A college business professor who was also a real estate appraiser got Kohler hooked on selling property. Now Kohler tries to inspire others, lecturing regularly at his alma mater, the University of Utah. Meanwhile, he has catapulted from sales to overseeing more than 50 salespeople in five Utah offices. Kohler is a firm believer in building relationships for the long haul. “The quick sale today doesn’t necessarily benefit the long term,” says Kohler, who oversaw $134 million in 2007 sales, nearly triple sales from a year earlier.
LOYALTY REWARDS: Kohler gives clients a loyalty card that entitles them to come to use fax machines, color copiers, and other services at his office. The reaction has been overwhelmingly positive—and even among the 80 percent of clients who have never taken advantage of the generous offer, many tote the blue plastic cards with the Windermere name emblazoned on it.