COLORADO 11-15-21

COLORADO EDITION

TIPS ON BEING

A GOOD TEAM LEADER

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TIPS TO GET NEW CLIENTS

FEATURED AGENTS

LISA WADE RILEY SEARLE

MAKE SOCIAL MEDIA MARKETING YOUR CALLING CARD

TURNING YOUR PROFESSION

INTO A PASSION

COVER STORY

RYAN MOBERLY

COLORADO EDITION

RILEY SEARLE Riley Searle got his real estate license at the 7beginning of 2016 to help sell16 properties for his dad’s real estate development company. He quickly realized that he had a knack for the job, and promptly turned it into a full-time career. Based in Durango, CO, Riley does business in Pagosa Springs and Bayfield as well. As a part of eXp Realty, Riley works closely with other Realtors in the area, and has established himself as a prominent member of the real estate community in Durango. Riley’s business has grown phenomenally since he RYAN MOBERLY LISA began his career, and he WADE looks to continue that trajectory well into the future.

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innovative cu ment software with past clien build up a larg area of Colora continuing to m tionships as th

In his free tim outdoors, inclu especially rock ident of the ar local commun RILEY SEARLE variety of end music at his lo rec league soccer team, an As someone who grew up in the area of Colorado where of Realtors fundraisers that he currently resides, Riley is intimately familiar with its nonprofits and high school CONTENTS culture and market trends. He has gained a lot of valuable college. Riley hopes to build experience over his tenure in real estate, and is a skilled minded agents in the near fu negotiator and well-equipped to handle any obstacle knowledge to mentor other y 4) 5 TIPS TO GET 19) TIPS ON BEING that comes his way during a real estate transaction. you’re looking for a Realtor NEW CLIENTS A GOOD TEAM LEADER astic and knowledgeable abo More than anything, Riley loves helping people find with Riley Searle today! success when buying or selling a22) home.MAKE He works excep14) TURNING YOUR SOCIAL tionally hard for them, and manages to build relationships PROFESSION INTO MEDIA MARKETING with many of them that last long past the closing date, a A PASSION YOURinCALLING sign of someone who aims for longevity their career. CARD “I really try to go above and beyond expectations for my clients, and I do anything I can to help them,” Riley says. “Clients recognize that I am always advocating for their best interests.” Riley’s referral business has been growing and he’s been getting the majority of Phone 310-734-1440 | Fax rapidly, 310-734-1440 his business this year from referrals and repeat clients. mag@topagentmagazine.com | www.topagentmagazine.com This comes as no surprise considering the heart he puts into his work.

No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine

LISA WADE RYAN

MOBERLY

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.

When it comes to marketing, Riley takes an approach To subscribe or change address, send inquiry to mag@topagentmagazine.com. that combines modern and old school sensibilities. He Published in the U.S.

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markets extensively across the MLS and social media to reach a wide audience abroad, but uses a good deal of signage and hosts open houses to generate interest locally as well. These things, coupled with the

You can contact Rile or riley.searle@expre Top Agent Magazine also visit his website

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5 Tips to Get New Clients

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If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

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Become a referral partner with industry peers

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Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

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with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

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Partner up with a Relocation Company

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Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

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Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much 6

house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

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RYAN MOBERLY Top Agent Magazine

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Top Agent Ryan Moberly is the leader of The Moberly Team with eXp Realty where he and his seven agents are on track to close over one hundred-twenty transactions in 2021.

As a second-generation Colorado Springs native, Ryan has a personal connection to each client, helping them find their dream home in the place he’s called home all his life. “It’s pretty amazing watching the city grow from when I was born to now,” Ryan says, explaining how he’s helped countless homeowners navigate their transactions in 8Copyright Top Agent Magazine

a growing market. “If you genuinely care about their well-being and aren’t just trying to make another sale, they’re going to have a great buying or selling experience which turns into referrals.”

Ryan made his way to real estate after graduating college with a degree in radio and tv Top Agent Magazine

production. With a newborn son, Ryan knew he needed a career that could provide for his family. He leaned into home-maintenance skills he learned from helping his grandparents with investment properties to find work with the local school district and in property management. In 2008, he bought his own fourplex to manage. Only a short time later, he and his wife began building a portfolio of real estate investments. By the time Top Agent Magazine

they owned eleven properties, Ryan’s wife encouraged him to get licensed to take charge of their own transactions. He hit the ground running, closing thirty-three transactions in his first year, and leaped to eighty-one transactions, becoming part of the top one percent of agents in Colorado Springs, by his fourth year. Today, Ryan is a REALTOR® and leader of The Moberly Team with eXp Realty where he and his seven agents are on Copyright Top Agent Magazine9

With a virtual brokerage like eXp, Ryan is poised to grow the Moberly Team across the country with extension teams through Homes for Heroes at military bases nationwide. track to close over one hundred-twenty transactions in 2021. Currently, over eighty percent of his team’s business is derived from repeat and referral clients.

