Georgia 8-21-17

GEORGIA EDITION

Turning Your Profession Into A PASSION

5

Tips to GET NEW CLIENTS

FEATURED AGENTS

STEPHANIE FERRANDO INGLE GARRETT

COVER STORY

SHANNON WATKINS

HOW TO THROW A CLIENT APPRECIATION EVENT that No One Will Forget PLAYING THE REAL ESTATE MATCHMAKER— Follow these 8 Dating Rules to Ensure You Match your Client with the Perfect Home for Them

GEORGIA EDITION

7

17

21 INGLE GARR STEPHANIE FERRANDO

Garrett When her daughter was bornTop withAgentAsIngle for marketin Source Real Estate Com Down syndrome, Stephanie Ferrando presentations u began spending more time in aRoswell, careers lookingwas to b Georgia, taking role. Back then, she born never into listings areesta syn the real imagined a real estate career would try. Withthea leading father, dig gr soon be in the cards. Once her daughter the weekends w a and great-grandfather was a little older, Stephanie’s husband is primed and r all home builders, she b encouraged her to earn her license with her her careertouch an innate sen SHANNON and though she’d initially thought the important business that helps her SHANNON STEPHANIE INGLE WATKINS it impossible, she decided to go for birthdays, and her many clients with the kind of knowledge nece WATKINS FERRANDO it. Thattop-notch was GARRETT fourcustomer years agoservice. and with to keep past c the loving support of her family, Stephanie has never looked trends should back. Today, she is mounting a blossoming career,of guided by and an says, reflecting Ingle is a native Atlanta “I grewonuph approach steeped in personalizedmy care and a dedication to serve.

“It’s entire life,” says Ingle. “My fathervery builtgrati ev someone buy a like it was going to be his, and my mother did t Stephanie primarily serves the Athens, Georgia area and the thing they wor work. So from a very, very young age I was ar surrounding regions of Oconee County, Jackson County, Madfor me, it’s she estate. I just remember driving around on Sund ison County, and Walton County.

Until recently, she worked 4) PLAYING THE REAL 19) HOW TO THROW noons looking at houses whenAI was a little girl. M as a buyer’s agent on a team, but she has since ventured solo Outside of the were always attracted to houses that had charact ESTATE MATCHMAKER CLIENT and— now serves buyers and sellersAPPRECIATION alike. Since her first forayEVENT organizations t and architectural detail.

So it was really grounde into the industry, she’s beenONE steadily WILL increasingFORGET her repeat and tionally, around FOLLOW THESE 8 DATING NO my whole life.” This early immersion inlimited the wor referral business and has reached an impressive twenty-five with re RULES TO ENSURE YOU her to a bit up on her competition percent in just four years. She estate takes gives the time getoftoa leg know year.

As for he think I even realized it initially,” says, ju MATCH YOUR CLIENTher clients and their 22) lives, and checks in on them when she she with her “but family TURNING YOUR beentown. around it has given an edge, certain inevitably runs into them around She goes the me extra at athe beach.con WITH THE PERFECT HOME PROFESSION INTO mile to make sure her clients know that she cares about their FOR THEM celebrating the busin long-term wellbeing,A andPASSION this Currently keeps people coming thirteen back to years In in considering initially to make into real es her time and again. “I have a was genuine lovehesitant for helping peo-the leap continue expan the nine-to-five sales job she was working.

“I th ple,” Stephanie says. “It’s not a business for me, it’s personal. I once her kids h 14) ARE YOU A a little fearfulBuying of stepping out intoher thetime world never want my clients to feel like a number. or selling in of Ath was straight commission,” she says.years Thatafter fear turn your home is about as personal as it gets—so for me, it doesn’t an VALUE-ADDED AGENT? end at the closing table.” Likewise, makes herself moldedsuccess a pract whollyshe unfounded, as shereadquickly found ily available to her clients throughout buying selling initiallythe eludes otherand novice agents.clients. With a process and even long afterward, acting as a resource in any itive demeanor Phone 888-461-3930 | Fax 310-751-7068 way possible should questions or needs arise down the line.

Stephanie Ferra

CONTENTS

mag@topagentmagazine.com | www.topagentmagazine.com No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S.

2

For more inform Top Agent Magazine call 678-794-1562 or

mailto:mag@topagentmagazine.com

Top Agent Magazine

3

Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home.

When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities 4

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

Top Agent Magazine

Top Agent Magazine

It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day.

In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt Top Agent Magazine

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures.

Make sure to encourage them to take some time before making such a big com-

Top Agent Magazine

5

mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees?

Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with 6

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union!

When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing.

Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

Top Agent Magazine

Top Agent Magazine

SHANNON WATKINS Top Agent Magazine

7

SHANNON WATKINS Primarily serving the Henry County area, Shannon Watkins also works in the surrounding counties of Spalding, Newton, Covington, Fayette and Clayton.

When Shannon Watkins was in the midst of selling her first home, the agent she was working with told her that real estate seemed like it would be the perfect career fit for her personality. Inspired by the observation, Shannon decided to give it a try, soon realizing that she had both a passion and a talent for her new path. Sixteen years later, Shannon has mounted a masterful industry 8 Copyright Top Agent Magazine

tenure, having built her business on people-centric service and lasting professional relationships. A decidedly personal streak runs through her work, and Shannon makes an authentic investment in each client she takes on.

Primarily serving the Henry County area, Shannon also works in the surrounding counTop Agent Magazine

ties of Spalding, Newton, Covington, Fayette and Clayton—to name a few. She plays an integral role in a tightknit team of agents, which has grown from two agents and an assistant to thirteen members overall since 2012. Together, they’ve cultivated a professional ethos centered on a tried-and-true dedication to client care. “I tell my clients that I don’t provide for my family on a single transaction—I make my living by doing a good job for each and every person I work with and earn their referral business,” she explains. Likewise, Shannon focuses her attentions on building relationships for the long-term, and treats her clients accordingly.

Top Agent Magazine

By offering loyal, comprehensive service and by remaining attentive to client needs around the clock, Shannon and her team ensure that clients close every transaction having had a memorably positive experience. In fact, 63% of their overall business is generated by repeat and referral clientele, a testament to Shannon’s ability to deliver on her professional promises. “Our clients become like family, and we treat them as we would our parents, brothers or sisters,” she says. “We care about the long-term investment, not just the commission check.” As a rule, Shannon takes her role as an agent very seriously, and makes a client’s problems her problems. “If someCopyright Top Agent Magazine9

Copyright Top Agent Magazine 10

Top Agent Magazine

one I’m working with is having an issue—it keeps me up at night,” she says. In turn, she works methodically and tirelessly to deliver on the homeownership goals of those she serves, a bedrock tenet of her philosophy.

As for marketing her listings, Shannon takes a thorough approach to each property in order to ensure a timely sale. Professional photography allows homes to look their best and make an ideal first impression online, while Shannon utilizes other essential tools in her arsenal, like harnessing social media and MLS to get the word out about properties. These efforts have been so effective that this year alone, her team sold 11 homes before even going live with the listing. As for keeping in touch with those she’s served Top Agent Magazine

in the past, communication comes naturally to Shannon, as many of her relationships with clients have shifted to friendship. Likewise, she reaches out by phone or online to see how her clients are faring over time. In considering her most cherished aspect of her work, Shannon says: “I really enjoy that I get to make new friends. I take my work and those I serve very personally.”

Beyond the office, Shannon finds time to give back to her local community through a few meaningful charities—the first and foremost being Rachel’s Gift, which supports parents who’ve lost their children during birth. She also participates in cancer awareness-raising walks and relays, as many of her team members have been impacted by the disease in one Copyright Top Agent Magazine 11

way or another. She is also dedicated to giving back monthly through feeding the homeless.

Beyond charitable events, she’s also involved with the Women’s Council of Realtors, and is the President Elect for 2017. She also attends the Rotary and Chamber of Commerce. In her coveted free hours, Shannon enjoys soaking up some fun by the pool and spending time with her loved ones.

With an eye toward the future, Shannon remains committed to upholding the same standards of excellence in customer service while expanding her level of production by streamlining internal operations. With plans in place to continue growing, along with an abiding passion for her career, the years to come are sure to yield continued promise for Shannon Watkins and her team.

To learn more about Shannon Watkins, visit ShannonSellsTeam.com, e-mail info@shannonsellsteam.com, or call (678) 462-9648 www.

Copyright Top Agent Magazine 12

Top Agent Magazine

BeLinda Dumas is proud to congratulate

Shannon Watkins

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

BeLinda Dumas, Branch Manager, NMLS# 190278 Direct 770-231-3114 newamericanagent.com/belindadumas DumasTeam@nafinc.com www.

Kayla Amos, Assistant Direct: 404-308-0186 | EFax: 770-200-2662 303 Corporate Center Dr., Ste 200, Stockbridge, GA 30281 Georgia Residential Mortgage Licensee, License #22564.

Corporate Address 14511 Myford Road, Suite 100, Tustin, CA 92780. Phone (800) 450-2010. 08/2017.

Top Agent Magazine

13

Are You a Value-Added Agent?

