ARIZONA 6-3-19

ARIZONA EDITION

The Daily Schedule of a Successful Real Estate Agent

RECONSIDER REFERRAL-ONLY WHEN PLANNING FOR THE FUTURE

MILLENNIAL BUYERS:

WHERE THEY ARE & WHAT TO KNOW

COVER STORY

MELISSA DAWN RICH

Plus TOP AGENT MAGAZINE'S

TOP SOCIAL MEDIA AGENT LIST RICH WINNERS! MELISSA DAWN

ARIZONA EDITION

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MELISSA DAWN RICH

CONTENTS 4) RECONSIDER REFERRALONLY WHEN PLANNING FOR THE FUTURE 14) MILLENNIAL BUYERS: WHERE THEY ARE & WHAT TO KNOW 18) TOP AGENT MAGAZINE'S TOP SOCIAL MEDIA AGENT LIST

23) HOW TO INCORPORATE CURRENT EVENTS TO YOUR EMAIL BLASTS AND STAY RELEVANT 26) THE DAILY SCHEDULE OF A SUCCESSFUL REAL ESTATE AGENT

Phone 310-734-1440 | Fax 310-734-1440 mag@topagentmagazine.com | www.topagentmagazine.com No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S.

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Reconsider Referral-Only When Planning for the Future

A 100% referral rate is a testament of client happiness. But even a 30% referral rate is proof of client satisfaction. It’s all relative, say some agents. One number pays tribute to past success, which is certainly a story worth telling. But the other might better predict the future. Many agents plan for the idea that 4

working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector.

Unless you are clairvoyant enough to flawlessly predict every market change or every

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Top Agent Magazine

Many agents plan for the idea that working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector. life change that your clients and referral partners may experience, it’s wise to maintain an active marketing presence. The reasons vary, however, depending on the goals and trajectory of each individual’s business.

If long-term success, a growing team, a legacy or expansion into new areas are not priorities, then working a sphere of influence may be enough for some agents, especially those who may be in the industry mostly for the love of the business. But for a majority of agents, no matter how much they love their work, their real estate and mortgage businesses are careers, first and foremost.

Let’s start with the team-builders and mentors. Agents and brokers who are building teams are wise to invest in business marketing, advertising and community outreach. Ty Hutchins, who owns and operates Ty & Company Real Estate in Colorado’s Front Range, says that, while she could personally live off referrals alone, her goal is to build up her agents. “I do the marketing piece for my team, so I can help them succeed,” she says. That marketing includes running commercials on TV and in movies theatres, as well as lead generation that identifies potential buyers, sellers and Top Agent Magazine

investors between the Colorado Springs and Denver markets. Her team’s goal, she adds, is to promote their reputation of being honest, hardworking professionals with the reach of a major brand but the personalized approach of a boutique.

Then there are the growers. Khrista Jarvis and Nicole Jung of The Khrista Jarvis Team in the San Francisco Bay Area, are on a considerable growth track. “We’re the #1 team in our area and the top team in Compass Real Estate nationally,” explains Khrista. While high marks for service on behalf of their clients have led them to these heights, they know that they must continue to evolve and market their brand. “We do a good deal of social media marketing for our listings and for our business,” she says. Their names, therefore, are frequently linked to sentiments of trust, dependability and market knowledge, both in their marketing and in their reviews.

Next, there are those who weathered the worst of times. Susan Roche entered real estate sales in 2003, following several years of property management in North Carolina.

The key to her sustained triumphs through major market swings lies in her long-range planning. “If the market starts to dip or fall,

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I have safety nets in place,” says Susan Roche, team leader of Simply Real Estate, based in Charlotte. “When it’s a seller’s market, I still plan for a buyer’s market and when it’s a buyer’s market I plan for a seller’s market..” In other words, no matter how comfortable her existing work may feel, she networks consistently. She also employs a full-time marketing director who leads several projects including ongoing research, events and social media exposure in addition to listings marketing. By staying ahead of market changes, Susan knows she can unfailingly represent her clients’ best interests while still maintaining a safety net for her business.

Even professionals with more than three decades’ experience and deep referral networks know the importance of business

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marketing. Cathy Richards, co-owner with Nancy Dalaska of Epic-Wasatch Homes in Park City, UT, entered real estate in 1987 and still draws at least a fifth of her business from lead generation, social media marketing and community outreach. Her business partner, Nancy, adds that real estate is about much more than their own business. “We love collaborating and brainstorming with other agents to help them prosper,” says Nancy. “We believe the healthier the market, the better we all are.”