As a Christian and as a REALTOR® who cares about his community, Ryan wanted to find a Copyright Top Agent Magazine 10

way to grow his business, give exceptional service back to his clients and glorify Jesus.

From his time in maintenance for the school district, he began carving out a client-niche working with educators. When he discovered the Homes for Heroes program, Ryan knew he’d found his true brand. Homes for Top Agent Magazine

Heroes is a nation-wide network that strives to help our nation’s heroes save money when purchasing a home. “I give back to the local heroes in my community,” Ryan says, donating back a percentage of each commission.

“That’s me saying, ‘Thank you for your service.’” Ryan is a true servant leader.

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By niche marketing to the hero-demographic, Ryan and his team tap into close-knit networks of professionals across hero-careers from teachers to firemen to military personnel, and more.

And through providing their hero-clients with excellent service, Ryan’s team foster a wealth of organic referrals. Ryan explains, “When you Copyright Top Agent Magazine 11

close one hero-deal it turns into three hero-deals, and if you offer great service through the transaction, they’ll tell their families and friends.”

Looking to the future, Ryan is laying the groundwork to grow his business and empower his team to a level of excellence that will leave a lasting legacy. With a virtual brokerage like

eXp, Ryan is poised to grow the Moberly Team across the country with extension teams through Homes for Heroes at military bases nationwide.

Ryan concludes, “If I can successfully set up my team nationwide, that’s many more consumers that can have a positive home-buying experience. I’m looking for some great agents to join us now.”

Find out more at springsheroes.com.

Want to be a part of Ryan’s movement?

Connect with Ryan at 719-499-1407 or email Ryan@SpringsHeroes.com http://

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Turning Your Profession into a Passion The old adage goes that if you do what you love, you’ll never work a day in your life.

On the other hand, it’s easy to get bogged down in the day-to-day worries and responsibilities of your career, even if you generally enjoy what you do. While there’s no guaranteeing that every day on the job will be a picnic, there are a few steps you can take to vastly improve your morale and transform your profession into a passion.

After all, cultivating a passion for what you do will not only add to your quality 14

of life, but will likely make you more successful in the long run.

BUILD YOUR BASE OF KNOWLEDGE Knowledge builds confidence, and confidence breeds success. A sure way to light a fire in your heart for your daily work is to challenge yourself to learn more and expand your understanding of your field. By doing so, you equip yourself for success, create challenges, and find the most inter-

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esting features of your work—especially those that most appeal to your interests and talents. Try reading the top five books on the topic of your industry, or subscribe to a podcast where thriving professionals offer their two cents. Either way, learning more about your industry is bound to reveal a source of inspiration worth pursuing.

THINK ABOUT THE BIG PICTURE

and excelling in your field, you may find that others’ approaches inspire your own.

Likewise, what you learn from other successful, passionate people in your field can help you shape your own office and work life, in turn creating more opportunities for you to fall in love with what you do, all over again.

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

One of the biggest hindrances of professional passion is falling into a rut. Routines are familiar and everyday responsibilities vie for our energy. But the next time you tackle a task the way that you always have, take a moment and try to refresh your perspective—is there a more clever or efficient way you could approach this project?

Even better: why not take the plunge and do the things you’ve always been meaning to—throw that client appreciation event you’ve put off planning, take the continuing education course you keep forgetting to register for, even try a creative activity that pushes you out of your comfort zone.

There’s no better way to inject some passion into your life than by going outside your bubble and taking a risk.

Have you ever chatted with someone who was overflowing with energy for what they do? That sort of passion tends to be infectious—often causing us to beg our own questions about professional engagement.

By participating in local organizations or networking with those who are active

Passion comes from all directions—from your own interior journey and from the world around you. To transform your profession into a passion worth having, invest in yourself and venture into the vast world around you. You’ll surely reap the rewards.

Sometimes reinvigorating your passion for your work is about looking outward, rather than inward. Gain some perspective and consider who your work helps in the long run. As a real estate professional—whether you work as an agent, broker, in mortgages, home inspections, or otherwise—your work positively impacts someone else’s home-sweet-home. You make a difference. While it may seem like just another day at the office, taking a moment to visualize exactly who you are helping in the world at large is a great way to add some motivational fire to your daily tasks.

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LISA WADE

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LISA WADE

With close to three decades of real estate experience, there is no transaction scenario that Lisa Wade can’t handle. Known for her drive, professionalism, and top-quality service, she makes the buying and selling process smooth and enjoyable for her buyers and sellers.

