COLORADO 11-5-18

COLORADO EDITION

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HABITS OF HIGHLY PRODUCTIVE AGENTS

5 SOCIAL MEDIA MISTAKES REAL ESTATE AGENTS MUST AVOID

LONG TERM GOAL SETTING VISION = PERSPECTIVE = BETTER DECISIONS

COVER STORY

Tanya “Ty” Hutchins

COLORADO EDITION

Morgan Bolinder is proud to congratulate

Ty Hutchins 9

TANYA “TY” HUTCHINS on being featured for the state of Colorado in Top Agent Magazine!

CONTENTS Bolinder | Account Executive 4) 5 SOCIAL MEDIAMorgan MISTAKES 16) 6 HABITS OF HIGHLY 720-476-1440 | canyontitle.com REAL ESTATE AGENTS MUST PRODUCTIVE AGENTS 8400 E Crescent Parkway, Suite 550, Greenwood Village, CO 80111 AVOID 21) LONG TERM GOAL SETTING 6) 5 TIPS TO GET NEW VISION = PERSPECTIVE = CLIENTS BETTER DECISIONS www.

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SOCIAL MEDIA MISTAKES

Real Estate Agents Must Avoid There is perhaps no greater marketing tool for agents these days than having a large presence on social media, but there is more to social media marketing than just opening an account and gaining followers. A lot of agents forget the social part of social media. It’s all about engagement, but it needs to be the right kind of engagement. This can often be the first impression potential clients or industry peers have of you, so make it count. There is no second chance to make a first impression, and that is especially true for real estate agents. Here’s just a few things you want to avoid.

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1 Using it to Vent

Social Media is a great place to complain and commiserate about things, but save that for your personal page. A real estate transaction is already a stressful ordeal, the last thing anyone wants is someone who seems like they’ll bring a negative energy to the process. Even worse?

Bad mouthing other Realtors® or listings. You’re selling yourself and your skills, so don’t sell anything that shows you in a bad light. Much like marketing a property, everything you put out should be professional and inviting.

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Lack of Consistent Branding

Yes, social media is about social engagement, but it’s also about creating brand recognition. While you don’t want it to be purely promotional, you are running a business, so create a consistent branding across all social media platforms. If you can afford a professional graphic designer to help you out with this, that’s great. But at the very least, have the same profile pic, cover image and highly visible contact information, across the board. And don’t forget to share links to your other accounts, some people prefer different social media applications.

3Not Posting Enough

It’s good to create a schedule of how many times you’ll be posting per day and to pick times when you might have the most engagement.

Don’t over do it, but three posts a day at the right time, tends to be a good goal. There are numerous tools on Facebook, for example, that

can let you see when interactions are the highest.

Stick to your schedule and adjust accordingly.

It’s also important to not just post your listings.

Be a resource for people who follow your page.

Post community events, or other informative articles that are relevant to home ownership.

Be a page they want to follow even when they aren’t buying or selling a property. They’ll remember you when the time comes.

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Not interacting With Your Followers

It’s called social media for a reason. The more you engage with your followers, the more they see you as a real person, and not just a marketing tool. Not only do you get to know your past clients and potential clients, on Facebook, engagement actually will make your posts seen by more people. So it’s a win/win.

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Not Sharing or Linking to Others

It might not seem like a good idea to not promote the blogs, pages or listings of other people, but it’s not only an excellent way to build goodwill, it will also increase your own presence when they reciprocate. So make a point to share posts and links for local businesses and even the blogs of your peers, if it’s a post that offers valuable insight into an expertise you don’t have. That will encourage them to share your posts and even your listings, which will increase your potential buyer pool. This is another incentive to create your own blog. Unique informative content is always of value, and more likely to be shared than promotional links.

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5 Tips to Get New Clients 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 6

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 8

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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Tanya “Ty” Hutchins

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“I rooted my own business upon relocating to Colorado Springs from Denver in 2017—We cover the entire Front Range from offices in Denver and Colorado Springs.”

showed signs of conversion, she would pursue her real estate license.

“TY” HUTCHINS Photo: Erik Cooper Photography

Ty Hutchins is living out her life’s dream of working in Colorado’s real estate industry. Having started in title insurance, under the direction of Shandelle Thomas and the incredible team at Canyon Title, after attending college in Denver, she at the time worked with some of the state’s top-producing agents, brokers, investors and foreclosing attorneys.

