ARKANSAS 2-25-19

ARKANSAS EDITION

BY THE NUMBERS:

Understanding the True Value of Square Footage

KEEPING IN TOUCH –

How to Stay in Your Clients’ Lives for the Long Haul

FEATURED AGENTS

MICHAEL PRALL EMILY YOUNG

COVER STORY

Mindy Cox

ARKANSAS EDITION

MICHAEL PRALL EMILY YOUNG Top Agent Michael Prall – Owner/Broker at Fort Smith Real7Estate Company in Fort Smith,18 Arkansas – possesses a winning combination of charm, industry knowledge and a true commitment to providing his many clients with honest advocacy.

With a focus on exceptional service and a clientfirst business ethos, he has firmly established himself as a Realtor who can be trusted to put his buyers and sellers first in every situation.

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have a good experie about what they’re do

The appreciation Mi more than reciprocate reviews he has receiv the many glowing te on which site he hol rating – is this one, w willingness to go abo “All I can say is WO Michael’s journey in real estate began at a reladifficult task of sellin tively young age. “I bought my first house when was based in another I was twenty-one,” he says. “I’ve always loved He was in constant communication realCOX estate, and I was always looking at houses and doing things MINDY EMILY YOUNG MICHAEL PRALL like that. Also, myDetermined, parents havebusiness-minded always been investors.

So when to find the perfectPrior housetoforclosing, them, and people loving, recommendations. estate sale, spending I got out of college, I thought, ‘I’m going to give this a shot.’” clients tohours feel Emily Young has found her true calling in the real estate it.” I don’t want my endless pushing therushed.” sale. Without Mich Michael, who has world. been in thea business forfrom more than five and tled or were After spendi With degree in now finance The University up in a corner in tears!

Tha years, opened Fortof Smith EstateEmily Company and curled together, Emily often feels bitterswe CentralReal Arkansas, startedinher2017, professional in accounting the banking industry but left action is over. She truly cares abou currently overseescareer a group of fourinother equally-dedicated CONTENTS works with, and manycommitted become friet it toother be thecompanies business manager andthe co-owner a local Michael is extremely agents. While many promote “team”ofconknow they can her so formuch sugg 10 years. thetostore closed, town, which hascome giventohim cept of real estate retail sales,boutique Michaelfor continues toAfter adhere the solo “I’ve had clients call me a year Emily began to look for a new path.

She decided to cl approach, which he believes allows for a deeper and more per- from fundraisers to community lat pursue her real estate license. Emily hit the ground tions. At closing, I always tell them sonal relationship with his clients. “I’ve seen howTHE some NUMBERS: teams larly passionate about assisting the 4) BEYOND CLEANING 20) BY running and hasn’t looked back. After five years, her it’s I’ll talk to you soon.” an animal lover. I’ve got four do work,” he explains, “and it seems that the clients get passed AND DECLUTTERING: business is continuallyUNDERSTANDING growing, and she can’t imag- THE TRUE is struggling a bitis right no along from one person to another, and it just seems so much less Marketing her properties very im ine herself doing anything else. She been in the Society WHAT IMPROVEMENT EXPENSES VALUE OFhas SQUARE FOOTAGE them, helping them out.”

As a loc personal that way. top I don’t think they get the attention they need.”

6 agents for production for the third year in a row She promotes all of her listings on h MAKE THE MOST SENSE? at The to Instagram assist withand boosting book page, Linke Charlotte John Company. A lot of her business compelled 24) THINGS YOU CAN DO TOthat partphotograp trying toa professional help of the c always use now referrals, based on her5 client’s appreciation for been Perhaps the surestisevidence of the exceptional service Michael of the size or so.” price. I th great service, honesty, professionalism. it’sregardless a responsibility to do his company provides is the fact thatand a significant portionBIGGEST 13) KEEPING INandTOUCH – her ACHIEVE YOUR GOALS sional photos are imperative to a li of their overall business is based on repeat and referred clients.

HOW TO STAY IN YOUR CLIENTS’ of the buyers now One ofsohermany strongest attributes is focus communication and Michael’s plansarefor theshopping future onli inc think it’s because other agents on salesFIRST WHAT THING LIVES FOR THE“I LONG HAUL homes off their list before listening to her clients26) wants and needs. “ITHE am always marking volume, and I don’t,” says Michael, when asked to account business – while sacrificing none The online presentation has hands-on and fully invested each transaction. is the door.

