HAWAII 7-26-21

HAWAII EDITION

6 HABITS OF HIGHLY PRODUCTIVE AGENTS THERE GOES THE NEIGHBORHOOD:

HOW TO LIST HIGH WHEN NEIGHBORS ARE A NUISANCE

EMOTIONAL FLUENCY : HOW TO COMMUNICATE WITH CLIENTS WHEN TENSIONS ARE HIGH

COVER STORY

FEATURED AGENT

JAN NORES

JOHNNY MCELREE

HAWAII EDITION

JAN NORES

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With multiple recognitions as one of the Another major factor th 9 23 Top 100 Realtors in the state of Hawaii, play when assessing Jan and as one of the Top 50 on the Big ing success story would Island, there are few better suited to passion she has for her help buyers or sellers achieve their real admitted property junkie estate dreams. Working with Hawai’i think my calling has alw Life Real Estate Brokers, Jan has truly estate. My job is the best committed herself to providing her have the opportunity to m many grateful clients with the very best to know them and what i service available on this island paradise, their search for a new ho JOHNNY JOHNNYa MCELREE JAN NORES particularly in Puako, scenic residenor investment, and help MCELREE tial neighborhood that has been called the best kept perfect fit. It doesn’t get any better tha secret of the Big Island.

When she’s not working, Jan enjoys CONTENTS Jan began her storied real estate career in 1983. “I self of the wonderful recreational ac got started in the industry because I was always Big Island, including snorkel swimm 4)helping 4 WAYS TO WIN 15) THERE GOES She THEis also an avid phila my friends fix up their homes,” she recalls. boarding.

“People wouldAGAINST call me and ask for help, doing things supports multiple charitable THE BATTLE NEIGHBORHOOD: HOW TO organizat from making curtains to painting rooms and changthe island’s children.

PROCRASTINATION LIST HIGHfitWHEN NEIGHBORS ing things around. I loved – and still do – re-curating ARE A NUISANCE homes! My very first remodel was a seven-room When asked about future plans for coop OF in Oregon.

I gathered my friends to Jan grows thoughtful for a moment be 6)chicken 6 HABITS HIGHLY 19) EMOTIONAL FLUENCY: “Retirement isn’t even on my radar, help clean it out,AGENTS then we made it into a little campPRODUCTIVE HOW COMMUNICATE what I do, so I think they’re go site. I love being creative, with both properties andTO love kick meWHEN to the curb when it’s time. It’s with real estate transactions.”

WITH CLIENTS the Big Island, and I truly love wha TENSIONSonARE HIGH Since obtaining her license, Jan has built a thriving business on the Big Island that is comprised significantly of repeat clients, referrals and positive Phone 310-734-1440 | Fax 310-734-1440 word-of-mouth. “I believe a lot of that has to do with mag@topagentmagazine.com | www.topagentmagazine.com the fact that I always go the extra mile for my clients,” No portion this issue may be reproduced in any manner whatsoever withouttoprior consent of the publisher. Top Agent Jan ofexplains, when asked how she has managed Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published inspire such impressive of trust and loyalty materials, Top Agent Magazine cannot be levels held responsible for opinions expressed or facts supplied by its authors.

To subscribe or change send inquiry to mag@topagentmagazine.com. among thoseaddress, she works with.

“I always feel that, as Published in the U.S. I’m helping my clients, there are some extra needs that come up for certain buyers. I’m always willing to step up and address those needs. For example, if Top Agent Magazine someone is transitioning from one home to another, I’ll help them find temporary accommodations if

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4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making.

Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting 4

work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With

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that in mind, take a look at a few tricks below to jumpstart your motivation and nix the lastminute time crunch. After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client.

Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed. If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your Top Agent Magazine

list can inspire you to continue on to the next item in the spirit of productivity.

3. Work in Windows If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.

4. Switch Up Your Environment If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses. Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done.

There’s no one way to overcome procrastination.

In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

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

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 6

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

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

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

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

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

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

2. Remove distractions

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

We all do it!

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

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

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

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova7

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

5. Be deliberate

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

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

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 8

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

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

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JOHNNY MCELREE Top Agent Magazine

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JOHNNY MCELREE “I’m a people person and I can pretty much talk to anybody. I have a Bachelor’s and a Master’s degree, but I started out with a shovel in my hand, so I’m able to relate to a whole variety of different people.”

A hard worker by nature, Johnny McElree quickly found his life in retirement lackluster, and felt the need to start a new passion project. “I was tired of being retired. All I was doing was reading books and paddling 10

canoes,” he jokes. When the desire for work came knocking at the door, Johnny answered without hesitation, and began his career in real estate.

