Georgia 7-16-18

GEORGIA EDITION

THERE GOES THE NEIGHBORHOOD: How to List High When Neighbors Are a Nuisance 3 Beyond-the-Office Activities to INSPIRE A CREATIVE BUSINESS BOOM UNTANGLING THE BIDDING WAR: A Buyer’s & Seller’s Perspectives

Your Secret PRESENTATION WEAPON FEATURED AGENT

TRAVIS MOORE

COVER STORY

ROGER WEBB

GEORGIA EDITION

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ROGER WEBB

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TRAVIS MOORE

CONTENTS 4) THERE GOES THE NEIGHBORHOOD: HOW TO LIST HIGH WHEN NEIGHBORS ARE A NUISANCE 13) 3 BEYOND-THE-OFFICE ACTIVITIES TO INSPIRE A CREATIVE BUSINESS BOOM

19) YOUR SECRET PRESENTATION WEAPON 22) UNTANGLING THE BIDDING WAR: A BUYER’S & SELLER’S PERSPECTIVES

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There Goes the Neighborhood:

How to List High When Neighbors are a Nuisance Troublesome neighbors are a relatively common issue that agents come across. You can control the image of your client’s property and you can control your listing presentation, but you can’t always control what’s happening on your client’s street. How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers?

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First of all, it takes tact and a gameplan. With that in mind, let’s consider a few ways you can maintain a listing’s viability and competitive edge—even when bothersome neighbors are involved. Here are a few common neighborly scenarios agents encounter and how to diffuse them to your advantage.

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How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers? It takes tact and a gameplan.

as a courtesy introduction to the neighborhood.

While it may seem like needless busy work, it can dramatically improve prospective buyers’ perceptions of the area. Plus, you may positively ingratiate yourself with neighbors in the area and demonstrate your above-and-beyond service to your clientele in the process.

Is the neighbor’s landscaping an eyesore?

Here’s your recourse.

Most towns and cities have established ordinances regarding yard upkeep. If any of the properties adjacent to your listing are wildly overgrown, littered with junk, or otherwise in a state of obvious disrepair—take it up with the city. Rather than get directly involved at first glance, you might loop in city officials whose job it is to monitor clean-up efforts on rundown yards and properties. If this doesn’t work, you may have to take a more hands-on approach.

Start by thinking small and operating from a place of authenticity and neighborly service.

You might explain to the neighboring tenant that you’re listing and offer to mow their lawn Top Agent Magazine

Are there foreclosed or abandoned homes on your client’s block?

Do your homework.

It may take a little research and digging to figure out the banking entity that owns a foreclosed home, but it’s well worth the effort. Banks are typically required to maintain foreclosed homes on at least a basic level. If you’re worried about

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squatters, an unsightly façade, or general disrepair of a neighboring foreclosed property—go to the source. Sometimes banks take their time in hiring a third party to maintain a foreclosed property, but with some proactive prodding on your part, you may be able to speed the process along and resolve eyesores even before prospective buyers come calling. Remember: the squeaky wheel gets the grease. An improved bottom line will be your reward for those few prodding phone calls and emails.

Noisy, nosy, or annoying neighbors?

Don’t be discouraged.

Obnoxious neighbors can really rain on a seller’s parade, especially the kind of neighbor 6

that takes their less-than-stellar behavior to their porch, front yard, or sidewalk. While this sensitive issue may seem daunting, there are a few official channels you can utilize to thwart the issue before getting personally involved. If the neighborhood in question is governed by an HOA, you might take it up with them. If the troublesome neighbor is harassing passersby or taking to the sidewalk—in other words, public space—then you may be able to involve local authorities in worst-case scenarios. Of course, it’s always possible to talk to troublesome neighbors faceto-face, but do so with caution and with safety as the priority. Always reason gently and empathetically, utilizing I... phrasing, instead of accusatory You... phrasing. After all, some neighbors are clueless about their impact on the neighborhood and may adjust their behavior after being called out. If the issue persists and no third-party authority can help, then you may have to disclose the neighbor’s issues to prospective buyers, depending on the disclosure laws in your region. While this may seem like a blow, you can at least rest easy knowing you pursued all the potential avenues for resolution available. Likewise, your client will likely appreciate your thorough efforts to resolve the issue.

