ALABAMA 10-26-20

ALABAMA EDITION

By the Numbers:

Understanding the True Value of Square Footage 5 WAYS TO

TRANSFORM RENTERS INTO OWNERS FEATURED AGENT

MARCUS WALKER

MAKE SOCIAL MEDIA MARKETING

Your Calling Card

COVER STORY

JERRY SAGER

ALABAMA EDITION

MARCUS WALKER For Marcus Walker, getting into the real estate industry was always a9 goal. When he realized that he was miserable working as a medical salesperson, he decided it was time for him to take the leap and chase his dream of becoming a real estate agent.

“Here I am,” he says, as he has just hit two years in the business. Today, Marcus works as a successful agent in the Mobile, Alabama area. He plans to continue expanding his business into other areas, JERRYinSAGER including Florida, the near future.

19

MARCUS WALKER

Because Marcus is a native to nity, he is very involved with local organizations. Marcus active with his church, where a deacon and helps with ma community service projects. A Marcus has a wife and two keep him very busy. “Whene working, I’m with them,” he s he is sailing and fishing with bay or attending their soccer weekend.

Though he is only two years into working as a realtor, Marcus loves how rewarding his job as about 85 percent of Marcus’ business comes from saying, “It’s life-changing for these peo repeats and referrals and his volume continues to truly helping them accomplish something increase. He says this is likely because he tries to thought would be possible. In the future, M keep it personal and relationship-based.

Whether he to keep providing a high level of care a CONTENTS is sending handwritten notes to clients or delivering service for each of his clients, while als homemade Thanksgiving pies, he always focuses on greater number of people. There is a lar 4) MAKE SOCIAL MEDIA 15) BY NUMBERS: the people involved in the transactions rather than justTHE people to Alabama right now because of the numbers.

He always tries to stay updated on what beaches andTHE low TRUE property taxes, and M MARKETING YOUR CALLING UNDERSTANDING is happening in his clients’ lives, especially when the forward to seeing how this will shape the CARD VALUE OF SQUARE FOOTAGE community faces issues such as hurricanes. Marcus “Alabama’s Gulf Coast is gorgeous,” M says, “I’ve lived here for all my life,” and he defi- and he is honored to have the opportunity 6) 5 WAYS 22) to HOW nitely TO uses TRANSFORM this connection to the community his TO withOVERCOME his clients. advantage.

RENTERS INTO OWNERS YOUR WORKPLACE FEARS

2

Clients can tell that Marcus always puts them first and does whatever he can do to help them reach their dreams. He sees them more as friends than people Phone 310-734-1440 310-734-1440 associated with| Fax a transaction.

One former client shared in a review, “I am so glad I chose Marcus mag@topagentmagazine.com | www.topagentmagazine.com Walker to be my real estate agent when selling propNo portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top ertyis in Fairhope, AL. Marcus wasGA,all service Agent Magazine published

by Feature Publications Inc.about Although precautions are taken to ensure the accuracy and proved this over and over!

He created videos of published materials, Top Agent Magazine cannot be held responsible forto opinions expressed or facts supplied by on or social media, which gainedto interest in the its authors. Toshare subscribe change address, send inquiry mag@topagentmagazine.com.

Published in property the U.S. and a buyer. Marcus is very knowledgeFor more about Marcus Wa able of the market and the buying/selling process. I please call (251) 401-1416 highly recommend Marcus Walker to anyone selling Top Agent Magazine email findgulfcoast@gmail.c or purchasing on the beautiful Gulf Coast!!”

mailto:mag@topagentmagazine.com

Top Agent Magazine

3

Make Social Media Marketing Your Calling Card These days, it’s no secret that buyers begin their home search online. As the industry continues to take a digital turn, Realtors in the know must learn to utilize a whole new range of tools available to them—and for good reason. Social media is a dynamic hybrid of personal contact and targeted marketing. To make the most of this new medium, agents can’t settle for the occasional post and expect results.

Instead, let’s consider a few techniques that will make your social media presence 4

interactive, unmissable, and effective in generating business.

Your Profile is a Portal Ideally, you’ll have profiles across Facebook, Instagram, LinkedIn and otherwise—but no matter what portal you’re utilizing, make sure your profile page is up-todate, well-curated, and easily navigated.

Consider your profile a landing page.

