NORTH CAROLINA 8-23-21

NORTH CAROLINA EDITION

UNTANGLING THE BIDDING WAR:

A BUYER’S & SELLER’S PERSPECTIVES

7 Simple Tips that are Proven to Help You

STAY AHEAD OF THE COMPETITION Top Agent Tips and Questions for

CHOOSING YOUR LISTING AGENT

COVER STORY

MARTY WILCOX FEATURED AGENTS

EDDIE DELANEY DREW MAHER LAUREN ROBERTSON TRACY SEXTON

NORTH CAROLINA EDITION

LAUREN ROBERTSON DREW MAHER TRACY SEXTON

EDDIE DELANEY

Topher agent Tracy Sexton – of Ann Black Anothe WhenofLauren Robertson was finishing Lauren provides substa ew Maher got his first taste real estate Drew’s flips create listings that the age 7 15 16 19 23 Realty in Thomasville, North Carolina role in \When it comes to listings, Eddie stages Delaney grew up on Long freshman year of college at the University clients, and she is some is a truly dedicated who is are able to market betoherh ough taking a shot flipping a house in Realtor his firm his clients’–homes to attract maximum New York, the son of a at Master of North Carolina-Wilmington, she got a your side when trying t solidly committed to helping her many to mark interest from buyers, and worksgrow strictly their businesses. He has a mar nter. founddoing his life’s calling hadHebeen construction work for grateful clients achieve their real estate include with a friend working aswith a sales assisof a real estate transactio one professional photographer he the time he spent helping job goals. Tracy’s focus ing on providing top- in his firm who makes with los methough time, and thoughthisit sounded like director trusts to create beautiful images of the the path he took was tant for a company that sold custom homes. of-the-line customer service has resulted other m thing to more try. attracted As This it turns realtaste of real each property reaches maximum ex property, which are then marketed yood his own.

“I was in aand rapid ascendancy in with the real estate fo was out, her first estate, Lauren maintains asure stron other details of the listing on the MLS, sales side of the business,” Eddie ate quickly became ashe full-time career sure across multiple platforms, includ working business, and this has contributed greatly the business. in order to connect wi media platforms, and real estate ns. “I’m a people person, so I love quickly learned to lovesocial do ever to her stellar reputation as a trusted and Drew as people from his community Facebook, Instagram, and asstw She worked in the corporatewebsites. financeHis field bolster herYouTube, marketing accurate pricing is calcug to know clients, their needs, and right ma honest real estate advocate for both buylatedshe to ensure clients the as highest my knowledge of NC, the market to several Kannapolis, where he EDDIE grew up, their companyTRACY website, and anextensi in-ho ket ana ers andhis sellers alike. for years after that, but tises her listings MARTY WILCOX DELANEY DREW always MAHER LAUREN ROBERTSON SEXTON value on their investment with the shortest time on hem achieve whatever goal they’re aiming for.” for thei felthelp attracted real estate, and in 2018 she media andthat the MLS, as w rted to seek him out to themtowith transaction coordinator ensures the market.

Tracy – a Thomasville native who knows her margot license and made the plungeketinto party and netw ir real estate needs. Now, Drew is the process goes from When she’scontrac not work like the back of her hand - began her smoothly journey in websites, knowledge is considerable.

Eddieher moved to nothing more than the world of real estate in 2018, following a lengthy career as a full-time across the country phot in os Florida when he was 25 anda of began Eddie’s Realtor. dedicationLauren to servinghas people extends closing. into his In addition wner/Broker-in-Charge hisworking own real to professional including her two you career working in corporate America.

“I had quit that entex Homes, specializing inseen land an acquisition personal life asofwell.

He andand his wife run a nonprofit impressive amount growth exposure for eachlisting prope ate firm, DM Properties & Associates, raphy and staging, almost every back to her communit job so I could be at home with my child,” she recalls. gh- volume mortgages, and covering a terribased out of Rwanda, helping build businesses and success over the creating last fewentrepreneurs years, and “When she hasdecided solidified ofto prospective buyers.

