Marie Avery: A Defining Moment

By Tracey C. Velt
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It took almost 15 years in the business, but Marie Avery, CRS, GRI, PMN, finally had her defining moment—the moment that made her realize that how she treated others truly had everything to do with her success in the business.

“My first sale of 2008 was a $50,000 home,” said Avery, a broker-associate with RE/MAX Alliance Group in Bradenton, FL. “The buyer brought along a lady friend who would offer him feedback about each house. He had planned to get a mortgage but found out that instead his friend would lend him the money.”

The sale closed, and Avery kept in touch with her usual marketing follow up. “Four months later, the friend contacted me and bought a $1.5 million property. She told me she used me because she saw the way I treated her friend and for that she was grateful. At that moment, I realized that the service I provide is crucial to my success,” Avery said. “I have a very positive outlook about my business and my life.”

Avery’s first venture into real estate was as an office manager of a property management company. “They had me licensed to show rentals,” she said.

From there, she moved to sales, where Avery says she had the top team in the office for five years. That’s when she left to open up her own brokerage, which was an experience that taught her a lot about hard work and perseverance.

“We closed our brokerage in January 2008 and came back to RE/MAX,” she says.

While Avery specializes in residential, she’s dabbled in commercial and has become increasingly educated about the short sale market. In addition, she says, “I’m a Realtor’s REALTOR®’s REALTOR® and list quite a few fellow REALTOR®’s homes.”

According to Avery, short sales are the wave of the future. “Many agents don’t like to get involved with them because they’re so work-intensive, but I’m not afraid to work.” She sees that many agents are focusing on foreclosures, however, “with the next wave of adjustable mortgages, we’ll see more short sales coming on the market,” which is why she’s educating herself on handling those transactions.

“And,” Avery said, “When you list a short-sale property you have buyers looking at that property. I had one short sale from which I started working with three buyer clients. I had four closings from that one listing.”

She’s also very active in several local groups that provide networking opportunities. Avery prides herself on the connections she’s made through the local Chamber of Commerce and Women’s Council of REALTORS®, as well as through her community involvement.

“I generate business through my networking. I’m a strong advocate of giving back to the community through volunteer work. It helps on so many levels and it provides so many opportunities,” Avery said. She is also active in the American Businesswoman’s Association and was a founding member of the United Way Women’s Leadership Initiative.

In 2007, she was selected as one of WCR’s Businesswoman of the Year Award recipients. Her connections have helped her secure vital referral business. “About 21 percent of my business is referral and about 18 percent is with repeat customers,” she said. She recommends that you truly believe in the causes you choose, and it will show.

Avery also credits her strong organizational skills with keeping her on the top of her game. “When you’re dealing with a lot of clients, you must work on a schedule and remain organized,” she said. Avery hired a full-time client care manager/assistant who helps with paperwork. “Organization is the key to being successful and keeping a high level of business going.”

Along with being organized, Avery is a big proponent of continuing education. “When I first started selling, I met a group of women who had so much information it was staggering. I wanted to fast track my business so I asked them how they gained such expertise. They suggested I join WCR and take advantage of the education they offer.” From that point on, Avery realized how education could help her become a better professional. She went on to earn seven designations and is currently working on her CIPS (Certified International Property Specialist) designation.

So, what advice does she have to offer women in the business? “Market every part of the Internet that you can. Mass market your properties on many Web sites. Choose a niche that others want to avoid. Continue with a positive attitude and get out there and network. People have to know about you. You have to be top of mind.” And, above all, she said, “Treat every buyer and seller with respect. That $50,000 sale might lead to the $1 million sale.”

Tracey C. Velt is an Orlando-based freelance writer.