The Fairweather Collection
Bethesda, MD

Jane’s remarkable experience allows for more product knowledge, more accurate pricing, proven marketing strategies, greater name recognition and stronger negotiating power. Jane also employs a team of expert assistants, who specialize in research, marketing, administration, finance and sales, allowing Jane to devote most of her time to negotiating on behalf of her sellers. Jane also has an unparalleled referral rate through which a considerable percentage of her 2,000 plus satisfied customers provide her with instant, credible access to new buyers and sellers.

A 22-year veteran of the business, Jane Fairweather is a staple in the Maryland Real Estate business. Together with her team of highly specialized assistants and buyer agents, Jane sells an average of 160-190 homes per year. She has been named the # 1 Coldwell Banker agent in the Washington Metropolitan Area for the last 6 years.

What lessons did you learn from your family, friends, previous jobs, and life experiences that helped you most to succeed in your career?
I learned how to run a business by being self-employed. I knew this was a sales business and that it was just about the numbers. I also knew that marketing was the key. Instinctively, if they don’t know who you are why would they call you?

What do you enjoy most about the business?
I enjoy the excitement that comes with every day. Every day is different. I enjoy the variety of people and my team. I love my team. I love every single smart, professional, and enthusiastic member of my team.

Do you believe goals are important to your success? If yes, describe your approach to goal setting for your business and life?
I write a huge business plan every year. It’s probably six chapters and 90 pages. A lot of people set goals on production. I believe we also need to set goals on customer service, community outreach and community service, public relations, marketing, future business development, wealth development, and planning for retirement, etc. We set goals for all areas in my business. If you do your homework in all the other categories, you will reach your production goal.

What is the one most effective form of marketing that you have constantly done?
My sign is the least expensive, singularly the most distinctive in the marketplace. The best thing I have done is create a distinctive and memorable sign. No one thinks out of the box in real estate.

What marketing advice would you give to someone at $100,000 who wants to get to $200,000 and more?
You are not getting paid to be an administrator. Offload all administrative non-client tasks to someone else.

What does the average real estate agent fail to do which are among the reasons why they are average?
Agents who are making 100K usually have several issues. They cannot delegate or they will not delegate. They are afraid to let their deal go. They think no one else can do it as well as they can. They can never multiply the value of their hours if they don’t learn to delegate and lead.

This is just a sampling of the interview. We also covered topics such as Marketing tips, growing your business, listings and more.