We were lucky to catch up with Royce Brooks recently and have shared our conversation below.

Where do you think you get most of your clients from?

The best source for new clients for me has been referrals. 80% of my business comes from a referral – from a family member, colleague, friend, associate, and past client. I mentioned the importance of adding value and building relationships while creating connections. People like experiences and good ones. I also make sure to let any and every person I come in contact with know that I’m an agent. What I’ve learned is that the more people know you’re an agent, the more exposure you have to gain business.

Can you tell us about a time you’ve had to pivot?

Real estate is a very fluid and sinical industry. The market is constantly changing and in order to be successful and sustain longevity, you have to be nimble. We saw historically low interest rates (1.5%-3.5%) during the COVID-19 Pandemic. Now, rates are scientifically higher (5%-7%) this has now disqualified buyers who were previously qualified because they can’t afford the monthly principal payment and interest. I’ve had to pivot my business slightly to focus primarily on the bigger new construction homebuilders in the suburbs. Their in-house mortgage lenders have the ability to offer huge incentives that will allow buyers to buy down their interest rate and lock it. This is huge for home-shoppers because now, they’re able to afford the mortgage payment with the reduced rate. This also pivoted my business since I typically focus on selling homes in “the loop” or “in the city” which is mostly where single family and townhomes built by smaller builders and unfortunately the smaller builders can’t compete with the incentives some of the larger builders/lenders offer.

Contact Info:

• Website: https://www.har.com/roycebtherealtor
• Instagram: roycetherealtor