Serving the Boulder and Denver Metro Area, Lisa is willing to travel wherever her clients need her. “The rule of thumb is you have to drive until you qualify. If you can’t afford a house in Boulder, we have to get you out East!” she jokes. It’s this deep commitment to her clients, as well as her emphasis on building lasting relationships, that has helped her create a business that’s primarily referral based. “I’m a big believer in relationship building. I recently learned about an interesting statistic, and it’s that 80% of people Top Agent Magazine

would like to use the same REALTOR® again, but they don’t because the agent never stayed in contact with them, and they can’t remember their name. I stay in close constant contact with all my clients, and when I meet a new buyer or seller, I consider them my client for life. I’m now at the point where I’m starting to help my clients’ children, which is incredibly special.”

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Lisa is acutely aware of how important the transaction process is to her clients, and she takes pride in being able to help them move on to the next chapter of their lives. “When people are in the position to buy or sell it’s because something big is happening in their lives. It could be something happy or sad, but it’s a big moment. My college degree is in Psychology, which I think really helps me approach this the correct way. I like to help them let go of the past and move on to the next chapter because the quickest way to any sort of individual wealth is through owning property.”

When she’s not busy working, which is rare, Lisa likes to stay involved in her local community. “I grew up here and I raised my children here, so it’s very important for me to give back to the community that’s given me so much. I’ve done a lot with local schools and organizations that help animals or women and girls. Right now, I’m serving on a board called Better Boulder, which helps to increase housing opportunities for people. I am also serving as the Federal Political Coordinator to Senator John Hickenlooper’s office for the National Association of Realtors. I think it is very important to serve at the industry level in addition to serving clients locally.” In her free time, she loves to hike and enjoys singing in the community choir.

Lisa’s plan for the future is to work hard for another five years and then partner up with someone who will want to take over the business once she retires. “I want to do what’s known as the Golden Handoff—I want to be able to hand off my business to someone who’s going to take the same great care of my clients that I have for the past 28 years.”

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To learn more about Lisa Wade email isawade@boulderco.com, visit LisaWade.com, or call 303–489–6241 www.

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Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader.

1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really Top Agent Magazine

important to figure out where they best fit into the operation. Having every team member be an ‘expert’ in their part of the process leads to seamless transactions and a business that runs like a well-oiled machine.

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Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to…

2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results.

Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future.

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Don’t forget to always take in what you can do to be a better team leader as well.

3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers.

Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business.

4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either.

Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business.

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RILEY SEARLE Riley Searle got his real estate license at the beginning of 2016 to help sell properties for his dad’s real estate development company. He quickly realized that he had a knack for the job, and promptly turned it into a full-time career. Based in Durango, CO, Riley does business in Pagosa Springs and Bayfield as well. As a part of eXp Realty, Riley works closely with other Realtors in the area, and has established himself as a prominent member of the real estate community in Durango. Riley’s business has grown phenomenally since he began his career, and he looks to continue that trajectory well into the future.

As someone who grew up in the area of Colorado where he currently resides, Riley is intimately familiar with its culture and market trends. He has gained a lot of valuable experience over his tenure in real estate, and is a skilled negotiator and well-equipped to handle any obstacle that comes his way during a real estate transaction.

More than anything, Riley loves helping people find success when buying or selling a home. He works exceptionally hard for them, and manages to build relationships with many of them that last long past the closing date, a sign of someone who aims for longevity in their career.

“I really try to go above and beyond expectations for my clients, and I do anything I can to help them,” Riley says. “Clients recognize that I am always advocating for their best interests.” Riley’s referral business has been growing rapidly, and he’s been getting the majority of his business this year from referrals and repeat clients.

This comes as no surprise considering the heart he puts into his work.

When it comes to marketing, Riley takes an approach that combines modern and old school sensibilities. He markets extensively across the MLS and social media to reach a wide audience abroad, but uses a good deal of signage and hosts open houses to generate interest locally as well. These things, coupled with the Top Agent Magazine

innovative customer relations management software he uses to stay in touch with past clients, have enabled Riley to build up a large sphere of influence in his area of Colorado, and he looks forward to continuing to meet people and build relationships as the years go on.

In his free time, Riley loves all things outdoors, including hiking, kayaking, and especially rock climbing. A life-long resident of the area, he is very active in his local community and engages in a wide variety of endeavors, such as directing music at his local church, playing for the rec league soccer team, and donating to Association of Realtors fundraisers that financially support local nonprofits and high school students looking to attend college. Riley hopes to build and grow a Team of likeminded agents in the near future, and hopes to use his knowledge to mentor other young agents in the area. If you’re looking for a Realtor in Durango who is enthusiastic and knowledgeable about real estate, get in touch with Riley Searle today!

You can contact Riley at (970) 903-5268 or riley.searle@exprealty.com. You can also visit his website at rileysearle.com www.

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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 22

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.

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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.

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