NORTH CAROLINA 2-8-21

NORTH CAROLINA EDITION

How to Send SMARTER EMAILS Welcome Home: WORKING WITH RELOCATORS IN TRANSITION TOP 4 WAYS TO

JUICE UP YOUR

OPEN HOUSE STRATEGY

COVER STORY

CARRIE KIRBY FEATURED AGENTS

GRETCHEN COLEY JESSICA SINSKI

NORTH CAROLINA EDITION

GRETCHEN COLEY JESSICA SINSKI

Asmy a Realtor who an do As a 16-year-old, Jessica Sinski would With 20 years of experience in on this journey buyers 7 the 17agent in 23witha year, with a secon help out her mother, a sales real estate business, and a background sellers because it’s socoordinator, personal. Gettin Jessica New York, with her work. She spent working with builders and developers, to know their families theis canand be. being Her goal her weekends in her mother’s broker’s lives a cake walk office cold calling For-Sale-By-Owner Gretchen Coley is a real estate powerfor them during the highs and lowsas process Iofalso selling p ads from the newspaper, which planted house. Known for her positive attitude this process is very special. enjo transaction easy fo the seed of what would become a blosand a proven track record of client satthe marketing piece of it: strategical “I’m straightforwa soming career of Jessica’s own as a isfaction, buyers and sellers can count figuring out who thecomplicate perfect buyer things.f Realtor. Jessica has now been a licensed on Gretchen to make their real estate the home is, and howwith to get homc her that clients agent for five years, working primarily her business w in Charlotte, NC and the surrounding dreams a reality. Licensed in North in front of that buyer out online.” leaves them hangin area.

She’s made a name for herself as a Carolina since 2000, Gretchen started market knowledge, force to be reckoned with in the industry KIRBY GRETCHEN COLEY JESSICAher SINSKI The Coley GroupCARRIE one year ago and Besides work Gretchen is through active ents deftly in a short amount of time, and become an proudly serves clients throughout the involved herThey community.

She o estate. come out on theisoth elite agent in her community. Jessica’s combination of in were met theirLIF ne communication and a persistent Greater Raleigh Area with her team straightforward of thework boardtheir of goals directors forandthe ethic have proven more than enough to make for a suchighly skilled and seasoned agents.

Skills foundation, an organizatio cessful career in real estate. free time, Jessica lovesf devoted In to herproviding housing She also loves to go out to ea Marketing plays a crucial role in Gretchen’s recipe children aging out of foster care. “Having gon Jessica gets 100% of her business from referrals and her friends. For the future, Jessi to success. “I’ve worked with builders create anddoes no through a similar experience in my life, the work th number of transactions even furt repeattoclients – she advertising.

Her clients CONTENTS bring neighborhoods to life, so I received a very fast organization does is very near and dear to my heart keep coming back and recommending their friends invest in more properties in 202 in quality real estate service in th to her listings because she works efficiently andagets results,of the education on marketing and how to make stand She is also co-chair Top Producers Council Jessica Sinski a call today! all while being a direct communicator.

“I like nothout.” Gretchen uses cutting-edge technology tactics to 18) Raleigh and works with local food banks.

4) INCORPORATING HOW TO SEND ing more than helping clients reach their end goal,” get herCHARITABLE sellers the top price for their homes.

“We do SMARTER GIVING IN YOUR EMAILS Jessica says. She is willing to do what it takes to make specific listing videos for every single house that tell a Going forward Gretchen wants to continue growing h that happen.

REAL ESTATE PRACTICE story of the home and help the buyer understand what team while maintaining the same level of customer ca 20) WELCOME that home’s value proposition is.” She also has works with clients toHOME: expect from The Coley Grou Jessica earned the trust of herhave clientscome by being 13) TOP 4 WAYS TO JUICE UP WORKING WITH straightforward in the way that she tells them what to bloggers, social media influencers, and networks with “Our main focus is to RELOCATORS provide our buyers and selle expect from their transactions, and consistently delivYOUR“30% OPEN HOUSE STRATEGY TRANSITION other agents. of our houses are sold before they IN with the highest level of service.” ering on their expectations. Jessica is knowledgeable even go online. I think that’s a true about testament howmarket trends and she delivers currentoflocal strong our marketing strategy is.” her information in a timely manner. This way, cli-

ents’ expectations are easily met, and their experience is smooth. my clients how things are going to In order to nurture client bonds, Gretchen and “I hertellteam upfront, and that’s usually exactly how it plays Phone 310-734-1440 | Fax be 310-734-1440 host frequent client appreciation events.