“But I knew I needed to be selling.” She made the commitment that, the next time the market 10 Copyright Top Agent Magazine

“I hit the ground running about six or seven years ago,” says Ty, who runs a private brokerage, Ty & Company Real Estate. “I rooted my own business upon relocating to Colorado Springs from Denver in 2017,” she explains.

“We cover the entire Front Range. We are growing and building a team in Denver, but most of the team works primarily from our office in northern Colorado Springs.”

The team draws enthusiasm from putting clients first. “Our priority is to give back to the community in the work we do; we take great pride in continuing to grow as a team and keeping it family oriented.” This focus helps each agent stay motivated and feeling good about their hard work every day. By building genuine relationships with their clients and commuTop Agent Magazine

nity, Ty & Company Real Estate has earned a distinct reputation. “Essentially, 80 percent of our business is referral,” Ty says. By delivering hands-on service, and growing up military, members of the Army and Air Force Academy regularly refer their colleagues to her. “It is our openness, hard work and utmost integrity that drives us,” she says. “We’re known for making ourselves available for any questions or support that our clients need, 24/7. I truly never unplug!”

They take part fully in their clients’ success. “I love what I do,” says Ty. “In the beginning, a buyer often feels this hopelessness that they’ll never own. But in the end, they often find themselves saying through tears, ‘I never thought this was possible for me!’ They are so incredibly Top Agent Magazine

grateful. It is the most humbling experience.”

Helping people realize that homeownership is possible is the greatest reward to Ty. “Bringing people to their next chapter means the world to me,” she says, adding that the team works with all types of clients, no matter their walks of life or price points. “We work very hard for our clients whether they are at $100,000 or $1 Million.”

Likewise, Ty thrives when helping her team members develop their careers. Known to be extremely motivating, Ty displays the characteristics of a true leader. The ongoing support she provides her team can truly be considered unmatched in today’s, fast-growing market. “I could probably live on all the referrals I get, but I work very hard to push the marketing piece for 11 Copyright Top Agent Magazine

my team to help them succeed and become the best versions of themselves.” The team’s openness to growth and change keeps them at the leading edge while still offering boutique service.

Among their boutique offerings is a consolidated approach to listings marketing. From professional photography and virtual tours to person-to-person communication with people in their collective Copyright Top Agent Magazine Copyright 12

networks. they find the ideal buyer for each home. For Ty and team, community involvement includes regular involvement with organizations such as The 100 Club, the Palmer Foundation, as well as organizations that help support the younger generation. “We also donate to most cancer societies, Ronald McDonald House and charities of that nature, and we focus tremendously on giving back to local families in need.”

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Photo: Emmy Photography

Meanwhile, Ty devotes her personal attention to her two-year-old daughter as well as to hobbies of bowling, golf, and sporting events, joking that she thinks about real estate and her team around the clock. She gives immeasurable credit to her mother, Chong Hutchins, and lifelong partner Chelci. She is beyond grateful for their ongoing support and words of encouragement over the many years – always pushing Ty to be the best version of herself Top Agent Magazine

as she overcomes challenges and remains confident in her talent and abilities. “On a serious note, they have been my biggest fans even through the madness,” adds Ty. “The brilliant ‘fashionista’ mindset in Chelci keeps me feeling fresh and with the times; I’m simply grateful.”

A close lending partner, Rick Thurman of Snowcapped Peaks Mortgage, adds, “Ty’s life is very Copyright Top Agent Magazine 13

busy, but she is extremely considerate of those around her and very easy going. Ty knows her stuff. We will go to bat with her any day!” That, said, Ty jokes that her “Denver side” comes out when needed; Ty & Company always fight for their clients. “The tremendous support from my Denver colleagues is what pushed me to have the courage to do this,” she says. “Those partners include Elsa and Luis Silva; Sherry Serna; and Tatiana Sturm, just to name a few of the key players. I’m so humbled!”

The lessons Ty gains from her competitive market truly give her the creative strategy needed to change as the market does. “We hope to continue our reputation for honesty, hard work and loyalty to the people while growing the business, but we don’t feel the need to be one of the big-name brokerages,” says Ty. “The smaller, homey, team-oriented feel suits us. We’re not fighting over leads, listings and referral business; we’re just here to help each other and our clients.” The success follows.

To learn more about Ty Hutchins, https://www.facebook.com/thekenneyteam/

visit TyCoRealtors.com or facebook.com/TyCoRealtors www.

www.

email tyrealestateco@gmail.com or call 719 - 418 - 3954 http://www.kenneyteam.com/

Copyright Top Agent Magazine 14

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Morgan Bolinder is proud to congratulate

Ty Hutchins

on being featured for the state of Colorado in Top Agent Magazine!

