NORTH CAROLINA 1-11-21

NORTH CAROLINA EDITION

6 HABITS OF HIGHLY PRODUCTIVE AGENTS How to Answer the Inevitable Question:

COVER STORY

GREG MOSS

WHY SHOULD I CHOOSE YOU? FEATURED AGENT

Tips on Being a GOOD TEAM LEADER

BRENT HENSON

NORTH CAROLINA EDITION

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GREG MOSS

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GREG MOSS

BRENT HENSON

BRENT HENSON

CONTENTS 4) 6 HABITS OF HIGHLY PRODUCTIVE AGENTS 13) HOW TO ANSWER THE INEVITABLE QUESTION: WHY SHOULD I CHOOSE YOU?

18) PLAYING THE REAL ESTATE MATCHMAKER— FOLLOW THESE 8 DATING RULES TO ENSURE YOU MATCH YOUR CLIENT WITH THE PERFECT HOME FOR THEM 22) TIPS ON BEING A GOOD TEAM LEADER

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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 4

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 innova5

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 6

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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GREG MOSS

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“I’ve built a reputation here in Beaufort, NC, of a brutally honest, hardworking guy that does a great job for his customers and actually gives a darn,” Greg Moss began working at a very young age, and since then, he has used his customer service and communication skills to develop a successful real estate career. Born and raised in Atlanta, GA, Greg’s work experiences leading up to his real estate career gave him the basis for delivering the exceptional customer service that his clients love!

with folks whose bank accounts probably exceeded what our parents earned in a lifetime, but it helped me to realize that no matter what economic position the members were in, everyone is a person, and whether you are rich or poor, just at the beginning of your career or retired, everyone is a person and has a life and needs and dreams.”

Greg’s first job, laying sod on a new golf course being built, was a back breaking job for a 13 year old looking to earn a little money. “While it was tough, it made me realize that I wanted to work with my brain and not with my back.” He ended up getting a job at the golf course, washing golf carts and clubs and interacting with the members of a very high-end country club.

“Many kids would have been intimidated working

Greg worked at the country club for many years, and also worked in the restaurant industry as he entered college at Kennesaw State University in Northwest Atlanta. While there, he was offered the opportunity of a lifetime, to take an internship position at Walt Disney World in Orlando, where he could advance his customer service training to the next level. Upon returning from his time at Disney, his career path went

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in a different direction; he went into the world of banking and finance. Though it had nothing to do with the History degree he was pursuing, Greg found that he was perfectly suited for the banking world. His love of helping people, paired with his ability to make folks feel very comfortable talking with him about their financial situation, lead to a very successful banking career.

In that time Greg’s personal life had also seen some dramatic changes. On the shores of Eastern North Carolina there is a small town called Beaufort. Beaufort has a history dating back to the 1600’s, and had been a very special place all of Greg’s life. He first visited there in the 1980’s, and even as a child knew that he would love to move to Beaufort someday. In his younger days he went there with his family on vacations, but in his high school and college years he would take time off of work and go visit there on his own. One summer visit to the charming waterfront town would change his life.

Greg was spending time with his young cousin who lived in Beaufort, and they decided to get some ice cream from the local General Store. When they went Top Agent Magazine

in, Greg spied a beautiful redheaded girl scooping ice cream behind the counter. As they started talking, Greg realized that there was much more to her than just a pretty face; she was brilliant and witty and funny. Greg and Amanda went on their first date that night at a restaurant there in downtown Beaufort, and spent the next five hours walking along the wooden boardwalk and docks over the waters of Beaufort. They both knew on that first date they were meant to be together. Greg told Amanda on that first date ‘I am going to marry you one day’ and true to his word, they were married a few years later.

After Amanda graduated from East Carolina University with a history education degree, and Greg graduated from Kennesaw State University with a history degree, they moved Amanda down to Atlanta and started their family. Greg progressed in his banking career; he had started as a teller, then worked up to personal and business banker, then assistant manager and then branch manager. One of Greg’s favorite roles in his banking career was doing mortgages of all kinds for his customers. “There is nothing more wonderful than helping someone buy a home.”