' I’ll bet if I asked ten real estate agents, all ten would answer ‘yes’ to that question. Yet, when I ask agents how they are value-added, they say things like: • I communicate regularly with my clients.

• I have a written listing presentation.

• I am honest.

• I am trustworthy.

Are these ‘value-added’ attributes? Or, does the client expect these attributes and services?

14

Are these exceptional services or average services? I’m writing this article at the beginning of a New Year. It’s a perfect time to re-assess your professionalism and master being that ‘value-added’ agent.

Client Expectations are Higher than Ever Unfortunately, too many real estate agents assume they are ‘value-added’ because they are providing the services they want to provide— Top Agent Magazine

the services they think the client values. However, there’s a real client out there, and the client has different expectations. How do I know that? Because so few agents regularly survey their clients. In fact, when I’m speaking to an audience, I survey them, and find that less than 25 percent gather after-sale surveys! So, the majority of agents don’t know if the services they are providing are average or exceptional.

Why Bother Being Exceptional?

• Because you want to set yourself apart.

• You want to create client loyalty.

• You want to create at least 50 percent of your business from client referrals (the latest National Association of Realtors survey Profile of Members found that the average Realtor got only 18 percent of their business from referrals. That’s a hard and expensive way to run a real estate business!

• Because you want to run a more pleasant, profitable business.

Four Actions Value-Added Agents Take How can you identify value-added agents? By their actions. Here are four actions I believe show agents that are above just ‘average’. The principle here is:

Watch the actions, not the words.

If I were a manager, or a seller or a buyer, and I wanted to find a value-added agent, here’s what I would look for: Top Agent Magazine

1. Has a database and populates it This agent is committed long-term to his clients and to his business. He uses a contact management program (CRM) to manage ‘leads’, so none are lost — and clients do not feel neglected. After all, it takes much longer today to convert a ‘lead’ to a sale than it used to take.

Actively using and maintaining a CRM means the agent is committed to forming long-term professional relationships over time.

Other demonstrable actions concerning the agent’s CRM are: • Has a rapid-response method to deal with Internet inquiries and other inquiries via email. (The average client expects a response within eight hours—but a recent survey showed the average agent responded in 50 hours!).

• Has a method to follow up on all leads until they ‘buy or die’. As a client, that means I won’t get lost. As a seller, it means my agent will follow up with all leads and give it 100 percent to sell my home.

2. Invests in the technology and follow-up pros have This agent makes every decision based on their vision of their career at least three to five years in the future. For example, instead of selling someone a house anywhere just to get a sale, my value-added agent sells only in an area they define as their ‘target area’. That way, they’ll get known, and can build on their reputation.

The value-added agent has the ‘guts’ to turn down business! Because they care more about the well-being of the client than getting one grimy commission check, they learn to 15

‘tell the truth attractively’, and work harder to retain the client than to make one commission.

Adding those Client Benefits to your Dialogue

3. Works for referrals, not just sales I said the agent learns to ‘tell the truth attractively’, even if the buyer or seller may not want to hear it. For example, if it’s in the best interests of the seller to list their home at a lower price, the value-added agent has the strategies and the statistics to prove that the seller won’t be well served by pricing higher.

Of course, it’s not enough to actually take these actions. You need to explain to the client why these actions are in their best interests, and how you stand apart from most agents by employing them. Why? Because your client won’t know you run your business so professionally.

And, the client probably doesn’t know most agents don’t run their businesses this way!

And, this value-added agent has the intestinal fortitude to walk away if they know the home will not sell at the client’s desired price (but doesn’t have to too many times because they create a stellar reputation amongst their clientele).

TIP: Always show your clients, don’t just tell them. You do have a Professional Portfolio and evidence on your website, don’t you?

4. Keeps the buyers and sellers’ best interests in mind Our value-added agent makes every decision to grow trust, not just to make a fast buck. For example, the agent sits down with a prospective couple and finds out they can’t purchase right away and creates a plan with them to save for their down payment. Then, the agent keeps in touch over a period of months, offering helpful information and market updates.

Put Yourself to the Test

How many of these actions P. S. Managers and team leaders—two tips do you exhibit?

What do you want to work on to become a true 1. Call each of your agents’‘value-added’ phone mails.

What’s the impre agent?

Are they professional? Do they state the company n TIP: represent your culture and image?

Managers, give your agents a 2. Create a quick class in phone messaging using the ‘test’ on these four points.

In other words, this agent practices seller or buyHow many pass? this blog. er agency representation, not ‘agent agency’!

Copyright ©, 2016 Carla Cros

Carla Cross,CRB, CRB, MA, is theoffounder andSeminars, president Carla Cross & Carla Cross, MA, President Carla Cross Inc.,ofand Carla real management and sales.