Lauren closed get back to work, Miami Dade to Indian River County.as Atathe there. IThey areit was currently dom has established a reputation promtwotime agents assigned toI it which is an ad Looking to achievi the future found a Carolina job as an Assistant a localand veteran agent,to continue as a prominent Realtor North byhomesto2020, hopes of his business there he washerself closing approxiworking with his firminto raise $10000 to rebuild nt Realtor in his area of North Carolina. value for DMP clients.. opening her own brok Ann Black, who has been doing real estate for almost CONTENTS y $10 million a month in volume, working with in a village that was destroyed in a volcano eruption in

offering consistently exceptional service to her clients.

tion numbers in the years to come.

Throughout her work, Lauren goes above and beyond to

customer service tha Lauren lives an active lifestyle - in

forty years.

She taught everything I know. I truly arching objective, ho different clients. The lessons he learned would the Congo, and have recently completed a wellme there it’s always been: to c loved it, and in April of 2019 I obtained my license.” the way he approached his future business. to help with irrigation.

4) TOP AGENT AND UNTANGLING THE taking in baseball gam hen it comes to interacting with TIPS clients, Drew priorIn17) his free time, Drew enjoys

mous her name Tracy found an impressive level of right out at QUESTIONS FOR CHOOSING WAR: Asuccess BUYER’S es getting tothat know the His inBIDDING the DM Properties box suite thewithKannap help clients inneeds. any way sheprimary can.Eddie Shewants keeps availenjoys running and spending time ou covered early on this work isclient’s more about Going forward, toherself continue to improve of the gate, selling an impressive twenty units in her living,” says Tracy. “ LISTING AGENT & SELLER’S PERSPECTIVES eective than sales.

The YOUR client ishis relying on you asthe a Realtor, to expand into other businesses that throughout work tofor getany best and possiCannon Ballers Stadium, and spending time with able to is answer questions that might arise during community engagement a priority, first partial year alone. She has also built up a solid working in real estate

on a huge investment and through a process dovetail with his real estate work, orwith just those piquereferrals his referral base, currentlyHe counting thethey’re transaction process, andand she uses every resource at their membership inhasthelong Junior results for his clients based on their goals, he family around home. beenLeague invol an be very stressful.

Whether buying interest.

“That means I answer to my clients, so I overall business, an for almost sixty percent of her 13) 7 SIMPLE TIPS 20) EMOTIONAL FLUENCY: her smart disposal to solve problem comes up. “You work with Renaissance West, nonomplishes and seekinghethat in his community, and supports local aorgan ing, I’m able tothis keepby theasking process efficientquestions and never any stop working,” laughs. impressive statistic by any measure, but more soseveral in THAT ARE PROVEN TO HELP HOW TO COMMUNICATE while always looking out fornever best interknow howeach you can help someone,” Lauren says. that break the intergeneratio thetions, highly competitive world of realaims estate.toYouth understand.

“Coming totheir understand other gives including Kannapolis Athletic Progra YOU AHEAD OF THE nd I give my honest opinionSTAY about the decision WITH CLIENTS WHEN TEN“I make sure that I am an accessible support system for poverty through holistic commun eryone confidence throughout the transac- “I Dream On 3, Iand school that he attend e making.involved PeopleCOMPETITION remember that quality of think it’s because reallythe lovelocal peoplehigh and enjoy SIONS ARE HIGH each of my clients, and I am with them every step of Lauren routinely gives back to the feel, and they’ll share the same goal. I making them happy,” Drew says Tracy, when to asked how his team slowly ne, how thatyou wemade are them all working towards In the future, hopes grow the way.” Lauren keeps in touch with she clients throughout amplylevels supports her. If you’re has managed to engenderthat such so impressive ame with their family and friends.”

ure my clients know I will be there long after the of organically allocate more his time to train ne trust and approach loyaltyand amongst those she worksof the transaction and beyond, and her hands-on estate agent inwith.