Regardless of market conditions, even the best reputation can’t guarantee long-term success. To sustain and grow, it’s wise to feed your business by increasing exposure, remaining flexible and maintaining systems for customer service, networking, research, marketing and lead-generation.

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MELISSA DAWN RICH

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Top Agent Melissa Dawn Rich is calming, diplomatic, and always focuses on the bigger picture; and she’s firm in her negotiations— all of which benefits her clients.

began working full-time in real estate. She now leads her own team, which includes a buyers’ agent and a transaction coordinator.

Having grown up in Northwest Tucson, Melissa started out with a concentration there, but she now covers the entire city.

How did Melissa Dawn Rich become one of the trusted, beloved and innovative agents in Tucson?

During the twelve years Melissa owned and ran a successful spa, she always had a strong interest in real estate. By chance, many of her mentors were brokers and, intrigued by the industry, in 2002 she studied for her real estate license, sold her company, and 8 Copyright Top Agent Magazine

An impressive 75% of her business now comes from repeat and referral clients.

What keeps her clients coming back and eager to spread the word about Melissa to their friends and family? “I really do go above and beyond for each client,” Melissa says. Her past clients rave about her dedication and willingness to listen to their goals and needs, her willingness to educate them about every relevant aspect of the business, and her excellent network of vendors Top Agent Magazine

such as landscapers, renovators, and cleaning crews. Melissa is there for her clients during each step of the process.

She’s calming, diplomatic, and always focuses on the bigger picture; and she’s firm in her negotiations— all of which benefits her clients.

To stay in touch with past clients, Melissa sends a monthly e-newsletter full of helpful information about market trends, and she mails “home anniversary” cards each year. But her favorite way to reach out is by picking up the phone to say hello, or sending a quick Top Agent Magazine

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text to touch base and ask for updates about a move-in or minor renovations. She also hosts fun, festive parties for past clients to show her appreciation.

When it comes to marketing listings, Melissa’s talents really shine. She stages Copyright Top Agent Magazine 10

homes for free, ensuring that each property looks it’s very best before bringing in professional photographers to take high quality photos. For land listings and some homes, she hires a drone photographer to take beautiful, cinematic aerial video and create short films. She hosts well attended Top Agent Magazine

broker opens and open houses, and posts each listing on social media and every possible website. The result is often a quick sale at the best possible price.

What’s Melissa’s favorite part of the job? “I love meeting new people, figuring out what Top Agent Magazine

it is they want and how I can help them achieve their goals,” she says. She also finds marketing to be a great creative outlet, and she actually loves being meticulous about paperwork. “It’s an industry where hospitality meets marketing and no two days are the same!” she says. To give back Copyright Top Agent Magazine 11

to the community, Melissa hosts parties to bring members of her neighborhood together, and is very involved in her son’s school and her local church. In her free time, she enjoys spending time with her son and taking him

to soccer and karate lessons. For the future, Melissa plans to become designated as a specialist in both green building and luxury listings, and continue to stay on the cutting edge of marketing trends!

To find out more about Melissa Dawn Rich, email melissarich@tierraantigua.com, call (520) 406-0689, or check her out online at arichexperience.com www.

Copyright Top Agent Magazine 12

Top Agent Magazine

Laura Tremaine is proud to congratulate

Melissa Dawn Rich

on being featured for the State of Arizona in Top Agent Magazine!

Laura Tremaine

Senior Loan Officer/Branch Manager 4051 E Sunrise Dr, Ste 161, Tucson, AZ 85718 Direct 520-514-4228 | Mobile 520-403-7187 ltremaine@fairwaymc.com Licensed in AZ & CA LO-0913271 / DB0217324 NMLS ID 217324 www.

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TremaineLoans.com

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Millennial Buyers: Where They Are & What to Know Homebuyers and sellers come from all walks of life. If you’ve been an agent for long, you’ve likely worked alongside a wide variety of folks—from first-timer homeowners and down-sizers, to second home searchers and those finally hunting for their dream home. While there is hardly a shortage of diversity in the housing market, there 14

is one generation that is making big strides in homeownership these days: Millennials.

Millennials can be loosely defined as those between the ages of twenty-two to thirtyseven. As you can see, this constitutes a wide swathe of the population. If you’re an agent who stands to learn a bit more about

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Top Agent Magazine

a demographic whose influence and homeownership goals are rapidly evolving, tune in below for a few pointers that can help you expand a segment of your clientele in the process.