As the Founder and Principal Broker at Hawaii Luxury Listings, he’s been Top Agent Magazine

helping buyers and sellers navigate the Big Island market, specifically the Kohala Coast, for the past 15 years.

A big part of Johnny’s charm is his relaxed demeanor and the ability to befriend almost anyone. “I’m a people Top Agent Magazine

person and I can pretty much talk to anybody. I have a Bachelor’s and a Master’s degree, but I started out with a shovel in my hand, so I’m able to relate to a whole variety of different people. I don’t try to be anything other than what I am, and I work very hard 11

to represent my clients’ best interests.”

Always on the lookout for creative solutions, Johnny utilizes a hybrid marketing strategy for his listings. “I like a mix of traditional and modern when it comes to my marketing. I do a lot of social media and I have my own YouTube channel, but I’m also a big believer in open houses, which a lot of people consider to be kind of passé. I have sold a lot of properties by doing an open house. I’m in the second

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home market, so people are here on vacation, and they might drive by and see an open house, and if they drive by enough times, eventually they’re going to come in,” he says, and adds, “Of course during the pandemic doing open houses was not an option, so I moved everything online and posted detailed virtual tours. Even though Hawaii was shut down and nobody could come in, I still had a decent number of sales.”

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Johnny’s business philosophy is centered around providing excellent service and giving clients his full attention, which is why he doesn’t spread himself too thin. “I take good care of my clients and give them a very personalized service. I don’t have a transaction coordinator where once I get something into escrow, I’m looking for the next deal right away. I don’t take on more than I can handle, because I want to take good care of my clients 13

from start to finish.” It’s this attentive approach that brings in $25,000,000 to $30,000,000 in sales volume per year.

With an upbeat attitude and drive for helping people, Johnny doesn’t plan to slow down anytime soon. “I’m 68 years

old and I’m not into building an empire right now, but I’m truly enjoying what I’m doing. My next step is to hire more agents and step back from direct sales for a little while so that I can focus on teaching them.”

To learn more about Johnny McElree, call (808) 443 – 6288, email johnny@hawaiiluxurylistings.com, or visit hawaiiluxurylistings.com www.

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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 16

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 Top Agent Magazine

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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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 22

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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JAN NORES With multiple recognitions as one of the Top 100 Realtors in the state of Hawaii, and as one of the Top 50 on the Big Island, there are few better suited to help buyers or sellers achieve their real estate dreams. Working with Hawai’i Life Real Estate Brokers, Jan has truly committed herself to providing her many grateful clients with the very best service available on this island paradise, particularly in Puako, a scenic residential neighborhood that has been called the best kept secret of the Big Island.

Jan began her storied real estate career in 1983. “I got started in the industry because I was always helping my friends fix up their homes,” she recalls.

“People would call me and ask for help, doing things from making curtains to painting rooms and changing things around. I loved – and still do – re-curating homes! My very first remodel was a seven-room chicken coop in Oregon. I gathered my friends to help clean it out, then we made it into a little campsite. I love being creative, with both properties and with real estate transactions.”

Since obtaining her license, Jan has built a thriving business on the Big Island that is comprised significantly of repeat clients, referrals and positive word-of-mouth. “I believe a lot of that has to do with the fact that I always go the extra mile for my clients,” Jan explains, when asked how she has managed to inspire such impressive levels of trust and loyalty among those she works with. “I always feel that, as I’m helping my clients, there are some extra needs that come up for certain buyers. I’m always willing to step up and address those needs. For example, if someone is transitioning from one home to another, I’ll help them find temporary accommodations if necessary. Also, thinking outside of the box when putting together complicated deals is my specialty.”

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Another major factor that comes into play when assessing Jan’s ever-growing success story would be the sincere passion she has for her job. “I’m an admitted property junkie,” she says. “I think my calling has always been real estate. My job is the best in the world. I have the opportunity to meet people, get to know them and what is important in their search for a new home, business, or investment, and help them find the perfect fit. It doesn’t get any better than that.”

When she’s not working, Jan enjoys availing herself of the wonderful recreational activities on the Big Island, including snorkel swimming and body boarding. She is also an avid philanthropist who supports multiple charitable organizations that benefit the island’s children.

When asked about future plans for her business, Jan grows thoughtful for a moment before replying.

“Retirement isn’t even on my radar,” she says. “I love what I do, so I think they’re going to have to kick me to the curb when it’s time. It’s a small world on the Big Island, and I truly love what I do.”

For more about Jan Nores, call 808-895-5445 or email Jan@HawaiiLife.com 23 Copyright Top Agent Magazine

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