YOUin DO AFTERItWORK SAYS for this impressive level of loyalty. “I make sure they never service he has become known for I don’t only advertise on Social Med important to me that my clients know that I am with ABOUT in still civicadvertises endeavors.

“I’dArli feel like just a number, andstep because I work hardYOU to develop John Co. in the them every of the way to guide them through the involved position the r a personal connection with my clients.

This is theshebiggest Gazette every later week on anddown I advertise home buying or selling process.”

And is patient sioner in Leadership.

“I have rea purchase many of throughout them will ever make,process. and I think a lot ofletother ioned mail, as well. I think it’s impo the entire “I always people a degree empowerI people.” agents forget aboutknow that. that At the list is I’m making they areas and of marketing. want to make I’mtop notofinmy a hurry. here sure for the long change

Mindy Cox

haul. If it’s going to take us 6 months or just 1 month

Phone 310-734-1440 | Fax 310-751-7068

are accessible to all buyers.”

mag@topagentmagazine.com | www.topagentmagazine.com

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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.

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For more information about Michael Prall Top Agent Magazine

please call 479-285-1493 or email MPrall00@gma

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Beyond Cleaning and Decluttering: What Improvement Expenses Make the Most Sense?

Decluttering open spaces, emptying cabinets and drawers and removing knick-knacks might seem like obvious – and free – ways to improve a home’s presentability. Unfortunately, however, not all sellers or agents are willing to do much more than decluttering and cleaning.

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 4

neatly and drive a clean car, people would think you don’t care about yourself. They may wonder, “If he doesn’t care about how he presents himself, how is he going to present my house?” Likewise, not prepare a house for its most beautiful presentation might cast doubt on how the overall marketing will go. And, while not all changes will be immediately noticeable, chances are that what isn’t changed will be noticed.

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Ashley Aguilera, REALTOR®, broker and owner of The Aguilera Team in California’s Murrieta Valley and Temecula, says that after every consultation, her team formulates a game-plan. “We want to set their property apart from everything else on the market, but also fall within the comfort zone of the seller’s lifestyle,” she says. Changes may run the gamut from minor repairs and moving furniture for better flow, to adding accent pieces to harmonize the home’s look or create a “wow” factor before professional photography.

Many agents recommend conducting a professional inspection prior to listing; some will even hire the inspector at their own expense. Of course, any necessary repairs found during inspection and not repaired before listing must be formally disclosed. But wouldn’t it be nice to have no surprises during the buyer’s formal inspection?

In general, some improvements are required, others are low-cost and others pay for themselves

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with lower time on the market, competing offers or higher sale price.

Landscaping & Exterior First impressions begin outside. Be sure to mow and edge the lawn regularly; prune back overgrown trees and hedges; hire a professional to repair uneven pavement (especially if it’s a hazard); remove or replace dying annuals; and clean or repair porches or railings. Are there dry or dead patches of lawn? An inexpensive repair to the irrigation system might be the solution.

While painting an entire house can be extreme, a wise investment is to paint trim, porches, steps or railings that may look tired or have too many colors; choosing a single, neutral color for trim can create a bright, cohesive look. Finally, check the roof, gutters and windows, looking for spots to caulk, shingles to replace, or debris to remove.

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Paint is extremely important if the home has faded or dirty walls, holes or chips on paint or plaster. If an entire paint job is not feasible, at least consider cleaning repairing the obvious and adding a fresh coat of semi-gloss to baseboards, moldings, windowsills, doors, banisters balustrades and built-ins. Don’t overlook the ceilings!

A long-ago leak from a second-floor bathroom may have been completely repaired and moisture abated, but a patched-up ceiling is a red-flag.

Kitchens and baths

Walls, carpets, ceilings and trim Next, it’s time for agent and seller to open up to one another about the interior. Janelle Holte, who leads Seller’s Edge Home Team in the Minneapolis/St. Paul area, loves walking into a home knowing that her team will be the driving force behind selling it.

“I like seeing how owners took care of it and raised their family in it,” she says. “But I won’t sugar-coat anything, so I tell them not to shoot the messenger!” She gives it to them straight, explaining what needs to be done to stage it to present well from a buyer’s perspective.

Those changes often include repainting at least the primarily living areas and replacing carpet, especially worn carpet or carpet that has faded or stained beyond what professional carpet cleaning could remedy. Sometimes, all that’s needed is professional carpet stretching to remove any buckling prior to cleaning.