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In that time Amanda and Greg had two children, Isaac (now 12) and Gabriel ‘Gabe’ (now 9). They decided that they would prefer to raise their children in a smaller town environment than Atlanta had to offer, and they decided to move to coastal North Carolina.

They looked as far south as Wilmington, and as far north as the upper Outer Banks, but they couldn’t find anywhere more perfect for them than Beaufort.

They moved up to Beaufort in August of 2012, and Greg transferred from branch management to the mortgage lending world, where he had the opportunity to help folks buy homes full time. He initially loved it, growing in responsibility to the point where he was running the mortgage operations for 17 branches of a NC based bank. The downside with being so busy is that it took a lot of time away from his family life; he was working 70+ hours a week most weeks, and he resented being away from his family so much.

Greg also strove for a creative outlet, and self-published two successful children’s books; The Shark and His Pet Boy, and The Monster Parade. This caught the eye of a publishing firm out of Wilmington, NC, who had been looking for a writer and community member to start a small-town magazine for Beaufort, NC. Greg decided to make a huge career change, and leave the mortgage world to start the Beaufort-by-the-Sea Copyright Top Agent Magazine 10

magazine, which went out to over a thousand homes in the downtown Beaufort area.

Many of the folks he had helped in the mortgage world were sad to see him leave that career after so many years of providing outstanding service to the customers and Realtors around the Crystal Coast. None more so than John Duncan, the owner of Beaufort Realty, with whom Greg had worked directly for many years.

John came over to Greg’s banking office, and asked about Greg’s plans for the magazine and his future.

John then proposed an interesting and life changing idea. He suggested while starting the magazine, Greg should get his real estate license as well, and sell real estate in tandem with the magazine. John would hire him and Greg could do both out of the Beaufort Realty office right in the heart of historic downtown Beaufort. This seemed to be the perfect solution, and the good-natured John sealed it with a final thought; “You are too good at helping folks buy houses to not go into real estate, and I would be stupid not to bring you on. Plus, if you go to work for anyone else…I would have to kill you!” Talk about an offer Greg couldn’t refuse!

Greg got his real estate license in April of 2015, and hit the ground running. The financial, customer service, and communication skills he learned from his Top Agent Magazine

extensive work history all seemed to come together for this perfect career for him. For four years he ran the Beaufort-by-the-Sea magazine as well as helping folks buy and sell homes, but he realized that you couldn’t adequately serve two masters. He sold the magazine in July of 2019, and since then has pursued real estate full time. And his hard work and loyalty to his customers has paid off.

“I’ve built a reputation here of a brutally honest, hardworking guy that does a great job for his customers and actually gives a darn,” Greg says, which consistently keeps his clients in the southern Outer Banks area coming back to him. “I really take the time with each customer to make sure they are fully engaged and like how things are going,” Greg explains. In addition to maintaining close communication, Greg’s marketing techniques set him apart from other agents. It might sound simple, but Greg relies on “accurate photos and pricing it correctly for the market,” which results in quick sales at and above listing price.

Clients appreciate this expertise and high level of service. One client shared in a review, “Greg Moss has been our realtor in the Beaufort, NC area for two years.

Greg has a great knowledge base of local history and physical lo-cal of the area.

Greg’s knowledge of the home mortgage processes and the realty market is second to none. If he doesn’t know the answer to your question, he will get you the answer with promptness. Greg keeps his clients informed of on goings with properties they are buying and/or selling.” Greg loves getting to know his clients and “developing relationships that have and are going to last a lifetime.”

That is especially important in a small-town setting like Beaufort, where families date back generations. Beaufort has a long and complex history, and it is the perfect setting for a former history major that enjoys Top Agent Magazine

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learning the story behind the homes he sells. “In our beautiful coastal setting, amazing things have occurred.

The pirate Blackbeard lost his ship the Queen Anne’s Revenge in our harbor, we had Revolutionary and Civil War battles, there was a German U-boat submarine sunk a few miles away, and we have an amazing whaling and fishing history. This was the birthplace of sea captains and astronauts, farmers and fishers, boat builders and light house keepers. This is a truly, truly special place.”

