GEORGIA 2-7-22

GEORGIA EDITION

5 Ways to

TRANSFORM RENTERS INTO OWNERS

Top Agent Tips and Questions for

CHOOSING YOUR LISTING AGENT

How to Answer the Inevitable Question:

WHY SHOULD I CHOOSE YOU?

FEATURED AGENT

RICK WILEY COVER STORY

MIA MANNS & CARSON PARIS

GEORGIA EDITION

RICK WILEY

In 2013, Rick Wiley ignited his passion ability to set themselves up for future for real estate, buying 9 his first investment 19 is just as important to me as the grow property and starting to learn the ins and own business.” outs of the industry. “Getting licensed as a REALTOR® was something I always wantWhen it comes to marketing, Rick ed to do,” said Rick. “I knew the skills I variety of online resources, such a had acquired working in the sales and marmedia and the MLS, to ensure his keting sector of Corporate America for nine capture a wide audience. Addition years paired with my marketing degree from is a Zillow Premier Agent, allowin Hampton University would give me a comreach a particularly large number of petitive advantage in the real estate market. potential buyers.

Putting those skills to work for me truly allows me to provide aMIA unique, one-of-a-kind experience In his free time, Rick lives an active lifestyle. H MANNS RICK WILEY for my clients.” Rick& isCARSON a multi-million cross training, golfing and acting, and is currentl PARIS dollar producing agent, and having proven himself as one of Atlanta’s Top with BMG Talent, a SAG-AFRA franchised a Agents, he consistently exhibits the qualities of excellence prominent member of his community, Rick giv and consistency laid out in his personal motto: “Quality routinely as a member of the Omega Psi Phi Fra service. Every client. Every time.” “I CONTENTS renew my designaservice organization that participates in a variety tions of e-PRO, Accredited Buyer’s Representative, Seller itable acts, including feeding the homeless, sp 4)Representative HOW TO ANSWER THE 15) EMOTIONAL FLUENCY: Specialist, and Real Estate Negotiation disadvantaged families during the holidays, and p Expert every year, so I can stayWHY on the cutting edge of TO college scholarships for localWITH high school student INEVITABLE QUESTION: HOW COMMUNICATE best practices. This allows me to service my clients at the also an outspoken supporter of PAWS Atlanta, a lo SHOULD I CHOOSE YOU? CLIENTS WHEN TENSIONS highest level possible, giving them the type of outcome kill” animal shelter, and is an active member of B they expect and the results they deserve”.

Church, where he faithfully serves. If you’re look ARE HIGH REALTOR® in Atlanta who puts his clients’ best 6) 5 WAYS TO TRANSFORM As a solo agent, Rick finds it important to maintain a first, get in touch with Rick Wiley today!

RENTERS INTO OWNERS 21) TOP AGENT TIPS AND personal touch in the way he interacts with his clients FOR CHOOSING on a regular basis. “I don’t do outsourcing,” RickQUESTIONS says.

“When you call my business, you get me - end ofYOUR story. LISTING AGENT That way, I can keep my service consistent to the high standards of quality that I set for myself.” Rick uses an informative monthly newsletter to keep clients both past and present in the loop with real estate, and also keeps Phone 310-734-1440 Fax 310-734-1440 in touch with his sphere| through social media and phone calls.

These traits have enabled him a healthy mag@topagentmagazine.com to| maintain www.topagentmagazine.com referral business, as he has lots of happy clients returning No portion this issueand may recommending be reproduced in any whatsoever to hisofservices himmanner to their friends without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy and loved ones via word of mouth. of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com.

A big piece of Rick’s mission is to educate his clients Published in the U.S.

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about wealth building and asset management while guiding them through real estate transactions, empowering them to make sound, informed decisions that will benefit their families for years to come. “I got into this business because I love helping people, and I aim to continue doing

www.

You can contact Rick at (404) 620-1 or Rick@MyRealtorRick.com, Top Agent Magazine and you can visit his website at MyRealtorRick.com for more informa

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How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even 4

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

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same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions.

In real estate, there’s so much to enjoy.

There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones.

There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person Top Agent Magazine

you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

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5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 6

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

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Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

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Collaborate with mortgage professionals to find the right financing opportunities

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Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

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pay monthly in a mortgage—while building a lasting asset.

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Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

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Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

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MIA MANNS & CARSON PARIS

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Top Agents Mia Manns and Carson Paris have branded together and formed a team of 12 serving their communities in Georgia and Alabama.

Mia Manns and Carson Paris first met while Carson was in the first year of his real estate journey. “I had 25 transactions that year, and the first 15 were so hard,” Carson recalls. “Then, the next transaction was the easiest. It was the way it’s supposed to be! And Mia was on the other side.” When Carson was named Rookie of the Year, he recalls, “Mia, who I’d only had 10 Copyright Top Agent Magazine

one transaction with, called and congratulated me. It meant the world to me when I was a new agent.”

