How to Speed Up First-Time Homebuyer Transactions
Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon. Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While
helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises. So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?
While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.
Set expectations upfront and often.
It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc. Then, tailor your outreach accordingly. Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases
whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.
Know your first-time homebuyer programs and perks.
There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research. The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.
Get pre-approved for a mortgage—and shop around for the best rate.
Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and
feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.
All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.
CRYSTAL BALL
Top Agent Crystal Ball quickly distinguished herself by achieving $23 million in sales in her first full year, and several years into it, she continues to redefine success in the industry.
The theme of Crystal Ball’s journey is transformation, in every sense of the word. She transformed when she left a fundamentalist Christian cult at age 20, leaving behind everything she knew for the hope of a better life. She transformed when she studied journalism and later discovered her talent for sales, which she used for 13 years to create a successful career in the corporate world. She transformed when she jumped into real estate head first, not knowing it would redefine her path completely. And now, she’s transforming the real estate industry, advocating for the importance of ethics and bringing to light all the inefficiencies of the traditional real estate model. “I came into this field with a fresh perspective,” she explains. “I had written training manuals when I worked in corporate, so I tend to take on an educator’s point of view.”
It’s Crystal’s unique approach and mindset that has helped her flourish as an agent. She quickly distinguished herself by achieving $23 million in sales in her first full year, and
several years into it, she continues to redefine success in the industry. Her experience has taught her that the traditional real estate model is fraught with inadequacies and ethical challenges, insights she gained from both her corporate background and her firsthand experiences. “I have always been consumer-focused,” she explains. “But the problem right now is this industry is monopolistic and
unfair to the consumer.” Determined to instigate change, Crystal is working to found an innovative platform offering a DIY solution to home buying and selling, eliminating traditional agent commissions, and only charging by the service.
As she thinks of new ways to disrupt the standard real estate framework, Crystal remains
As she thinks of new ways to disrupt the standard real estate framework, Crystal remains honed in on her local impact, where she provides ethical, client-centered service to buyers and sellers in the rapidly expanding market of Panama City Beach and surrounding areas.
honed in on her local impact, where she provides ethical, client-centered service to buyers and sellers in the rapidly expanding market of Panama City Beach and surrounding areas. Known for her down-to-Earth, positive nature and strong emphasis on personal connections, she prefers informal, direct communication through text messaging or in-person discussions rather than CRM systems. “I’m very personalized,” she says. “Most of my clients end up doing multiple transactions with me, so we become friends.”
This approach respects her clients’ time and fosters deeper, more authentic relationships. Her focus on building these personal connections is particularly effective with investor clients, like doctors, who resonate with her humanitarian spirit.
Crystal’s commitment to her community extends beyond her professional life as a real estate agent. She is actively involved as a chamber ambassador and participates in local entrepreneurial events. Crystal also
volunteered at a science center and engages in water-related activities, being a certified dive master and an avid boater. Outside of work and community efforts, she enjoys spending time with her family.
For Crystal, the future of her business is about evolution and education, including the
training of new team members and shifting from active sales to a role that emphasizes coaching. As Crystal gears up for her next transformation, she will undoubtedly continue to enjoy every moment of her path. “I just love being able to solve some of life’s biggest problems for my clients, it’s truly rewarding.”
4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent
In the world of real estate, there are always new agents joining the ranks. Even if you’ve been practicing for just a few short years, you’ve likely learned your fair share of lesson along the way. As an agent, much of your working philosophy is derived from first-hand experience and your work on the ground. This means that new agents are less prepared for the inevitable curveballs of the industry. That’s where you come in.
While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thought-
fully explore and demonstrate their own ideologies, practices, and rationale. With that in mind, take a look at some of the benefits of mentorship below, and you’ll get a sense of why counseling new agents can be a boon to your own business.
Teaching lessons to others reinforces your own professional values.
Showing the ropes to young agents is a great way to brush-up on your foundational skills. Verbalizing and demonstrating processes, or walking through the rationale behind negotiation tactics—all cause mentors to think through their established practices and outline in detail why they’ve chosen this route over an
alternative. This helps older agents fine-tune their routines, while getting back in touch with the critical thinking that went into constructing those habits.