Greg and his family also love the cultural offerings that Beaufort provides, from the community theater and live music offerings, to the festivals throughout the year, and even the annual Pirate Invasion each fall! They love being involved in the community, and they honestly feel that they are living in paradise, and Greg loves showing the town to folks moving into the area through the lens of someone who moved here himself. His passion for the area and for his career show in his work.

The town where Greg works is also home to some of the most amazing wildlife possible. He enjoys seeing the wild horses on Carrot Island and Shackleford banks, fishing both inshore and out in the Gulf Stream, and hunting for deer, bear, wild turkey, and all sorts of waterfowl. “This is one of the few areas that perfectly blends humanity with nature, and where you can see and experience it all.”

“I love, love, love what I do for a living, and I often joke that this is the best job that isn’t a job,” Greg says. Greg thinks that real estate is his calling, so in the future, he plans to continue working in the industry and helping the Beaufort community. “I plan on living in Beaufort for the rest of my life,” Greg says. “I know what I am, I’m a real estate agent!”

For more information about Greg Moss, call 252-617-3040 or email gmoss@beaufortrealtync.com Copyright Top Agent Magazine 12

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How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even Top Agent Magazine

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

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same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions.

In real estate, there’s so much to enjoy.

There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones.

There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person 14

you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

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BRENT HENSON

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BRENT HENSON

For Brent Henson the journey into real estate started and was molded by his father Ron Henson who was a residential builder. Spending summer days at construction homesites and preparing finished homes for the Parade of Homes in the fall was a way of life. When finishing his senior year at Barton College, the family moved from building homes to real estate sales and Brent joined the team and quickly learned the ins and outs of the business. Years later Brent still continues to serve clients all throughout the Raleigh area at NextHome’s North Raleigh office on Six Forks Road.

insight into the community. It also does not hurt that my customers tend to feel comfortable as they are treated as family within the process of following their real estate goals.”

Aside from his expertise and customer service Brent focuses on various marketing strategies in order to help his sellers reach their goals by finding

Thanks to his many years of experience in the industry and the high-quality service he provides the majority of Brent’s business comes from repeat and referral clients. “I grew up in Raleigh and my clients feel confident in my knowledge of the area and my 16

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the right buyer for their property. Brent is a firm believer in three-dimensional professional photos and visual tours as a standard.

“We live in an extremely busy time and not everyone can take time to go look at homes, so we are able to provide visual tours to help them narrow down the best opportunities for them.” Thanks to his hard work ethic and unique marketing views he sets the goal of selling a house weekly throughout the year.

Working in real estate has given Brent a sense of fulfillment and purpose. His office has become a home away from home where he brings in the family dog, Biscuit, to greet customers at the front door. He’s not only able to realize his passion of helping people attain their dreams of home ownership, but he’s also able to have a career that never gets dull.

“I love the variety and constant change that working in real estate brings. I do not take for granted the fact that I am able to meet so many people with various interest in comfort, investment, and style of living within their personal home.”

Outside of work Brent is very much a family man focused on spending quality time with his wife and two boys, while also staying immersed in his local community. He is involved in his church and F3, a faith-based workout group. When he has time off he spends it within the family by taking his boys to school as well as watching them play soccer and basketball games.

In the future Brent is hoping to continue to grow his customer base as well as his office.

He is committed to following the golden rule in all daily decisions. He is also open to the idea of starting his own group within the brokerage that could eventually provide a great start for his two sons, if they ever decided to become involved within real estate as REALTORS®, as his parents provided for him.

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To learn more about Brent Henson call 919–272–3152 or email Brent@ipgnc.com Copyright Top Agent Magazine 17

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 18

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.”

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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-

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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 20

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.

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Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader.

1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really 22

important to figure out where they best fit into the operation. Having every team member be an ‘expert’ in their part of the process leads to seamless transactions and a business that runs like a well-oiled machine.

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Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to…

2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results.

Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future.

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Don’t forget to always take in what you can do to be a better team leader as well.

3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers.

Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business.

4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either.

Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business.

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