When Carson joined Coldwell Banker, he and Mia began talking about forming a team together. With Mia’s military background and Carson’s local origins, they decided they would make the perfect Top Agent Magazine

military-hometown team for their clients.

“It happened very organically,” Mia says.

“Carson and I come from very different backgrounds, but we have integrity in common. Our different experiences gave us a wider net to help clients and other agents.”

communities in Georgia and Alabama. “We work together as a team, and I tell everyone that you won’t find a team in Columbus, Georgia with a bigger reach than we have,” Carson says. “We will go anywhere and everywhere for our clients.”

Now Mia and Carson have branded together and formed a team of 12, including other agents and business managers serving their

The team’s reputation precedes them, and the majority of their business comes from repeat and referral clients. Staying in

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“We work together as a team, and I tell everyone that you won’t find a team in Columbus, Georgia with a bigger reach than we have,” Carson says. “We will go anywhere and everywhere for our clients.” touch with past clients comes naturally to both Mia and Carson. Part of the connection for Mia comes from her family’s military background. She and her husband have both served, and both of her sons are following the path as well. “We’re one of those rare families where all four of us have raised our right hand, and people appreciate that,” Mia says. “That’s a commitment that shows integrity.”

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Carson’s hometown roots, his background studying psychology with experience in business and accounting, along with his wife’s local connections through her dance school make him deeply invested in the community and his clients’ lives. “For me it’s all about making a positive experience for the clients, while also helping agents be as good as they can be,” he says. “I try to make clients feel good throughout the whole Top Agent Magazine

process. I get a lot of pleasure from watching other people do well, and I’ve always felt it was my calling to help people.”

Along with their team, Carson and Mia love giving back to their community. As Top Agent Magazine

members of the East Alabama Board of Realtors®, they participate in Operation Make Christmas Happen. Mia, a consummate foodie, also organizes a free food truck event to thank local military and first responders.

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Looking toward the future, Carson says, “We’re going to continue doing what we’re doing, helping other agents while serving our clients and community. We love to find out what people are lacking, and give it to them.”

Mia, who was named Realtor® of the Year in Alabama last year, emphasizes the team’s

commitment to serving others. “We both have a passion to help people. Everyone who works with us gets the best customer service experience possible. We want all of our clients to feel special and have our undivided attention. Our goal is to see the smiles on their faces at the end of the process when they get the key.”

For more information about Mia Manns and Carson Paris, call Mia at 706-464-8927 or Carson at 706.587.9990, email mia@mannsparisgroup.com or carson@mannsparisgroup.com, or visit them at kpdk.com/miamanns and kpdk.com/carsonparis. https://

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https://

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Emotional Fluency:

How to Communicate with Clients When Tensions are High Managing emotions, expectations, and personalities are central to a successful real estate career. After all, this is a business based on relationships and interpersonal communication. Likewise, real estate is built on one of life’s central milestones—homeownership. This means that stress, disappointment, excitement, and competition are inherently Top Agent Magazine

involved in the process. As an agent, you take on the real estate world every day, but most of your clients aren’t well-versed in the norms of the industry and are likely riding an emotional roller coaster throughout.

Acknowledging this, how do you steer the ship when emotions and tensions are running high?

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For starters, it’s not always intuitive. Just like you add tools to your arsenal when it comes to marketing, social media, or lead generation, you also have to add emotional tools to your repertoire. Here are a few ways to diffuse tense situations and keep clients on an even keel—even during the ups and downs of the transactional process.

Create realistic expectations from the outset and reinforce them as you go As a seasoned agent, some aspects of the industry may seem run of the mill to you, but may come as a shock to your clients. That’s

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why communicating expectations from the beginning can help create reasonable touchpoints in the minds of your clients. In addition to talking through the steps of the transactional process with your clients, consider writing out a checklist or compiling a buyer’s guide that can serve as a resource for them throughout. Think of it like a security blanket, but one that’s built by facts, figures, and anecdotal experience. If you paint a clear picture of what to expect, clients are less likely to be taken by the surprise and react impulsively as a result. What’s more, reinforce next steps, expectations, and possible outcomes as you go. If your client is left to wonder or guess at what’s ahead or

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what will happen, they will either envision the worst-case scenario and panic, or they’ll misjudge the next step and be disappointed or left anxious as a result. Minimize surprises by communicating regularly, clearly, and with all options on the table.