“We throw out,” Jessica says. She knows how to foretell the way | www.topagentmagazine.com To learn more about J a lot ofmag@topagentmagazine.com fun events and always try atotransaction surprise clients will go and to act on it. This reliability please call (980) 3 with thoughtful Wemay want themmakes to know that they Jessica trustworthy andwithout easy toprior work with, of qualNo portion ofgifts. this issue be reproduced in any manner whatsoever consent the publisher. Top Agent email jessica@bowmanpro Magazine published FeatureAnother Publications GA,have Inc. Although precautions are successful taken to ensure the accuracy of published ities that made her popular and in the are thought of isand caredby for.” way Gretchen carolinapropertypro.com visit materials, Top Agent Magazine cannot be held responsible real estate sphere.for opinions expressed or facts supplied by its authors.

expresses her appreciation is by helping educate cliTo subscribe or change address, send inquiry to mag@topagentmagazine.com. ents. “IPublished strive to buyers and sellers make educated in help the U.S. decisions because I always want to set them up for success.” Due to her hard work and dedication, she finished 2020 with $60,000,000 in sales volume.

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Gretchen’s passion for her job stems from the fact that

www.

Copyrig

For more about Gretchen Coley Top Agent Magazine please call (919) 526-0401, email info@thecoleygroup.com,

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

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 4

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

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Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless Top Agent Magazine

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

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the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

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consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

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CARRIE KIRBY

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When Carrie Kirby met her husband, Jacob, whose family had an extensive history working with real estate, construction, and development, she decided to get her own real estate license and join the family business. She began working for Kirby Real Estate Group in 2006 and has been helping clients in North Carolina find their perfect homes ever since. Two 8 Copyright Top Agent Magazine

years ago, Carrie helped establish a new Real Estate firm—Premier Real Estate— where she currently serves as both the managing partner and REALTOR®.

Carrie is deeply committed to helping buyers and sellers navigate the transaction process to achieve the best results. She serves a large client base Top Agent Magazine

TESTIMONIAL

“We have bought and sold several homes with Carrie Kirby over the last several years.

She is, by far, the best real estate agent with whom we have ever worked. She works hard for her clients to make sure every single aspect of your real estate transaction is both pleasant and seamless.”

—The Gulley’s

that includes first time buyers, military, investors, and retirees. She pays special attention to customer service and ensures that they are given all the guidance, knowledge, enthusiasm and Top Agent Magazine

patience that’s necessary. Thanks to her professionalism and attention to detail, her business is almost primarily made up of repeat and referral clients. “I always put the client’s needs first. I advocate for Copyright Top Agent Magazine 9

TESTIMONIAL

“I love working with Carrie. She is the epitome of a broker advocate who focuses all her attention on the client at every turn. It’s always about the client with Carrie. She passes every litmus test for advocacy that is required in a full time professional broker. No teams, just one on one full time attention witha servant’s heart.” —Bill Sahadi, Broker/Owner - Fore Properties

them, I’m accessible and responsive, and work to develop trust. I want clients to be confident and happy. Communication in this business is key,” she says.

Premier Real Estate is ending this year with over $34,000,000 in sales volume.

A big part of the team’s success is their strategic approach to marketing, which, 10Copyright Top Agent Magazine

aside from the traditional MLS, includes a heavy focus on social media and playing up the strengths of each property.

“The goal with my listings is to highlight the uniqueness of each property,” she says. Carrie also adds that it’s the personalized approach that makes them different from other agencies. Carrie is Top Agent Magazine

heavily involved in their construction company where they were just voted “Best of the Pines” 2020 for home builder for Moore County, NC. Outside of work Carrie is rooted and invested in the Sandhills community.