While troublesome neighborhoods can bring down an optimistic mood when listing a property, sometimes being real estate is all about being resourceful. With diligence, digging, and a little follow-up, you just may be able to resolve some of the issues plaguing your neighborly plot.

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ROGER WEBB 7

Roger Webb

Roger Webb launched his real estate career during a pivotal time of change in the industry. Back in 2006, he transitioned from his tenure as a franchise business owner and into a new role as an agent. Though the trials of the downturn posed a challenge, Roger rose to the occasion and managed to thrive amidst turbulent times. Today, he commands a steadfast reputation for integrity, communication, and a client-centric approach to service that delivers results.

Born and raised in the Atlanta area, Roger now heads a team a team of five that includes 8Copyright Top Agent Magazine

both buyer agents and listing agents. Today, he primarily serves the North Metro Atlanta and Cherokee County regions, with agents on his team wielding proficiencies in the additional areas of Cobb, Fulton, Forsyth, and Paulding Counties. All told, 80% of Roger’s business is driven by repeat and referral clientele—the surest evidence of a job well done.

To account for his tremendous staying power, Roger cites accessibility and forthright communication as the key drivers of his success thus far. “Honesty is the key to our business,” he explains. “We are straight shooters and honest people. Our communication is superb Top Agent Magazine

and we have close to 175 Zillow 5-star reviews, all of which provide a lot of positive feedback about our quick response times and clear communication. Being readily available is critical—that’s how I grew my business and that’s how we train the people on our team.” In fact, Roger has also shared prowess and insights through a feature on the industry talk show Real Estate Radio Atlanta. He is also a highly ranked professional as a Zillow 5 Star Agent, a Top of Trulia Agent, a RedFin Partner Agent, and as a Top Company Agent at his brokerage.

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To stay in touch with clientele long after the closing table has been reached, Roger and his team enact a drip campaign that keeps them top of mind throughout the year. Likewise, Roger focuses on a tech-forward approach Copyright Top Agent Magazine9

to his business, building a compelling social media presence that not only connects agents with their clientele, but also serves as a significant marketing portal for new business Copyright Top Agent Magazine Copyright 10

and brand exposure. When it comes to listing properties, Roger’s method is equally comprehensive. First, homes are showcased in their finest light through professional photography, drone photography, and consultations from the team’s in-house staging professional.

Once properties are debut-ready, Roger and his team take to the leading online listing platforms and to social media to secure wide-ranging exposure. Promoted visibility and AdWords campaigns ensure that prospective buyers are targeted successfully and in short Top Agent Magazine

order. What’s more, Roger credits his team’s negotiating skills as another value-add for clients—especially amidst Atlanta’s ultra-competitive marketplace. “Clients remember us for our communication, but also for our negotiation skills,” he says. “When you put your clients’ Top Agent Magazine

interests first, from the beginning of the transaction to the very end, everything else tends to fall into place. We work hard to achieve what’s best for our clients, and we’re not just in it for the paycheck. We’re in it to get them what they want and deserve.”

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To give back to his hometown community, Roger is active through his church. In his hours beyond the office, he most enjoys spending time with his family and loved ones, staying active at the gym, and supporting his kids’ various activities. Looking ahead, Roger plans to continue growing his business mindfully, applying the same strategies and entrepreneurial spirit that launched his enterprise to early success. He also hopes to build on existing and future relationships within his community, while expanding to new service areas in surrounding counties. For now, he is content to

support the agents on his team, the clients on his roster, and the community he calls home.

Finally, with twelve years of experience behind him, Roger Webb considers what he values most about his chosen field: serving others amidst a major milestone. “I love helping people through important transitions in their lives,” he says.

