghans and door knockers are nice, but Clarence Oliveira gives closing gifts with more pizzazz.
His customers get one-week vacations anywhere they want to go--within a set dollar amount--after the close of escrow. “After that,” he says, “they’re customers for life.”
Oliveira--who sold 80 homes last year, for a total volume of $12 million--sells “a lot of farms, ranches, and investment properties” in rural Turlock. He started off selling to the local Portuguese community, of which he’s a member, and has since expanded to other groups.
A sports fanatic, Oliveira also personally sponsors two local softball teams, one for kids and one for adults, and has been known to join in on occasion. “I pitch, I play shortstop, any position as long as they let me play.”
A selling prodigy
Adam Kaufman, 29
Sales associate
Realty One
Woodmere, Ohio
“Real estate has been my hobby since I was 10 years old,” says Adam Kaufman. “Every Sunday, when my friends were out playing football, I’d go to open houses. I was a walking encyclopedia of who bought what and for how much.”
He still is, and last year his volume was $40 million.
Kaufman got to that extraordinary volume by being there for clients and customers. “When I do a transaction, I’m there until the end, coordinating whatever needs to be done--plumbing, electrical work, decorating.”
His success with buyers, he says, comes from recognizing they’re creatures of habit: “The key is to figure out what people really want as opposed to what they say they want. If you see their surroundings and how they live now, you can tell what will interest them in the future.”
Blood, sweat, and tears
Matt Dopp, 24
Sales associate, ERA Webber Real Estate
Layton, Utah
When you hit $6 million in volume in your first year in business, it’s a safe bet you have real estate in your blood.
Matt Dopp does. Since joining his father’s company in 1998 in this growing town 30 minutes from Salt Lake City, the third-generation associate has closed some 50 transaction sides a year--most of them from referrals.
“I get two or three clients for each client I sell a house to,” he says.
Dopp says the best part about his work is knowing he’s making a difference. In one deal, he helped a household erase a 16-year belief that they couldn’t afford to own--and helped them get their financial house in order.
“I treat my clients the way I’d like to be treated, so if they want me to do something for them at 11 o’clock at night, I do it.”
‘Se español’
Araceli Tamez, 27
Sales associate
Mac & Co.
Oklahoma City
E-Mail: AraceliTa@Yahoo.com
As a homebuyer moving to a new city, Araceli Tamez so impressed the salesperson she was dealing with that he offered to pay her way through real estate school.
That was three years ago. Today that salesperson is her broker, and Tamez is every bit the go-getter he thought she’d be. Working mostly with low-income buyers, Tamez closes about four transactions a month and had a total volume last year of $850,000.
Tamez has developed a successful niche with the Hispanic community, doing local TV commercials in Spanish and conducting monthly workshops at the Latino Community Development Agency.
She’s a raving fan of technology, using e-mail and her Web site,www.telepath.com/araceli, to communicate and market herself, and a laptop to get listing contracts and enter online bids for HUD homes.
“I want people to become homeowners,” she says, “because homeownership engenders pride in the community.”
From the heart
Ryan Bishop, 28
Real estate consultant
Coldwell Banker Grant Realty
Spokane, Wash.
E-Mail: Ryan@rbishop.com
The heart of Ryan Bishop’s marketing program is a letter he sends every month to about 800 current and past clients, friends, and professional acquaintances.
The letters are surprisingly personal and emotional. “I call them my letters from the heart,” he says.
A recent dispatch listed the “100 things I want to accomplish before I die” and asked recipients to compile their own lists and send them in. So far, there have been 53 responses, and Bishop plans to publish them in upcoming letters.
His pen-pal marketing approach helped him achieve a volume last year of $8 million. He works with a youthful, six-person sales team--I'm the old man of the group,” he says--selling mainly to first-time and first-move-up buyers.
“We’ve built up a huge referral base,” he says, “and it just keeps snowballing.”