Top Agent Magazine ®

Top Agent Magazine

Your photo, location, contact information, homepage, and a brief bio should all be readily visible so that potential clients can get an immediate sense for who you are and what your voice is. If a client wants to connect with you, it should be obvious how to do so. You might also incorporate a few savvier tools that make your profile more engaging—like hashtags. These searchable tags can help you lure potential clientele and give your audience a chance to explore deeper. #DreamHome #JustListed and #HomeInspiration are popular, existing tags to choose from, but you can cultivate your own hashtag by consistently tagging posts, which gives clients an extensive thread to comb through.

Interacting with Your Audience Posting regularly is great way to appear in feeds, but engaging with your audience is just as important—and it helps you reach a new audience in the process. It’s a positive start to like your audience’s posts, pictures, and statuses, but commenting takes your engagement a step further and separates you from typical respondents. It’s also important that you diversify your engagements. In other words, don’t center every communication around your business, propositioning your services, or trying to sell. If applicable, present your value-add, but otherwise steer your engagement towards the personal. Let your clients know that you’re there, you’re human, and Top Agent Magazine

ready to work at their pace. Which leads us to our next point...

Blending the Professional with the Personal Engaging with your audience is one thing, but what about generating original content?

How do you strike the right balance between a Call to Action, industry updates, and a personal touch? Think of it this way: any post you create should provide a point of connection for your audience.

Sometimes, you might be sharing a family photo, or commenting on some unifying current event—like the Super Bowl! Other times, you may be sharing a Coming Soon listing, or providing tips to spruce up a home for spring. Regardless, you should focus on quality. Is your copywriting engaging? Does it express your unique voice and personality, while maintaining clarity? Are you giving your audience something to connect with, even if you are sharing property photos or advertising an open house? Instill some fun and some personalization to every piece of content you make, so that clients can picture the voice and person behind the post.

Things are always changing on the social media frontier, but some rules never shift.

Adding clarity, consistency, and personality to your online presence are three surefire ways to grow your business and make social media second nature.

Top Agent Magazine ®

5

5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 6

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

Top Agent Magazine ÂŽ

Top Agent Magazine

1

Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

3

Collaborate with mortgage professionals to find the right financing opportunities

2

Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

Top Agent Magazine ®

7

pay monthly in a mortgage—while building a lasting asset.

5 4

Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

8

Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

Top Agent Magazine ®

Top Agent Magazine

JERRY SAGER Top Agent Magazine

9

JERRY SAGER Top Agent Jerry Sager with Red Hawk Realty Group at Keller Williams Hoover, helps lead an elite team to service clients throughout the Hoover and Birmingham Metro areas.

For thirty years, Jerry Sager forged an accomplished career in the business sphere, climbing the corporate ladder for a major national retailer. Along the way, he took an interest in real estate, in particular for how it spoke to his entrepreneurial spirit, attention to detail and passion for community involvement. Sure enough, his instincts proved right: Jerry would win Rookie of the Year in his first year with Keller Williams Hoover. “Real estate was the perfect fit,” he says. “Once I got my license, I took off instantly. I simply 10 Copyright Top Agent Magazine

fell in love with helping people and serving others in my community.”

Today, Jerry is a Realtor with Red Hawk Realty Group at Keller Williams Hoover, where he helps lead an elite team to service clients throughout the Hoover and Birmingham Metro areas. By applying his previous experience as a businessman to the real estate industry, he has established a personalized workflow around openness and client service. “Every transaction is different,” he says.

Top Agent Magazine

“You can’t work with each client the same way; instead, you need to find out how they want to be represented, and you need to look out for their best interests.”

When assisting clients, Jerry prefers a comprehensive approach catered directly to their Top Agent Magazine

needs. Most of all, he understands the gravity associated with any purchase or sale. “A home is our most important life investment,” he says. “I can still remember the excitement of buying my first house. The satisfaction of seeing that joy on my clients’ faces drives me to fight for them every day.”

11 Copyright Top Agent Magazine

“A home is our most important life investment,” Jerry says.

“I can still remember the excitement of buying my first house.

The satisfaction of seeing that joy on my clients’ faces drives me to fight for them every day.”