Morgan Bolinder | Account Executive 720-476-1440 | canyontitle.com www.

8400 E Crescent Parkway, Suite 550, Greenwood Village, CO 80111

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6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 16

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day.

Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as Top Agent Magazine

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it.

As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list.

You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second.

We all do it!

Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do Top Agent Magazine

4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful.

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova17

tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news?

Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 18

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business.

Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about.

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Laughs!

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Long Term Goal Setting Vision=Perspective=Better Decisions

By Barry Eisen

You’ve heard the saying, “The average person spends more time planning a vacation than planning the rest of their life.” It’s probably true because planning a pleasurable escape is easier and more comfortable than planning change, and whatever discomfort (fears?) may be associated with it.

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Most companies you’d consider investing in or working for have long term, short term and, in most cases, daily goals as benchmarks of performance. However, independent contractors associated with large focused corporations, usually don’t do the planning to create their own comfortable future.

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The “whys?” don’t matter. The back story may be very interesting and compelling, but does “why?” solve the problem of an erratic business or personal life?

Most all independent contractors either sit down with the owner/broker/ sale manager/boss at the beginning of the year or as solopreneurs, by themselves, and go over goals and business/game plans. But like New Year’s resolutions, by January 15th, they lose focus and end up playing a smaller and more chaotic game than anticipated. This is not just about the business of business, but it’s also about the personal areas of life, as well. And this is not just about business and personal lives, but ultimately about the way they see themselves (self image/self esteem) and create the lifestyle that matches that perception...self fulfilling prophesies.

There are so many ideas and systems about goal setting. Every speaker, sales manager and trainer has an approach. Know what? They all probably work, if the follow-through is committed to. Huge “IF” (I FEAR).

Here’s my ofering at setting long term personal and business goals.

The best way to predict the future is to create it.

1. Select a target year by which your long term (more than 1 year) goals will be completed. Giving a target date, even 3-5 years down the road, creates at least a small, but real, sense of urgency. Just the act of writing goals down starts a level The “whys?” don’t matter. The back of thought and commitment beyond story may be very interesting and having good intentions. Write the compelling, but does “why?” solve target year across the top of a blank the problem of an erratic business or piece of paper. personal life? The question, “What DO you want instead?” is a good 2. Along the left hand column, going starting point. Not what you Don’t down the page, write the categories want. Describing what you DON’T of your life that represents the want doesn’t give information as to balance and self image areas that actions to be taken to move forward. comprise all of our lives. In her book, Goals are not just targets, they’re Passages, Gail Sheehy lists Physical, guidelines.

Financial, Emotional, Educational, 22

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Family, Social and Spiritual. Unless you have something else---go with these.

makes sense to you... in a draw under your socks or underwear, taped to the back of a closet door etc.

3. On the right hand side of the page, opposite each of the categories, write down 2 or 3 goals for each category.

If you choose to not set goals in all areas, great! Do what feels right for you. There are no rules.

5. Look at the list every once in a while (daily, weekly ???) and let it reinforce the actions that will bring you to those, down the road, purposes. Spaced repetition is how you learn most of what you do.

If you have difficulty looking ahead and projecting results, for a moment look back at your previous 3-5 years.

What have you done in that time to move ahead in each of these 7 areas? “If you continue to do what you’ve been doing, you’ll continue to get what you’ve been getting.” The reality beyond that often used saying is that in the future, Mother Nature will smack us all around a little harder, gravity will tug on us all a little bit heavier, business slumps will become more pronounced, memory becomes more challenging and spiritual connections become even more distant, etc. What do you want instead?

6. Update your list periodically to reflect new directions and adjustments.

4. Put this goals list in a place that

Accomplishing longer term goals not only gives the rewards of whatever the goals are about, but on a higher level creates the positive self esteem and confidence of accomplishment.

Confidence comes from creating victories. Those in therapy, or should be in therapy, experience control issues (usually a lack of control).

When you’re in control of your life you generally make better decisions, feel more alive and healthy and usually become a more compelling figure to those around you.

Copyright©, Barry Eisen.

All rights reserved.

Barry Eisen teaches personal development seminars and coaches Southern California top producing rEAltorS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@lA.twcbc.com 818-769-4300 Top Agent Magazine

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