Cyber seller
Mark Spain, 28
Sales associate
RE/MAX Greater Atlanta
Dunwoody, Ga.
E-Mail: Spaint@bellsouth.net
“We get an average of 120 e-mails a day, and 90 percent of our leads are generated online,” says Mark Spain, who took over a family sales team in 1997 and grew the volume from $40 million to $62 million.
Spain also quadrupled the sales force to 13 people, including his wife, Lisa; his brother and sister-in-law, Bill and Debbie; and his father, Terry, who works part-time.
Spain sells properties all over Atlanta, but primarily in the northern suburbs; the average sales price is $200,000.
“I believe that if salespeople don’t embrace technology, they’ll disappear. I also think that in the future, fewer people will be doing more of the business. We want to be among them.”
From couches to houses
Frank Parks, 29
Associate broker
Callaway, Farnell and Moore
Seaford, Del.
E-Mail: parks@dmv.com
Five years ago, Frank Parks was a furniture salesman with a real estate license. A lot of young households that buy furniture also buy houses--and before he knew it, he was selling more houses than couches.
A few years later, when signs pointed to big growth in his largely rural market area, Parks worked out deals with developers. Now new-home sales make up more than half of his volume, which is on track to hit $5 million for the second year in a row.
Parks doesn’t miss an opportunity in his existing-home sales business, either. When he couldn’t find a buyer for a tiny flat-roofed house in a rundown part of town, he went to city hall and suggested that the house would make a wonderful police substation. The town agreed.
Capitalizing on opportunity, though, never comes at the expense of his reputation. “I want people to say positive things about the way I do business,” he says. “That’s more important than making a dollar.”
Dialing for dollars
Ted S. Byer, 28
Associate broker, Coldwell Banker Walker & Co.
Colorado Springs, Colo.
E-Mail: guru@codenet.net
“I’m on the phone three to five hours every day,” says Ted S. Byer of his take-no-prisoners approach to prospecting. “I start at 7 in the morning with expireds and FSBOs, and then I begin cold calling. It used to be something I had to force myself to do. Now I enjoy it.”
And it’s paying off. Byer did $10 million in volume last year and has sold an average of 100 houses per year for the past five years. “If you call 2,000 people a month,” he says, “you’re going to move some property.”
Byer has been ingenious about finding new ways to maximize his income. He was one of the first salespeople in the Colorado Springs market to charge transaction fees. “I started charging a $495 transaction fee, and the first year my income went up by $50,000,” he says.
Byer also bought and sold more than $1.5 million worth of real estate for his own portfolio last year.
What’s the best part of selling real estate? “The creative side,” says Byer. “I like solving problems and helping people--like when you have some property on the outskirts of town that nobody wants and you have to find the right person, and maybe it’s someone who wants to raise goats or something. I like putting the two together.”
A virtual sensation
Sheri Moritz, 26
Broker-owner, Concept 2000 Realty Inc.
Raleigh, N.C.
E-Mail: Concept2KS@aol.com
In six years, Sheri Moritz parlayed a $150 real estate course into a multimillion-dollar business with 14 sales associates. And she became a pioneer in her area, using the concept of a virtual office to grow her business without growing her office space.
Moritz’s sales associates all work from home and are required to have personal computers, cell phones, pagers, Internet access, and e-mail. Most also have printers, faxes, and laptops.(Her Web site is www.realtor.com/triangleareanc/concept2000.For more on her company, see “Companies to Watch,” December 1999.) To keep track of the associates’ activities, Moritz depends on the phone, e-mail, and weekly coffee klatches.
The company’s volume last year nearly tripled to $30 million as the company opened a branch in suburban Holly Springs and made plans for another in Charlotte.
“I’ve done no recruiting. They all come to me when they hear about my company and how much business I do.”
Open to a new career
Steve Osburn, 28
Associate broker, Windermere Real Estate Richard B. Smith Inc.