“I simply love the feeling of helping Top Agent Magazine

people. I’m a native of Pinehurst, so to be able to show clients around our town and explain why we love it and why it’s a great place to live, and raise your family in, is very fulfilling.” She is also active at her children’s school, an avid runner and loves everything fitness related.

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Carrie is always focused on helping her clients and growing her referral base at Premier Real Estate. “Our team is committed to serving their community and maintaining their reputation for providing

clients with superior service. We are looking to possibly expand in 2021 to accommodate all our agents and recruit more people so that we can provide our clients and agents with the very best,” Carrie says.

To learn more about Carrie Kirby call (910) 528–6160, email carrie@kirbycompanies.com, or visit kirbycompanies.com/about www.

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Top 4 Ways to Juice Up Your Open House Strategy

by Rob Flitton

I go to open houses, but not just because of my profession or interest in architecture and interior design. I go to open houses to see how effective real estate agents are at selling. It has been rather eyeopening because there is very little selling going on—the average open house strategy needs work.

1.Build a Dynamic Open House Booklet After they leave, open house visitors will discard a one-page for-sale info sheet naming a home’s features. But they will keep, and possibly use, a 6 or 8 page booklet loaded with interesting items that directly solve problems for them.

Perhaps “selling” is considered an outdated skill, or that it feels socially awkward for agents to be regarded as a salesperson. But if you’re a real estate agent, you are a salesperson. At most of the open houses I go, I see money floating out the door every time a visitor leaves because of the agent’s inability or refusal to sell.

It will require some strategic thought to nail the content and design, but perhaps include: (i) descriptives about the benefits of buying the property you’re showing, and not just data, (ii) compelling reasons why they should consider working with you along with a web link to search for listings on your website, (iii) a web link telling them how to get a prompt, written estimate on the value of their home, or to find out what other homes in their neighborhood sold for, (iv) possible discounts on real estate related services—maybe a reduction in fees from your preferred lender, or a reduced home inspection price, (v) possible discounts on non real estate related items.

An open house is a lucrative opportunity to find buyer or seller clients –selling the listing itself may also be the goal, but an agent should not pass up this chance.

There are 4 distinct strategies an agent can immediately employ to juice up their open houses and get awesome leads.

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youcombine combinethis thisdynamic dynamic booklet booklet If Ifyou withproperly properly trained trained closing closing lan lanwith guage,asastouched touchedupon upon below, below, itit is is guage, somethingthe the average average person person will will something eitherkeep keepand anduse useororpass pass along along to to either someonethey theyknow. know.AAwell well designed designed someone booklet canbring bringyou youaalot lotof ofbusiness. business. booklet can

data—and interesting data—andthey theyare arevoid voidofofinteresting or problem-solving problem-solvinginformation. information.

the14 square footage, and the standard

Top Agent Magazine neighborhood is very appealing.

2.Work 2.Work The TheNeighborhood Neighborhood A A few few days daysprior priortotoyour youropen openhouse, house, find the names and addresses (from find the names and addresses (from tax 2020 tax records—or records—orelsewhere) elsewhere)of,of,say, say, homes in each direction from the homes in each direction from the Pre-internet, both open houses for open house.

Pre-internet, both resale listings, andopen modelhouses homes for for open house. resale and model homes for For the cost of postage and some new listings, construction, relied on strategic For the costmail of apostage some new construction, relied on strategic postcardand to these collateral materials (handouts).

Vis- sweat-equity, sweat-equity, mail a postcard collateral materials (handouts). homeowners inviting them to to these the itors were ostensibly looking at Vis sev-- 80 ostensibly looking at sev 80 homeowners inviting them to itors were eral competitors at the same time, so open house and offering somethingthe eral competitors at thehad same time,the so unique open house and offering something collateral materials to have and compelling—perhaps a collateral hadback to have the drawing unique or and compelling—perhaps power tomaterials bring them to your giveaway for those willing a giveaway willing power to great bring call themtoback to your drawing provideortheir opinionfor onthose the asking site—a action, eye- to of the their homeopinion (and theon entry catching color,call identification the price to provide the card, asking site—a great to action, ofeyecourse, net(and youthe their email benefitscolor, of buying your product. price of thewill home entry card, catching identification of the of address and will phone People of course, netnumber). you their email benefits of buying your product.