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Most agents agree that the easiest costs to recoup in home improvements prior to selling are those spent in bathroom and kitchen updates. Complete remodels are unwise; you can’t anticipate the style preferences of their buyer. But refinishing, touching-ug up or painting cabinets can create a great impact, while also forcing the seller to remove unwanted or overstocked items from cabinets and drawers. Don’t forget the cabinet pulls – shiny, new nobs look nice.

Lee Ritchie of Ritchie Realty Group in Columbus, Ohio, gives a reminder to discuss any and all issues up front. “People need to be able rely on the professional who’s presenting, pricing and marketing their home,” she says. An honest and diligent agent will be an open book about the current market conditions, the quality of comparable listings and the potential return-on-investment for improvements.

Some agents, like Debra Dobbs of @properties in Chicago, even roll up their sleeves to help with decluttering and repairs. While not at all required or expected, doing so sure lets sellers see the investment their agent is willing to make for them.

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Mindy Cox Top Agent Magazine

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MINDY COX Mindy Cox always had an interest in real estate, but the timing had never been just right. While she worked hard in her career finding and fixing water leaks, an injury sustained in a car accident had her rethinking her path and passion. She left her physically labor-intensive career behind and embarked on a new mission as an agent. “Turns out, it was what I meant to do all along,” she says.

Now, almost two years since she launched her second chapter, Mindy has steadily built a reputation for authentic client relationships and a tried-and-true knack for creative problem-solving. In her first year as an agent, she surpassed all expectation by netting $8 mil8 Copyright Top Agent Magazine

lion in volume—a nearly unheard-of feat for agents in their debut year.

Today, Mindy serves the Northwest Arkansas area, the region she’s called home since 1999.

Under the banner of Coldwell Banker, she spearheads her work solo and fields buyers and listers alike. Considering her highly specialized professional background, it’s little wonder Mindy has a knack for finding and resolving issues before they arise. In fact, her proven ability to be proactive and resourceful are some of the leading drivers of her working style. “I love that real estate gives me a chance to help people,” she says. “I really take care Top Agent Magazine

of my clients and have their best interests at heart. I’m also very solution-oriented. I believe there’s an answer and fix for everything, and buying or selling a home should be a positive and rewarding process and experience. Everything I do is about taking care of my clients and sourcing solutions. My clients appreciate that adaptability and I go out of my way to make sure the transaction is as smooth as possible.”

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Beyond her talent for troubleshooting, Mindy also recognizes the inherently personal component at the heart of every transaction.

Accordingly, she makes it a point to stay connected long after the closing table. She reaches out monthly with communications that add value, through region-specific market updates, holiday recipes, and décor types.

Likewise, social media plays an integral role Copyright Top Agent Magazine9

in staying up-to-date in the lives of past and present clients. “The feedback I’ve gotten from clients is that they know I have their backs and will take care of them,” she says.

“To me, it’s not just about closing a transaction. I want to make sure they’re comfortable, happy, and understand their purchase or sale, Copyright Top Agent Magazine 10

too. People respond to my enthusiasm and my clients know they can always count on me.”

When it comes to listing properties, Mindy begins by conducting a walkthrough to spot any opportunities for touch-ups and repairs that would add value to her clients’ bottom line.

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She also offers home staging and contractor referrals, as needed, and then incorporates professional photography to document properties in their finest light. From there, listings enjoy maximum exposure through the leading online listing platforms, social media, and Coldwell Banker’s global reach. To blend her digital Top Agent Magazine

approach with traditional marketing methods, she also utilizes postcard send-outs to fellow agents in the area, and hosts open houses to drum up local buzz for in-town properties.

Beyond the office, Mindy gives back through Coldwell Banker’s charitable commitments, Copyright Top Agent Magazine 11

supporting area food and toy drives. She is also a passionate animal lover and regular participates in dog rescues, fostering, and rehoming. Through her Coldwell Banker office, she has also helped host dog adoption events that help animals in need find their forever home. As for her free hours, Mindy most enjoys time spent with her family and loved ones, especially her two sons and her grandchildren. She

also enjoys travel and Northwest Arkansas’ idyllic outdoors.

As for the future of her business, Mindy intends to keep momentum going strong, with plans to build her brand and network organically—one buyer and seller at a time. Now, with almost two years of experience under her belt and a determined eye on the road ahead, the future looks promising as ever for Mindy Cox.

