James Parks
Deltona
Summary
Dynamic real estate executive with a strong history at Coldwell Banker Realty, specializing in agent recruitment and retention. Achieved a remarkable 97% agent retention rate by transforming underperforming offices through effective sales strategies and relationship building. Proven ability to lead high-performing teams, driving revenue growth and operational excellence across various markets.
Overview
41
41
years of professional experience
Work History
Sales Manager
Coldwell Banker Vanguard
Tavares
09.2025 - Current
- Developed and executed sales strategies to drive revenue growth across diverse markets.
- Led team in achieving sales targets through effective training and performance management.
- Analyzed market trends to identify new business opportunities and enhance competitive positioning.
- Established strong relationships with key clients, improving customer retention and satisfaction rates.
Branch Vice President
Coldwell Banker Realty
Baltimore
11.2020 - 09.2025
- Dynamic, results-driven real estate executive with a proven track record of multi-office leadership, agent recruitment, and operational turnaround.
- Recognized in the top 10% of Coldwell Banker managers nationwide for agent growth and retention.
- Expert in driving profitability, expanding service capture, and building strategic partnerships across diverse markets.
- Multi-Office Oversight: Managed three offices with over 400 agents, ensuring compliance, productivity, and culture alignment across locations.
- Top-Tier Recruitment: Consistently ranked in the top 10% of Coldwell Banker managers for recruiting new and experienced agents.
- Leadership Development: Supported five area managers in refining recruitment strategies, increasing market share and profitability.
- Turnaround Success: Transformed a historically unprofitable office—doubling agent count from 43 to 95 in six months and achieving its first profit in 15 years.
- Agent Retention: Maintained a 97%+ agent retention rate year-over-year through personalized support, training, and career development.
- Ancillary Services Growth: Increased Mortgage capture rate to 25%+ annually
- Boosted Title capture rate to 40%+
- Introduced Insurance and Home Warranty services to agents
- Training & Compliance: Delivered multiple weekly training sessions on contracts, listing agreements, presentations, and compliance topics.
- Strategic Partnerships: Introduced 15+ third-party referral companies, contributing to over $119 million in closed business in the first year.
- Agent Support: Conducted group coaching on a weekly basis to new agents and bi monthly one on one coaching sessions for seasoned agents to increase listings and sales.
- State Licenses: Licensed in Maryland, District of Columbia, Virginia, Pennsylvania and Florida. Currently working on Georgia, North and South Carolina brokers license.
Broker/Owner
Century 21 Mount Vernon Realty
Baltimore
06.1997 - 11.2020
- Visionary real estate executive with deep expertise in REO, short sales, and bank-owned properties.
- Built and scaled a multi-office operation from the ground up, integrating mortgage, title, property management, and education services to drive profitability and agent growth.
- Known for high-volume listing management, agent development, and strategic leadership across the Mid-Atlantic region.
- Business Expansion: Launched initial office with 40+ agents
- Grew to 2 full-service offices and 1 satellite location with 120+ agents within 2 years
- REO & Asset Management Leadership: Managed over 800 active REO, short sale, and bank-owned listings at any given time
- Delivered timely reporting and compliance documentation to institutional clients
- Property Management Division: Oversaw a dedicated property management team handling 100+ residential properties
- Ensured tenant relations, maintenance coordination, and financial reporting met investor standards
- Agent Training & Development: Conducted weekly training on sales techniques, listing agreements, and contract preparation
- Fostered agent productivity and retention through hands-on mentorship
- Vertical Integration: Owned and operated affiliated Mortgage Company, Title Company, and Real Estate School
- Achieved 28% mortgage capture rate and 60% title capture rate, boosting company revenue and agent recruitment
- Operational Oversight: Led a team of 12 full-time staff supporting accounting, agent services, and client reporting
- Streamlined workflows to ensure accuracy and responsiveness for bank and customer communications
- Industry Leadership: Served on the Board of Directors for Century 21 Mid-Atlantic Brokers Council
- Supported regional franchise owners with strategic planning and operational best practices
- Culture & Recognition: Coordinated quarterly and annual agent awards banquets to celebrate performance and foster team spirit
General Manager
Century 21 First Coast
Jacksonville
11.2019 - 07.2020
- Forward-thinking growth strategist with a proven track record of expanding agent population, optimizing business offerings, and driving cross-functional collaboration.
- Spearheaded initiatives that directly enhanced recruitment, market positioning, and operational efficiency across multiple regions.
- Agent Growth & Recruitment: Successfully affiliated 56 new and experienced sales associates through targeted outreach and onboarding strategies
- Increased agent population by aligning value propositions with market needs and career goals
- Strategic Planning & Execution: Led cross-functional teams to design and implement growth initiatives that supported long-term business objectives
- Oversaw budget allocation for expansion projects, ensuring fiscal alignment with company goals
- Market Analysis & Opportunity Development: Analyzed local and regional market trends to identify new business opportunities and refine product offerings
- Collaborated with sales and marketing teams to enhance customer acquisition strategies and brand visibility
- Performance Optimization: Developed and tracked performance metrics to evaluate the effectiveness of growth strategies
- Used data-driven insights to refine recruitment, retention, and service delivery models
- Team Leadership & Mentorship: Mentored junior team members, fostering a culture of continuous improvement, collaboration, and accountability
- Promoted professional development and cross-training to strengthen team capabilities
Regional Manager
Century 21 Kayhouse
Baltimore
03.1990 - 06.1997
- Strategic and hands-on real estate leader overseeing three offices, three sales managers, and a team of 200+ sales associates.