Where do Millennials prefer to buy?

Many Millennials came of age during or immediately following the Great Recession, and as such, many of them relocated or returned to mid-size cities and smaller communities where the cost of living was most affordable. Of course, there are countless Millennials that call the U.S.’s major cities home—especially those in the

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tech industry. The good news is that you can court Millennial clientele no matter where you service area is located. That said, community amenities are of great importance to this generation. They value public transportation, green space, and entertainment—from coffee shops and topnotch restaurants to farmer’s markets and boutiques. Emphasizing those attributes will be key in selling to Millennials and locating neighborhoods they’re most interested in.

What sort of communication do Millennials prefer?

Most Millennials are digital natives, or close to. That means they grew up learning

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how to navigate digital spaces, and prefer to communicate through mediums like email, text, and social media. This isn’t to say that Millennials aren’t good communicators, but they’re often on the go, and have learned to research and shop online. To accommodate this, it’s best to build a presence across the most popular listing portals and social media platforms. Although, it’s not enough to establish a site and wait for the calls to come in. Responsiveness is a key factor for Millennials, who expect speedy response times. Make sure you’re checking your inbox frequently, responding accordingly, and engaging with your audience online. This will let Millennials know

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that you’re savvy, available, and understand the value of their preferred method of communication.

Are Millennials ready to buy?

It’s a common misconception that Millennials are uninterested in the rite of passage of purchasing a home. While Millennials maybe waiting a bit longer than their parents did to buy a home, there are good reasons to explain this phenomenon. For starters, Millennials entered the job market during the downturn, which means they are more conservative when making big purchases, and have to play catch-up to reach a sound

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Top Agent Magazine

financial position. Likewise, student loan debt has proved a major financial inhabitation for Millennials. Instead of socking away a few hundred a month to save for a home, they’re forking over that cash to pay down their educational loans. How does a Realtor compete with this reality? For starters, a bit of understanding goes a long way. Work with your mortgage partners to find financing possibilities that cater to this younger demographic. Recognize that Millennials—like most buyers—have some trepidations when buying a home.

Also consider fielding Millennial clientele with the long view in mind. You might be Top Agent Magazine

courting them for months or more until they’re ready to take the plunge, but they’re also famous for their reviews. When a job is done well, Millennials shout it from the rooftops—or at least share it a dozen time from their phone.

As time passes, Millennials will continue to dominate the marketplace when it comes to buying and selling homes. A little self-education on this powerful demographic can go a long way. If you know your clients and your audience, you’ll be in a far better position to serve their interests and make a customer for life.

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EXCELLENCE IN SOCIAL MEDIA AARON WILSON

BARBARA BAKER

BRANDON HOWE

ALAN KUSHMAKOV

BARBIE LINDSEY

BRANDON PINES

to the following real estate agents and teams!

ALEX ABRAHAM

BECKY GARCIA

ALEXANDRA BERGER

BECKY KOLB

BRANDON STOCKBRIDGE

They were identified as a TOP SOCIAL

ALEXIS CHAVEZ

BECKY SCARPA

BRENDA & WILLIE GONZALEZ

MEDIA EXPERT

ALEXIS STEEL

BEN ARREDONDO

BRENDA O’BRIEN

ARIZONA

ALLEN STUDEBAKER

BEN GRAHAM

BRENT WOFFORD

AMOS KOREN

BEN LAIR

BRIAN HOWELL

AMY BARNETT

BENJAMIN J. KATZ

BRYCE HENDERSON

ANDREA BARNETT

BERENICE AVALOS

ANDREA McINTYRE

BETH RIDER

CAITLIN BRONSKY & JILL STADIUM

ANDREW BLOOM

BILL OLMSTEAD

ANGELA LOPEZ

BILLIE WARD

ANGELA TENNISON

BIZZY ORR

CONGRATULATIONS

for the state of

The qualifications for this honor are based on real estate agents who are active on social media and that share good information about their community and the homes they have available.