Herspecializing internationally s Crossestate Coaching, is an international speaker in realbest-selling estate management and Running business planning for all professionals. agents, Up and in 30 Days, is real nowestate going into its 5thHer edition sevenexperience internationallyas published books, including Up and Running in 30 Days , vast a top-selling agent and award-winning manage and 20 agent and management programs have helped thousands of real sales podium, blending her musical background with her proven estate professionals to the greater productivity and teaches profitability.someone Reach Carla strategies (she uses piano AND even to at play—f 425-392-6914 or www.carlacross.com. and practical).

Find out more at www.carlacross.com.

16

Top Agent Magazine

Top Agent Magazine

STEPHANIE FERRANDO When her daughter was born with Down syndrome, Stephanie Ferrando began spending more time in a caretaking role. Back then, she never imagined a real estate career would soon be in the cards. Once her daughter was a little older, Stephanie’s husband encouraged her to earn her license and though she’d initially thought it impossible, she decided to go for it. That was four years ago and with the loving support of her family, Stephanie has never looked back. Today, she is mounting a blossoming career, guided by an approach steeped in personalized care and a dedication to serve.

Stephanie primarily serves the Athens, Georgia area and the surrounding regions of Oconee County, Jackson County, Madison County, and Walton County. Until recently, she worked as a buyer’s agent on a team, but she has since ventured solo and now serves buyers and sellers alike. Since her first foray into the industry, she’s been steadily increasing her repeat and referral business and has reached an impressive twenty-five percent in just four years. She takes the time to get to know her clients and their lives, and checks in on them when she inevitably runs into them around town. She goes the extra mile to make sure her clients know that she cares about their long-term wellbeing, and this keeps people coming back to her time and again. “I have a genuine love for helping people,” Stephanie says. “It’s not a business for me, it’s personal. I never want my clients to feel like a number. Buying or selling your home is about as personal as it gets—so for me, it doesn’t end at the closing table.” Likewise, she makes herself readily available to her clients throughout the buying and selling process and even long afterward, acting as a resource in any way possible should questions or needs arise down the line.

ession you get? name? Do they

information in

As for marketing her listings, Stephanie creates beautiful online presentations utilizing professional photography to entice viewers looking to buy. Harnessing the power of the MLS platform, listings are syndicated to all major websites online, including the leading digital listing platforms. Hosting open houses on the weekends also ensures that each listing that hits the market is primed and ready for the community’s view. As for staying in touch with her past clients, Stephanie sends cards to celebrate the important milestones in her clients’ lives—like holidays, birthdays, and anniversaries. Additionally, she is always sure to keep past clients updated on industry changes and market trends should they ever want to buy or sell in the future. In reflecting on her favorite aspect of her daily work, she says: “It’s very gratifying to go through the experience of helping someone buy a home. To see someone get the keys to something they worked very hard for—that’s more than a paycheck for me, it’s sheer bliss.”

Outside of the office, Stephanie enjoys supporting charitable organizations that support people with different abilities. Additionally, around Christmas time, she enjoys supporting families with limited resources by sponsoring gifts for children each year. As for her coveted free time, she enjoys spending time with her family, working out in the yard, and soaking up the sun at the beach.

In considering the future of her business, Stephanie plans to continue expanding her network as a solo agent. Eventually, once her kids have completed school, she hopes to spend half her time in Athens and the other half at the beach. Now, four years after an auspicious start in the industry, Stephanie has molded a practice dedicated to the service and success of her clients. With a strong foundation laid and an infectiously positive demeanor in place, the future is bound to look bright for Stephanie Ferrando.

ss. All rights reserved.

& Co., specializing in start-up plan for new n (!). Carla brings her er and trainer to the s and management To learn more about Stephanie Ferrando, fast…..—entertaining email sbferrando@gmail.com Top Agent Magazine

Copyright Top Agent Magazine 17

mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

18

Top Agent Magazine

How to Throw a Client Appreciation Event No One Will Forget Clients are the foundation of any flourishing enterprise, and this is particularly true in real estate—an industry where relationships are central. Demonstrating your gratitude to former and current clientele is a winning way to cultivate your network, while upping your potential referrals and creating face-to-face time with the individuals that make your business tick. Keep in mind a few of the tips below as you stage a client event that will positively impact your brand, while conveying your appreciation to those who have driven your business all year.

Top Agent Magazine

Supersize Your Guest List Inviting former clients to your client appreciation bash is only the first step in crafting your guest list. To really expand your sphere of influence, invite neighbors, local business owners and staff, old friends, family, associates, fellow alumni from your alma mater, and the like. Think of your client appreciation event as a celebration of business bringing people together. Expand your guest list and you’ll create a coveted, in-person opportunity to forge relationships and broaden your reach.