And Jerry is a proven fighter. A key partner at the largest Keller Williams group in his area, he will do whatever it takes to ensure a transaction runs smoothly—even if that means going door knocking in a neighborhood on a 100° summer afternoon. Moreover, his standards of service last long after the deals are done. Jerry likes to remain in close contact with his clients through frequent calls, pop-bys and even Copyright Top Agent Magazine 12

lighthearted events such as pumpkin carving competitions, all to ensure that his customers are thriving in their new homes.

Outside his career, Jerry is tremendously active in his community. On top of supporting his church, he also recently assisted the Alabama Childhood Food Service organization, his team has contributed to childhood Top Agent Magazine

cancer research and he has volunteered at area food banks and senior homes. When he’s not helping clients or giving back, Jerry, a cello player and singer, can be found attending symphony concerts with his wife, Karen of 29 years, also an agent, and their two children, Bethany and Garrett.

Top Agent Magazine

Going forward, Jerry and his team have strong ambitions for the future. Over the next five years, they plan to expand their group to the Gulf Coast, where they are looking to establish a real estate presence on the beach. However, Jerry is equally focused on the present and maximizing the strong market potential for all Copyright Top Agent Magazine 13

his buyers and sellers. “In real estate, there’s a misconception that once you earn your license, business will just come your way,” he says.

“That’s not true. Real estate requires hard work;

you have to be willing to put in long hours and tough days to get the job done for your clients.

But through it all, this is also one of the most rewarding careers in the world.”

To learn more about Jerry Sager please call (205) 441-1112, email jerry@redhawkrealtygroup.com, visit jerrysagerhomes.kw.com www.

Copyright Top Agent Magazine 14

Top Agent Magazine

By the Numbers:

Understanding the True Value of Square Footage Measuring the square footage of a property may seem like an objective and straightforward task, but you’d be surprised at how many agents and homebuyers misunderstand this pivotal figure.

True square footage provides homebuyers a concrete understanding of their prospective domain, but here’s the problem: the rules to determine a home’s square footage are not always uniform across the board. What’s more, much of Top Agent Magazine

a home’s value is determined by its size, so accuracy is certainly important. While many real estate agents have their own systems for determining or confirming a home’s true square footage, it doesn’t hurt to update your practices and become an expert on the subject. After all, you may learn a few techniques that could add value to a listing, or better prepare you in guiding house-hunters on the lookout.

Top Agent Magazine ®

15

1. Do your due diligence Most towns and cities have a local records department where floorplans and blueprints are kept on file. It’s worth noting that these records don’t typically include any subsequent additions or remodels on a property, but they still give archive hunters a legal baseline when outlining a property’s square footage. Oftentimes, a straightforward online search of a city or county’s records office can pull the information necessary, or else agents can poke around in person to uncover informative blueprints at the records office. Either way, access to original blueprints or floorplans is a great tool for determining livable square footage. As a bonus,

16

original blueprints and floorplans—especially in historic properties—can be intriguing visual aids for prospective buyers, as well.

2. Know the rules While there aren’t universal standards when it comes to measuring square footage, there are general guidelines that can help determine square footage in an authentic way. Per the American National Standards Institute (ANSI), here are the official recommendations for measuring a home’s real square footage: n

Called “below grade spaces,” basements and sunrooms beyond a home’s typical

Top Agent Magazine ®

Top Agent Magazine

living quarters do not count toward a home’s true square footage. According to ANSI, even big draws like finished basements don’t count toward a property’s Gross Living Area. Of course, even below grade spaces have their own desirable value and should be outlined as such on listings. n

n

Did you know the space inside closets and on stairways counts toward a home’s square footage? Even if these areas are relatively small, they still add to a property’s calculable square footage.

When recording square footage, ANSI actually suggests performing measurements from a property’s exterior—though this method does not account for the

Top Agent Magazine

thickness of exterior walls, which could skew square footage numbers. n

Just like below grade spaces, a garage, a pool house, or even a guest house should not be included in a property’s Gross Living Area. The rationale at work here is this: if you must go outside to access additional living areas, then they are beyond the square footage scope of the primary dwelling and should not be included in a home’s Gross Living Area.