Yet at open houses today, I primarily are generally nosy and like toPeople be address and phone number). bland houses information dis- validated, so asking theirlike opinion are generally nosyforand to be Yetseeat open today, sheets I primarily cussing features—the listing price, on something hap pening in their own see bland information sheets dis- validated, so asking for their opinion very appealing. the square footage, andlisting the standard on somethingishap pening in their own cussing features—the price, neighborhood

And, it is best to mail them again right after the open house to talk about what happened.

“From our Saturday open house, we discovered 3 qualified and eager buyers that are now looking for a home in this neighborhood—if you would like to know what your home is worth for these buyers to consider, please give me a call.”

dynamic booklet and say: “Please enjoy our open house, and am hoping you’ll do me a favor. This booklet is loaded with great information about, and if you become interested at some point in buying or selling, would you please call and give me the opportunity to earn your business? Or if you happen to know someone now who is looking now, would you kindly pass this booklet onto them?”

Also, adding on door-knocking or If they reply with a “don’t know” type flyer-hanging to your mailings boosts of answer this usually means they are your neighborhood equity even more. indeed looking but are just not ready yet to reveal this to you, so you will 3.Close and Qualify need to work to make a connection.

Engage every single visitor in closing Good consultative sales connections dialogue, because every single visitor are made when you can make them feel you’re not pushy and are able to is there for a reason. directly resolve their problem.

While smiling, with shoulders erect, and maintaining suitable distance, A “yes” type of response is great, but look them in the eye and offer your you should take the qualifying step of handshake while stating your full asking them if they’re working with another agent. If they are, the dyname and company—and then ask: namic booklet comes in handy again: “Are you out looking to buy a home “If for any reason your agent is today?” unavailable to show you homes, I can be reached at the phone number in There are 4 categories of answers, this booklet. Plus, it contains fantastic and any answer they provide is an resources for searching online and a opportunity to get to the marrow of discount on financing.” what they need. There are “nos”, “don’t knows,” “yeses,” and “other.” If you can’t get a sandwich, get a bite.

If they are definitive about looking, If they reply with a “no” variety of and don’t have an agent, then they are answer, then you can hand them your available for you to work with and Top Agent Magazine

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here again you need the right type of closing and qualifying dialogue.

The goal here is to evoke from them their home-buying goals so that you can match and narrow down to a single opportunity. It’s a mistake to present multiple listings to a buyer at once. Ask broad questions and then narrowing questions followed up by “if-then” questions.

Example: “What types of functions do you want in your new home, or activities near your neighborhood?”

Followed by something like, “is the number or size of bedrooms important to you?” Followed by, “so if I can show you the kind of home we just described, are you ready to go see it and possibly make an offer?”

4.Have Interactive Tech Tools Onsite It is the worst feeling to engage someone as a potential client at an open house and then have no tools available to solve their problem— don’t assume they aren’t going to want to do business right away.

If you’re engaging a potential buyer, you better be able to instantly gratify their desire to see viable homes online so internet access and an easily view-able screen are necessary. They may ask you to go see other homes in-person, so you need to have a coagent available to either show them those homes, or spell you off as host while you do. You may be asked to write up an offer for them so you will need the tools and ability to create and e-sign documents.

Naturally, any objections or “nos” you receive in this process are just fan- When a potential listing client is in tastic opportunities to learn about their front of you, you need to be able to needs and earn a connected trust. show them recent comparable sales and may even be asked to list their The “other” thing they might tell you home and will need the tools and is that they’re not a buyer at all, but a ability to create and e-sign documents potential seller. Potential sellers often for taking that listing. go to open houses to find out how their home stacks up, but are you It happens sometimes—but it never aware what the number one reason happens if you’re not ready. they attend open houses is?

Potential sellers go to open houses to Rob Flitton is a Seattle Real Estate Mardirectly or indirectly interview you, a keting specialist helping independent agents to increase their income. Email Rob potential listing agent. And they hire robflitton@gmail.com at any time or call/ confident, prepared professionals. text him at 206-612-2314.

