sfergusonScott Ferguson is an agent for Dream Town Realty in Chicago.

What was your first sale? What about it made you confident that real estate was for you?

My very first sale was a two-bedroom condo with a buyer who was recommended by a friend. We must have looked at 40-50 units, but in the end it was all worth it when she walked in to the perfect place after much searching and said, “This is it!” with that magical look in her eyes. I helped make her so happy. That is the best reward you could ask for.

When did you get into the business, and why?

I am still a newbie. I started 3 years ago as a brand new Broker with Dream Town. After a summer of binge-watching real estate shows on HGTV and the like, I finally said to myself, “Wait a minute. I can do that!” And that was it. I started classes the next week.

What makes you successful? Three things.

  1. Empathy — understanding what my client is going through
  2. Joy and good humor — keeping things light in the stress of it all
  3. Motivation — making it a goal to make my clients as happy as can be

What drives you on a daily basis?

A constant need to make clients happy. If they are pleased, I am even better!

Do you use a coach? Who and why? If not, why?

I do not. Other than the amazing educational team at Dream Town; our classes are incredible.

Do you work in a team, why? If not, why?

I do not. I just haven’t had that opportunity, yet. But I might form my own team in the near future! Huzzah!

Do you buy leads from the portals? If so, which ones and why?

I do not. I have been incredibly lucky with my personal sphere of influence and getting referrals from previous clients. The magic of word-of-mouth!

What technology is most important to your success?

I love Docusign. It often makes my life so much easier.

What is the first thing you do in the morning to help you be successful?

Go to my calendar — I am a list maker. I put them all in my daily calendar. It helps me get it done.

How many hours do you work each week, and what do you do on your downtime?

Way too many! There is never a dull moment. I work many hours, at all hours of the day and night. It drives my husband crazy! Ha!

I am also a theatre director. So in my down time, I am either directing a show or going to see a show here in the amazing theatre city of Chicago.

What is some advice you would give new agents?

Be patent! It takes time to build your business. Get out there and get your name out there! Be nice. Treat everyone the way you would want to be treated. It will come back to you in the end.

Pay it forward.

Know of a top-perfoming agent who should be profiled be Inman? Email thomas@inman.com

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