NEW MEXICO 1-7-19

NEW MEXICO EDITION

Embracing Smart Homes: Does New Technology Really Increase Home Value?

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

4 WAYS TO WIN THE

BATTLE AGAINST PROCRASTINATION

FEATURED AGENT

MATTHEW SMITH

Kameron Hill COVER STORY

NEW MEXICO EDITION

MATTHEW SMITH

Although he is now a rising star in the New that keeps them not only thrilled w 7 Smith 17 transaction, but hopefully coming b Mexico real estate market, Matthew initially had a completely different career. recommending me to their friends a He was actually working in a nuclear enrichily as well. One of the reasons I c ment facility before making the leap into real such a high level of service is the estate. “I knew my company was about to do I have a transaction coordinator. I layoffs. I had always been interested in real have another point of contact for my estate, but never really had that push to get someone who knows just as much my license until then. I got my license and about every transaction that can he started selling part time and I just loved it, along the way.” so I made the jump into real estate full time.

It’ll be two years in March and I haven’t Matthew has also had great succe KAMERON HILL MATTHEW SMITH looked back since.” Matthew was awarded with the 2017 social media as a component of his listing ma Rookie of the Year Award after he reached Multi-Million “We do a lot of Facebook marketing and have rea Dollar Producer status in less than a year. great results with that. We do professional photo drone video and 3D virtual video, anything we Currently with CORE Realty Group, Matthew serves to showcase the properties in the best light. I’m CONTENTS all of Lea County in New Mexico. He’s also licensed trying to stay ahead of the marketing curve. I wa in Texas, where he serves the Permian Basin. Although one step ahead of everybody else.” he’s only been in the business a few years, he’s already 4) EMBRACING SMART 19) DO When YOUheADD starting to build a healthy referral business, and did an isn’t working, Matthew is active with HOMES: DOES NEW in 2018. Another keyCONSISTENT FOR and enjoys traveli impressive 50 transactions to Matlocal realVALUE estate organizations thew’s rapid success is his wife Becca, who is YOUR also his BUSINESS his wife and spending TECHNOLOGY REALLY AND time with her and their n transaction coordinator. son, Kole.

INCREASE HOME VALUE? FOR YOUR CLIENTS?

Kameron Hill

Matthew is committed to giving every one of his clients a After achieving over 5 million dollars in sales fo level of service that truly goes above and beyond.

OperatMatthewTO couldn’t 13) EMOTIONAL FLUENCY: 22) 4 WAYS WINbe more excited to continue ing himself with the utmost integrity is of key importance his business in 2019. “I love what I do. It doe HOWinTO COMMUNICATE AGAINST everything that Matthew does. “It’s all aboutTHE the cli-BATTLE like a job to me. I wake up and look forward to w WITHent, CLIENTS PROCRASTINATION not what’s WHEN best for me. I really believe it’s the level the day will bring. I get to help people achieve t of service I offer and how hard I work for my clients estate dreams, for me it doesn’t get better than th TENSIONS ARE HIGH

Phone 888-461-3930 | Fax 310-751-7068 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 orTo change inquiry to mag@topagentmagazine.com. buyaddress, or sellsend your home with Matthew Smith, call (575) 441-3880, or CORE Published in the U.S.

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Embracing Smart Homes:

Does New Technology Really Increase Home Value?

Technology and innovation move at a lightning-fast clip, so it can be hard to keep up with all the smart-home trends sweeping the market at a given time. From smart thermostats to security systems accessed through an app on your phone—there are endless options to customize and update your home for the modern era. But which, if any, of these smart home products add 4

value to property in a significant, worthwhile capacity? Especially with new generations of the same products released in quick succession, it can be hard to determine whether it’s worth it to take the plunge. With that in mind, we’ve conducted a deep-dive into the smart home options out there that make the most sense for your bottom line and real estate investments.

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Smart home amenities range in price and return.