ANN GAVLICK ANN MILLER

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BLAIR BALLIN

CALVIN CASE CANDICE C. BORUNDA CARIN NGUYEN CARISSA MAXWELL CARLOS ALBELAIS

ANTHONY SCHAEFER

BOBBY & JULIA LEWIS

ANTONIO MORENO

BONNIE BURKE

CAROL BENNETT

ASHLEY RUBIO

BONNIE CISSELL

CAROL RAVITZ

ASHLEY THURMAN

BRAD BERGAMINI

CAROL ROYSE

ASIA DECK

BRADLEY STIEHL

CAROLYN ALTMAN

BARB HENDERSON

BRANDI CANSLER

CASEY HOGAN

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CARMEN BRODEUR

CECE HONAKER

DAMIAN BRUNO

DOUG BUNCH GROUP

JACKIE NEDIN

CHERYL BENJAMIN

DAMIAN GODOY

DUSTIN RUNYON

JACQUELINE WEEMS

CHRIS & MICHELLE SPALDING

DAN PORTER

ED PENNINGTON

JAMES ADAMS

DANIEL “EDDIE” ORTIZ

ED SEXTON

DANIEL BARRAZA

EDDIE WATTERS

JAMES & AMY LOMBARDI

DARREN TACKETT

EDSON SALAS

DARRIN WALL

ELISE FAY

DAVE PANOZZO

ELISE HARRON

DAVE ZAJDZINSKI

ELIZABETH CARPENTER

DAVID ARUSTAMIAN

ERIC GEDALJE

DAVID PRUITT

ERIKA McPHERSON

DAVID QUEEN

GARY & CAROLYN SWALLOWS

CHRIS CRAVEN CHRIS KASID CHRIS McDANIEL CHRIS MORRISON CHRIS PENDLETON CHRIS PRICKETT CHRISTIN KINGSBURY CHRISTINA CHESNUT CHRISTINA ESALA CHRISTINE HOLWELL CHRISTINE McCONNAUGHAY CHRISTOPHER ZUBRYCKI CHUCK & ANGELA FAZIO CINDY HERRERA CINDY LEE DAVIES

DAVID TUCKER DAWN BRANNIES

GARY THOMPSON GEORGE LAUGHTON

DAWN JACOBS DEBBIE BEDOYA DENISE NEWTON DENISE SWEETMcGREGOR

GERMAN LOPEZ GERRY GARCIA GROUP GINA HARRIS GINA McKINLEY

CINDY VALADEZ

DENNA KETCHUM

GLEN RAJANIEMI

CLARISSA TAPIA

DENNIS ROBERTS

GORDON HAGEMAN

CLAYTON ABERNATHY

DESIREE BASUA

GRACE GEDLEK

CODY ANNE YARNES

DIANN DEDE ERCEG

GRAY ST. ONGE

CONNIE BILLS TAHONA EPPERSON

DINA WESTOVER

GUS PALMISANO

DJ SHERIDAN

HEATHER & BROOKE MACY

CORINNE HALE CORY MISHKIN

DON EUGENE & ASHLEY KIMBERLIN

CRAIG HIEBER

JAMES KRAMER JAMES SERVOSS JANELL JELLISON & PAULA WILLIAMS JANINE IGLIANE JASON CRITTENDEN JASON MITCHELL JASON PENROSE JASON SEQUEIRA JASON TADEO JASON WITTE JAY MACKLIN JAY PATEL JEFF ARMBRUSTER JEFF BARCHI JEFF ELL JEFF ROBINSON JEFF SIBBACH JEN ANDERSON JENNA JACQUES JENNIFER BURY