“Sometimes, it can feel like an emotional roller coaster depending on the circumstance, and I like to serve others on their journey as they move on to their next chapter.”

To learn more about Roger Webb email webbrealestateteam@gmail.com, visit WebbRealEstateTeam.com, call (678) 414 – 3222, or visit his team’s Facebook page here. www.

https://www.facebook.com/thewebbrealestateteam/

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3 Beyond-the-Office Activities to Inspire a Creative Business Boom Maintaining motivation year-round is a challenge, especially for those who are several years into a demanding real estate career. It’s easy to burn out, get stuck in a rut, or cycle blindly through a well-worn routine. But those that leave an impact on their industry understand that creativity holds the key to innovation and longevity. To stay ahead of Top Agent Magazine

the curve and build your brand, you’ve got to take the time to breathe new life into your practice and see things from a new angle. But where to begin?

To invite change, you’ve got to look outside the box—or in this case, beyond the office. If you’re in need of a professional creative make-

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To stay ahead of the curve and build your brand, you’ve got to take the time to breathe new life into your practice and see things from a new angle. over, or at least want to experience a burst of inventive energy, consider some of the activities below. You may just shake up your routine, bend your brain in new ways, and inject some inspiration into your professional path.

Expand your mind through meditation.

You’ve likely heard all about the supposed powers of meditation, and perhaps you’ve long considered it an over-hyped New Age invention. But did you know that some of the foremost entrepreneurs of our era practice this cost-free, mentally restorative routine? From Oprah Winfrey to Steve Jobs, practitioners of meditation cite its stress-relieving principles, in addition to improvements in concentration, energy, self-awareness, and overall health.

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Even mainstream medicine is beginning to understand the preventative and restorative health benefits that meditation affords. As professional fields go, the mortgage and real estate industries require their fair share of emotional labor—you’re tasked with guiding clients through the investment of a lifetime.

Meditation promotes peace and perspective, while reducing stress, adding a new level of self-awareness, and helping you mentally declutter. When it comes down to it, it only makes sense that taking time to go quiet and center your mind helps professionals find wherewithal amidst a hectic industry. Next time you’re feeling drained, out of ideas, or at your wit’s end—consider just fifteen minutes of meditation to get you started. Like most things, it takes some practice. But, if you commit the time, you’ll be thanking yourself later.

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Learn something new.

If you’re facing burnout, then adding a new responsibility to your plate may seem like the least appetizing self-help solution there is.

However, learning a new skill can reinvigorate your understanding of familiar tasks and dilemmas. Plus, learning a new skill doesn’t have to mean formal classes or time-draining homework. Select something that can even kill two birds with one stone. Want to let off some steam, too? Try a kickboxing class that meets just once-a-week. You’ll have something new to look forward to, meet new people, challenge yourself, and earn some feel-good endorphins, Top Agent Magazine

too. Want to cut loose and have some fun? Join a board game meet-up group, take a cooking class, or try rock-climbing for the first time. A stimulating new activity will light up long-dormant parts of your brain, and your clients and colleagues will surely notice the influx of energy to your outlook. Still don’t think you have enough time to add something new to the mix? Blend your morning commute with an audio language learning service. The point is to shake-up your habits and introduce a new challenge that’s unrelated to work. Doing so can make you look at things in a new light and boost your mood along the way.

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See new sights.

If you can, there’s no better way to break from routine than to physically separate yourself from your surroundings. There’s nothing more inspiring than traveling to new destinations, experiencing new cultures, and getting a sense of the world’s true vastness. If a trip abroad isn’t in the cards, don’t fret. There are bound to be plenty of places relatively close by that you’ve never seen. And these trips don’t have to break the bank, either. Devote just one or two days to visiting a place you’ve never gone before, like a state park, protected forest, or a small seaside village. Perhaps you’re only a few hours from a National Park you’ve been meaning to visit but have never made time for. Or, there’s a lively city one state over that you’ve always wanted to try. Whatever the destination, near or far, you’ll refresh

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your perspective entirely when removed from all your usual routines. New restaurants, traffic patterns, storefronts, weather—whatever the change may be, you’ll be experiencing everything brand new all around you. Taking the time for trips like these isn’t easy. In fact, making yourself devote those free days may be a difficult task itself. But it’s the most direct way to get a breath of truly fresh air, and when you return home you’ll be able to assess familiar surroundings in a totally new light.

