‘The agents love this company’

Gary Hays has engaged in the real estate business for more than three decades, but was a late-comer to buying and selling property full-time.

The U.S. Army veteran devoted most of his working life to jobs with Georgia Power and the Southern Co. before taking early retirement. That was followed by a few years with a software company.

Hays, who had dipped his toe into real estate as a long-time investor on the side, finally decided to take the plunge and become an agent. He began with a company in Tucker that soon closed shop.

Meticulous by nature, as his engineering degree from Georgia Tech might reflect, he then went to great lengths in finding a firm to his liking. A recreational hunter, Hays believes he bagged quite a trophy in Virtual Properties Realty, based in Duluth.

Q. You decided to work for Virtual Properties after interviewing with 26 other real estate companies?

A. Just as was I becoming active as a Realtor, the two wonderful ladies running Homestead Realty decided to close their doors. I went to the DeKalb and Northeast Atlanta real estate boards for advice. I talked to other agents and even blind-called companies out of the Yellow Pages.

Someone suggested I contact (VPR co-owner) Karen Burks. I met with Karen, gave her my 20-minute pitch, then started listening to her story about Virtual Properties. I could hardly believe my ears. I quit taking notes and told her she could tell me the rest later. I was ready to sign up right now, if she would have me.

Q. Why VPR instead of the others?

A. First and foremost in importance among all agents is, "What's my [commission] split?" They had several plans, all fantastic. Not one of the other 26 companies had anything close to them.

The other biggie for me was technology. Virtual Properties was very high-tech. It had its own website, complete with a robust, visitor-driven Web search engine. Not even the biggest real estate companies could touch it. And they had hired two Georgia Tech computer experts to build the first “virtual tour” system in Atlanta — in fact, probably the Southeast.

Another first for me: Every agent had his own Virtual Properties email address.

Q. Through your years at VPR, what have you observed or experienced that make it a desirable workplace?

A. Every decision made at this company has to pass a test: Is this in the best interest of our agents and will it help them to be successful? The agents love this company because they know the company's goal is to help them to be successful.

Q. Most of the agents mention great support from VPR brokers. What does that mean?

A. We have two great brokers in Angie Mezza-Smith and Jo Ann Barnhart, and they are supported by a highly skilled office staff. Angie knows real estate code, rules, etiquette and contracts like no other. And JoAnn, if you have a real estate problem, go see her. It will be resolved. Our agents know that our brokers have got their backs.

Q. What do you think of the top sellers not being recognized with a sign on the office walls or in meetings? Isn't that a motivational ploy that other companies use?

A. They get recognized here, but more appropriately through other means, primarily by the Realtor boards. We are about all agents' success. We are not competitive with each other. We are competitive in the market place and proud of it.

Q. Was that a "desk" — more like a cubicle — at VPR headquarters with your makeshift name tag on it? Why would you go to work when it is not required and you could operate from home?

A. That makeshift name tag was supplied by the friendly office staff mostly as a joke. That little cubicle is a great place to hang. All the action comes through there.

I will admit that all my real work is done at my home office. But you need that time at the [VPR] office. Visiting and catching up on the latest company activities is important. That office gives you energy.

Q. There seems to be a spirit of pitching in among agents, and your area of expertise is technology. How you have helped in this area?

A. Steve (Wagner, co-owner) and I have conducted several classes on the use of our individual agent websites, and there are two or three of us who help with agent technology issues. I'm just one of many who share their knowledge.

Q. Has the company done anything to keep agents motivated during the housing/real estate slump?

A. Actually, we have not just survived but have grown while several others have not.

The company has helped agents retool. Working with foreclosures and short sales has been a needed transition to survive. We rebuilt our website and search engines to a new platform to attract more visitors to our agents and their sites. Training has been the key. Agents have been trained on the use of social networking. We even changed mortgage brokers in our office to ensure our agents could find funding for their buyers when others could not. The low overhead of working for VPR has enabled some agents to work other jobs and still maintain their real estate business.

Q. Did you consider retiring — for good — amid the downturn?

A. Being retired twice means I have a few miles on me, but it has also enabled me to weather the storm. As long as I am in the rental business, I can be much more successful if I am real estate-connected. And, besides, it's fun, not work.