When unveiling a problem, come to clients with potential solutions in hand Any agent worth his or her salt knows that bumps in the road are likely to occur along the way. You can’t promise a transaction free of stress or unforeseen issues, but you can minimize the ensuing stress by preparing you client in advance for any potential problems, and by addressing any problems

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clearly and with solutions already in hand.

Clients are likely to become agitated if a problem arises and they can’t understand why or what it means. That’s why slowing it down, talking it through, and offering potential avenues for recourse can quell fears and remind clients why they chose you to facilitate the transactional process. This means you’ll have to vigilant, proactive, and on the ball. Of course, it’s much easier to be an agent when everything is going great and flowing naturally. It’s when things take an unexpected or negative turn that true talent is really tested. Accordingly, show your clients that you are confident and in control by remaining adaptable, communicative, and clear in your problem-solving approach.

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Never underestimate the power of listening As an agent, you are probably well-versed in putting out fires and sourcing solutions. Sometimes, however, clients are really looking to you as a confidante and a listening ear. You’d be surprised how much nervousness you can resolve by simply offering a listening ear and offering reassurance. Sometimes it’s not about providing a band-aid or a practical solution; oftentimes, it’s all about listening. Clients need to feel like they’re being heard, even if you’ve heard it all before. By listening to their fears, acknowledging their perspective, and reiterating their goals—you display your empathy and understanding, which is often just what a client 18

needs to feel better. In other words, you don’t have to break out the graphs and data each time a client airs his or her insecurity. First, slow down, listen, and interact on a personal level. You may stop an emotional upheaval in its tracks simply by putting your listening cap on.

Not all clients are alike. Some will require a little more hand-holding than others, but it’s your job to put yourself in their perspective, recognize the milestone at hand, and managing the personalities you’re working with. The next time you feel frustrated by a client’s unpredictable emotional energy, keep these insights in mind as you diffuse the situation, steer them to a place of comfort, and fortify your interpersonal skillset in the process.

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RICK WILEY It is our honor to introduce you to Rick Wiley, one of our featured Top Agents, and member of the Atlanta Realtor® Association’s Top Producers Club – an elite group of Atlanta-based Realtors® who gross at least $4.5 Million in homes sold per year. Rick ignited his passion for real estate in 2013 after buying his first investment property and starting to learn the ins and outs of the industry. “Getting licensed as a Realtor® was something I always wanted to do,” said Rick. “I knew the skills I had acquired working in the sales and marketing sector of Corporate America for nine years paired with my marketing degree from Hampton University would give me a competitive advantage in the real estate market. Putting those skills to work for me allows me to provide a unique, and one-of-a-kind experience for my clients.”

As a solo agent, Rick finds it important to maintain a personal touch in the way he interacts with his clients on a regular basis. “I avoid outsourcing,” said Rick. “When you call me, you speak directly with me. This way, I am able to keep my service consistent to the high standards of quality that I set for business.”

estate transactions, empowering them to make sound, informed decisions that will benefit their families for years to come. “I got into this business because I love helping people, and I aim to continue doing that beyond the transaction,” Rick said. “Giving them the ability to set themselves up for future success is just as important to me as the growth of my own business.”

In his free time, Rick lives an active lifestyle. He enjoys weightlifting, golfing and is also an actor, and is currently signed to BMG Talent, a SAGAFRA franchised agency. Rick is also a member of Omega Psi Phi Fraternity, and supporter of PAWS Atlanta animal shelter, where he donates a portion of every home sale. If you’re looking for a Realtor® in Atlanta who puts his clients’ best interests first, get in touch with Rick Wiley today!

Rick also makes it a point to renew his designations of e-PRO, Accredited Buyer’s Representative, Seller Representative Specialist, and Real Estate Negotiation Expert every year. “This allows me to stay on the cutting edge of best practices and service my clients at the highest level possible,” said Rick.

A big piece of Rick’s mission is to educate his clients about wealth building and asset management while guiding them through real Top Agent Magazine

www.

You can contact Rick at (404) 620-1400 or Rick@MyRealtorRick.com, and you can visit his website at MyRealtorRick.com for more information.

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Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers.

Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent.

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: Top Agent Magazine

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Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce.

Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to agents’ opinions.

How will you market the property? Each

Top Agent has a unique set of online or local marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however.

You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours.

What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price.

They’ll also educate you on how best to balance both market time and list price relative to sales histories your area.

Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements.

Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

How will you help with staging? Some Top Agents will pay for part or

all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches.

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What attributes of the property will you want to highlight? Each Top

Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!

What is your approach to Open Houses? How many agent-only Open

Houses will your Top Agent want to host? How many truly Open Houses?

Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

Who will be our primary point(s) of contact from your office? This

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client.

Either approach is wonderful; you get to decide what suits you.

Now, let’s list!

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