ERA John Gray Realty is located at 904 Park Ave. in Orange Park. John Gray, the broker and owner, first opened a branch office of Heavener Realty in 1975. The company became ERA John Gray Realty in 1978 and moved to its current location later that same year.
WHAT DOES THE BROKER DO?
“I just keep the pulse of the office going with hands-on observation, management, supervision and leadership,” said Gray. “My key has always been ‘Let’s do it and do it right’. My door is always open to the associates and to clients we are working with. If they have any doubts or questions, they are covered.”
AREAS THEY WORK?
Gray said they would prefer to only cover Orange Park but, with today’s high technological world, they can list and sell citywide including all of Northeast Florida.
WHO IS IN THE OFFICE?
Agents include Dean Barton, Carolyn Bell, Barbara Bennett, Marianne Cumming, Alicia Drysdale, Dave Hansen, Sheila Hansen, Jim Kenyon, Anita Lahey, LeLa McCalmant, James McCullough, Glenda Marchbanks, Paul Mays, Lois Neeld, Sarah Solano and Brenda Squire. Property management agents include Sandra Parker, Bess Merritt and Bob Grismer. Sue Gray handles the accounting.
WESTSIDE DEVELOPMENT HELP BUSINESS?
Gray said the higher value of homes and OakLeaf Plantation both have helped with business. He said the development to the South of them in Duval and St. Johns County as well as the Northside has helped them as well. “The Northside if booming.” The average price of a home they sell is $145,000.
TYPE OF AGENTS YOU HAVE?
“We have a combination of experienced and new. By and large, when we add a new agent, they are usually new to the business. I have no difficulty in taking a hands-on effort in training them. My commitment to new associates is to make them successful. We have in-house training as well as classroom and Internet training from ERA.”
GROWING THE OFFICE?
They have about 20 agents right now and are currently looking to add more.
“We are always in a recruiting mode. You can’t stop recruiting or you are going backwards. We are always looking for good people. I don’t lose people to competitors, but to health or relocation reasons. I’m always looking for that good person. If I’m out shopping and the salesperson does a good job, I’ll ask them if they ever considered real estate.”
Gray said the office can hold about 25 to 28 agents but, with today’s technology, Realtors can be connected no matter where they set up shop. “They don’t have to be in this office to be very productive.”
WHAT TYPE OF AGENTS DO YOU HIRE?
“We are looking for someone who would be good in real estate sales. You need a good outgoing personality because you are dealing with people. I find that schoolteachers are excellent going into this business. They are used to dealing with people and children are always challenging them. In real estate, buyers and sellers can be very challenging.”
WEEKLY MEETINGS?
Every Tuesday morning, the office meets for networking, updates, motivation and training.
MORE EXPERIENCED AGENTS HELP NEW ONES?
“I have certain experienced agents that I direct new agents to ask questions of. They need to come to me first and if I’m not available, then go ask so and so. I don’t want them asking just anyone in the office because you ask 10 people and you might get 10 different answers.”
WHAT IS UNIQUE ABOUT THE OFFICE?
“We are a family-type operation. I find that the broker typically attracts like personality people. So, I have always tried to function as an outreach of family. Teamwork is also very important. Do we always agree? No, but we are going to work out any disagreements we have.”
LONGEVITY OF AGENTS?
One of his property managers has been with him since 1976. “I’ve got other people that have been with me for 15-20 years. That’s where the family comes in. It works well. If we have a disagreement, we sit down and solve it.”
HIDING BEHIND THE CURTAIN?
Gray is somewhat of an introvert. You won’t catch him mixing and mingling at big real estate functions. “But, you have to come out of that shell in order to be successful. I love this business. People are always asking me when I am going to retire, but I don’t have any desire to retire. It’s too rewarding. I can work with associates and help them become successful. If they are successful then I am successful.”
DOES HE SELL?
“Yes, and no. I don’t compete with my associates, but there are those few friends or someone I sold to 20 years ago. There are very few.”
HOW HAS HE LASTED THIS LONG?
“The foundation is here. My experience and expertise combined with the good training for the associates and the outstanding support, marketing and training provided by ERA.”
HOW HAS ORANGE PARK EVOLVED?
“It changed from a small bedroom, one-blinking light community to what it is today. We can’t complain as Realtors because our business is homes, the growth is just part of it. If we didn’t have growth, we wouldn’t have any business.”
- by Michele Newbern Gillis