There are certain smart home products that won’t break the bank while still adding lovely touches and time-saving features to your space. For instance, a smart thermostat may not run more than a few hundred dollars, but it can take so much of the guesswork and analog nuisance out of programming your home’s internal environment. That said, buyers selling properties with mid-range amenities like this can’t expect a windfall in return. While smart home features can certainly lure buyers and give the sense that a home is attractively modern (and thus move-in ready), it doesn’t mean that you’ll be reaping a sizable monetary reward for your foresight. Conversely, this reality doesn’t mean those smart options

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are without value entirely; it just means that the value of smart home options may be apparent in a different capacity, like luring a particular buyer or creating a desirable, sleek image for a property headed to market.

On the other hand, larger scale smart home amenities that are being left behind for the buyer—like a smart refrigerator or wired sound throughout the property—may be able to lure particular buyers who value high-end details. While it can be difficult to state definitively the value of smart home options, the rule tends to be that the more you put in, the higher the likelihood you’ll reap the investment you sow. Focus your smart home options on home appliances first, then work your way toward security, thermostat, and entertainment options.

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Smart home amenities capture the attention of buyers

Agents must know how to pitch the value of smart home options

Even if you have mostly opted for small or mid-range smart home options, you can still benefit from their presence in a property—even if they don’t inflate your bottom line as a result. Smart home amenities have the power to focus the attention of buyers, sending a clear signal that the previous owners were tech-forward and made an effort to upgrade the property for the contemporary era. Millennial or Gen Z buyers especially value these up-to-date modifications, and the presence of these desirable gadgets can create added interest and drive up value naturally. Likewise, featuring these options in listing photography can also drive interest from younger or high-end buyers looking for move-in ready spaces.

Remember that smart home features are relatively fresh to the market. While some new construction properties are equipped with these smart amenities, just as many homes on the market don’t offer these upgrades and modern flairs. This means that many buyers, of all ages even, aren’t familiar with the benefits and perks of these options, let alone how they’re operated. Before you can derive value from a smart home or smart home features, you’ll need to understand a product’s proper usage, cost, and benefits. Do your homework regarding what smart home features can offer in terms time or cost savings, and be able to show prospective buyers how easy these objects are to use, as well. Do both, and you’ll be in proper command of what smart home features can offer buyers and pitch them accordingly.

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Kameron Hill Top Agent Magazine

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Working with Coldwell Banker Legacy in Las Cruces, New Mexico, Top Agent Kameron Hill rapidly began garnering accolades and impressive industry achievements, among them the Coldwell Banker President’s Circle Award, which is given to only the top 5% of that company’s agents internationally.

Kameron Hill Providing value to her clients is Top Agent Kameron Hill’s prime objective, and she does so with her extensive industry knowledge, a warm and affable personality, and her true desire to make each and every transaction as smooth as possible for her buyers and sellers. Four years into her incredibly successful career, she has already developed a reputation as a dedicated Realtor who inspires trust and always goes the extra mile for her clients.

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Kameron’s entry into the real estate world began as a practical decision. “My husband is a contractor,” she says, “and we were looking into building or flipping homes. It just seemed like a good idea for me to get my license so we could save some money on the process.”

Once she began working in the field, she readily admits “I was hooked. I just loved it so much, and I’ve been really blessed that my business has done really, really well.” Currently working with Coldwell Banker Legacy in Las Cruces, New Mexico, Kameron rapidly began garnering accolades and impressive industry achievements, among them the Coldwell Banker President’s Circle Award, which is given to only the top 5% of that company’s agents internationally.

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Most impressive, however, is the loyalty she inspires in her buyers and sellers. In fact, more than eighty percent of Kameron’s business is based on repeat and referred customers, a sure sign of a job well done in the highly-competitive real estate industry. “For me, it’s about educating my clients,” she replies when asked what inspires that loyalty. “I focus more on taking care of my clients during the process Top Agent Magazine

than I do on the outcome. I think my clients appreciate the extra level of service I give them.” Her honest, empathetic and deeply personal approach has also endeared her to those she works with. “I get really attached to my clients,” she says, “and I create real relationships with them. I don’t just go on my merry way after the deal closes. I follow up with all of my past clients, and they’re going to hear 9 Copyright Top Agent Magazine

from me at least once a quarter. My current clients will hear from me at least once a week.

