WELCOME HOME

Welcome Home: Working with Relocators in Transition

People stage moves for all sorts of reasons. From the joyous and pre-planned, to the unfortunate and unexpected, new chapters begin with the help of an agent. When you’re working with buyers from a different region, state, or country, the typical complications of a transaction can be compounded. So, what’s a savvy agent to do?

For starters, envision the big picture. Relocators have extra obstacles between them and their dream home. They don’t necessarily know which neighborhoods are ideal for their lifestyle, what they should budget for utilities, what type of homeowner’s insurance is ideal, or how they can tour, let alone close, on a house from afar. All in all, it’s a tall order, but if you can manage a relocation transaction successfully, you could tap into a sizable pool of clientele. Think of it this way: if you’re the shining star of a relocator’s moving process, their word-of-mouth praise could be

exponential. Likewise, a winning reputation within that client’s corporate sphere could lead to lucrative, stable referrals and partnerships for years to come. Here are a few key ways to help clients navigate the relocation process with minimal stress and maximum results.

Create a full-scale timeline for you and your client that makes expectations clear.

Moving is already one of life’s biggest stressors, but relocations have a dozen more moving parts that your average deal. Consider creating a master-plan of sorts to help you and your client visualize the steps required to achieve success in the midst of a relocation. Even from afar, your client will be able to refer to the roadmap you’ve set. Likewise, this makes sure you and your client are on the same page regarding expectations, timelines, and checklists. Assemble an articulated, overarching gameplan also helps demystify the process and lower stress. Instead of clients wondering what’s next, what’s needed, who to call, and when to be ready—handy guidelines of your own devising will be at their fingertips. Attune your communication style so that nothing goes overlooked or miscommunicated.

Establish early on how your client prefers to communicate and which methods should be excluded. Also, make sure to outline what timeframes are ideal to communicate in, and how often they expect to hear from you with status updates or follow-ups. Some clients might prefer a more hands-off approach that lets you manage most details behind the scenes with updates only when progress is made. Most clients in the midst of a serious relocation, however, will prefer to be in touch more frequently. Customizing is key. If they prefer text messages and emails over calls, that’s a helpful detail to know from the outset. If they prefer face-to-face video chats or can only speak after business hours—those are also key parameters to work within. The less mystery and hassle, the better.

Be a local resource with vetted recommendations and vendors on-hand.

Relocating homeowners may not know the best neighborhoods and their amenities, or where the best school districts are, which areas are high-traffic, or where their dollar might stretch a little further. Identifying your clients’ goals can help narrow this field, but you’ll also want to be careful not to overwhelm them with information. After all, they’re taking on a huge life transition and making a move as an outsider. You’ll want to serve as a onestop-shop who can remove some steps and stress from their organizational obligations. Have a contractor who can get a head-start on home projects while clients make the move?

Excellent. Or, perhaps you can provide an out-of-state agent referral so that clients can sell their existing property in a timeline that works in conjunction with their new purchase. Make yourself a community expert and a connector, and you’ve won a client— and their referrals—for much longer than a single transaction.

Think outside the box when weighing variables.

Relocations aren’t your typical transaction. You’ll need to do a bit more planning to avoid pitfalls along the way. For instance, have you considered how you’ll tour homes with clients if they live hundreds of miles away? Are there time zone differences to factor in? If clients are relocating from another country, are there any special visa or naturalization considerations? How will their belongings travel? Are there pets to relocate? There are plenty of questions to ask and plan for, but the key is to be communicative and thorough up front. The more information and planning time you have, the smoother the transition will go.

There are certified real estate agent designations you can pursue that set you apart for your experience when it comes to relocations, but in lieu of those—arm yourself with the planning details and methods that will make your client a raving fan. In the process, you’ll up your game, create a happy client, and hopefully field similar business for years to come.

AMANDA CRUZ

Top Agent Amanda Cruz heads up her own team serving Monmouth, Ocean and Middlesex counties. Their properties typically average between $500-750,000, though they do occasionally dabble in the luxury market.

Amanda Cruz may be relatively new to real estate, but she has a long history of fiercely protecting those around her. She started her professional life in nursing before transitioning to a fulltime gig as a stay-at-home mom. When it came time to reenter the workforce, she considered her options. “I’ve always been an entrepreneur at heart,” says Amanda, “and so I took a chance on real estate.” In the three following years, that chance has more than paid off.

Amanda quickly rose through the ranks and established herself as a top producer on a

large team operating out of New Jersey’s Monmouth county. She once again found herself hungry for something more. “I outgrew the pond,” she says. She now heads up her own team. In addition to Monmouth, Amanda and her cohort serve Ocean and Middlesex counties. Their properties typically average between $500-750,000, though they do occasionally dabble in the luxury market. This year marks Amanda’s biggest yet, netting her between 17 and 18 million in volume.

Over half of Amanda’s business comes from repeat customers and referrals. Her goal is to establish a lifelong relationship with her

Amanda is particularly interested in helping women and single mothers find the right property for their lives. “I don’t get people to close for the sake of getting a deal done. I make sure to keep their absolute best interests in mind,” she says.

clients, not just a transactional one. “I fight for my clients,” says Amanda. “I’m a mom! I fight for them as if they’re my family.”

While she is excited to work with a diverse range of customers, Amanda is particularly interested in helping women and single mothers find the right property for their lives. She always goes the extra step with all her customers, making sure that they understand the full process of buying or selling their homes. “I don’t get people to close for the sake of getting a deal done. I make sure to keep their absolute best interests in mind,” Amanda says.

Amanda makes a point to keep things personal. She stays in contact with past clients through a variety of ways, utilizing email, texts, phone calls, mailers, and in-person visits. She builds confidence in her customers by using polished, professional

photography, videography, and drone shots when marketing homes via several websites and across social media.

Outside of real estate, Amanda spends a large amount of her time organizing fundraisers for local safehouses. These organizations provide a safe place for victims of domestic violence, particularly women and children, to flee abusive and dangerous situations. Her favorite event is the annual holiday toy drive. “I feel that it takes just one kind act to improve someone’s life and give them hope for the future,” says Amanda. When she isn’t volunteering, Amanda loves painting with her daughter and spending time with

family. She enjoys exercising, particularly biking, and trying as many new restaurants as possible.

This year Amanda achieved a big goal by starting her own team, but she’s already making plans for the future. She looks forward to expanding her territory to reach more of New Jersey. However, though growth is on the horizon, she’s more concerned with maintaining her high-quality service over increasing the quantity of her transactions. “I love what I do,” says Amanda. “I’m so excited and happy to be in real estate.”

To learn more or contact Amanda Cruz, call 732-991-8543, email amandacruzerea@gmail.com, or visit www.movewithamandacruz.com