Boise, Idaho
E-Mail: steveo@windermere.com
When this former bank auditor walked into an open house five years ago, little did he know that he’d walk out with a new career. Steve Osburn’s conversation with the listing salesperson led him to join her company. Within a month, he’d closed his first sale.
Now he’s the second-highest producer in the office, with $6.2 million in volume last year.
He also recruits and mentors new salespeople. “I get a small portion of the commissions on transactions that new salespeople bring in,” he says. “But that’s not why I do it. I just like to give something back.”
Love deferred
Tim Murphy, 28
Kristi Colzani, 29
Broker-owners, 1st Sold Realty Group Inc.
Lockport, Ill.
E-Mail: iap701189@aol.com
You think young people today don’t understand the concept of delayed gratification? Meet Tim Murphy and Kristi Colzani.
These high school sweethearts have put marriage and family plans on hold--they both still live with Mom and Dad—as they build their business.
The couple started in real estate six years ago. “We wanted to be in something we could do together,” says Murphy. At 26, on the day they got their broker’s licenses, they started their own company. They compete against the local heavyweight, they say, by offering “a package of services at the lowest commission rate we can.” In 1999 they did $5 million in business.
He’s a card
J. R. Sangiuliano, 24
Sales associate
Century 21 JRS Realty
Clark, N.J.
In the two-plus years thatJ.R. Sangiuliano has been in real estate, he’s handed out more than 4,000 business cards. “I give a card to everyone I talk to--in restaurants, shops, everywhere.”
That, together with the 15,000 flyers he distributes each month and the eight hours of cold calls he makes weekly, has paid off.
In 1999 Sangiuliano closed more than $9 million worth of sales and was among the youngest sales associates to ever receive Century 21’s Centurion Award for sales production.
Sangiuliano works 75–90 hours a week in the company his parents have owned for 11 years. He heads its electronic marketing efforts--the company has a Web site, www.century21jrs.com, and posts listings on eight others--and also mentors newer salespeople.
“I wanted a job that would let me work as hard as I wanted to and that would reward me for that,” he says.
A family affair
Ian Benge, 28
Broker-owner, Southwestern Real Estate, Silver City, N.M.
E-Mail: benge@zianet.com
Ian Benge had already worked as a musician, caterer, and construction worker when, three years ago, he made a life-changing decision.
He decided to open a company to market a new mobile-home community. A year later, his company took over Southwestern Land Sales, the largest land brokerage in Grant County, N.M. In 1999 he added Neal Real Estate, a local residential brokerage, and changed the name of the company to Southwestern Real Estate(Web site:www.swlandandhome.com).
Today the company employs 10 salespeople in two offices and has a 25 percent market share. Total 1999 volume was $18 million. “We’re like a big, extended family,” says Benge of his staff. “There are probably not too many days when we don’t have kids crawling around.
Benge is also president of the Silver City Grant County Board of REALTORS®and is active in the local chamber of commerce and the Rotary Club.
At Southwestern, Benge says, his focus is on marketing, managing, and recruiting. On the management side, he’s considering going to a fee-for-service setup in certain situations. “I’ve never been afraid to try something new,” he says.
Giving thanks
Tammy Mitchell Hines, 26
Sales associate, Strano & Associates Better Homes and Gardens
Waterloo, Ill.
E-Mail: tammymitchellhines@realtor.com
Early success--she did $4 million in volume in 1995, her first year--left Tammy Mitchell Hines wanting to express her thanks to the community.
So last year she funded two $1,000 college scholarships at the local high school. The scholarships will be an annual program. “It’s a way to give something back. I was so young when I started, and I felt the community really supported me.”
Hines, who did $7 million in volume last year, is the youngest real estate salesperson in Monroe County. “I don’t do a lot of fancy marketing,” she says. “Most of my leads come from manning the office phones.
“I always try to be down to earth. I give the same attention to someone buying a $30,000 house as I do to someone looking for a $200,000 house. I feel that everybody deserves a home, and I want to help.”