Mentorships allows you to see the big picture.
After a lengthy industry tenure, it’s not uncommon for battle-worn agents to lose some steam and begin to burn out. By devoting some time to mentoring up-and-coming agents, you’ll get back in touch with your early days, remembering the excitement, the trials, and the hard lessons gleaned. Spending time with the next generation of real estate professionals can reinvigorate your practice, as seeing the business from the eyes of an eager amateur can inject energy into your working life.
You’ll benefit from seeing things from a new perspective.
Just as working with young agents can help you remember your career’s big picture, you may also benefit from working alongside someone with a new perspective. Young agents bring a different set of skills and awareness to their work, and established agents can benefit from a fresh take. If technology isn’t your strong suit, or you’re interested in tapping the Millennial homebuyer market, working with a younger agent is an excellent way to see through fresh eyes.
Mentoring young agents makes you a better leader.
As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can
surely sharpen your ability as the head of a team. What’s more, you’ll be building skills of empathy, understanding, teaching, and constructive criticism. Working on those skills will better your practice and your ability to lead in your office.
While some may balk at the time commitment or energy required to take on a mentee or two, you might consider it an act of ongoing education or professional development. While your mentee will undoubtedly benefit from access to your expertise, there’s certainly much to be gained from taking the time to cultivate tomorrow’s real estate leaders.
DOMENIC KEENAN
DOMENIC KEENAN
Top Agent Domenic Keenan specializes in Florida’s picturesque Space Coast—focusing on key areas like Cocoa Beach and Cape Canaveral.
Navigating from the high seas to the world of real estate, Domenic Keenan’s life journey tells a story of transformation and dedication. Formerly a yacht captain and Coast Guard officer, Domenic has found another calling in guiding his family’s real estate business. “Real estate has been a part of my life forever, my dad spent 44 years in the industry,” Domenic says. This lifelong exposure has equipped him with an intuitive understanding of the market, which he utilizes to help his clients get the best deals possible.
Domenic specializes in Florida’s picturesque Space Coast, a hub for aerospace innovation and scenic living. Focusing on key areas like Cocoa Beach and Cape Canaveral, he manages a diverse portfolio where property values are varied and approachable for a wide range of buyers, averaging around $400,000. His clientele includes people from all walks of life, from local residents to space industry professionals and investors.
With a proactive approach to building his network, Domenic is committed to providing personalized service. He actively engages with the market by contacting owners of expired and canceled listings, as well as neglected properties,
reviving them with a new vision. “I do a lot of cold calling, and it’s helped me reach people I otherwise wouldn’t have,” Domenic says.
When it comes to marketing, Domenic takes advantage of a range of modern marketing techniques to enhance visibility and engagement with his real estate listings. He uses the power of social media platforms like Instagram and Facebook to find a broader audience, showcasing properties through visually appealing posts and targeted ads. Domenic complements this with old school methods, such as managing contact with potential clients through a diligently maintained Rolodex. “I have a mailing operation where I send out a letter or two every month to a different person that I’ve worked with in the past. It’s been an efficient way to stay in contact.”
His background in the Coast Guard profoundly influences his community engagement, particularly with his membership in Civ Rep, a civilian-military cooperative group. This role demonstrates Domenic’s dedication to supporting military families, a personal mission for him. “I love working with military people, because I served, and we have a lot of military personnel down here. It’s really rewarding, I get to set them up with a house in paradise.”
As he gears up to obtain his broker’s license and eventually lead the family business, Domenic is set up to infuse the brokerage with fresh ideas while honoring its legacy. “I plan on getting my broker’s license soon and take over my dad’s business,” he explains. “I want to stay in real estate for as long as possible. I love it, and have a great foundation here.” By utilizing his unique background and lifelong immersion in real estate, he is set to steer his family’s brokerage toward new horizons.
