The art of selling real estate can take years to master, but Rising Star Max Cookson is already exceptional. This 2020 Rookie of the Year sold $7 million in 2022 and is on track to exceed that number for 2023. But numbers aren't what matter to Max - people are. With natural intuition, a Master's in Psychology, and a lifetime of teamwork playing and coaching soccer, Max has his own spin on the Golden Rule: Always treat clients the way they want to be treated.

 

"Everyone is different," Max says. "Some clients only want the facts. Others enjoy discussing ethereal aspects of a home, like lighting and warmth. The key to selling real estate is discovering your client's needs, solving their pain points, and communicating information on their terms."

 

Max moved to the United States from Peston, England, 15 years ago to coach youth soccer. He met his wife, Ryan, a year later here in Kansas City. Although she isn’t a soccer fan, the two fell in love. Then, after creating and running a gym and sports fitness facility, Max decided to make an "exciting and terrifying" transition into real estate.

 

"I knew I would enjoy being a REALTOR® because I've always worked in a sales and customer service role and find it easy to talk to people," Max says. "But I was a single-income earner, and the pandemic had just started, so changing careers was a considerable risk."

 

Fortunately, Max had two incredible team leaders at The Collective KC who helped him launch his new career. "Stephanie Bulcock mentored me every step of the way," he says. "She's outstanding and does real estate the right way, so it was like having a shortcut to get where I needed to be. Jennifer Weaver is also incredible. She taught me to understand the market and what's going on locally and nationally. There is no way I'd have half the success without the two of them helping me."

 

Hosting open houses was equally foundational to Max's success. "One of the first things I did to build my business was ask everyone in the office if I could help them with an open house," he says. "I did at least two every weekend for a whole year and built a great database of leads. There's an art to holding open houses. First, treat everyone with respect, even if they're rude to you. They may be having a bad day or be in a bad head space, so don't take it personally - you don't own their mood. Those same people will often come up to you with questions at the end. Be easy to talk to and learn how to read people. Most don't like being jumped on immediately, so find the balance. Talk to them when they're ready and give them the information they want the way they want it."  

 

Systems are also crucial. "The Collective KC has a process for how we do things," Max says. "From the welcome mat at the door to how we stage the house, we put our stamp on every open house. While hosting, I present our sign-in sheet appropriately and ask exploratory questions. Then, if someone is a potential lead, I put their information in my CMA and follow up via email or text that provides value. For example, if they told me they were looking for Blue Valley schools, I'll show them listings in that area. Or if they're thinking about selling, I'll show them what their house is worth. It's all about being proactive and offering a full-service experience. I connect my clients with all the people they need along the way, so all they need to do is find a house they like. I take care of the rest."

 

While not from KC, Max says he loves it here and never takes it for granted. "It's big enough to have everything big cities have, plus excellent schools, eight months of good weather, and affordable house prices. They don't have all that in England! KC has a lot of people from foreign countries moving here, and not being from this county myself, I can relate almost immediately. I'm always excited to help others discover Kansas City, and being able to help them find the perfect home is so cool.”

 

Max still finds time to play soccer. He's in an over-30s league in Overland Park and likes to kick the ball around with his daughters, Charlie (9) and Sammy (6). "I'll coach them someday if they want me to, but right now, I'm content to watch from afar as my oldest daughter plays on a team. Soccer teaches a lot about teamwork and the importance of surrounding yourself with good people. You can't do it on your own, and you can't do real estate on your own, either. Good relationships are worth so much, and success is happiness. That's why I plan to stay on The Collective KC as long as they will have me. It's an awesome team and I’m very grateful!”