I honestly believe my customer-centric mentality sets me apart from a lot of other agents.�

The appreciation Kameron displays towards her clients is very much reciprocated, as is made evident by the glowing reviews she Copyright Top Agent Magazine 10

has received, including this one on Zillow. com, on which site she holds a perfect overall five-star rating: “Kameron helped me buy my first home. She is patient, understanding and is always looking out for your needs, and for what you want in a home. She works tirelessly to ensure you are satisfied with your home and her service.�

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Expert marketing plays a huge role in Kameron’s impressive and continuing success. Focusing almost exclusively on online presentation of her listings, she make sure that they are seen by as many potential buyers as possible through utilization of many different internet venues, including Zillow, Trulia and Realtor. com, among many others. She also embraces social media, and exploits it effectively through targeted marketing to more strategically reach buyers. Of course, each listing is always shown in its best light, and professional photography is utilzized exclusively, regardless of price point.

When she’s not working, Kameron enjoys spending time with her husband and their three children, three dogs, and a recently rescued racehorse that she has rehabilitated, despite cautions Top Agent Magazine

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that it was a lost cause. “I was told I should just put him down,” she says, “but he’s doing fantastic.” She is also extremely civic minded, and gives back to her community and to a variety of non-profit organizations, including Cowboys for Cancer Research and the March of Dimes.

The future looks incredibly bright for Kameron, and she looks forward to continuing to grow her business while providing the unparalleled level of customer service that has rapidly become synonymous with her name. “I love helping people achieve their goals or dreams,” she says, her sincerity obvious. “I really, really love helping people get where they want to be.”

For more information about Kameron Hill, please call 575-644-6140 or email Kameron.k.Hill@gmail.com

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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 16

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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MATTHEW SMITH Although he is now a rising star in the New Mexico real estate market, Matthew Smith initially had a completely different career.

He was actually working in a nuclear enrichment facility before making the leap into real estate. “I knew my company was about to do layoffs. I had always been interested in real estate, but never really had that push to get my license until then. I got my license and started selling part time and I just loved it, so I made the jump into real estate full time.

It’ll be two years in March and I haven’t looked back since.” Matthew was awarded with the 2017 Rookie of the Year Award after he reached Multi-Million Dollar Producer status in less than a year.

Currently with CORE Realty Group, Matthew serves all of Lea County in New Mexico. He’s also licensed in Texas, where he serves the Permian Basin. Although he’s only been in the business a few years, he’s already starting to build a healthy referral business, and did an impressive 50 transactions in 2018. Another key to Matthew’s rapid success is his wife Becca, who is also his transaction coordinator.

Matthew is committed to giving every one of his clients a level of service that truly goes above and beyond. Operating himself with the utmost integrity is of key importance in everything that Matthew does. “It’s all about the client, not what’s best for me. I really believe it’s the level of service I offer and how hard I work for my clients

that keeps them not only thrilled with their transaction, but hopefully coming back and recommending me to their friends and family as well. One of the reasons I can offer such a high level of service is the fact that I have a transaction coordinator. I always have another point of contact for my clients, someone who knows just as much as I do about every transaction that can help them along the way.”

Matthew has also had great success using social media as a component of his listing marketing.

“We do a lot of Facebook marketing and have really seen great results with that. We do professional photography, drone video and 3D virtual video, anything we can do to showcase the properties in the best light. I’m always trying to stay ahead of the marketing curve. I want to be one step ahead of everybody else.”

When he isn’t working, Matthew is active with several local real estate organizations and enjoys traveling with his wife and spending time with her and their newborn son, Kole.

After achieving over 5 million dollars in sales for 2018, Matthew couldn’t be more excited to continue growing his business in 2019. “I love what I do. It doesn’t feel like a job to me. I wake up and look forward to whatever the day will bring. I get to help people achieve their real estate dreams, for me it doesn’t get better than that!”

