Broker Corner: Advancing Your Career with Loyd Robbins and Leslie Wells

Welcome to our Broker Corner, where we interview RASM broker members, asking pertinent industry-related questions to share their valued expertise, advice, and industry knowledge.

This month we interviewed broker-owners Loyd Robbins, with Loyd Robbins & Co. LLC, and Leslie Wells, with Leslie Wells Real Estate, Inc. We asked them questions about their esteemed careers, the keys to their success, and what they’ve learned along the way.

Can you share your experience in the real estate industry and how you got started in this career? What drew you to this industry?

• Loyd: My Dad was licensed in the mid-1960s, and I became interested in the business after hearing about the different types of deals and people he dealt with. In junior high, I wrote a paper about wanting to become a Realtor® because you got to get dressed up every day and drive around and talk to people about making money. I began traveling around with my Dad and assisting him with the paperwork. For example, back then, the MLS book was a physical book, and the board would send you replacement pages, and you would remove the old ones and replace with the updated. I got my license in 1973 at the age of 18. At that time, I was one of the youngest sales associates in the state as they had just adjusted the age at which you become an adult from 21 to 18. I got my broker’s license just a short two years later, in 1975, at the age of 20.
• Leslie: My first job was working at the Manatee County Property Appraiser’s office, and at that time, real estate agents would actually have to go to the office to do research on homes. Just like the property card we now see on the property appraiser’s office website, there was actually a physical card for each property. I got to know many of the real estate agents that would come into the office, and I envied the freedom of not being tied to a desk and a 9-5 job.

What skills do you think are essential for successful leadership in this field?

• Loyd: LISTENING! Not being too quick to give an answer until you understand fully what the person is telling or asking you. By practicing active listening, I have created an atmosphere of mutual respect, trust, and understanding. It fosters effective communication, enhances my relationships, and helps me respond more appropriately and constructively to my client’s or staff’s needs.
• Leslie: I think to be a leader in this business, your agents have to know that you know what you are doing. They can appreciate that you have been where they have, have empathy for the long hours that sometimes doesn’t relate to a pay day. That is one of the reasons that I still list and sell real estate. My agents know I can talk the talk and walk the walk.

What are the biggest difficulties and breakthroughs you have had while managing a team or brokerage?

• Loyd: I would have to say the biggest difficulty is time management, juggling being a salesperson and deal-making while being the broker and mentor at the same time. Having enough time to devote to being available for my staff and my sales team takes constant work. My biggest breakthrough is being able to build a team of agents that have a varied background in many different disciplines in the industry.
• Leslie: I started my own brokerage 23 years ago and have never looked back. I love teaching real estate to new agents, teaching negotiating and strategies that I like to call “institutional knowledge.” One of the best things is watching agents “get it.” It’s like the light comes on, and all of a sudden, they really understand what it takes to be successful.

What steps have you taken to enhance your skills and knowledge in the real estate industry?

• Loyd: In my younger years, I spent a large portion of my career volunteering at the former Sarasota Association of REALTORS® (now merged as RASM). I was chairman of multiple committees such as the Political Action Committee, Government Affairs Committee, Realtor® Attorney Joint Committee, Professional Standards, Strategic Planning, and the MLS committee. From all of those, I received well-rounded information on the industry and the community as well.
• Leslie: I’m not much of a classroom-type student anymore, but I love to read. I read real estate-related materials, watch videos and study topics that I think will help the agents in my office to stay on top of our game.

Thinking about your most successful project or deal, what made it the most successful for you?

• Loyd: I worked on the Fruitville Commons project for five years before it was developed, and seeing it all come to fruition and the change in the landscape of Fruitville and the I-75 area was a huge success for me. I learned a lot about the mixed-use concept, which was new to me even after 45 years in the industry. Another one of my greatest projects was Interstate Lake Industrial Park some 40 years ago. Getting to learn about the Industrial development process and adjusting the product to meet the needs of the market was a great success and was one of the first of its kind in our area at that time.
• Leslie: In 1995, we purchased almost 1,000 acres in Parrish along with some partners, and I was lucky enough to help with the design and all of the sales. This gave me an incredible amount of credibility with large land owners and developers and ultimately, we were able to be a part of many of the largest land deals in Manatee County.

What advice would you give to someone who is just starting a career in real estate?

• Loyd: Learn as much as you can about the market and understand the process from listing to closing because what we’re selling is our knowledge to buyers and sellers. By immersing yourself in market dynamics and trends, you can build a robust knowledge base that adds substantial value to every deal you facilitate. Understanding the process from listing to closing is crucial. It involves comprehending the intricacies of listing properties, evaluating market prices, negotiating offers, and navigating the legal and financial aspects of closing a deal. A full understanding of this process enables an agent to streamline transactions, address potential challenges before they arise, and optimize outcomes for all parties involved in a transaction.
• Leslie: This is not a job; it’s a career, so if someone is in this for the fast money, they treat their experience much differently than someone that can see the big picture, and it is certainly not for everyone. It’s not about being a people person or looking at decorating ideas in nice houses. It is truly a commitment that not everyone is willing to make. So if you are unable to make the time or the financial obligation, maybe the timing is not right for you.

What is your approach to networking and building professional relationships in the real estate industry, and how has it helped your career?

• Loyd: I am more of a one-on-one type networker when building relationships. I do that by having lunch and dinner meetings with an array of different professionals from all areas of business, and I build trust with other professionals this way in the community. I am of the mindset that you have to give more referrals than you expect to receive.
• Leslie: At different times in my career, I became involved in various committees through the Association and met many agents and brokers that work in our market. I have tried to maintain professional relationships with all of them. In the early 2000’s I was invited to get involved in a leadership position with the former Manatee Association of REALTORS® (now merged as RASM) and ultimately served as president in 2012, which was truly an honor. I have to believe that building these relationships over the years has helped me grow as an individual and helped me professionally.

What are some challenges you faced when growing your business and how did you overcome them?

• Loyd: Hiring and maintaining a good staff and sales team can be challenging. Rapid growth necessitates hiring new employees to meet the increasing workload. However, finding qualified candidates who align with the company’s culture and possess the necessary skills can be challenging. Addressing these challenges requires proactive management, strategic foresight, and adaptability. By anticipating potential obstacles, investing in infrastructure and talent, maintaining a customer-centric approach, and staying attuned to market trends, my growing business has navigated these challenges well over the years.
• Leslie: Like all small business owners, one of the challenges is the financial ability to compete with the big brokerages that have deeper pockets for tools and training. To overcome this, I worked hard at the basics of real estate, knowing that our agents had the skills to be competitive in the market through their knowledge of the market, their knowledge of real estate, and marketing. I also learned that there’s no shame in asking for help. I am very fortunate to have relationships with other independent real estate brokers that are helpful and willing to share and to be a sounding board.