NORTHERN CALIFORNIA 8-9-21

NORTHERN CALIFORNIA EDITION

How to Answer the Inevitable Question:

WHY SHOULD I CHOOSE YOU? 5 WAYS TO TRANSFORM

RENTERS INTO OWNERS FEATURED AGENTS

MAY HUANG BECKY JOHNS

SMALL YARD? BIG STATEMENT: How to Make the Most Out of Micro Outdoor Spaces

COVER STORY

HEIDY HURST

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NORTHERN CALIFORNIA EDITION

BECKY JOHNS With twenty-two years working in insur9 19 ance, Becky began to feel her passions steer her towards a different career. She grew fascinated watching markets change, seeing people build their real-estate portfolios, and witnessing the artistry of building restoration that transforms a fixer-upper into a client’s dream home.

Becky made the leap to full time real estate in 2005. For the last few years, she was named Top Agent at Keller Williams MAY HUANG Northern HEIDY HURST California/Hawaii Region for 2020.

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transaction for us or looking out for our clie

That care for client closing a deal. Becky clients through mailers on social media, sur and invites to annual e and her team see past c involvement in comm mutual interests.

BECKY JOHNS

When it comes to mark a variety of methods Today, Becky is a REALTOR® leading The Becky buyer. Through Keller Williams, he Johns Real Estate Team with Keller Williams in Chico, robust digital marketing rollout for California. Becky and her eight-person team serve the to over three-hundred-fifty websites CONTENTS area of Butte, Glenn, and Tehama Counties. Currently, a wide range of social media platfor ninety percent of her business is derived from repeat and ings right at a buyer’s fingertips and referral clients. videography and professional pho 4) TURN OPEN HOUSES 18) CREATIVE WAYS TO SAY team fosters a strong pipeline, cultiv “I love the satisfaction of people being happy INTO DESTINATIONS THANK YOUwhen base to reach out personally to poten their goal is fulfilled, whether it’s a sale or a purchase,” their interests to listed properties. A Becky 6) SMALL YARD? BIGsays.

STATEMENT: 22) 5 WAYS TO TRANSFORM RENTERS her team average 100-120 transac mately thirty to thirty-five million in HOW TO MAKEBecky’s THE MOST OUT OF herINTO approach to serving clientsOWNERS comes from

a place of contribution and looking out for a client’s MICRO OUTDOOR SPACES As a REALTOR® who cares abo needs through a transaction. As her business grew, she has TO served as a board memb 26) A STEP-BY-STEPBecky GUIDE built her team of ensuring that 15) HOW TO ANSWER THEaround the intention Youth Sports, CONVERTING INTERNET LEADSand TOScouts. She stay every client is serviced thoroughly. From the beginteering in classrooms, church event INEVITABLE QUESTION: WHY REAL SALES ning, Becky and her team fostered trustLIFE among their school councils.

SHOULD I CHOOSE clientsYOU? as active members in their community, raising

MAY HUANG

families and volunteering at schools and other activities alongside other parents.

“People know and trust us from that and from successful Phone 310-734-1440 | Fax 310-734-1440

transactions with the people that they know.” Becky

When she’s not working, Becky sta of travel, bike rides, and swimm downtime spent with friends and fam

Looking to the future, Becky hopes

mag@topagentmagazine.com www.topagentmagazine.com want to build careers in the busines explains, “We make| sure we are gaining team members

towards mentor role, Beck who to be of highmanner service to clientswithout and make them ofshifts No portion of this issue may bewant reproduced in any whatsoever prior consent the publisher.

TopaAgent growing through empowering the ag feel like helping them get through their transaction is Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by their its authors. fulfill personal bests in sales an the most important thing. Whether it means a completed To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S.

Find out more at beckyjohns.kw.com. Connect with Becky via p at (530) 809-3730 and via email at becky@beckyjohns.com www.

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Turn Open Houses into Destinations People are busy. Even those who are actively looking to buy a house or want to learn about the market for a future purpose have busy schedules.

But with bit of added time, creativity and investment in making open house into destinations, you’ll see greater turnout. And we all know that greater turnout increases the likelihood of offers.

There are several creative ways to hold an open house with a mindset of hospitality and with the goal of providing something of value to each person who attends.

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The neighbors-only open house Some agents embrace the “nosy neighbor” concept as a benefit, not an eye-rolling challenge.

With his client’s permission, Wesley Peters, a Keller Williams broker in the Baltimore Metro Area, often gets the neighbors together before a home hits the market. “We invite other brokers, too, but we include as many neighbors as we can,” he says, explaining that he schedules these events for a Thursday or Friday evening, happy hour-style, rather than midday on a Sunday. They get a better turnout at 5:00 pm than

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midday on a weekend when the neighbors are busy with their lives. In a relaxed setting, conversations flow, neighbors can mingle and catch up, and the buzz begins before the home is listed.