North Carolina with “I agents want my clients to firm be happy; Iprovide don’t want the them highest to nsaction asinaAsheville, trusted North friend and resource,” Drew says. in his to qualitygetserv erving clients Carolina over to real estate service has enabled hersettle to build a strong real passion for helping others, in for a house that isn’t perfect for them.” Another st 7 years as a Residential and Commercial ve really noticed thatsphere folks of appreciate that they can possible.

If you’re looking for a Firm/Realtor in No influence, through which she getswould the be bulk of unfailing Robertson reason Tracy’s honesty.today!

“I tell it r Associate with Beverly-Hanks Realtors, For more inform like it is with my clients, I don’t tell them what they ch out to me beyond the transaction for whatever the Carolina who is community-oriented and committed herrewarded business from repeat clients and referrals. s commitment to service has him please ca to hear. I treat them the way I would want to grounded largely inled referrals, a| Fax edbusiness may be, which has to a with strong referral base for want their clients, get in touch with Drew Maher or any of email TracyS Phone 310-734-1440 310-734-1440 be treated.” e of 30-40 transactions a year. He doesn’t take her particular background in finance and pricing, self and the agents in With my firm.” wonderful agents at DM Properties & Associates! | www.topagentmagazine.com ccess for grantedmag@topagentmagazine.com and continues to look for ways

Contact Eddie at 828-551-8637 is uniquely capable of helping her clients when rove. “Every transaction has Lauren its own story and No portion of this issue may be reproduced in any edelaney@Beverly-Hanks.com manner whatsoever without prior consent of the publisher. Top Agent or email n to teach.

I try to get a little better each day.” it comes to getting the numbers on their transactions just a lifelong resident Kannapolis, Drew is intimately Magazine of is published

by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published right.

She hascannot spentbealandscape lot of time working with analytics, Top Agent Magazine held responsible expressed or facts supplied by its authors. nnected withmaterials, the culture and real estate offor opinions Copyright Top Agent Magazine To subscribe orand change address, send inquiry to mag@topagentmagazine.com. as such she has a great deal of knowledge when it community.Published His experience with the local market in the U.S. comes to pricing a property correctly. “I work hard to

second to none, and he leverages that information to make sure both my buyers and sellers are getting a great ximize the value he price,” provides to clients.

“Through Lauren says. “When I’m getting a house onto rking in Kannapolis, the I have the unique opportunity market, I get the listing to a point where it will sell 2 improve the market in the areaand where up,” make a competitive efficiently, I helpI grew my buyers ew says. “I’m working and with people offer oninteracting the properties they are looking to purchase.”

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You can contact Lauren at (

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

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Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers.

Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent.

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 4

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Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce.

Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to agents’ opinions.

How will you market the property? Each

Top Agent has a unique set of online or local marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however.

You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours.

What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price.

They’ll also educate you on how best to balance both market time and list price relative to sales histories your area.

Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements.

Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

How will you help with staging? Some Top Agents will pay for part or

all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches.

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What attributes of the property will you want to highlight? Each Top

Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!

What is your approach to Open Houses? How many agent-only Open

Houses will your Top Agent want to host? How many truly Open Houses?

Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

Who will be our primary point(s) of contact from your office? This

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client.

Either approach is wonderful; you get to decide what suits you.

Now, let’s list!

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MARTY WILCOX

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Top Agent Marty Wilcox is a Broker for Lake Norman Realty, where she assists clients throughout Denver’s waterfront and the surrounding areas.

From an early age, Marty Wilcox knew she wanted to call Lake Norman her home.