HEATHER WHERLEY

JENNIFER LUZZI

DON MATHESON

HEIDI MAJIDI

JENNIFER POLANSKI

CURT STINSON

DON VALLEE

HOLLY WAXMAN

JENNIFER WEHNER

CURTIS JOHNSON

DOROTHY TIBBETS

JACK WHITESIDE

JENNY McCALL

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JERA BANKS

KALENE NORMAN

LEN McGEE

MICHAEL OLVERA

JERIMIAH TAYLOR

KAREN HERSHKOWITZ

LESLIE MOORE

MICHAEL SHINER

JERRI & ANDY SZACH

KAREN MELILLO

LINDA DENOVAN

MICHAEL SILVER

JESS BECHTOLD

KARLA LEON

LINDSEY GERMAN

MICHELLE ARNOLD

JILL ESTES

KATE HERK

LISA ROBERTS

MICHELLE DAWSON

JIM DURHAM

KATHI RAFTERS

LIZ NGUYEN

MICHELLE JONES

JIM STOREY

KATHLEEN BENTON

LORENIA RUIZ

MICHELLE MINIK

JINGER & THE CUTTING EDGE TEAM

KATHY & TIM COX

LORI CATERO

MICHELLE MORGAN

KATHY CAMAMO

LORI DEMEERLEER

MICHELLE RIPLEY

KATIE BACCUS

LUMINOUS ANTONIO

MICHELLE RODEN

KAUKAHA WATANABE

LYNETTE FISHER

MIKE & ILA LUECK

KEIRA GANNON

LYNN MOSHER

MIKE BOWLING

KELLY COOK

LYNN STOPPE

MIMI LUNDY

KELLY GARCIA

MANDI BROWN

MISTY RICH

KELSEY DEVINE

MANDY BENTLEY

MOLLY AUMAN

KENNETH HUSKEY

MARC PEREA

MONICA MANNING

KENNY KLAUS

MARCO FLORES

MONIQUE WALKER

KIM HILL-OLSEN

MARI BON

NABILE PAREDES

MARSEE WILLIAMS

NATE BRILL

JOSE PABLO CAMPILLO

KIM SHAW & KERI JOHNSON

MARTIN SEARS

NATE MARTINEZ

JOSH BERKLEY

KIRAN VEDANTAM

MATT LUCKY

NICHOL DUTCHER

JUDI BAKER

KODI RIDDLE

MATTHEW TAYLOR

NICOLE BRULE-FISHER

JUDI MONDAY

KYLE KELLER

MEAGHANN VALENCIA

NICOLE CHURCHILL

JUDY GUEST

LACEY & DREW LEHMAN

NIKY GOUDREAU

JUDY McCRORY

LAKE HAVASU A TEAM

MELINDA MENDIVIL-MUNOZ

JULIA GESSNER

LAURA (KRANNY) SPAETH

MELISSA DIERKS

JULIE BRUCKNER

LAURA SAYERS

MERRILL JENCKS

JULIE CALZA

LAUREN ROSIN

MICHAEL D’ELENA

JUSTIN MILLER

LAURIE LUNDEEN

MICHAEL FABBRO

JUSTIN SCHLEGEL

LEE GIBLIN

MICHAEL KENT

JOANN CALLAWAY JOE BOURLAND JOE KARCIE JOHN A. SPOSATO JOHN BILLINGS JOHN GLUCH JOHN ROLFE JOHN VIKEN JONAS FUNSTON JONATHAN BUDWIG

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OSCAR COLATO PADRAIC HAWLEY PAIGE WHITNEY PAMELA BEITZEL PATRICK DEVINE & LOUISE RILEY

PATRICK HALPINE

RUBEN HERNANDEZ

SHIVANI DALLAS

THE SWEET GROUP

PATTY LABENSKE

RUBEN LUNA

SOFIA GIL

THE WENDLING TEAM

PATTY ROSEBERY

RUSSELL SHAW

SPIRIT MESSINGHAM

TIFFANY GRIFFIN

PAUL GALLOWAY

RYAN NAGER

STACIA & TIM EHLEN

TIM & CHARLIE ANDERSON

PAUL MILLER

RYAN RICHARDSON

STACY JOHNSON

TIM CUSICK

PAULA MACRAE

RYAN WHYTE

STEPHANIE SANDOVAL

TIM HOLLEY

PAULA THOMAS

SAM AZAR

STEPHANIE WOODS

TIM LOONEY

PETRA FAHEY

SAM SHAPIRO

STEPHEN McNAIR-LARESE

TIM THOMPSON

PHIL SHAVER

SAMANTHA GOODWIN

STEPHEN VILLABONA

TODD KLEIN

RACHEL RICHARDS

SANDRA GAUMOND

STEVE CANIGLIA

TORI KIMBAL

RACHEL RUSSO

SANDRA O. MORENO

STEVE VALENTINE

TORIE ELLENS

RADEK POMYKAJ

SARA ENTNER

SUSAN DEIERLING

TRACI JONES

SARA PARKS

SUSAN DENIS

TRAVIS BARD

SARAH JUAREZ

SUSAN PELLEGRINI

TRENT BEAVER

SCOTT LANDER

SUSANNE GROGAN

TREVOR BRADLEY

SCOTT LEPRICH

TANQUE VERDE TRIO

TYLER GADI

SCOTT MELDE

TARA DUARTE

TYLER LOPEZ

SCOTT PORAMBO

TEAM AL & SANDY

VAL DUBBERLY

SERGIO SANTIZO

TEAM SPONDER

VELIA DEUPREE

SHANE SAUNDERS

TEMPLETON & DENISE WALKER

VICKI HOLMES

RANDY COURTNEY RAQUEL QUINET RAY JACKSON REBECCA CRANE REBECCA DURFEY REBECCA HIDALGO RAINS REMAKEL GROUP RICH MADDEN ROB & CATHERINE HALLBERG