USING CLIENT FEEDBACK TO ELEVATE YOUR REAL ESTATE BUSINESS
For real estate professionals, publishing your client testimonials is a key strategy for establishing trust, enhancing your reputation, and drawing in new clients. Through the strategic use of positive
client feedback, you can demonstrate your expertise and the exceptional value you offer in real estate transactions. Here are key strategies for maximizing the impact of real estate testimonials in your business:
Diversify Your Testimonials
Collect feedback from a broad spectrum of clients, such as first-time buyers, sellers, investors, and those facing unique challenges. This approach offers a comprehensive view of your capabilities.
Promptly Request Testimonials
Aim to obtain testimonials soon after closing a deal. Prompt timing ensures clients’ memories are fresh, enabling them to share detailed and impactful experiences.
Enhance Your Website with Testimonials
Develop a section on your website dedicated to client testimonials. Display them attractively, including clients’ names, photos, and specific transaction details if possible.
Utilize Testimonials in Marketing Efforts
Embed powerful testimonial excerpts in your marketing materials, including brochures and flyers, to catch the eye of prospective clients and underscore your track record.
Broadcast Testimonials on Social Media
Publicize your client feedback on social platforms, using engaging visuals or property photos to accompany the testimonials.
Innovate with Testimonial Videos
Elevate your client feedback with video testimonials. Short, engaging videos can make a lasting impression on potential clients by showcasing genuine satisfaction.
Incorporate Testimonials into Email Marketing
Utilize testimonials in your email campaigns to underscore your expertise and encourage engagement from potential clients.
Present Testimonials to Prospective Clients
Integrate client success stories into your presentations to illustrate your track record and reassure potential clients of your ability to deliver favorable results.
Feature Testimonials in Your Blog
Share client success stories in blog posts, integrating testimonials to lend credibility and a personal touch to your narratives.
Create Detailed Case Studies
With client consent, develop case studies that explore specific challenges and your successful interventions, offering deep insights into your problem-solving prowess.
Highlight Testimonials in Your Online Presence
Feature client testimonials in your profiles on key real estate and social media sites to bolster your online reputation and attract new clients.
Promote Third-Party Platform Reviews
Encourage clients to review your services on esteemed real estate platforms, enhancing your visibility and credibility.
Engage Through Testimonial Events
Host webinars or events where clients can share their experiences, providing a dynamic forum for potential clients to learn and interact.
Advertise with Testimonials
Use testimonials in your advertising campaigns to spotlight positive client experiences and foster trust with your target audience.
Keep Your Testimonials Current
Regularly refresh your testimonials to maintain relevance and demonstrate your continuous commitment to excellence and client satisfaction.
By strategically publishing real estate testimonials across various platforms and marketing channels, you can build a compelling narrative that resonates with potential clients. Authentic endorsements from satisfied clients serve as a powerful tool for establishing trust and differentiating yourself in a competitive real estate market.
JANET FULLER
Walking away from a six-figure career isn’t something most people do, but Janet Fuller took the leap without hesitation. “I knew I wanted to try a new field, and real estate was the perfect fit,” she explains. Janet walked away from her high-level restaurant management job in 2002 after getting married and realizing the hospitality industry wasn’t built for the kind of life she wanted. Real estate had always fascinated her, and despite being afraid of the challenges, she jumped in. What began as a part-time assistant gig soon turned into a full-time role as a buyer’s agent during the housing boom of the early 2000s. Today, as an agent working with both buyers and sellers, Janet has a growing client base that now brings much of her business through referrals and repeat clients. “I just fell in love with it,” Janet explains. “I truly love what I do.”
Janet doesn’t push clients into decisions, instead, she focuses on what’s truly best for everyone involved, even if that means switching lenders or extending deadlines to keep a deal alive. Her former broker once told her, “You just can’t get attached to the outcome,” and that mindset has stuck.
Janet’s foundation in real estate is backed by both education and hands-on experience, which also helps her stand out. A graduate of Florida State University, she didn’t stop learning once she earned her degree. Over the years, she’s added several professional designations to her name, including Senior Real Estate Specialist, Accredited Buyer’s Representative, and Certified Distressed Property Expert. She also handles REO properties and short sales.
