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Top achievers often can't tell you exactly what they do to become a success.
But talk to them for any length of time and it becomes clear that they intuitively know what's going to work for them. Their antennae are up to changes in the market and the economy. They have a sixth sense about how, and which, technology is going to work for them.
Top achievers are constantly learning and changing their modus operandi and responding to the needs of their market area. They are learners, observers and activists.
Take top producer Rosemary Chiaverini, a broker associate with RE/MAX Preferred of O'Fallon, IL, who recently received an award for exceptional production at the company's quarterly meeting.
Paving the way
How does she do it? Here's a sampling of the accomplishments that have paved the way to success for her:
She recently completed all the educational requirements to get the Certified Residential Relocation Specialist (CRRS) designation. In her market area, which includes Scott Air Force Base and scores of corporate headquarters with their constant personnel relocations, that's a smart move. Responding to the needs of her market area? You bet.
Chiaverini got on the Web even before the franchise did - in February 1996. "I was the first person in the St. Louis Metro East area to go on the Web with a comprehensive Real Estate site," she told REBI in a telephone interview. She decided to set up her own real estate Web site, she said, after realizing that most Air Force and corporate personnel in the area have access to the Web.
Recently, Chiaverini's Web site earned the highest rating available from the International Real Estate Directory (IRED). What's more, she's gotten "lots of first contacts" with clients from the Web. Does that demonstrate a sixth sense about which technology is going to work for her? Absolutely.
Chiaverini regularly attends Illinois Association of Realtors conferences for continuing real estate education and updates, particularly to check out the exhibitors for the latest technologies available to the real estate professional. Constantly learning and changing her modus operandi? Emphatically.
Web: First contact tool
Perhaps the thing Chiaverini is currently proudest of is her presence on the Web. Her antennae were up early about the Web: "I saw my husband accessing the Web for information." She talked him into helping her set up her own site (http://www.ofallon.com). "He helped put me on the Web the way I wanted to come across."
Does it work? "The Web is a way to begin a relationship with clients, but you still need that personal contact. You need to be heavily involved personally," she says.
Her site, which encompasses about 50-60 pages, includes hints for buyers, hints for sellers, an article on whether it is cheaper to buy or rent, and pictures of her listings. "I would have to advertise in so many papers to reach the audience I'm reaching on the Web that it would be prohibitive," she says.
Email: No busy signals
She also cites the efficiency of email in communicating with clients: "There are no busy signals, no time delay. It's more immediate than a letter and simpler than a phone call. And you don't get put on hold."
IRED Web site reviewer Jim Swan lauded Chiaverini's site on the basis of professional appearance and presentation, information content, functionality, readability and ease of navigation, and viewer interaction.
Swan commented in his review: "The welcome message on this site gives me a warm 'come in' feeling. I enjoyed reviewing the listings with beautiful photos introducing some outstanding homes. The set of articles covering Buyer's Agency seems very good. I was hearing a fresh voice."
Chiaverini advises real estate professionals who want to get on the Web to first get in touch with their franchise. "Remember, it costs money to get on and stay on the Web. It could cost thousands of dollars because it needs updating every day and you may have to pay someone to do that.
"But I would advise them to try it out," she adds. "It's not for everybody, but you will never know until you try." | 
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