While she was growing up in West Virginia, her family made frequent trips to their lake house in the area, and along the way, Marty fell in love with the region. So after studying business in Greensboro from 2012 to 2015, she finally made the move to Lake Norman, where she began renting her family’s lake home to vacationers and found 8Copyright Top Agent Magazine

that she had a passion for real estate. As her portfolio of investment and rental properties grew, she decided to pursue her license and launch her award-winning career as an agent, and since then, she has built a distinguished network of partners and satisfied clients that spans the region.

Today, Marty is a Broker for Lake Norman Realty, Inc., where she assists clients Top Agent Magazine

throughout Denver’s waterfront and the surrounding areas. Through her tireless work ethic, entrepreneurial spirit, and strong standard for integrity, she has cultivated a boutique process to navigate any Top Agent Magazine

transaction, from residential real estate to luxury properties and vacation homes.

When listing a property, Marty empowers her clients via a comprehensive strategy.

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“Whether I get a $200,000 listing or a $1 million listing, I approach each transaction with the same sense of respect,” Marty says. “No matter the client, I’m going to give them 100% of my effort and attention.”

After providing her sellers with a suite of professional services, including cleaning, photography, and drone imaging, she shares their home both to a blend of targeted digital campaigns and those in her extensive professional sphere. Always at the forefront of her industry, she also embraces cutting edge marketing techniques like popular lifestyle videos designed to show off not only the property, but also the breezy lifestyle on Lake Norman. For her commitment Copyright Top Agent Magazine 10

to her clients and outside the box approach, she has earned numerous honors in her career, including the Success Award at Lake Norman Realty for her outstanding sales performance.

But Marty is just as devoted to her buyers, leveraging her acute knowledge of the local market to guide them to the right home for their best interests. Through the years, she has garnered accolades all Top Agent Magazine

throughout North Carolina, as evidenced by her rapidly growing rate of repeat clients and referrals. As a winner of the Charlotte Region’s 2020 Rising Star Award and a Five-Star Professional, she remains focused on the personalized service that has set her apart in the first place. “Whether I get a $200,000 listing or a $1 million listing, I approach each transaction with the same sense of respect,” she says. “No matter the client, I’m going to give them 100% of my effort and attention.”

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Outside her career, Marty is deeply invested in her community. On top of training young local softball players, she also participates in local maintenance programs and hosts an annual pig roast for previous clients and Lake Norman locals alike, forging lasting bonds all throughout the region. When she’s not with clients or giving back, she can be found relaxing on the water, caring for her dog, or spending quality time with family. A former student athlete, she also enjoys the occasional softball or tennis outing with friends.

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Going forward, Marty has a bold vision for the future of her business. With 2021 on pace to be a career year, she is excited to continue building her client base and cementing her reputation as the go-to agent for people in her community. “Real

estate is what I live and breathe,” she says. “Because of that, my clients know I’m going to work hard and communicate with them at all times; and most of all, I’m there for them throughout the transaction.”

For more information about Marty Wilcox, email MartyW@lakenormanrealty.com, visit lakenormanrealty.com or call (704) 745-7176 www.

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Top Agent Magazine

7 Simple Tips that are Proven to Help You Stay Ahead of the Competition So you’ve created a successful business, congratulations! You probably did it by providing an unsurpassed level of customer service that not only meets customer expectations but exceeds them in a way that has made you stand out from the rest. As anyone can tell you, starting a successful business is not easy.

Now comes the even harder part. Not only sustaining that high level of performance, but continuing to grow and outpace the competition. There is no resting on your laurels in a competitive business market. Companies that stay successful for the longterm, make an active effort to keep on top. Here are just a few ways you can do the same.

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1. Know the competition It’s not enough to know what you excel at or what makes you unique, you need to know what your competitors are offering that makes them stand out. This serves two purposes: it will allow you to more clearly define your differences, or it may help you identify an area that you hadn’t considered before, opening up a potentially new way in which you can excel above the rest.

2. Know your customers You might know your clientele very well, but as economic conditions change, so does your

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customer’s needs. What might have been a priority a year ago, won’t be if we are in the midst of an economic downturn, for example.