- Known for driving agent growth, delivering impactful training, and building strong relationships with builders and rehabbers to expand listing inventory and market share.
- Multi-Office Leadership: Directed day-to-day operations across three offices, ensuring alignment with company goals, compliance standards, and sales performance metrics
- Supervised three sales managers and supported over 200 agents with coaching, resources, and accountability
- Agent Training & Development: Personally delivered weekly training sessions on contracts, listing agreements, and sales techniques
- Fostered agent confidence and transaction accuracy through hands-on education and mentorship
- Office Launch & Recruitment: Successfully opened a new office from the ground up
- Recruited 70 agents within the first year through strategic outreach and value-driven onboarding
- Builder & Rehabber Relations: Met regularly with small builders and property rehabbers to craft tailored marketing plans for new listings
- Positioned the brokerage as a trusted partner for inventory promotion and sales execution
Regional Manager
Coldwell Banker Grempler Realty
Towson
02.1987 - 03.1990
- High-performing executive with a proven track record of leading agent development, driving ancillary service growth, and consistently ranking #1 across a 22-office network.
- Known for strategic recruitment, impactful training, and operational excellence that directly contributed to company profitability and market dominance.
- Real Estate School Oversight: Supervised a high-volume real estate school, consistently placing 30+ students per month into classroom instruction
- Streamlined onboarding and licensing pathways to accelerate agent readiness and retention
- Sales Training & Leadership: Conducted weekly sales meetings and training sessions focused on contracts, listing agreements, and sales techniques
- Cultivated a performance-driven culture through education, mentorship, and accountability
- Ancillary Services Growth: Actively supported Mortgage, Title, and Insurance divisions to increase capture rates and overall profitability
- Integrated service offerings into agent workflows to enhance client experience and revenue
- Top-Tier Performance: Ranked #1 out of 22 offices in agent recruitment, Gross Commission Income (GCI), and closed units—year after year
- Recognized for consistently exceeding company benchmarks and setting regional standards
Sales Associate
Century 21 Chesapeake Realty
Pasadena
09.1984 - 02.1987
- Started at age 19
- Ambitious and driven real estate professional who became the top-performing agent in the office during the first year of licensure.
- Demonstrated early mastery of listing strategies, client engagement, and market positioning—earning recognition for production and professionalism at a young age.
- Top Performer at 19: Achieved top sales status in the office within first year, outperforming seasoned agents through strategic focus and client service
- Built a strong listing portfolio by targeting high-turnover neighborhoods and leveraging local market insights
- Listing Specialist: Concentrated on securing and marketing residential listings, developing tailored presentations and pricing strategies
- Delivered consistent results through proactive prospecting, open houses, and referral cultivation
- Client Engagement: Built trust with sellers through clear communication, market education, and hands-on support throughout the transaction
- Earned repeat and referral business by exceeding expectations and maintaining strong post-sale relationships
Education
Real Estate Brokers License - Real Estate
The CE Shop
Online11.2020
Real Estate Brokers License - Real Estate
The CE Shop
Online05.2018
Real Estate Brokers License - Real Estate Brokerage
Frederick Academy of Real Estate
Crofton, MD11.1997
Real Estate Salesperson License - Real Estate
Anne Arundel Community College
Arnold, MD03.1997
High School Diploma - Business Administration
Old Mill Senior High School
Glen Burnie, MD07.1983
Skills
- Relationship building
- Sales strategy
- Market analysis
- Performance management
- Revenue growth
- Client retention
- Customer relationship management
- Negotiation techniques
- Business development
- Operational oversight
- Team leadership
- Problem solving
- Effective communication
- Training development
- Time management
- Strategic planning
- Business development and planning
- Performance coaching
- Salesforce
- Sales presentations
- Sales expertise
- Continuous improvements
- Sales processes
- Sales engagement techniques
- Empowers high-performing sales teams
- Database management
- Goal setting
- Employee motivation
- Market and competitive analysis
- CRM software
- Rapport and relationship building
- Product and service management
- Product knowledge
- Consultative and relationship selling
- Strategic partnerships
- Risk mitigation
- Social media savvy
- Profit and revenue-generating strategies
- Marketing strategy
- Prospecting and telemarketing
- Sales tracking
- Revenue optimization
- Brand-building strategies
- Review of contracts
- Contact follow-up
- New business development
- Prospecting skills
- Sales planning
- Verbal and written communication
- Sales and market development
- Exceeds sales goals
- Extensive personal network
- Exceptional multi-tasker
- Lead database management
- Process optimization
- Operations
- Profitability optimization
- Superb time management
- Positive and upbeat
- Consultative sales
- Sales team training
- Staff management
- Goals and performance
Timeline
Sales Manager
Coldwell Banker Vanguard
09.2025 - Current
Branch Vice President
Coldwell Banker Realty
11.2020 - 09.2025
General Manager
Century 21 First Coast
11.2019 - 07.2020
Broker/Owner
Century 21 Mount Vernon Realty
06.1997 - 11.2020
Regional Manager
Century 21 Kayhouse
03.1990 - 06.1997
Regional Manager
Coldwell Banker Grempler Realty
02.1987 - 03.1990
Sales Associate
Century 21 Chesapeake Realty
09.1984 - 02.1987
Real Estate Brokers License - Real Estate
The CE Shop
Real Estate Brokers License - Real Estate
The CE Shop
Real Estate Brokers License - Real Estate Brokerage
Frederick Academy of Real Estate
Real Estate Salesperson License - Real Estate
Anne Arundel Community College
High School Diploma - Business Administration
Old Mill Senior High School