Real Estate News & Market Insights:
- At CENTURY 21 Thomson & Co., mentors are experienced, calm, servant leaders matched to mentees by personality and background to foster growth.
- The Thomson Trailblazers seven-week program blends productivity coaching, website optimization, client presentation training, and expert sessions, achieving a 137% production increase.
- Build tenacity and habits: script practice, daily MLS checks, preview listings, attend workshops, and prioritize relationships over transactions.
Behind every successful real estate agent is a mentor who believed in them—and few embody that role better than Maria Caivano. As the Director of Agent Development at CENTURY 21 Thomson & Co., Maria has turned her passion for teaching into a powerhouse of agent transformation. With a career rooted in mentorship and a heart for helping others grow, she’s not just shaping agents—she’s shaping futures. In this first feature of our CENTURY 21® Mentor Series, we dive into Maria’s journey, her approach to agent development, and the wisdom she shares with those ready to rise in real estate.
From Rookie of the Year to Trusted Mentor
Maria’s journey in real estate began in 2005, guided by a mentor who left a lasting impression. “I did everything she told me to do and became ‘Rookie of the Year,’” Maria recalls. “At the time, I didn’t realize what an accomplishment that was, but now I look back with pride. That experience shaped my understanding of what a mentor should be.”
With a background in education, Maria naturally gravitated toward mentorship. “Teaching is in my DNA,” she says. “Helping others succeed is just who I am.”
What Makes a Great Mentor?
At CENTURY 21 Thomson & Co., mentor isn’t just a title—it’s a responsibility. Maria and her team carefully select mentors who are not only experienced and consistent in their production but also calm under pressure and committed to servant leadership. “We match mentors and mentees based on personality and background,” she explains. “It’s about creating a connection that fosters growth.”
The Impact of Thomson Trailblazers
In 2024, Maria launched Thomson Trailblazers, a development program designed to accelerate agent growth. The results? A staggering 137% increase in production among participants. “It’s one of the things I’m most proud of,” she says. The seven-week program blends productivity coaching with hands-on business development—covering everything from website optimization and client presentations to expert-led sessions with top agents and industry professionals. By the end, agents leave with a complete, actionable toolkit to elevate their business.
WATCH: Patricia Green on how the Thomson Trailblazers program helped her stand out and succeed with CENTURY 21 Thomson & Co.
The Blueprint for Agent Success
Maria believes that success in real estate starts with the right mindset and habits. “A great agent needs tenacity, a strong work ethic, and a willingness to conquer their fears,” she says. “They must be active listeners and genuinely want to help others.”
To build confidence, agents are encouraged to:
- Practice scripting for client conversations
- Stay informed by previewing listings and attending broker opens
- Check the MLS daily
- Participate in company learning events
“Knowledge of the market brings confidence,” Maria emphasizes. “And confidence builds trust.”
Tailored Onboarding for Every Agent
Maria’s approach to onboarding varies depending on the agent’s experience. For seasoned professionals, the focus is on integration—getting them connected with company systems and supporting their existing methods. For new agents, it’s all about foundational training.
“Our onboarding team introduces new agents to tools like the MLS, Supra e-key, and 21online.com,” she explains. “We help them set up their MoxiWebsite®, upload contacts, and establish a digital presence. Then I step in with CENTURY 21 training and ongoing learning opportunities.
WATCH: Mark Tenenbaum, agent affiliated with CENTURY 21 Thomson & Co. shares how the Thomson Trailblazers program gave him the confidence, tools, and clarity to better connect with clients—and take action right away.
Navigating Today’s Challenges
Maria is candid about the hurdles agents face today. “Inventory is tight due to low interest rates from 2020–2022, and new agents often underestimate how hard this business is,” she says. “The biggest challenge is doing the unglamorous work—making calls, following up, staying consistent.”
To support agents, CENTURY 21 Thomson & Co. partners with outside companies that provide local market insights and lead generating ideas. “This isn’t an easy business,” Maria admits, “but if you stay focused and do the daily work, you will succeed.”
Looking Ahead
As the industry evolves, Maria sees both challenges and opportunities. “Technology is changing how buyers and sellers access information,” she notes. “Agents will always be necessary, but we must adapt. There may also be a shift back to traditional brokerages as agents seek better support and higher splits.”
For her own growth, Maria plans to expand her networking in 2025. “I want to connect with other brokers and managers to share best practices,” she says.
Final Advice for New Agents
Maria’s message to new agents is simple but powerful:
“Come into the office. Join workshops and seminars. Learn from the best. Be flexible and open to change. And remember—your client is not a transaction. Clients are people you build relationships with for years to come.”
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