“Treat all clients as if they were your only one.”
What makes him special: He learned about hard work and client appreciation from his father—“an all-time leader in insurance sales for his company,” he says. The lessons paid off in 2002—his first full year as a full-time salesperson—with nearly $6 million in closed sales.
His “honeymoon year” in real estate: Cook started his career part-time while attending college. Newly married, he contacted his wedding guests to let them know he was in the business. He also went door-to-door in his neighborhood, introducing himself as a real estate practitioner who cared about local property values.
How he makes clients feel special: Each month, he treats them to something of value, such as a movie, dinner at a restaurant, or tips on where to get the best deal on a dozen roses for Valentine’s Day. Once he even rented an entire restaurant and treated clients to a three-course meal and live entertainment. Last year, Cook also began donating 10 percent of every commission to a charity of the client’s choice.