Ron Burhans Shares His Secret To Success
Decades before the motivational book, The Secret, hit the bestseller list, Realtor, Ron Burhans discovered a secret of his own—a secret that has led him down the path of success for the past 39 years. Recently opening his own independent real estate agency, even in today’s softer market, Burhans is matching up buyers and sellers and consistently closing sales. So what’s his secret?
According to Burhans, it’s about time and teamwork. Over the course of his career, he has developed a dynamic team approach to sales and service that yields top results without fail. “Everything is systematized. An agent who comes to work for me only has one thing to do, and that’s deal directly with the client, face to face,” he explained. The same applies to every position within the company. Instead of juggling multiple tasks, each employee concentrates on his or her area of expertise, utilizing those skills for the betterment of the company and to the benefit of the customer.
“My theory is if you have a brain surgeon come to work for you, you don’t put him in the operating room three days a week and out on the front desk the other days. And that’s the way it should be in the real estate business,” said Burhans. “We’ve come up with the ideal situation, in my opinion, of putting an agent out there with only one thing to do: sell. They keep their heads clear. They know exactly where they’re going and what they’re doing.”
In addition to selective hiring and optimizing his employees’ time and talents, Burhans also saves time by screening buyers. “We never take a client out unless we have a buyer’s agreement signed, and we don’t take anybody out who is not qualified to buy,” he said. “We have a close relationship with three lenders here. They pre-qualify our clients, so we already have pre-approval when they walk in the front door.” This works to the seller’s advantage, he explained. “You know that when I bring clients in, they are real buyers.”
On the other side of that coin, Burhans only accepts listings that are in good condition and that are priced right according to the current market. Buyers can be assured that they will not waste time looking at undesirable properties or those that are not appropriate for their needs.
KEY MARKETING STRATEGIES
In addition to his savvy business model, Burhans implements a strategic marketing plan, making use of a variety of tools, including TV, radio, direct mail and the Internet. “It’s all designed to bring everything to us,” said Burhans, who does no cold calling. “We don’t believe in going after business; we believe in making our phone ring.” Explaining his system of washing leads, he added, “When we get a lead, it’s a qualified lead. Nobody gets in one of our cars who is not qualified and ready to go.”
Burhans is also a firm believer in networking. Four times a year, he attends conferences at different venues, tapping into the knowledge and experience of over 100 of the top brokers and agents in the U.S. and Canada. “We lock ourselves in a room for three days. It leads to a lot of systems and ways to market properties,” he said. In addition to sharing ideas and information, these agents provide a nationwide referral network for Burhans’ clients who have real estate interests in other areas.
GET TO KNOW THE BURHANS
When Ron Burhans finished his tour of duty as a nuclear weapons specialist in the U.S. Army, he didn’t plan on selling real estate. But he knew he had what it took to become a successful businessman. Opening his own business, he operated two service stations and a Hertz car rental franchise. When a former classmate came in to rent a car, all “dressed for success” in his suit and tie, Ron inquired about his business. Apparently, this less-than-stellar student was raking in the dollars in real estate. “When he walked out, I said, ‘I have to be a Realtor,’” said Ron. “I knew that if that guy could do it, I could.”
Ron immediately set out to earn his real estate license. Since that time, he has been a top performer in the industry, building a successful business model that serves him wherever he chooses to go. Drawn by the weather and the natural beauty of the Lowcountry, he moved from Pennsylvania to Hilton Head Island in 1995. For nine years, he has was associated with Dunes Marketing Group and was one of their highest producing agents for several years.
Although he enjoyed his years with Dunes, Ron decided it was time to strike out on his own. In June, 2007, he opened the offices of Ron Burhans and Associates.
Married more than 20 years, Ron and his wife, Judi, have four grown daughters and seven grandchildren in addition to their son, Dan, who works with the company. Judi, who recently retired from her own interior design business, has her real estate license and is now working part time with Ron. Dan is an Associate Broker and provides the technical expertise to drive and expand the marketing division of Ron Burhans and Associates.
“We don’t believe in going after business; we believe in making our phone ring.” —Ron Burhans
DIRECTIONS TO RON BURHANS AND ASSOCIATES:
1000 William Hilton Parkway, Ste F13 Hilton Head, SC 29928
Once you are on the Island, stay in the left hand lane & look for signs to the Cross Island Parkway. Take the Cross Island Parkway through the Toll Booth & follow it until you reach the Sea Pines traffic circle. Take the third exit on the traffic circle (3/4 of the way around the circle) Route 278 (mainland). At the second traffic light, turn left into The Village at Wexford. Take a left at the stop sign and suite F13 is on the right above the Pinnacle bank on the second floor.