THE VIRGINIAN-PILOT
Copyright (c) 1996, Landmark Communications, Inc.
DATE: Saturday, February 24, 1996 TAG: 9602220230
SECTION: REAL ESTATE WEEKLY PAGE: 04 EDITION: FINAL
TYPE: Cover Story
SOURCE: BY MARY ELLEN MILES, SPECIAL TO REAL ESTATE WEEKLY
LENGTH: Long : 118 lines
Tonight, local Realtors will be ``Going for the Gold,'' the theme of the Tidewater Association of Realtors' annual gala, to be held at the Norfolk Marriott.
The highlight of this event has traditionally been initiation into the ``Million Dollar Sales Club.'' But this elite group was replaced last year by the ``Circle of Excellence Awards.''
The change, says Deborah Baisden, chairperson of the Circle of Excellence Advisory Committee for the last three years and an agent with Prudential Decker Realty, ``is to give the public a better perception of what the club truly means.''
``The new name really personifies the sales achievement of the top 10 percent of the industry. It helps reward those who make a financial investment in themselves and in the industry, to help promote the Realtor status'' she says.
There are 2,600 licensed realtors in the Tidewater Association of Realtors, says Baisden. There will be 324 award recipients this year.
``Ninety percent of the real estate business is being done by 10 percent of the people,'' says Baisden. And tonight is the night these 10 percent are being honored for their diligence and excellence. ``We all look forward to the event, she says, ``It's a chance to be with people we've worked with all year long to congratulate and pamper each other.''
Contrary to popular belief, says Baisden, being a Realtor doesn't necessarily equate to big, easy bucks. ``It's a seven-day-a-week job. We work hard for every one of our sales,'' she says. ``We work nights and weekends and use the rest of the time on paperwork we've created.''
Many people don't understand that Realtors are independent contractors, she says.
``Our cars, pagers, car phones, computer and other office equipment, advertising, insurance, and other expenses are ours to pay. We have a great deal of expense, and our commissions are shared with our companies, unless you work for a 100-percent company.
``We abide by a code of ethics and go to refresher courses and continuing education. It is a self-regulating industry with a mechanism for grievances. We have to be knowledgeable on multiple subjects, friendly, alert, and help people through one of the most stressful life events.
``We become counselor, friend, parent and tour guide. With so many Realtors all vying for business, a high level of knowledge and customer service is necessary, and it's what makes a good agent stand out. Award recipients also have experience, are self-starters with personal drive, and have a genuine caring for people,'' says Baisden.
This year, the entry-level award, the Bronze, requires $2 million in total sales; 192 people will cited for this feat. To qualify for the Silver, an agent needs almost $3.5 million in sales; 63 people will receive this award. And for the top sales citation, the Gold award, 4.5 million dollars in sales must be made; 69 people will receive this one.
And, the hard-working Gold recipient with the highest sales figure will be surprised to nab the Top Salesperson award.
The other three special agent awards to be revealed tonight are Realtor Salesperson of the Year, the top salesperson nominated by peers and judged by education, association involvement, sales achievement and community involvement - someone respected by peers and clientele; and Rookie of the Year, a first-year agent who makes the club with the highest sales amount; and Broker of the Year.
An announcement of the awards will be published as an advertisement in The Virginian-Pilot on Tuesday.
For the second year in a row, distinguished property managers will also be rewarded with a Property Manager of the Year award; 22 managers will be recognized this year.
The incoming president of the Virginia Association of Realtors, Barbara Wolcott of Virginia Beach, general manager of The Prudential Decker Realty, will also be congratulated.
Longevity awards will also be distributed to people who've attained club membership for at least 10 years. The Platinum award, for 10 years, will be given to 22 people. The Diamond award, for 15 years, will be given to six people. The Emerald award, for 20 years will be given to two people.
And, the Pearl award, a new award this year, for 25 years, will be given to one person: Anne Runaldue, of Virginia Beach, a Realtor with William E. Wood & Associates.
Runaldue, an energetic, single mother of six daughters, was born to be a salesperson and has been in the business for almost 30 years.
She started in a different line of work. ``I was going to college to be a nurse before I got married,'' she said. Then, when all the girls started school she went job hunting and found out she had none of the current required skills, like typing.
A neighbor suggested she should think about going into real estate, since she was born and raised in the area, and her gift of gab would be a plus too. When she first went job hunting, a company's owner asked her ``What makes you think you could sell?'' Runaldue burst out crying.
She may have questioned her skills then, but later ended up scoring off the charts on a company psychological test measuring sales ability.
When she racked up 20 years in the old Million Dollar Club, the board had to establish an award, since no one had ever accomplished that status.
Now she has a different goal in mind. Although there are no retirement plans in sight, she says, ``I would like to slow down and have my girls do more and more,'' referring to her two Realtor daughters. ``We work as a team; Our motto is, `We'll treat you like family.' ''
It also helps that she knows Chesapeake, Norfolk and Virginia Beach ``like the back of my hand,'' she says. ``The people are the most important thing, whether it's buyers, sellers, fellow realtors or anyone else. You can't worry about the deal. If you make them happy, then the money will come. If you get a bad reputation in this business, you're long gone.''
Some personal requirements for excellence in the business, Runaldue says, are ``patience, perseverance, loyalty, friendship, a strict code of ethics, and cooperation from peers.''
``A Realtor must have a good working relationship with peers. This is not a job that we do alone.'' ILLUSTRATION: [Cover, Color photo]
GARY C. KNAPP
SUPER SELLER
Realtor Anne Runaldue will be honored for her almost 30 years in the
business at tonight's annual awards banquet of the Tidewater
Association of Realtors.
by CNB