To learn more about Mindy Cox, email Mindy@ColdwellBankerHMF.com, visit her website here, or call (479) 212 – 4243

https://www.coldwellbanker.com/Coldwell-Banker-Harris-McHaney-%26-Faucette--3531c/Mindy-Cox-430769a

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HOW TO STAY IN YOUR CLIENTS LIVES FOR THE LONG HAUL

One sign of a great real estate agent is there long list of loyal client following. Part of achieving a great referral base is being a great realtor during the transaction. But, that’s only half of the work. To truly be your client’s realtor for life and keep them coming back to you as well as referring others to you, you have to stay in their lives past the transaction. Keeping in touch with your past clients can be one of the most important parts of your business, and one that many realtors tend to push to the wayside.

Do you stay in your client’s lives, or do you disappear? People refer people that they feel they know well and that they trust, people they consider friends. However, earning and keeping your client’s trust involves maintaining a delicate balance with how much you contact them. Experts recommend reaching out to your clients at least quarterly. But, it’s not just about how often you stay in touch. You also need to be mindful about how you are reaching out to them. Here are some tips on how to keep in touch with your clients for the long haul: Top Agent Magazine

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INDIVIDUAL PERSONAL CONTACT One of the best ways to keep in touch with your clients is to simply give them a call every once in a while. Follow up and see how your clients are doing. Offer them assistance if they need it. Personalized contact helps to ensure that you remain as important to your clients long after the sale as you were during the transaction. Giving your clients a call on special occasions such as birthdays or holidays also makes for a great personal touch.

Of course, nothing beats face-to-face contact. Stopping by to say hello can be a great way to keep in contact. An even better way to catch up and maintain that friendship is to set up a lunch or coffee date with past clients. Giving individual clients your undivided attention goes a long way towards maintaining that bond you formed during the transaction and earning your client’s loyalty and trust. Interactions like this make a lasting impression on your clients.

Of course, many busy REALTORS® may not have time to follow up with every client oneon-one. A great way to still give personal attention to your clients without meeting each and every one for lunch is to throw a client appreciation party. This allows you to get in some face-to-face time with each client and make sure they all get your undivided attention and quality time to catch up with you, even if it’s only for a short time.

Now, if you have a lot of past clients, this can be difficult to manage during one party. One way to get around the numbers problem is to organize smaller events based on client’s interests. Instead of throwing one giant party, host a pool party for the families with kids or a wine and cheese get together for single clients. Hosting special events like these ones goes a long way towards keeping your contact with past clients more personalized and setting you apart from those businesses that simply send them a calendar once a year.

PROVIDE CLIENTS WITH USEFUL NEWS PROVIDE CLIENTS WITH USEFUL NEWS One way that many REALTORS® keep in touch with their clients is by sending them newsletters. This form of contact can be a double-edged sword. You want to make sure you provide them with useful information that reminds them of your value as a real estate professional.

Otherwise your communication will amount to nothing more than spam, and clients will think of you less as a trusted friend and more as a nuisance salesperson.

Clients react much more positively to communication containing information that is pertinent to their lives. Update your clients on what is going on in their local community and 14

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housing market. Demonstrate your knowledge about the community and the things that are important to your clients. Include information about local cultural events, community news, housing statistics, information on the mortgage market, home maintenance advice, home design tips, and anything else that your clients will find personally useful. Your clients will always be interested in value.

SEND CLIENTS MEMORABLE AND PERSONAL CARDS Sending your clients cards related to important events in their lives and letting them know that you remember those events and care will go a long way towards building and maintaining a close personal relationship with them. You want to make sure your cards stand out, though. Sending popular holiday cards can be a mistake, as they will most likely get lost amongst all of your clients other holiday cards and will be quickly forgotten. Instead send something more personal such as: HOME ANNIVERSARY CARDS: Send cards to each client on the anniversary of the closing of their home.

CONGRATULATORY CARDS: Remember important events such as wedding anniversaries, graduations, new babies, etc.

SPECIAL BIRTHDAY CARDS: Instead of just sending your typical birthday card, add something special to yours that will stand out. Include a $1 scratch off ticket or a $5 gift certificate to Starbucks. Make sure to include a handwritten personal note.