As for technology, the more the better, she says. “I was the first salesperson in my office to have a laptop and a scanner, and it’s made my job a lot easier. If I need information about a property or about financing, I can pull it up instantly. It’s a big help.”
The marketing maven
Cindy Wrenn, 26
Sales associate, O’Conor, Piper & Flynn ERA, Frederick, Md.
E-Mail: cwrenn@opf.com
Cindy Wrenn’s forte is getting the word out. Two months after joining O’Conor in 1998, she took on the marketing of a large, historic property that was having trouble finding a buyer.
Wrenn’s solution was to research the history of the property, create an eye-catching brochure, and make sure it got into the hands of every real estate editor in the area. Two newspapers did stories on the house, and it sold almost immediately.
That year, Wrenn was O’Conor’s Rookie of the Year, and by 1999 her sales volume was at $2.1 million.
Wrenn prospects the old-fashioned way by knocking on doors, calling FSBOs, and doing monthly mailings. She’s also active in her community, both with the local real estate board and in organizations such as the humane society.
“Service is more important than money,” she says. “If I give good service, the money will follow.”’
Exploring the options
Loni Graiver, 26
Broker
Graiver Realty Group
Portland, Maine
E-Mail: lonigraiver@realtor.com
Loni Graiver sold real estate part-time in college. But he began his career in earnest shortly after graduation, when he started his own one-man company. At 23, he was the youngest designated broker--the highest level of Maine’s four-tier licensing system--in state history. His 1999 volume was $7 million.
About 75 percent of Graiver’s business is buyers, especially “people who never thought they’d be able to afford a house.”
The key, he says, is to explore as many financing options as possible. “Can they borrow from their 401(k)? Can they get a gift? Would a letter to a credit agency help? You have to consider every option.”
Graiver also owns and manages seven rental properties. “I really believe in owning real estate,” he says. “It’s one of the main sources of wealth creation in the country.”
The networker
Creighton Faust Jr., 27
Broker, RE/MAX Marketplace
Center Valley, Pa.
E-Mail: junior@creightonfaust.com
Creighton Faust networks with everyone he meets--"I’ve sold a bunch of houses to people at the fitness center where I work out,” he says--and also maintains a substantial direct mail program.
“I have a database with 2,000 names,” he says, “and they all get something at least three or four times a year.”
Faust doubled his volume last year to $10 million with the help of his “assistant,” a $5,000 Gateway laptop computer.
“It not only helps me stay organized but also sends a message to clients that I know what I’m doing,” he says. “It helped me convince customers that a young kid could sell their largest asset.”
Hitting the jackpot
Bill Margita, 29
Sales associate
Prudential-Americana Group, Las Vegas
E-Mail: margita.com
Bill Margita took no time at all getting onto the real estate fast track. In his first four years in business, he listed more than 300 houses.
Last year he took time out to act as Prudential’s in-house sales coach and trainer. This year he’s in charge of revamping the company’s Web site and other Internet programs.
He’s also easing back into selling. “You can get very caught up in having every new technological toy that comes on the market,” he says. “It’s distracting. Real estate is still about personal contact.”
The art of delegation
Ryan Searle, 27
Broker-owner, Searle Homes Real Estate
Aurora, Colo.
E-Mail: Rysearle@ix.netcom.com
Ryan Searle is the kind of guy many in real estate love to hate.
Why? Because real estate isn’t Searle’s passion. He’s in it for the money. And he makes a lot of it. In 1999 his volume topped $60 million.
Searle got his start “knocking on 600 doors a day, five days a week. From the third month on, I never made less than $20,000 a month.”
Trouble was, he was working so hard that there wasn’t any time to enjoy his newfound affluence.
“I shadowed the top four or five people in the business--Craig Proctor, Ralph Roberts, Allen Domb, and others--and tried to implement some of what I’d learned,” he says.