As a business owner you should always be evaluating your strategies in every area constantly, knowing what your customer wants and needs from you is key. In fact you should be using your expertise to analyze potential market changes and anticipate those needs to stay ahead of the curve.

3. Have a strong understanding on what makes you unique Once you accomplish the first two, you should have a clear idea of what unique advantage you offer people. This needs to be clear to everyone, so you can then take that idea and run with it. Find your niche and then market yourself with a focus on that idea. If you have a clear thing you’re selling, it is well worth the investment to market yourself to the hilt with that in mind.

5. Think like your competitors One way your competitors looks to gain customers is by potentially taking yours. It goes without saying, you don’t want to let that happen. You’ve probably built great relationships, so really maintain those relationships by not only providing great service, but service that truly goes above and beyond. Find ways to give more to your customers. You might even want to start offering surveys, where your clients can tell you exactly what they’d like to see.This makes your clients not only feel heard, but blown away when you implement any changes they suggest.

6. Look for untapped markets Don’t settle for maintaining what you have, there could be untapped markets out there.

If you don’t get to them, your competitors will. So even if they come eventually, hopefully you’ll already be the dominate force in that market.

4. Keep up to date

7. Be a great boss

This goes for everything from technology to systems, marketing, and even your own personal image. If you have a brick and mortar location, you want to also keep things looking fresh and modern there, as well. First impressions are important for a reason. Everything about your business should tie into your marketing and branding. What are you selling and does everything line up to support that, from your business cards to your social media pages. Remember the key to branding and marketing is a consistent message.

One of the best things you can do to keep ahead of the rest, is by being a company where top talent and motivated newcomers want to be. Be the company that offers more than a competitive paycheck. Be a place that fosters talent, and offers scheduling and compensations packages that appeal more to people who think outside of the box. This will attract more innovative thinkers who value flexibility. Not only will you benefit from their talents, more importantly, your competition won’t.

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EDDIE DELANEY Eddie Delaney grew up on Long Island, New York, the son of a Master Carpenter. He found his life’s calling during the time he spent helping his father, though the path he took was entirely his own. “I was more attracted to the sales side of the business,” Eddie explains. “I’m a people person, so I love getting to know clients, their needs, and using my knowledge of the market to help them achieve whatever goal they’re aiming for.”

That knowledge is considerable. Eddie moved to South Florida when he was 25 and began working for Centex Homes, specializing in land acquisition and high- volume mortgages, and covering a territory from Miami Dade to Indian River County. At the height of his business there he was closing approximately $10 million a month in volume, working with many different clients. The lessons he learned would shape the way he approached his future business.

“I discovered early on that this work is more about service than sales. The client is relying on you for advice on a huge investment and through a process that can be very stressful. Whether they’re buying or selling, I’m able to keep the process efficient and simple while always looking out for their best interests. And I give my honest opinion about the decision they’re making. People remember that quality of service, how you made them feel, and they’ll share your name with their family and friends.”

Now serving clients in Asheville, North Carolina over the past 7 years as a Residential and Commercial Broker Associate with Beverly-Hanks Realtors, Eddie’s commitment to service has rewarded him with a business grounded largely in referrals, with a volume of 30-40 transactions a year. He doesn’t take that success for granted and continues to look for ways to improve. “Every transaction has its own story and a lesson to teach. I try to get a little better each day.”

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\When it comes to listings, Eddie stages his clients’ homes to attract maximum interest from buyers, and works strictly with one professional photographer he trusts to create beautiful images of the property, which are then marketed with other details of the listing on the MLS, social media platforms, and real estate websites. His accurate pricing is calculated to ensure his clients the highest value on their investment with the shortest time on the market.

Eddie’s dedication to serving people extends into his personal life as well. He and his wife run a nonprofit based out of Rwanda, helping build businesses and creating entrepreneurs there. They are currently working with his firm to raise $10000 to rebuild homes in a village that was destroyed in a volcano eruption in the Congo, and have recently completed a well there to help with irrigation.