GIVE CLIENTS AN UNUSUAL GIFT Make sure the gifts you send your past clients stand out. Send your past clients an odd gift at the beginning of the year or on a holiday. Think outside the box and send things like funny magnets, customized mugs, a personalized piece of wall décor, and other fun and unusual items. A great way to make your gift stand out even more is to include a funny note with it that will catch their attention as well as make them think of you. For example, one cute idea is to send clients a bag of popcorn with the note, “Real estate is popping, give me a call.” You could send a bag of goldfish with a note attached that says, “I’m fishing for your referrals.” Get creative and have a little fun with it, your clients will notice and remember you for it.

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TAKE ADVANTAGE OF SOCIAL NETWORKS

Social networking sites make staying in contact with past clients in a more informal and friendly basis much easier. Connect with your past clients on Facebook. This will help you stay up to date on the important things happening in your pact clients’ lives. In return, it provides you a great platform for keeping those past clients up to date with what is going on in your business as well as keep in contact in a more informal manner. Use Facebook to remind past clients to check their basement after a heavy rain or that they can contact you for help during tax time.

You can even organize your contacts on Facebook into customized lists such as “past clients,” “industry contacts,” etc. This will help you better manage your Facebook contacts.

This will also allow you to view specific news feeds based on these lists and send messages to a particular list of contacts. Don’t forget about the many other social networking sites such as Twitter or LinkedIn either. Utilize this technology to drive personal contact with your clients.

STAY ORGANIZED No matter how you choose to keep in contact with past clients, make sure to be consistent.

Consistency will help you stay organized and diligent about reaching out to your past clients regularly. A tool used by many real estate professionals to stay organized is a customer relationship management solution. Whether you use one that is online or a computer software program, this will help you stay organized when managing your contacts and allow you to set notifications to alert you when you need to contact certain clients, send out gifts, plan a client appreciation event, and many other things throughout the year.

Staying organized and consistent in your contact with past clients will help you continue to build and manage your referral base, as well as open the door to repeat and referral business.

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EMILY YOUNG

Determined, business-minded and people loving, Emily Young has found her true calling in the real estate world. With a degree in finance from The University of Central Arkansas, Emily started her professional career in accounting in the banking industry but left it to be the business manager and co-owner of a local retail boutique for 10 years. After the store closed, Emily began to look for a new path. She decided to pursue her real estate license. Emily hit the ground running and hasn’t looked back. After five years, her business is continually growing, and she can’t imagine herself doing anything else. She has been in the top 6 agents for production for the third year in a row at The Charlotte John Company. A lot of her business is now referrals, based on her client’s appreciation for her great service, honesty, and professionalism.

One of her strongest attributes is communication and listening to her clients wants and needs. “I am always hands-on and fully invested in each transaction. It is important to me that my clients know that I am with them every step of the way to guide them through the home buying or selling process.” And she is patient throughout the entire process. “I always let people know that I’m not in a hurry. I’m here for the long haul. If it’s going to take us 6 months or just 1 month Copyright Top Agent Magazine 18

to find the perfect house for them, then we will find it.” I don’t want my clients to feel like they just settled or were rushed.” After spending so much time together, Emily often feels bittersweet when the transaction is over. She truly cares about each client she works with, and many become friends. They always know they can come to her for suggestions or advice.

“I’ve had clients call me a year later and ask questions. At closing, I always tell them it’s not goodbye, it’s I’ll talk to you soon.”

Marketing her properties is very important to Emily.

She promotes all of her listings on her business Facebook page, Instagram and LinkedIn accounts. “I always use a professional photographer on my listings regardless of the size or price. I think clear, professional photos are imperative to a listing. A majority of the buyers are now shopping online every day and marking homes off their list before ever walking in the door. The online presentation has to draw them in.

I don’t only advertise on Social Media. The Charlotte John Co. still advertises in the Arkansas Democrat Gazette every week and I advertise through old fashioned mail, as well. I think it’s important to cover all areas of marketing. I want to make sure my listings are accessible to all buyers.”

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During any free time, Emily is spending it with her husband and 2 daughters, hanging out on Lake Ouachita or playing tennis. She is also on the Board of 20th Century Club and on the Board of the Pulaski Academy Parents Association.

Looking towards the future, Emily is eager to continue to grow her business and continue building relationships. She looks forward to another year of growth, and can’t wait to work with her clients. “What I love most about my job is the people and that every week is different. Although it can be challenging at times, my career is also very rewarding.”

