WHY SPECIALIZATION SUPPORTS SUCCESS
Ben Caballero believes his astronomical success in real estate is due in large part to his determination to focus on a specific area in real estate and excel in that area. “The most important thing for anyone hoping to succeed in real estate is to have a purpose,” he said. “Purpose is the way that you live your life. Your core belief. “For instance, if I were going to build homes, what would my purpose be for that? To make a lot of money? To create beautiful palaces to showcase my talent and creativity? Or to create homes for people with a specific need, such as middle- or low-income families? “Whatever your purpose, once you have it, make that purpose your focus and learn everything you can about your client so that you are building specifically for them — not for yourself, not to make money and not for your ego. You have to build your real estate business, whatever part of the industry you serve, around the needs of your client. “I have learned through the building business that the people who are successful are those who build for the client, have true care for the client and have made meeting that client’s needs their purpose.” Caballero went on to say that, although it helps, serving the client does not have to be a personal passion but must become a real estate professional’s specialty in order to yield massive success. “When you focus and specialize, you naturally develop ideas. There is no magic to being creative. You listen, observe, are curious, ask questions, and solve
BYTHE NUMBERS
25,248 Homes Caballero sold between 2004 and 2017, for total sales volume of $8.621 billion .
3,556 Total home sales in 2016.
“I never really thought about setting any kind of record. One day, I realized, ‘By golly, I think I may be doing a lot more business than other people.’ I started checking and saw the number-one guy (according to Real Trends) did about 1,200 sales at the time, and I did 2,200 the same year. I submitted my numbers to Real Trends and became top-ranked. I was so far ahead than anyone else, and one day it dawned onme that maybe it’s time to see if my numbers would qualify for a Guinness world record.’We applied; they accepted us, and that was that.”
information, geographic proximities, and even construction materials,” he explained. “There are a lot of things a builder can log once about their development, and we can log once about a certain area or community that then do not change very often. We can change the information if we need to, but we do not usually need to. By comparison, the same process without the platform might take 20 minutes to an hour just to input data. With HomesUSA.com, when we receive the builder’s request, it goes into a queue and turns that data into a listing in an average of 13 minutes,” Caballero concluded.
problems. That makes you creative in your specific area,” he said. “Of course some ideas will fail. With purpose, however, it is much easier to overcome those setbacks because you are focused on a bigger picture.”
4,799 Total home sales in 2017.
#1 Caballero’s rank in the world for both number of real estate sales transactions and cumulative transaction (dollar) volume.
to create a system designed especially to interface between builders and real estate professionals. “We work off profiles: community, plan, and builder profiles to start, then ZIP code information, school district
8 Years Caballero has been ranked first in these two categories.
Ben Caballero on setting the GuinnessWorld Record for being the most productive agent in real estate
20 | think realty magazine :: january / february 2019
thinkrealty . com | 21
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