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GRETCHEN COLEY With 20 years of experience in the real estate business, and a background working with builders and developers, Gretchen Coley is a real estate powerhouse. Known for her positive attitude and a proven track record of client satisfaction, buyers and sellers can count on Gretchen to make their real estate dreams a reality. Licensed in North Carolina since 2000, Gretchen started The Coley Group one year ago and proudly serves clients throughout the Greater Raleigh Area with her team of highly skilled and seasoned agents.

Marketing plays a crucial role in Gretchen’s recipe to success. “I’ve worked with builders to create and bring neighborhoods to life, so I received a very fast education on marketing and how to make listings stand out.” Gretchen uses cutting-edge technology tactics to get her sellers the top price for their homes. “We do specific listing videos for every single house that tell a story of the home and help the buyer understand what that home’s value proposition is.” She also works with bloggers, social media influencers, and networks with other agents. “30% of our houses are sold before they even go online. I think that’s a true testament of how strong our marketing strategy is.”

In order to nurture client bonds, Gretchen and her team host frequent client appreciation events. “We throw a lot of fun events and always try to surprise clients with thoughtful gifts. We want them to know that they are thought of and cared for.” Another way Gretchen expresses her appreciation is by helping educate clients. “I strive to help buyers and sellers make educated decisions because I always want to set them up for success.” Due to her hard work and dedication, she finished 2020 with $60,000,000 in sales volume.

Gretchen’s passion for her job stems from the fact that she genuinely enjoys working with people. “I love going Top Agent Magazine

on this journey with my buyers and sellers because it’s so personal. Getting to know their families and being there for them during the highs and lows of this process is very special. I also enjoy the marketing piece of it: strategically figuring out who the perfect buyer for the home is, and how to get that home in front of that buyer online.”

Besides her work Gretchen is actively involved in her community. She is on the board of directors for the LIFE Skills foundation, an organization devoted to providing housing for children aging out of foster care. “Having gone through a similar experience in my life, the work this organization does is very near and dear to my heart.”

She is also a co-chair of the Top Producers Council in Raleigh and works with local food banks.

Going forward Gretchen wants to continue growing her team while maintaining the same level of customer care clients have come to expect from The Coley Group.

“Our main focus is to provide our buyers and sellers with the highest level of service.”

For more about Gretchen Coley please call (919) 526-0401, email info@thecoleygroup.com, or visit thecoleygroup.com www.

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How To Send

SMARTER EMAILS

Email is a great tool for agents to use when trying to stay in touch with their past clients, as well as for reaching out to prospective clients. However, used incorrectly it can make your attempts to reach out seem like spam. The secret to using email effectively is making sure that everything you send out does one thing: ensure that you remain relevant to your contacts. To do this you have to get personal. Personalization will go far to ensure that your contacts are actually clicking on your emails. This means that if you do reply on an automated drip email campaign to build business, you need to customize your content so that it delivers something meaningful to each individual recipient. Here are some steps that will help you do exactly that:

1. SEND A WELCOME EMAIL TO

NEW CLIENTS AND PROSPECTS Rather than simply add new contacts to your automated email drip campaign, make sure to send each new contact receives a warm welcome as well. Sending a welcome email along with adding new contacts to your drip campaign is proven to be 86 percent more effective at catching your contact’s attention. Let them know they are welcome and that you appreciate their interest.

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2. NURTURE YOUR RELATIONSHIP

THROUGH YOUR EMAIL To let your potential client know that you are thinking about them by sending them useful content that relates to the process of buying or selling a house. Some great topics include credit score information, ways to save money, regular market updates, what buying in your market is like, information about the neighborhood, tips on how they can prepare their home for sale, and other relevant information. A great way to

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add to these emails’ punch is to time them so that they coincide with what that individual is going through and dealing with at that time on their path through the buying or selling process.

3. CELEBRATE IMPORTANT DATES

Everyone loves to be noticed and appreciated.

Schedule emails to go to each client that celebrate their purchase anniversary or birthday.

Make sure you include a personal note and your own wishes that the year ahead goes well for them. If you’ve been a bit out of touch with your contacts, you might want to send them a friendly hello.

4.