Florida’s coastal Volusia and Flagler counties are her areas of expertise. “That’s where my niche is and my knowledge is,” she explains. Her strong grasp of the local market allows her to guide buyers and sellers with confidence, whether they’re longtime residents or new to the area. Price point doesn’t dictate the level of care Janet provides. Whether she’s selling a $99,000 property or assisting a $3 million buyer, she brings the same attention and service to every transaction. “I treat a $99,000 client just like I treat my highest list price,” she says. That approach, along with her steady track record, is a big part of why clients trust her to handle their biggest investments.
But what really sets Janet Fuller apart is her people-first approach and her ability to stay grounded through every stage of a deal. She takes the time to follow up with clients long after closing, celebrating their wins and showing her support. “It’s not always about the money,” she says.
Outside of real estate, Janet has a long history of giving back. She served for years as a guardian ad litem, advocating for children in the court system, and regularly supports cancer-related fundraisers, especially those tied to breast cancer, a cause close to her heart as a survivor. “I also support animal rescue groups, and was on the PTA while my son was in school,” she explains. When she’s off the clock, you’ll likely find her outdoors: camping, fishing, watching professional sports, attending lightning games and professional football (especially NY Giants and Tampa Bay Buccaneers), or hitting the golf course. She enjoys spending time with her husband, their dogs, grandkids, two sons and daughter-in-law.
Looking ahead, Janet plans to keep growing her business, exploring new ways to stay competitive, and continuing to help people through each step of the process. “I just love meeting people, helping them, and going through all the emotions with them when it comes to buying or selling a home. It’s such a rewarding experience.”
Welcome Home: Working with Relocators in Transition
People stage moves for all sorts of reasons. From the joyous and pre-planned, to the unfortunate and unexpected, new chapters begin with the help of an agent. When you’re working with buyers from a different region, state, or country, the typical complications of a transaction can be compounded. So, what’s a savvy agent to do?
For starters, envision the big picture. Relocators have extra obstacles between them and
their dream home. They don’t necessarily know which neighborhoods are ideal for their lifestyle, what they should budget for utilities, what type of homeowner’s insurance is ideal, or how they can tour, let alone close, on a house from afar. All in all, it’s a tall order, but if you can manage a relocation transaction successfully, you could tap into a sizable pool of clientele. Think of it this way: if you’re the shining star of a relocator’s moving process, their word-of-mouth praise could be
exponential. Likewise, a winning reputation within that client’s corporate sphere could lead to lucrative, stable referrals and partnerships for years to come. Here are a few key ways to help clients navigate the relocation process with minimal stress and maximum results.
Create a full-scale timeline for you and your client that makes expectations clear.
Moving is already one of life’s biggest stressors, but relocations have a dozen more moving parts that your average deal. Consider creating a master-plan of sorts to help you and your client visualize the steps required to achieve success in the midst of a relocation. Even from afar, your client will be able to refer to the roadmap you’ve set. Likewise, this makes sure you and your client are on the same page regarding expectations, timelines, and checklists. Assemble an articulated, overarching gameplan also helps demystify the process and lower stress. Instead of clients wondering what’s next, what’s needed, who to call, and when to be ready—handy guidelines of your own devising will be at their fingertips.
Attune your communication style so that nothing goes overlooked or miscommunicated.
Establish early on how your client prefers to communicate and which methods should be excluded. Also, make sure to outline what timeframes are ideal to communicate in, and how often they expect to hear from you with status updates or follow-ups. Some clients might prefer a more hands-off approach that lets you manage most details behind the scenes with updates only when progress is made. Most clients in the midst of a serious relocation, however, will prefer to be in touch more frequently. Customizing is key. If they prefer text messages and emails over calls, that’s a helpful detail to know from the outset. If they prefer face-to-face video chats or can only speak after business hours—those are also key parameters to work within. The less mystery and hassle, the better.
Be a local resource with vetted recommendations and vendors on-hand.