Going forward, Eddie wants to continue to improve as a Realtor, and to expand into other businesses that dovetail with his real estate work, or just pique his interest. “That means I answer to my clients, so I never stop working,” he laughs.

Contact Eddie at 828-551-8637 or email edelaney@Beverly-Hanks.com Copyright Top Agent Magazine 15

DREW MAHER Drew Maher got his first taste of real estate through taking a shot at flipping a house he had been doing construction work for some time, and thought it sounded like a good thing to try. As it turns out, real estate quickly became a full-time career for Drew as people from his community in Kannapolis, NC, where he grew up, started to seek him out to help them with their real estate needs. Now, Drew is the Owner/Broker-in-Charge of his own real estate firm, DM Properties & Associates, and has established a reputation as a prominent Realtor in his area of North Carolina.

Drew’s flips create listings that the agents in his firm are able to market to help grow their businesses. He has a marketing director in his firm who makes sure each property reaches maximum exposure across multiple platforms, including Facebook, Instagram, and YouTube, as well as their company website, and an in-house transaction coordinator that ensures the process goes smoothly from contract to closing. In addition to professional photography and staging, almost every listing has two agents assigned to it which is an added value for DMP clients..

When it comes to interacting with clients, Drew prioritizes getting to know the client’s needs. His primary objective throughout his work is to get the best possible results for his clients based on their goals, and he accomplishes this by asking smart questions and seeking to understand. “Coming to understand each other gives everyone involved confidence throughout the transaction that we are all working towards the same goal. I ensure my clients know I will be there long after the transaction as a trusted friend and resource,” Drew says.

“I’ve really noticed that folks appreciate that they can reach out to me beyond the transaction for whatever the need may be, which has led to a strong referral base for myself and the agents in my firm.”

In his free time, Drew enjoys taking in baseball games in the DM Properties box suite at the Kannapolis Cannon Ballers Stadium, and spending time with his family around their home. He has long been involved in his community, and supports several local organizations, including Kannapolis Youth Athletic Programs, Dream On 3, and the local high school that he attended.

In the future, Drew hopes to grow his team slowly and organically and allocate more of his time to train newer agents in his firm to provide the highest quality service possible. If you’re looking for a Firm/Realtor in North Carolina who is community-oriented and committed to their clients, get in touch with Drew Maher or any of the wonderful agents at DM Properties & Associates!

As a lifelong resident of Kannapolis, Drew is intimately connected with the culture and real estate landscape of his community. His experience with the local market is second to none, and he leverages that information to maximize the value he provides to clients. “Through working in Kannapolis, I have the unique opportunity to improve the market in the area where I grew up,” Drew says. “I’m working and interacting with people I’ve known my whole life, and I love every minute of it.” On top of his expertise with his locale, Drew has an extensive background in construction, and is wellequipped to tackle a wide variety of problems that might arise during a real estate transaction.

You can contact Drew at (704) 258-9227, drew@dmaherproperties.com, or visit his website at dmaherproperties.com

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Untangling the Bidding War: A Buyer’s & Seller’s Perspectives In a competitive marketplace, bidding wars become the norm. While this may put sellers in an excellent position to recoup on their investment, it can push buyers beyond their budgets and test their temperaments in the process. As an agent, how do you navigate both sides of the coin? After all, you want to net the best results for your client—regardless of which side of the closing table they’re on. To fortify your approach to a heated bidding war, here are a few ideas and insights to better clue you in on the perspectives of buyers and sellers alike.

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Buyer’s Perspective: Emotions Running High?

Channel it.

When the market is booming, buyers feel the pressure—especially when affordable inventory is limited. This can create stress, feelings of hopelessness, and impulsivity. As an agent, how do you channel this emotional energy into something positive? Consider asking buyers to put those anxieties and high hopes onto paper. Have buyers outline

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who they are, why they’re inspired to buy a home at this juncture in their lives, and how they see their lives unfolding once they become a homeowner (or repeat homeowner). Think of it as a letter of intent.