However you decide to add creativity to your professional life, don’t wait. Once you take the plunge, you’ll be regretting you hadn’t done it sooner. After all, the key to longevity is regular maintenance, so do your part and break the mold today.

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TRAVIS MOORE Top Agent / Associate Broker Travis Moore of Hometown Realty in Covington, Georgia has made a name for himself as an agent who truly cares about his clients. His focus on exceptional customer service, coupled with his friendly nature and fierce work ethic have made his name synonymous with excellence.

Travis, who graduated from Columbia Southern University and worked for many years in the emergency services field, began his real estate career in 2014. “My father has always developed residential and commercial properties,” he explains, “and I worked with him while I was growing up, helping him out. I decided that I loved it enough that I wanted to get into the real estate field. So I got my license and basically hit the ground running.” Now firmly ensconced in the business, Travis has established himself as a real estate expert who can be trusted to put his client’s needs front and center in every situation. In his first year in the industry, Travis was voted the number one agent in the local communities of Newton and Rockdale by Reader’s Choice Awards, having achieved $1.6 million in closed transactions.

With nearly all of his business based on repeat and referral clients, Travis is clearly making his buyers and sellers happy. “I think it’s because of my work ethic,” he muses. “I’d also say they appreciate the customer service that I provide, and that I work non-stop and I’m always available to them. I always answer my phone and reply to emails as quickly as possible.” Travis is also willing to go the extra mile for his clients. “I once spent two hours of my own time in a crawlspace for some clients, clearing out debris so they could get a termite letter,” he recalls.

The glowing reviews for Travis on Zillow.com are perhaps the best evidence of the impressive level of service Travis provides to his buyers and sellers. Among the many raves he has received on that site is this one: “Travis made the process of selling our home way easier than I expected. His knowledge and expertise of the

current market helped us get top dollar. He answered all of our questions quickly and made us feel like we were making the right decisions. If you’re buying or selling a house this is the guy to call. Hands down, the best agent I’ve ever dealt with.”

Travis works hard to establish and maintain relationships with his clients, and takes every opportunity to let them know how grateful he is for their support. “I send every one of my past buyers or sellers send them an email each month that gives advice on things like yard maintenance or painting their homes,” he says.

Travis’ comprehensive approach to marketing his listings is multipronged and highly effective. A robust media presence and social media postings and advertising to get his listings seen by as many potential buyers as possible, and he also uses professional photography, door knocking and letters to neighbors to get his properties sold as quickly as possible, and for top dollar.

The financial rewards of a career are not inconsiderable. However, it’s the more personal side of the business that Travis finds the most rewarding. “What I like first and foremost,” he says, “is helping people, whether it’s on the buying or the selling side.”

When he’s not working, Travis enjoys working out at the gym he and his wife own, and spending time at the lake. He is also passionate about giving back to his community, and to that end is involved with many Chamber of Commerce events. He also participates in Hometown Realty’s annual Toys for Tots toy drive.

The future looks bright for Travis. “It was just announced at my company that I’ll be taking over soon as the Qualifying Broker.

I’m looking forward to recruiting more team members,” he says. Regardless of how big the business grows, however, his focus will stay the same. “I want to maintain my track record of working hard, and for excellent customer service. That’s the most important thing.”