Relocating homeowners may not know the best neighborhoods and their amenities, or where the best school districts are, which areas are high-traffic, or where their dollar might stretch a little further. Identifying your clients’ goals can help narrow this field, but you’ll also want to be careful not to overwhelm them with information. After all, they’re taking on a huge life transition and making a move as an outsider. You’ll want to serve as a onestop-shop who can remove some steps and stress from their organizational obligations. Have a contractor who can get a head-start on home projects while clients make the move?
Excellent. Or, perhaps you can provide an out-of-state agent referral so that clients can sell their existing property in a timeline that works in conjunction with their new purchase. Make yourself a community expert and a connector, and you’ve won a client— and their referrals—for much longer than a single transaction.
Think outside the box when weighing variables.
Relocations aren’t your typical transaction. You’ll need to do a bit more planning to avoid pitfalls along the way. For instance, have you considered how you’ll tour homes with clients if they live hundreds of miles away? Are there time zone differences to factor in?
If clients are relocating from another country, are there any special visa or naturalization considerations? How will their belongings travel? Are there pets to relocate? There are plenty of questions to ask and plan for, but the key is to be communicative and thorough up front. The more information and planning time you have, the smoother the transition will go.
There are certified real estate agent designations you can pursue that set you apart for your experience when it comes to relocations, but in lieu of those—arm yourself with the planning details and methods that will make your client a raving fan. In the process, you’ll up your game, create a happy client, and hopefully field similar business for years to come.
SEBASTIAN BOKEIMEIER
Sebastian Bokemeier arrived in Florida from Germany with an E2 visa and a plan to build something from the ground up. He and his wife started with a cleaning and handyman company, working directly with property owners and learning the ins and outs of managing homes. After winning the Green Card lottery, they expanded into property management, eventually launching their own company. The work came naturally, and Sebastian enjoyed connecting with homeowners, solving problems, and being part of the day-to-day activity of local real estate. It wasn’t long before he decided to get his real estate license. He’s already reached more than $5 million in production, with listings ranging from luxury waterfront homes to referrals from longtime clients.
One of his most notable recent sales came through a property management referral. A homeowner he worked with recommended him to a friend looking to sell. Sebastian competed against three other agents for the listing and won the client over. Another listing, a $2.4 million home on Edith Esplanade in Cape Coral, came from a cold call, only this time, he was the one being called. The seller had seen his other listings and asked him to come by. After interviewing a few agents, she decided to work with him. “That made me really happy,” he says. “She reached out to me.”
What most people don’t see, though, is how much work goes on behind the scenes. “It might seem that things just happened easily,” he says. “But I really had to work hard to get here. I love what I do, but I’ve had to fight for it. Late nights, deals that nearly fell apart, and being the anchor point for my clients when things got tough.”
Focusing primarily on Cape Coral, where he lives, Sebastian also serves Fort Myers, Estero, and Naples. He joined his current brokerage after being invited by a close friend and top-producing agent. “You need certain numbers to get in, so when I was asked to join the team, I was proud of that,” he says. Since then, his business has continued to grow. Sebastian promotes his listings through a mix of digital and traditional marketing, including Instagram, Facebook, biweekly email newsletters to more than 26,000 contacts, and even local TV appearances on FOX. “I do everything I can to make sure my listings are seen,” he explains.
What Sebastian enjoys most about his work is the people. “It doesn’t feel like a job,” he says. “It feels like I’m just spending time with good people in beautiful places.” He’s known for being responsive, often emailing clients first thing in the morning and writing offers late at night. “I wrote a contract at 1 a.m. last week,” he laughs.
When he’s not working, he spends time with his wife and their three dogs (two Frenchies and an American Pitbull), or rides his motorcycle with friends. He also participates in events hosted by Compass, including a recent grand opening where he met the company’s CEO, and other real estate related events. “I recently attended one featuring Ryan Serhant, the top agent and Netflix star from New York.”
As for what’s next, Sebastian hopes to continue growing, building a team of his own, and helping more clients find their place in Southwest Florida. “I just want to get better every day.” For more information about Sebastian Bokemeier, please