Top Agent Magazine

19

An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost.

Consider A Sponsor Client appreciation events shouldn’t skimp on the details, but you don’t want to break the bank, either. To defray the cost of a client appreciation event, consider enlisting local businesses as co-sponsors. Not only does this approach ease the price tag of throwing a party, but it also creates an easy partnership between you and other entrepreneurs—widening your database and making for a memorable and generous event.

ship, or the Super Bowl is coming up quick, tailoring client appreciation events to already-established happenings can create an organic tie-in and boost your attendance numbers in the process. Throw a gingerbread house decorating party during the holiday season, or throw a barbeque during the Fourth of July. Capitalizing on a naturally occurring theme creates the opportunity for comradery between you and your guests.

Apply A Personal Touch

Don’t Forget To Reward Your Employees An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost, as well.

By encouraging your employees to cut loose at this celebratory event—instead of having them run interference all night—your team will feel appreciated and validated, too.

Theme Your Event Whether the area’s high school sports team has made it to the state champion20

Invitations may seem like a small detail, but they shouldn’t be one-size-fits-all. Consider handwriting some of your invitations for the clients you remember well, or for business associates who you regularly partner with. Personalizing invitations to key players is the surest way to a confirmed RSVP. Cultivating your network of professional connections is an essential part of driving business, and client appreciation events not only create memories between you and your clientele, but also inspire your to step back, reflect, and give thanks to those who keep your business booming.

Top Agent Magazine

Top Agent Magazine

INGLE GARRETT Top Agent Ingle Garrett of Solid Source Real Estate Companies in Roswell, Georgia, was literally born into the real estate industry. With a father, grandfather and great-grandfather who were all home builders, she brought to her career an innate sense of the business that helps her provide her many clients with the kind of knowledge necessary for top-notch customer service.

With a staggering rate of repeat and referral business that hovers around 80%, Ingle is clearly a force to be reckoned with in the real estate world. While she initially worked on a team, she soon segued into working solo, and finds that it suits her best. “I went out on my own,” she says, “and it’s been great because most of my business comes from referrals. I’m truly blessed. Sometimes I do need extra help and often solicit the help of my husband and two grown boys to assist me with signs and other behind-the-scenes stuff.”

Ingle is a native of Atlanta and says, “I grew up around it my entire life,” says Ingle. “My father built every home like it was going to be his, and my mother did the design work. So from a very, very young age I was around real estate. I just remember driving around on Sunday afternoons looking at houses when I was a little girl. My parents were always attracted to houses that had character, charm and architectural detail. So it was really grounded into me my whole life.” This early immersion in the world of real estate gives her a bit of a leg up on her competition. “I don’t think I even realized it initially,” she says, “but just having been around it has given me an edge, a certain confidence.”

Ingle combines both her extensive knowledge of the business with a personal, authentic touch that her many clients have expressed gratitude for. “I am a very real person,” she says. I like to say that I’ve never met a stranger. I think I have a good judgement of character and always try to be a good listener, because everybody is different and every transaction is different.” Honesty is of paramount importance to Ingle as well. I’m real with people, I don’t just tell them what they want to hear. I tell them the truth about the market. Everyone thinks their home is more valuable than it really is, and that can be a difficult conversation to have.

It has to be done delicately. Being real, being honest, and communicating well are probably the three most important factors in keeping clients coming back to you.”

Currently celebrating thirteen years in the business, Ingle was initially hesitant to make the leap into real estate from the nine-to-five sales job she was working. “I think I was a little fearful of stepping out into the world of a job that was straight commission,” she says. That fear turned out to wholly unfounded, as she quickly found success that often initially eludes other novice agents.

Despite her financial success, what Ingle likes most about her job is the more personal side. “I love meeting new people,” she says. “I love that every day is different, every day brings a new challenge. Of course I look forward to my paycheck, but really it’s more about my client’s happiness and that rewarding feeling of seeing it all come together and having people love their new home. It truly is a rewarding job.”

For more information about Ingle Garrett, call 678-794-1562 or email inglegarrett@bellsouth.net Top Agent Magazine

Copyright Top Agent Magazine 21

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

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

After all, cultivating a passion for what you do will not only add to your quality 22

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

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

Top Agent Magazine

Top Agent Magazine

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

THINK ABOUT THE BIG PICTURE

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

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

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

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

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

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

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

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

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

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

Top Agent Magazine

Top Agent Magazine

23

mailto:mag@topagentmagazine.com

24

Top Agent Magazine