For more information about Travis Moore, please call 678-544-4004 or email travis.hometownrealty@gmail.com Top Agent Magazine

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Your Secret Presentation Weapon

by Rich Levin

You are at a listing presentation, and Agent: “Do you know the number you know the seller is interviewing one complaint owners, like you, have other agents. Would you like to about their present REALTOR®? distinguish yourself as the best?

Here’s how.

“The agent doesn’t communicate or loses touch. It’s one of the simplest This is on an age-old and proven things and one of the most sales concept that is taught in high- important. I know some of the best level sales training in every major agents in town who sell a lot of corporation. In real estate, it is a homes and have the best intentions, subtlety that most agents simply but they just don’t follow up like don’t build into their skill set. Those they should, and you fall through who learn and use this skill stand out the cracks. and win against the competition.

“I set aside an hour each day just for Have you ever lost a listing and staying in touch with my clients.” could not figure out why? The seller says that they had more confidence “You don’t want to be in the dark, in another agent. This skill is the uncertain and uncomfortable. I reason they will choose you. They want you confident that we are both may not recognize why; they just doing everything we can to get your have more confidence in you. property sold for the most money in the shortest time. “I like to make Sample Seller Script these calls between eleven and Here’s an example. After, I’ll break noon on Thursday mornings. What it down for you so that you can is the best number to reach you at apply it for yourself. that time?”

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Robbins was a twinkle in his AABC: The Breakdown There are four steps to this mother’s eye. Most agents miss the presentation skill. They are subtle mark on this in today’s competitive and easy to learn. You must practice real estate market. To hit a bull’s to be natural with this skill, which I eye, use AABC as your secret weapon. You will begin to notice call AABC. sellers and buyers having more • Step one is the Action you take. In confidence in you, relaxing with the example above, it’s communicating you, and trusting your judgment. regularly.

Sample Buyer Script • Step two is the Advantage you “Would you like to have the bring that differentiates you. In the advantage of seeing the newest example above, it is setting aside an properties on the market, every day?” hour each day.

A – The Action: “Every day—often • Step three is the Benefit to them. twice a day—I will search for propIn the example above, it is making erties that are new to the market.” them certain, comfortable and A – The Advantage: “In our area confident. there are nearly three thousand real • Step four is the Close, which is estate agents. Every day, some of asking for a decision. In the them are placing new property on example above, it is asking for the the market. Within hours, often less, specific number to be reached on a I make sure that you are aware of any and every property that even specific day and time. remotely matches your desires.”

AABC B – The Benefit: “You’ll have the Action: What you do. best opportunity to find the property Advantage: Your distinction. that has the most of what you want Benefit: What’s in it for them? before you are in competition for it, Close: Asking for a decision. and you often get it at the best price.

This has been taught by Fortune 500 Each year, many of the homes I sell Companies decades before Anthony are those fresh listings that have 20

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only been viewed by my buyers.

It’s fun for me. It’s the best way to give you the competitive edge.”

C – Close: “Do you want me to contact you each day as soon as we become aware of any property in which you may be interested? If I call during the workday with an excellent choice—something that looks perfect—would you be able to come fairly quickly to see it?”

You will find AABC is your secret weapon. While other agents present their same old way, the buyers and sellers to whom you present see, hear, and feel something different, something more. They will more easily sign exclusive contracts with less commission challenges. They will trust you and make your job with them easier, because they strongly believe in your efforts on their behalf.

A Few Subtleties I like to start with a question. Do you know? Have you heard? Would you like?

The Action can be very simple. It is your Advantage—the way you do it differently—that makes the distinction.

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The Benefit is always more money, the best time frame, and/or more ease and convenience. That is WIIFT: What’s In It for Them.

The Close is critical. In addition to confirming their agreement, it makes them an active participant in the process.

In my work, I occasionally accompany Agents on listing presentations—Agents who take over a hundred listings a year. Once they begin to apply AABC, they immediately express that they feel, hear, and see the difference in the way their clients responded to them.

This is an advanced skill that raises your effectiveness and enhances your relationships and your results.

It requires preparation and practice.