What he’d learned was the art of delegation. Just seven months into the business, Searle hired his first buyer specialist. He hired two more, plus an assistant, within another two months.
The new way of doing business didn’t go over well with his colleagues. So he left to start his own company. Now his staff includes two processors, 10 buyer specialists, one seller specialist, a listing manager, a contact manager, a courier--and his wife. She’s the office accountant.
Career about-face
Elsa Giefer, 28
Coldwell Banker
Results
Pine City, Minn.
Four years ago, Elsa Giefer dropped out of medical school and turned a real estate investing pastime into an all-encompassing career.
Today, in addition to investing (she owns 30 rental properties), Giefer is simultaneously selling (1999 volume: $2.4 million) and launching a property management division.
Pine City is a still-rural town situated about halfway between the fast-growing metro areas of Minneapolis and Duluth. And with more multifamily and commercial development creeping into the area and no other property management companies nearby, Giefer is primed to be the first out of the gate.
Service with a smile
Russell Williams, 29
Sales associate
Prudential Pioneer Real Estate
Greenbrook, N.J.
E-Mail: teamwill@aol.com
He may be looking forward to a relaxing dinner, but when Russell Williams gets a call from a client, dinner waits. That kind of service enabled him to post $13.5 million in volume last year, propelling him into the top stratum of his company.
The nine-year veteran sales associate, who works with his wife and another team member, has built his practice around younger buyers. “Being 29, I can relate a lot to what they’re going through,” he says. “We click.”
Williams recently became president of a local networking group, and the group’s weekly breakfasts have yielded a trove of referrals. Now about two-thirds of his business is referred to him by associates and past clients.
“If I lowered my service standards, my team wouldn’t be at this level of success.”
Wedded to buyers
Marc Messinger, 27
Sales associate
RE/MAX Realty 100
Milwaukee
E-Mail: Marc@marcmessinger.com
Where others see brides and grooms, Marc Messinger sees future homebuyers.
One key to Messinger’s quick success has been a popular local bridal show. He always has a booth at the show, figuring that many of the 7,000 attendees are on the verge of starting households. Good thinking: He sold $5 million worth of real estate in 1999, his third year in the business.
Messinger uses the show mailing list to generate leads for a free homebuying seminar he hosts with a lender and a home inspector several times a month.
The seminars have been as good as gold for attracting clients. Now he’s also hosting a seminar for homeowners who want to move up.
“I spend a ton of money—$4,000 to $5,000 a month--on marketing,” he says. “But it’s paid off big.”
Man with a plan
Eric Birchler, 29
Manager, Birchler, REALTORS®, and Appraisers, Lavallette, N.J.
E-Mail: birchler@bellatlantic.net
Eric Birchler launched his career at a family-owned company, but that doesn’t mean he’s satisfied with the status quo.
Last year, he brought the company into the cyber age, overseeing the introduction of two online databases. One, for landlords and tenants, reduces the paperwork involved in signing leases. The other allows prospective renters to search independently for apartments.
Birchler joined the company in 1993 and took over as full-time manager of the 15-person office in 1999. The company volume in 1999 was $6.3million.
Birchler is also lieutenant of the Lavallette Volunteer Fire Department and treasurer of the Ocean County Board of REALTORS®. His future goals are to become board president and start a family.
Where he’ll find time is anyone’s guess. “I work 60–100 hours a week,” he says. “I love real estate. I like putting together the really challenging deals.”
Always on the move
Eric Goosen, 29
Broker-owner
Goosen Realty Services
St. Clair Shores, Mich.
E-Mail: Egoosen@mi-mls.com
“Multitasking” may be just a buzzword for some, but it’s a way of life for Eric Goosen.
In addition to buying and selling, he’s licensed as a real estate broker, an appraiser, and a builder; he’s achieved his ABR®and GRIdesignations; he owns and manages eight rental properties; and he’s worked with investors to rehabilitate dozens of homes in the Detroit area.