3. Double-check by doing the dirty work Buyers and sellers have or will make a sizable investment in a property, so isn’t it fair to double-check all the relevant facts and figures

Top Agent Magazine ®

17

when it comes to true square footage? If you want to take on the endeavor yourself, here are a few helpful steps to take. n

First, you’ll need a few things to get started, including a tape measure that can measure at least 100 ft., graph paper, and a pencil.

n

Next, choose a room to start measuring wall-by-wall. Measure Wall 1, then proceed to assign each square on the gridded paper a corresponding measurement, rounding to the nearest tenth of a foot for the sake of clarity.

n

From there, draw out the wall you measured and measure the remaining walls in the

18

room. Once you’ve completed the room’s measurements, multiply the room’s length and width to determine its square footage. n

As you go measure throughout the home, using your own system to scale, you will construct a failsafe floorplan.

Mastering your craft is everything, and the real estate industry is no different. Every now and again, it’s worthwhile to update your well of information, take matters into your own hands, and continue to innovate with the industry. While square footage may not seem like the juiciest starting off point for such a venture, never forget: mastery of technical knowledge is a sure sign of expertise.

Top Agent Magazine ®

Top Agent Magazine

MARCUS WALKER For Marcus Walker, getting into the real estate industry was always a goal. When he realized that he was miserable working as a medical salesperson, he decided it was time for him to take the leap and chase his dream of becoming a real estate agent.

“Here I am,” he says, as he has just hit two years in the business. Today, Marcus works as a successful agent in the Mobile, Alabama area. He plans to continue expanding his business into other areas, including Florida, in the near future.

Though he is only two years into working as a realtor, about 85 percent of Marcus’ business comes from repeats and referrals and his volume continues to increase. He says this is likely because he tries to keep it personal and relationship-based. Whether he is sending handwritten notes to clients or delivering homemade Thanksgiving pies, he always focuses on the people involved in the transactions rather than just the numbers. He always tries to stay updated on what is happening in his clients’ lives, especially when the community faces issues such as hurricanes. Marcus says, “I’ve lived here for all my life,” and he definitely uses this connection to the community to his advantage.

Clients can tell that Marcus always puts them first and does whatever he can do to help them reach their dreams. He sees them more as friends than people associated with a transaction. One former client shared in a review, “I am so glad I chose Marcus Walker to be my real estate agent when selling property in Fairhope, AL. Marcus was all about service and proved this over and over! He created videos to share on social media, which gained interest in the property and a buyer. Marcus is very knowledgeable of the market and the buying/selling process. I highly recommend Marcus Walker to anyone selling or purchasing on the beautiful Gulf Coast!!”

Top Agent Magazine

Because Marcus is a native to his community, he is very involved with a variety of local organizations. Marcus is especially active with his church, where he serves as a deacon and helps with many different community service projects. Additionally, Marcus has a wife and two sons who keep him very busy. “Whenever I’m not working, I’m with them,” he says, whether he is sailing and fishing with them on the bay or attending their soccer games each weekend.

Marcus loves how rewarding his job as a realtor is, saying, “It’s life-changing for these people.” He is truly helping them accomplish something they never thought would be possible. In the future, Marcus hopes to keep providing a high level of care and customer service for each of his clients, while also serving a greater number of people. There is a large influx of people to Alabama right now because of the beautiful beaches and low property taxes, and Marcus looks forward to seeing how this will shape the community.

“Alabama’s Gulf Coast is gorgeous,” Marcus says, and he is honored to have the opportunity to share this with his clients.

For more about Marcus Walker, please call (251) 401-1416 or email findgulfcoast@gmail.com 19 Copyright Top Agent Magazine

Laughs!

Graham Harrop Graham Harrop Cartoons Cartoons

Putting the power of humour to work for you!

Putting the power of humour to work for you! grahamharrop.com 

grahamharrop.com  20

Top Agent Magazine

mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

Top Agent Magazine

21

How To Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.

your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether.

Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

1

2

Really owning the emotions that are putting you in a place of fear, is the first step.

By just naming it and then talking it out in

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me,

ASSESS THE FEELINGS BEHIND THE FEAR

22

TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

Top Agent Magazine

Top Agent Magazine

it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

3

THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad after all.

Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off.

Countless people in their dream jobs now, were once fired and thought it was the end of the world. Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

4

COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, Top Agent Magazine

Start thinking of fears as challenges.

As scary as it might seem to face them, for the most part they are things that can be fixed.

you’re taking in your fears and figuring out ways to overcome them.

5

START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed.

A lot of fear is based on inexperience which leads to a lack of confidence. A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties.

Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

Top Agent Magazine

23

mailto:mag@topagentmagazine.com

24

Top Agent Magazine