How Cleveland Realtors Can Build Confidence and Deliver Value—Even Without Top Producer Status

In today’s highly competitive real estate landscape, demonstrating value and confidence as a Realtor is more important than ever, especially in a market like Northeast Ohio. Whether you are working in Greater Cleveland, Akron, Columbus, or even Apple Valley Lake, clients expect expertise, professionalism, and responsiveness. But how can a newer or lower-producing real estate agent rise to meet that expectation?

Mike Ferrante of the 21 Mike Team at Century 21 HomeStar and Tony Geraci, Broker/Owner of Century 21 HomeStar, sat down with Debbie Hehr, agent trainer at HomeStar, to tackle this very topic. The goal? To help real estate professionals of all levels in the Cleveland area build confidence and show value, even if they are not yet top producers.

1. Confidence Starts with Training and Practice

New agents often lack confidence simply because they have not received the right training or enough opportunities to practice their skills. Debbie Hehr emphasized that real estate school teaches you how to pass the licensing exam—not how to sell real estate. That is where brokerages and mentors come in.

Tony Geraci advises all new agents to interview brokerages based on their training programs. “Some offices are not structured to train and support new agents,” he says. Century 21 HomeStar offers weekly training, including one-on-one coaching and live Zoom sessions that walk agents through critical documents like the purchase agreement and listing contract.

2. Know Your Documents Cold

Nothing kills a client’s confidence in their agent faster than seeing them fumble through contracts. Debbie emphasized the importance of understanding and explaining documents fluently. At HomeStar, agents go through roleplay-style contract reviews where they treat Debbie as the buyer and explain each section. This helps agents answer common client questions with ease, reinforcing both competence and trust.

3. Become a Local Market Expert

Another way to demonstrate value is to know your market inside and out. Even if you are not yet closing many deals, you can sound like an expert simply by being one.

Use tools like Realist, the MLS, or RPR to access market statistics. Monitor how many homes are listed, how long they take to sell, and what they sell for. Mike Ferrante points out, “If you say, ‘Inventory is down 40% from five years ago,’ you sound really smart.”

Tony Geraci also encourages agents to preview homes even when they do not have buyers. This allows you to speak from firsthand experience, which is invaluable in listing appointments and buyer consultations.

4. Time Block for Success

Organization and responsiveness go hand-in-hand. Debbie suggests time blocking daily to balance personal life, prospecting, follow-up, and training. Simple routines like dedicating an hour to calls or emails each day create structure that leads to confidence.

Tony adds, “You have to prioritize your time. Every client wants to talk to you immediately, but managing your schedule effectively helps you stay professional and available.”

Mike Ferrante offered one of his favorite tips for maintaining responsiveness: “Even if I cannot respond right away, I send a quick message acknowledging the inquiry and letting them know when I will follow up. It makes clients feel taken care of.”

5. Leverage Your Support System

One of the unique strengths of being part of a brokerage like Century 21 HomeStar is the built-in support network it provides. Agents have access to Tony, Debbie, Mike, and others for ongoing questions, guidance, and mentorship. Whether through live trainings, roleplay sessions, or simply picking up the phone, newer agents are never alone.

Tony recommends masterminding with agents outside your immediate market. “People in other cities will be more open to sharing their success strategies because they are not competing with you,” he says. This kind of collaboration can accelerate learning and innovation.

Conclusion: Confidence Is Built, Not Inherited

Confidence in real estate comes from preparation, knowledge, and practice—not from production numbers. Whether you are a new Realtor in Cleveland or an experienced agent looking to grow, investing time into training, market expertise, and document fluency will position you as a confident, trustworthy professional.

Take advantage of the resources at your disposal. Practice your scripts. Learn the contracts. Track the market. Time block your days. And lean on experienced mentors like Mike Ferrante, Tony Geraci, and Debbie Hehr.

Want to grow your confidence and your real estate business?

Contact Mike Ferrante at mike@21mike.com or visit 21Mike.com to schedule your free consultation.

For agent development opportunities, you can also connect with Tony Geraci at Tony2Talk.net.

Subscribe to our YouTube channel for weekly Realtor training, Cleveland market updates, and actionable tips to elevate your career.

With the right tools and mindset, any agent can rise to top-producer status. Start by building your confidence today—the success will follow.

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