SHANE SUPALLA

TERA WILSON

VICKY RUNYON

ROB SCHABATKA

SHANNON CUNNINGHAM

ROB TURNER

SHANNON EVERETT

TERRI & BRIAN MONKSFIELD

RODNEY HATCHELL

SHARON COOK

TERRI CHASE

WALLY REULE

RON BARKER

SHAWN ROGERS

TERRY DAY

WAYNE SOMERS

RONNIE SPECE

SHAWNA FOSTER

THE COLLINS TEAM

WESLEY T. HASSELL

ROSALIE LINES

SHELBY DIBIASE

THE HOUZE GROUP

WILLIAM LEWIS

ROSEMARY CARROLL

SHELI STODDART

THE MONTIERTH TEAM

ZACH TYLER

ROSI JOPLIN

SHERRI PINNEO

THE NORKUS GROUP

ZENIA EDWARDS

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VIRGINIA GEE VU T. AU & NANCY HO

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How to Incorporate Current Events to Your Email Blasts and Stay Relevant Email marketing is a cost effective and straightforward method of getting your name and services in front of clients with just a few keystrokes. This tried-and-true approach to digital marketing is a favorite of many, and there are countless ways to customize (and maximize) your email blasts to reap superior results. Despite this, many real estate profesTop Agent Magazine

sionals are content to standardize their email advertising and take a broad, one-size-fits-all approach to capturing interest and leads. While an up-front sales pitch certainly has its uses and benefits, it doesn’t hurt to shake up your routine and refresh your email marketing approach by adding specifics that draw renewed interest from your audience.

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One way to accomplish this is by tying in current events and local happenings to your email blasts. After all, your sphere of influence likely receives countless marketing emails per day. To cut through the noise, sharpen your message with a few specifics that separate your communications from the pack. Not every email should be focused on closing a sale, or else your audience will learn to stop listening.

How do you build your brand, stay top of mind, and keep the lines of communication open with your clientele? Here are a few ideas to get you started.

against an old rival? Do they host themed fan days honoring veterans or catering to families? Tailoring your communications to a local sports franchise’s big news or next event can draw intrigue and provide added value for your clients. Remember, not every communication you send should be focused on pitching and closing a sale, otherwise your audience will tune out your emails altogether. Instead, incorporate fun, community-oriented content that lets readers know you’re a resource for much more than real estate.

Sports news makes a splash

Become a one-stop-shop for holiday fun and seasonal ideas.

People love to rally behind the home team.

Is a regional, local university, or professional sports team in your area headed to the playoffs or the championship? Are they facing off

From Mother’s Day to Thanksgiving, anyone can send an email wishing clients a happy holiday. While the sentiment is a good one, you’ll be one of dozens flooding inboxes with

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Top Agent Magazine

your well-wishes. Instead, go beyond the traditional greetings and good tidings and become a hyper-specific resource for clients. Create a gift guide for Mother’s Day, outline family-friendly local events occurring in your area around the holidays, or engage in a promotional partnership with a local business who’s offering a holiday special of their own. In other words, don’t settle for just saying hello during certain times of the year. Instead, up the value of your email blast by offering clients curated information that relates to their interests and area.

Doing so makes your emails a must-read, while demonstrating your ability to go the extra mile.

Pop culture serves as a fun and timely tie-in.

Is a new gaming app sweeping the nation? Have your social media feeds been flooded with the same viral video? Is everyone gossiping about the same TV show premiere? Pop culture tie-ins in your email marketing campaigns can be extremely effective, but in order to for

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them to work, you’ll need to move quickly and keep your focus on the phenomenon, rather than your service pitch. The goal behind pop culture marketing tie-ins is communicating the progressiveness and hip factor of your brand, while capturing timely, topical interest that’s at a fever pitch. Everyone wants to be in on a running joke or trend, and if you leverage trending pop culture moments in your email marketing, you’ll be able to draw views and clicks from a wide audience.

Plenty of services offer standardized email marketing templates and content for today’s real estate professionals, and while the motivation behind marketing is transactional, your communications don’t have to be. The surest way to make an impact in your clients’ inboxes is to add original value and break apart from the pack. Consider updating some of your routines with these current events oriented techniques and your email audience is sure to take a second look.

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The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar.

Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first.

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The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.”

You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result.

Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

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Top Agent Magazine

should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed.

It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead.

1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments.

1.5 hours – Spend this time prospecting and appointment setting.

1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

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.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines.

8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive.

As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

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