For more information about Emily Young, please call 501-952-4316 or email emilyyoung@charlottejohn.com Top Agent Magazine

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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 20

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.

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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,

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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

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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

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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

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

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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

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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.

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success.

Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and consideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those 24

little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways. Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know.

Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it.

Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation. Sticking to a plan everyday means adjusting it accordingly.

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MICHAEL PRALL have a good experience and that they feel good about what they’re doing.”

Top Agent Michael Prall – Owner/Broker at Fort Smith Real Estate Company in Fort Smith, Arkansas – possesses a winning combination of charm, industry knowledge and a true commitment to providing his many clients with honest advocacy.

With a focus on exceptional service and a clientfirst business ethos, he has firmly established himself as a Realtor who can be trusted to put his buyers and sellers first in every situation.

Michael’s journey in real estate began at a relatively young age. “I bought my first house when I was twenty-one,” he says. “I’ve always loved real estate, and I was always looking at houses and doing things like that. Also, my parents have always been investors. So when I got out of college, I thought, ‘I’m going to give this a shot.’”

Michael, who has been in the business now for more than five years, opened Fort Smith Real Estate Company in 2017, and currently oversees a group of four other equally-dedicated agents. While many other companies promote the “team” concept of real estate sales, Michael continues to adhere to the solo approach, which he believes allows for a deeper and more personal relationship with his clients. “I’ve seen how some teams work,” he explains, “and it seems that the clients get passed along from one person to another, and it just seems so much less personal that way. I don’t think they get the attention they need.”

Perhaps the surest evidence of the exceptional service Michael and his company provides is the fact that a significant portion of their overall business is based on repeat and referred clients.

“I think it’s because so many other agents focus on sales volume, and I don’t,” says Michael, when asked to account for this impressive level of loyalty. “I make sure they never feel like just a number, and because I work hard to develop a personal connection with my clients. This is the biggest purchase many of them will ever make, and I think a lot of other agents forget about that. At the top of my list is making sure they

The appreciation Michael feels for his clients is more than reciprocated, as is made evident by the reviews he has received for his services. Among the many glowing testimonial on Zillow.com – on which site he holds a perfect overall five-star rating – is this one, which demonstrates Michael’s willingness to go above and beyond for his clients: “All I can say is WOW. Michael made a rather difficult task of selling my mother’s home while I was based in another state a flawless experience.

He was in constant communication and made very professional recommendations. Prior to closing, he even assisted me with the estate sale, spending endless hours arranging and pricing items and pushing the sale. Without Michael, I probably would still be curled up in a corner in tears! Thanks so much Michael!”

Michael is extremely committed to giving back to his hometown, which has given him so much. “I participate in everything from fundraisers to community cleanups. Michael is particularly passionate about assisting the local Humane Society. “I’m an animal lover. I’ve got four dogs and a cat. Our Humane Society is struggling a bit right now, so I’ll donate time with them, helping them out.” As a local native, Michael also feels compelled to assist with boosting downtown business. “I’ve been trying to help that part of the community as well; I feel that it’s a responsibility to do so.”

Michael’s plans for the future include continuing to grow his business – while sacrificing none of the exceptional customer service he has become known for – and perhaps getting more involved in civic endeavors. “I’d like to try for a state commissioner position later on down the road.” says Michael, who has a degree in Leadership. “I have real ambition to make positive change and empower people.”

For more information about Michael Prall, please call 479-285-1493 or email MPrall00@gmail.com Top Agent Magazine

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What What the the First First Thing Thing You You Do Do After After Work Work Says Says About About You You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives.

But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling.

With that in mind, see how you fare when it comes to post-workday habits...

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Break a Sweat After a long day of work, is your first instinct to strap on your sneakers and take off on a run? Do you stop off at the local yoga studio for an extended stretch? Maybe you head to the weight room to pump some iron. Whatever your exercise pick, if you’re inclined to sweat it out at the end of a long day, you’re likely a routine-oriented profes-

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sional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active. This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul.

Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge.

This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option.

Just make sure that you establish some foundational boundaries so that you maintain an Top Agent Magazine

appropriate, healthy balance between your time at work and your time at home with the loved ones and hobbies you cherish. If making way for downtime isn’t easy, try penciling it in the way you would a work engagement. Dinner with a friend, a date night with a significant other, or a solo movie fest can be readily added to your calendar, and thus built in to your regimented schedule.

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine.

Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress.

In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance.

People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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