In advance, prepare invitations and hand-deliver them to homes on the streets you and your client agree are best to include. The destination is the event; the value each attendee receives is the social interaction and the removal of any awkwardness over visiting their neighbor’s house.

Your client’s benefit is the buzz.

A turnkey block party any time of year Once a property is listed, some agents take on the role of party planners. Certain streets or neighborhoods, they find, are perfect for lowkey social occasions. In some place, such as neighborhoods with many young families, a bounce-house or games may even ramp up the fun factor. But the idea of a seemingly spontaneous block party during an open house can be easy to pull off, whether you’re serving lemonade and cookies or coffee and pastries. The chance to meet prospective neighbors turns the event into a destination for both buyers and the neighbors; the value comes in buyers’ ability to see how the neighbors interact. Your seller’s benefit is that the grapevine will be filled with happy stories about their home. Tips: By keeping basic supplies in storage, you’ll be ready for a pop-up block party any time. Promote this type of event with targeted social media marketing and fliers or postcards to communities within a short distance of your listing.

Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend? Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property Top Agent Magazine

before the open house begins. Then encourage them to stroll the property during the open house or to sit with you. When visitors ask about needs or concerns they may have about the house – such as loan questions, the cost of improvements or upgrades or even remodeling – you’ll be able to introduce them to an expert on the spot. For that matter, your invited pros don’t even necessarily have to be in home-related businesses!

Prospective buyers always want to know about the community when visiting open houses.

Consider inviting representatives of community

organizations, like youth sports group or owners of mom-and-pop retailers to help your visitors get a feel for the neighborhood or town. For this type of open-house, prepare a flyer or card with your community contacts on it so visitors can leave with resources as well as information.

Open house should be about the buzz. They’re about creating a conversation about your listing and making the home memorable to visitors. By giving people a unique experience they won’t forget, you’ll show your sellers how creative you are in meeting their needs.

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Small Yard? Big Statement: How to Make the Most Out of Micro Outdoor Spaces When house-hunters compile their lists of musthave home items, a dreamy backyard space is often near the top. After all, who doesn’t want an outdoor oasis of their very own? From summer barbecues to open space for your dog to frolic— everyone has their own aspirations when it comes to creating the perfect backyard paradise. But as homebuyers seek properties deeper within city limits, and Millennials opt for properties with 6

urban amenities and access, home-connected outdoor spaces are becoming a bit smaller in stature.

Of course, size isn’t everything when it comes to outdoor space. Even balconies, rear patios, and ultra-tiny yards can provide homebuyers with the outdoor reprieve they crave—even on a smaller scale. For a few ideas that can help you envision all the possibilities of a micro outdoor space, read on for inspiration.

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Think vertically.

When space is at a premium, think up instead of out. In other words, make the most of small spaces by capitalizing on your backyard, balcony, or patio’s overhead height. Mood-setting string lights, hanging pocket or wall gardens, floating shelves, and modern overhead hangings can create a sense of privacy and luxury without cluttering the square footage on the ground.

Soothing sounds set the mood.

Upgrade the look of structural components.

Not in love with your patio pavers? Don’t have the sweetest view off your balcony? Whatever your small backyard living space gripe may be, there’s always a solution if you go back to the basics. Consider the structural components of your outdoor space that you aren’t in love with and there’s likely an affordable, eye-pleasing solution. For instance, plenty of home goods Top Agent Magazine

retailers make a variety of punchy or luxe outdoor rugs that can disguise stained or lackluster outdoor flooring. Power-washing is another great solution for old grime and dirt that’s an eyesore. Don’t have a great view? Planting ivy on bare walls, installing adjustable mood lighting, or hanging planters can create a more inviting ambiance.

While there may not be room for a swimming pool or pond in a micro yard or balcony, you can still bring the calming presence of water to your outdoor oasis. Fountains run the gamut in sizing and price, making this amenity an easy acquisition. What’s more, a running fountain not only adds a soothing sound to your space, but it also helps drown out noise from the street or the neighbors—making your space entirely your own and stress-free.

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Don’t compromise on your culinary dreams.

If you love to entertain in outdoor spaces or relish the chance to man the grill—small outdoor spaces don’t have to trip you up. Grill options (both propane and charcoal) come in a range of sizes, many of which can be outfitted securely to balcony posts or be tucked away and out of sight when out of use. Consider nesting tables or those with a removable leaf to adjust your seating and dining options depending on company.

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Another trick? A small, oscillating fan can keep air flow moving in a small space during grill season—and can be easily affixed to walls or posts, as well.

Don’t let yourself or clients be discouraged by spaces with more limited square footage in outdoor areas. Furniture and design trends have already begun shifting toward providing better small-space options, and at the end of the day, a backyard space is all about providing an area for relaxation. With a few well-placed, strategic choices, you can still have it all.