It is a secret weapon that can shift your work and your career into the next gear.

Rich Levin is one of the most successful Real Estate coaches in the nation by virtue of the measurable results of his clients and creator of the Real Estate Hierarchy of Success, a working model for understanding and planning your business.

Copyright©, Rich Levin. All rights reserved.

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Untangling the Bidding War: A Buyer’s & Seller’s Perspectives In a competitive marketplace, bidding wars become the norm. While this may put sellers in an excellent position to recoup on their investment, it can push buyers beyond their budgets and test their temperaments in the process. As an agent, how do you navigate both sides of the coin? After all, you want to net the best results for your client—regardless of which side of the closing table they’re on. To fortify your approach to a heated bidding war, here are a few ideas and insights to better clue you in on the perspectives of buyers and sellers alike.

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Buyer’s Perspective: Emotions Running High?

Channel it.

When the market is booming, buyers feel the pressure—especially when affordable inventory is limited. This can create stress, feelings of hopelessness, and impulsivity. As an agent, how do you channel this emotional energy into something positive? Consider asking buyers to put those anxieties and high hopes onto paper. Have buyers outline

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who they are, why they’re inspired to buy a home at this juncture in their lives, and how they see their lives unfolding once they become a homeowner (or repeat homeowner). Think of it as a letter of intent.

Buyers benefit from taking abstract fears and dreams and articulating them on paper. Likewise, this document can serve as a valuable tool during a bidding war. Letters like these can help sellers with multiple offers make a personal, emotional connection with a particular buyer.

Sellers Perspective: Manage expectations.

When multiple offers are rolling in on a property, it’s easy for sellers to get carried away. Numbers are flying, expectations are heightened, and sellers may become hypnotized by higher and higher offers and ideal outcomes. While it’s good to celebrate prime market positioning, it’s also important to maintain an even keel so that your seller’s mind is clear and they’re thinking rationally through their options.

Sometimes the highest offer isn’t necessarily the sure thing. Manage your clients’ expectations by leading by example, offering a balanced perspective, and talking them through all potential outcomes so that they don’t only hone in on the best-case scenario.

During a bidding war, tensions are running high for seller’s too, who will soon begin their next chapter in another home. Keep a cool head and remind your client to see the big picture, recognize that it’s possible for some offers to fall through, and to sit tight until the closing table has been successfully reached.

Buyer’s Perspective: How do you authentically and convincingly convey your interest?

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a Top Agent Magazine

personal touch can make. Some popular approaches to standing out include personal letters—as mentioned above—tailored to the property. Was the property in question a family home for years? You might have clients detail their dreams of raising a family inside those walls, rather than tear the property down and rebuild something to boost the lot’s value. Including a family photo is also a good tact for personalizing letters in a bidding war. Likewise, little gifts included with your offer can speak volumes about your personality and due diligence as an agent. It may seem a little cheesy, but when sellers are looking at ten near-identical offers, those personal touches can really paint a compelling, personalized picture.

Seller’s Perspective: How powerful is cash?

Data shows that cash offers—typical of investor clientele—double the chances of having an offer accepted. This goes hand in hand with waiving a financing contingency, which also helped boost the probability of an accepted offer, according to research. Cash is king, however, since offers that aren’t completely reliant on comprehensive financing seem to minimize risk for sellers, who are already eager to see a deal go through. Cash deals also tend to go through quickly, freeing sellers up to pursue their next property and move on to new horizons. While not every buyer has the ability to operate in cash, it’s a worthwhile consideration for those in ultra-competitive markets and with liquid capital.

While the bidding process can be stressful for agents and clients alike, it’s important to remember that it’s a time of opportunity, too. If you want to make the most of it as a seller, data shows that a personal touch can endear buyers to their seller counterparts. For sellers navigating a competitive process, it’s important to keep a balanced perspective. For agents, here’s the bottom line: get creative, be resourceful, and use all the tools in your arsenal to achieve the best result for the clients you serve.

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