Buyers benefit from taking abstract fears and dreams and articulating them on paper. Likewise, this document can serve as a valuable tool during a bidding war. Letters like these can help sellers with multiple offers make a personal, emotional connection with a particular buyer.

Sellers Perspective: Manage expectations.

When multiple offers are rolling in on a property, it’s easy for sellers to get carried away. Numbers are flying, expectations are heightened, and sellers may become hypnotized by higher and higher offers and ideal outcomes. While it’s good to celebrate prime market positioning, it’s also important to maintain an even keel so that your seller’s mind is clear and they’re thinking rationally through their options.

Sometimes the highest offer isn’t necessarily the sure thing. Manage your clients’ expectations by leading by example, offering a balanced perspective, and talking them through all potential outcomes so that they don’t only hone in on the best-case scenario.

During a bidding war, tensions are running high for seller’s too, who will soon begin their next chapter in another home. Keep a cool head and remind your client to see the big picture, recognize that it’s possible for some offers to fall through, and to sit tight until the closing table has been successfully reached.

Buyer’s Perspective: How do you authentically and convincingly convey your interest?

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a 18

personal touch can make. Some popular approaches to standing out include personal letters—as mentioned above—tailored to the property. Was the property in question a family home for years? You might have clients detail their dreams of raising a family inside those walls, rather than tear the property down and rebuild something to boost the lot’s value. Including a family photo is also a good tact for personalizing letters in a bidding war. Likewise, little gifts included with your offer can speak volumes about your personality and due diligence as an agent. It may seem a little cheesy, but when sellers are looking at ten near-identical offers, those personal touches can really paint a compelling, personalized picture.

Seller’s Perspective: How powerful is cash?

Data shows that cash offers—typical of investor clientele—double the chances of having an offer accepted. This goes hand in hand with waiving a financing contingency, which also helped boost the probability of an accepted offer, according to research. Cash is king, however, since offers that aren’t completely reliant on comprehensive financing seem to minimize risk for sellers, who are already eager to see a deal go through. Cash deals also tend to go through quickly, freeing sellers up to pursue their next property and move on to new horizons. While not every buyer has the ability to operate in cash, it’s a worthwhile consideration for those in ultra-competitive markets and with liquid capital.

While the bidding process can be stressful for agents and clients alike, it’s important to remember that it’s a time of opportunity, too. If you want to make the most of it as a seller, data shows that a personal touch can endear buyers to their seller counterparts. For sellers navigating a competitive process, it’s important to keep a balanced perspective. For agents, here’s the bottom line: get creative, be resourceful, and use all the tools in your arsenal to achieve the best result for the clients you serve.

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LAUREN ROBERTSON When Lauren Robertson was finishing her freshman year of college at the University of North Carolina-Wilmington, she got a job with a friend working as a sales assistant for a company that sold custom homes.

This was her first taste of real estate, and she quickly learned to love the business.

She worked in the corporate finance field for several years after that, but she always felt attracted to real estate, and in 2018 she got her license and made the plunge into a career as a full-time Realtor. Lauren has seen an impressive amount of growth and success over the last few years, and she has solidified herself as a prominent Realtor in North Carolina by offering consistently exceptional service to her clients.

Throughout her work, Lauren goes above and beyond to help clients in any way she can. She keeps herself available to answer any questions that might arise during the transaction process, and she uses every resource at her disposal to solve any problem that comes up. “You never know how you can help someone,” Lauren says.

“I make sure that I am an accessible support system for each of my clients, and I am with them every step of the way.” Lauren keeps in touch with clients throughout the transaction and beyond, and her hands-on approach to real estate service has enabled her to build a strong sphere of influence, through which she gets the bulk of her business from repeat clients and referrals.