MOBILE-FRIENDLY EMAILS With our phones being akin to mini computers, most people read their emails on their phone these days. So, it is particularly important to make sure that your emails are rendering well on the smaller screens. If you want to make any kind of impact, you have to run a mobile-friendly email campaign in today’s world. You are going to lose a lot of your audience if they can’t read your email on their phones.

5.

TRACK THE PERFORMANCE OF YOUR EMAILS AND ALTER ACCORDINGLY The best way to make sure your emails are being read and making the kind of impact you desire is to consistently monitor the analytics,

and see what your readers are actually clicking on and what elements are most popular with your contacts. Going forward you can alter different elements of your email campaign such as content, images, graphics, and even smaller elements like your subject line to draw in more clicks from your readers, and cater to what grabs their attention.

You also want to follow a targeted email strategy. The best way to do this is segment your email list based on the data from your CRM and the demographics of your contacts. Different clients are going to be interested in different content. Long-time clients looking to buy a second home or possibly downsize are going to be interested in completely different content than your first-time buyers. A good way to filter your contacts is by looking at which ones are looking to buy or sell, how far along in the process they are, as well as other important information about them.

6.

DON’T SPAM UNDER ANY CIRCUMSTANCES You probably already know that flooding your clients’ emails is big no-no. However, different people have different ideas about what is too much contact. One great way to approach this problem is to ask your clients whether they would prefer weekly, monthly, or occasional emails from you. This way you can cater to each client’s preference.

The emails you send your clients can often be a double-edged sword when it comes to how well they work to bring in business. Following these simple rules will help your emails be as successful as they can possibly be, and will make your contacts much happier with you. So, don’t just send out emails without doing your homework about how to do it right. Your email campaigns can be a powerful tool if you know how to create and utilize them in the right manner.

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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 20

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

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Top Agent Magazine

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.

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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?

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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?

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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.

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JESSICA SINSKI As a 16-year-old, Jessica Sinski would help out her mother, a sales agent in New York, with her work. She spent her weekends in her mother’s broker’s office cold calling For-Sale-By-Owner ads from the newspaper, which planted the seed of what would become a blossoming career of Jessica’s own as a Realtor. Jessica has now been a licensed agent for five years, working primarily in Charlotte, NC and the surrounding area. She’s made a name for herself as a force to be reckoned with in the industry in a short amount of time, and become an elite agent in her community. Jessica’s combination of straightforward communication and a persistent work ethic have proven more than enough to make for a successful career in real estate.

Jessica gets 100% of her business from referrals and repeat clients – she does no advertising. Her clients keep coming back and recommending their friends to her because she works efficiently and gets results, all while being a direct communicator. “I like nothing more than helping clients reach their end goal,” Jessica says. She is willing to do what it takes to make that happen.

Jessica has earned the trust of her clients by being straightforward in the way that she tells them what to expect from their transactions, and consistently delivering on their expectations. Jessica is knowledgeable about current local market trends and she delivers her information in a timely manner. This way, clients’ expectations are easily met, and their experience is smooth. “I tell my clients how things are going to be upfront, and that’s usually exactly how it plays out,” Jessica says. She knows how to foretell the way a transaction will go and to act on it. This reliability makes Jessica trustworthy and easy to work with, qualities that have made her popular and successful in the real estate sphere.

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As a Realtor who does 16-24 transactions a year, with a second job as a transaction coordinator, Jessica knows how busy life can be. Her goal is to make her clients’ lives a cake walk as they work through the process of selling properties. “I make the transaction easy for them,” Jessica says.

“I’m straightforward and I don’t like to complicate things.” Jessica follows up with her clients consistently throughout her business with them, and never leaves them hanging. With her depth of market knowledge, she can guide her clients deftly through any challenge in real estate. They come out on the other side knowing that their goals were met and their needs covered.

In her free time, Jessica loves doing craft projects.

She also loves to go out to eat food or dance with her friends. For the future, Jessica hopes increase her number of transactions even further and to personally invest in more properties in 2021. If you’re interested in quality real estate service in the Charlotte area, give Jessica Sinski a call today!

To learn more about Jessica Sinski please call (980) 365-3575, email jessica@bowmanproperties.com, or visit carolinapropertypro.com for more details www.

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