To buy or sell your home with Matthew Smith, call (575) 441-3880, or CORE Realty Group 575-433-7000, email matthew@corerealtygroupnm.com or visit corerealtygroupnm.com http://

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Do You Add Consistent Value for Your Business and for Your Clients?

By Walter Sanford

We recently received a question from some of our favorite coaching clients.

The Premier Team is lighting up the upper end, downtown, and historical St. Louis real estate markets.

As coaching clients, they are challenging for me because they demand new value and service for their clients each week. In fact, Chris and Lisa know that to dominate an industry they need to have tools that the competition does not. They require tools that not only make the job easier, but also more profitable for their clients.

Here is the result from a recent request from which we created a letter handout for the listing presentation and for advertisement in other media: The Premier Team Helps Clients Achieve Goals through Pre-Launch Inspections We have found that all buyers should have their purchase inspected. When we represent our sellers, the negotiations start with offers and potential counter offers. Traditionally, the buyer obtains and pays for an inspection of the property. The negotiations start again.

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Rightfully, the buyer wants any challenges to be addressed; the seller feels they had lived with the challenges, sold the property with the challenges, and do not want to repair if they have no chance to enjoy them. It’s a difficult negotiation and can sometimes leave clients unhappy.

As we do many times, we have devised a system to help all involved parties know what they are buying and selling while also saving our client’s time, trouble, and money in the mix.

When we custom-design a marketing plan to achieve our seller’s goals and receive a commitment to market the property, we then offer our seller an opportunity to have the property inspected by our team inspector. The inspector will review all systems of the home and write a thorough report on the findings. We then discuss the findings with the seller and place any challenges in different categories. There is the “must fix now” category that deals with safety of the occupants or the property. There is the sub-standard category that is below the expectations a buyer would expect of a property for the area and price range. Lastly, there is the upgrade category for items which buyers would like to see done.

By having the report and determining what categories, we can offer many opportunities to our seller clients: 1 We eliminate the “rush into a repair” syndrome by having the repair report early and without the input of a buyer waiting for an answer to complete the next step of their purchase.

2 We have time to contact numerous vendors who will compete for the best price.

3 We have time to make decisions on the condition vs. price, which is much better determined before the buyer has made a successful offer.

4 We know early if there are any big ticket items that would prevent a sale from a buyer not wanting the property or the seller not being able to afford the repair.

5 We can choose the mode of repair before a buyer has a stake in the decision. There are many ways to repair rather than replace. Replace is usually how a buyer wants the challenge remedied.

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6 We have time to get government or utilities involved if needed.

7 A seller’s net proceeds or “net sheet” can be professionally prepared.

8 We might receive a higher offer when a potential buyer is presented an inspection with all the repair receipts attached.

9 The one to two week wait is eliminated by having a report done before an offer rather than waiting for it after the offer.

10 Since we are paying for the report, we get to choose the inspector.

Finding inspectors without the drama gene is important.

There are many other reasons to be knowledgeable about the property, prior to negotiations. We have arranged a team of inspectors who have agreed to wait to be paid for their inspection and report until the seller receives their proceeds from sale. This cures the cash flow problem.

We, at Premier Real Estate, believe that this is not only an outstanding investment that pays many dividends, but it is also the most professional way to handle a sale including all possible disclosures to all potential parties.

Should you have any questions, please feel free to discuss. We have much experience in this little utilized system to increase our seller’s net proceeds.

Many people have a coach who has not been through the ups and downs as Walter Sanford. Many coaches do not have the same achievements as Walter. He has millions in cash flow equity that came from his real estate business, and he developed systems that can be implemented without any special abilities.

We currently have a few availabilities in our coaching program, and this year’s schedule has some availability for seminars as well.

Copyright©, Walter Sanford. All rights reserved.

Walter Sanford has been designing and implementing real estate systems for 30 years.

One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.

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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 22

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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