In 1995 he started his own real estate business, which he describes as a diversified, creative full-service company involved in property sales, management, and redevelopment.
Goosen works 60-hour weeks and personally closed on $6.2 million in sales last year. “Sales is my favorite part of the business,” he says. “Every time I get a new listing, it’s still a rush.”
Going the extra mile
Steve DuBrueler, 29
Broker, Coldwell Banker Premier Properties, Winchester, Va.
E-Mail: Emailsteve@coldwellbanker.com
Steve DuBrueler was working in his father’s carpet-cleaning business when a client—a real estate broker—
bet him he couldn’t pass the licensing exam. He did.
That was 10 years go. Today DuBrueler owns three Coldwell Banker residential offices and one commercial office, which together did about $40 million in volume last year. “My goal is for my salespeople to feel they have a team of personal assistants working for them,” he says.
The company recently created relocation and customer service departments that handle everything from utility hookups to maintenance problems. Next up: insurance, title, and closing services via the Internet.
“We’re expanding both within and without,” he says. “We’re no longer in the real estate sales business but in the homeownership business.”
Managing change
Jennifer Berg, 28
Broker-manager, ERA Progressive Real Estate
San Luis Obispo, Calif.
E-Mail: Jennifer.berg@era.com
Jennifer Berg didn’t work her way up through the sales ranks at ERA Progressive, but she knows plenty about the dynamics of the people-oriented real estate business.
A former marriage and family counselor, Berg says her old career and her new one “both involve dealing with different personalities and trying to figure out what they want and need to get the job done.”
Among Berg’s strengths: an ability to innovate. One of the changes she championed was the development and installation of a multimedia kiosk that provides customers with audio and visual tours of different listings.
Berg’s combination of empathy and risk taking seems to be working. Volume at her company more than doubled in her first year to $18 million.
Selling inspiration
Chylene Ward, 26
Sales associate, Century 21 Advanta High Mile, S pokane, Wash.
E-Mail: advantac21@aol.com
Chylene Ward knows a lot about the power of positive thinking. Confined to a wheelchair after breaking her back in a car accident when she was 16, she nevertheless went on to graduate from high school, have a son, and begin a career selling real estate.
“I’d heard that one of the top salespeople at Century 21 was in a wheelchair,” says Ward. “That inspired me.”
Today she’s the inspiration. Ward is president of the Coalition of Responsible Disabled, a nonprofit state organization that assists the disabled in retrofitting homes to allow personal independence and does advocacy work in the state Legislature.
She has built a business that specializes in the housing needs of the disabled--finding them appropriate homes, lower-interest-rate mortgages, and downpayment help.
“About 80 percent of my business is with other disabled people,” says Ward. “I use full-body photos in all my marketing so that people can see I’m in a wheelchair. With my van and portable ramp, I can get myself and anyone else just about anywhere.”
Riding a wave
Jeff Quintin, 27
Sales associate, Hager Real Estate, Ocean City, N.J.
E-Mail: Jeff@ocnjhomes.com
Jeff Quintin’s first “sale” was convincing the owners of Hager Real Estate to hire him. “They thought I might be too young,” he says.
He was 19. Within three years, the energetic Quintin was one of the company’s top producers. But about four years ago, Quintin felt his volume plateauing at about $7 million. The solution: Hire an assistant. The part-time help (he shares the assistant’s time with another top producer at Hager) was enough to send his numbers soaring--to $12 million in 1998 and $17.2 million in 1999.
Ocean City, 12 miles southwest of Atlantic City, calls itself “America’s Greatest Family Resort.” Naturally, Quintin says, about 90 percent of the buyers who come here are looking for a second home. That makes technology a critical element of Quintin’s marketing plan. “People aren’t always here to see a home when it comes on the market,” he says. Instead, buyers preview homes through his Web site, jeffquintin.com. The site has resulted in more than one offer sight unseen, he says.