With her particular background in finance and pricing, Lauren is uniquely capable of helping her clients when it comes to getting the numbers on their transactions just right. She has spent a lot of time working with analytics, and as such she has a great deal of knowledge when it comes to pricing a property correctly. “I work hard to make sure both my buyers and sellers are getting a great price,” Lauren says. “When I’m getting a house onto the market, I get the listing to a point where it will sell efficiently, and I help my buyers make a competitive offer on the properties they are looking to purchase.”

Through her skill in price analytics and negotiation, Top Agent Magazine

Lauren provides substantial value to her clients, and she is someone you want on your side when trying to get the most out of a real estate transaction.

Lauren maintains a strong online presence in order to connect with her sphere and bolster her marketing strategy. She advertises her listings extensively across social media and the MLS, as well as other thirdparty websites, and networks with agents across the country in order to maximize exposure for each property to a wide range of prospective buyers. Lauren closed 25 transactions in 2020, and hopes to continue achieving superb production numbers in the years to come.

Lauren lives an active lifestyle - in her free time, she enjoys running and spending time outdoors. She makes community engagement a priority, and through her membership in the Junior League of Charlotte and work with Renaissance West, a non-profit organization that aims to break the intergenerational cycle of urban poverty through holistic community revitalization, Lauren routinely gives back to the local community that so amply supports her. If you’re looking for a real estate agent in North Carolina with experience and a real passion for helping others, get in touch with Lauren Robertson today!

You can contact Lauren at (980) 552-1577 or lauren.robertson@kw.com Copyright Top Agent Magazine 19

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 20

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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TRACY SEXTON Top agent Tracy Sexton – of Ann Black Realty in Thomasville, North Carolina – is a truly dedicated Realtor who is solidly committed to helping her many grateful clients achieve their real estate goals. Tracy’s focus on providing topof-the-line customer service has resulted in a rapid ascendancy in the real estate business, and this has contributed greatly to her stellar reputation as a trusted and honest real estate advocate for both buyers and sellers alike.

Tracy – a Thomasville native who knows her market like the back of her hand - began her journey in the world of real estate in 2018, following a lengthy career working in corporate America. “I had quit that job so I could be at home with my child,” she recalls.

“When I decided it was time to get back to work, I found a job as an Assistant to a local veteran agent, Ann Black, who has been doing real estate for almost forty years. She taught me everything I know. I truly loved it, and in April of 2019 I obtained my license.”

Tracy found an impressive level of success right out of the gate, selling an impressive twenty units in her first partial year alone. She has also built up a solid referral base, with those referrals currently counting for almost sixty percent of her overall business, an impressive statistic by any measure, but more so in the highly competitive world of real estate.

“I think it’s because I really love people and enjoy making them happy,” says Tracy, when asked how she has managed to engender such impressive levels of trust and loyalty amongst those she works with.

“I want my clients to be happy; I don’t want them to settle for a house that isn’t perfect for them.” Another reason would be Tracy’s unfailing honesty. “I tell it like it is with my clients, I don’t tell them what they want to hear. I treat them the way I would want to be treated.”

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Another factor that has played a large role in Tracy’s success story would be her thorough, intelligent approach to marketing her many listings. This includes interfacing and advertising with local businesses, as well as many other methods to gain maximum exposure for her properties. “When I’m working with a client,” says Tracy, “I do everything I can to come up with the right marketing tool for them. I use market analysis to get them the best price for their home.”

When she’s not working, which is rare, Tracy enjoys nothing more than spending time with her family, including her two young grandchildren. She also gives back to her community in a variety of ways.

Looking to the future, Tracy’s possible plans include opening her own brokerage someday. Her other overarching objective, however, will remain the same as it’s always been: to continue providing the excellent customer service that has rapidly become synonymous with her name. “I truly love what I do for a living,” says Tracy. “My only wish is that I’d started working in real estate earlier.”

For more information about Tracy Sexton, please call 336-247-2674 or email TracySexton123@gmail.com

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