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HEIDY HURST Top Agent Magazine

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Top Agent Heidy Hurst of The Hurst Team with Dudum Real Estate Group, has earned the Five Star Sales Award for three years running. Most recently she was awarded the Gold, Best of Brentwood Press Award for 2020 by her local newspaper, recognizing her as one of the Best Agents in town.

There’s no one like a 22-year veteran of the real estate industry to remind us of the stakes that come with the job. “People are buying or selling a home for many reasons,” Heidy Hurst explains. “Sometimes they’re making a move under happy circumstances—upsizing to more square footage to make room for an expanding family, for instance. Other times, there’s been 10Copyright Top Agent Magazine

some kind of tragedy, like the death of a family member, divorce or the loss of a job. Some people are buying to invest. Whatever the reason they’ve come to me, the first thing I do is try to put myself in their shoes.”

Heidy began her career in California’s Silicon Valley Bay area in 1999, during the listing only Top Agent Magazine

a few properties as she learned the ropes of her trade. Not long after, she moved to the East Bay area, where her business suddenly took off. Since then she’s been a top producer with many honors to her credit, such as being voted Brentwood’s Best Realtor by her peers in 2005. That same year she started the “million dollar” mania in the East Contra Costa area where she serves, becoming the first agent to sell a home within the city limits for over $1.1 million, an extraordinary accomplishment at the time. She achieved Top Agent Magazine

Hall of Fame status in 2017, and has earned the Five Star Sales Award for three years running.

Most recently she was awarded the Gold, Best of Brentwood Press Award for 2020 by her local newspaper, recognizing her as one of the Best Agents in town.

Since establishing The Hurst Team with Dudum Real Estate Group, she’s built a 99 percent repeat client and referral business, the golden ring for Realtors. The main thrust of that success comes Copyright Top Agent Magazine11

“I love listening to people and learning about what’s happening with their life so that we can understand what we need to achieve in order for them to take the next step. I give them my all, and I’m always real. I’ve never worried about the commission.” down to the way Heidy approaches the job. “I love listening to people and learning about what’s happening with their life so that we can understand what we need to achieve in order for them to take the next step. I give them my all, and I’m always real. I’ve never worried about the commission.”

Heidy’s clients also benefit from her strong negotiating skills and cutting edge marketing 12Copyright Top Agent Magazine

strategies. She also consults with her clients on the design strategies of preparing each home for sale, she has a design back ground she knows what it takes for each invidual property to acquire that “wow” factor and to secure a “top dollar” price. Her stats prove it! She creates a robust marketing campaign for each listing, utilizing the latest technology alongside more traditional methods of advertising like newspaper ads or Top Agent Magazine

postcard mailers. Each property is posted to all of the social media sites, and Heidy generates a buzz by sending coming-soon emails to agents and potential buyers within Dudum’s huge network of contacts.

Her relationship with clients doesn’t end when the transaction is finished either. Heidy sends out bimonthly emails to alert them to market activity in their area that might be of interest to Top Agent Magazine

them, and stays abreast of what’s going on in their lives through social media. Former clients have become friends.

A person of faith, Heidy gives and volunteers time with her local Churches, She’s served at her local church, Fellowship Church as well as donating to the works of other churches around the area. She also participates in donating to the Cancer Walk every June to her local Copyright Top Agent Magazine13

Community, schools, and many other charitable, and Non-profit organizations. Time for herself is spent working out, cooking, listening to music, spending time with “Family” especially her husband of 35 years, her two sons and daughter in law, and grandsons. “I believe in maintaining both a healthy body and healthy spirit, which also helps me do a better job in my work.”

As for her business, Heidy has recently added two more agents to her team, and is focused on getting her broker’s license soon. “I’d like to build a slightly larger team and train them in the practices I’ve found to be successful, so they can continue that dedication to the people we serve.”

For more information about Heidy Hurst, call 925-584-6377, email HeidyHurstFirst@gmail.com, or visit her website at HurstHomes.com www.

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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 16

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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Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

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MAY HUANG

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MAY HUANG

Taking the time to listen to her clients’ needs and figure out their goals is what makes May Huang stand out as a REALTOR®. Specializing in the Sacramento area, and more specifically Elk Grove, May’s dedication for helping clients achieve the dream of home ownership is the main force behind her success, while her experience and compassionate approach allow clients to feel confident in their decisions.

home. It’s an amazing feeling to hand them the keys to the right home and feel their gratitude,” she says, and adds, “I built my clientele around the Elk Grove area, so I’m very committed to helping buyers and sellers around here and teaching them about the community and everything that it has to offer.” However, she is always willing to go where clients take her in order to help them with their real estate needs. “I don’t mind going out of

May is known for her hard work and has been a member of the Sacramento Association of REALTORS® Masters Club throughout the career. Thanks to her dedication and focus on forming long lasting relationships with clients, she has managed to grow a business primarily based on repeat and referral clients. “All my clients are dear to my heart and I take very good care of them. Every client has their own individual story, and I take the time to listen to them and understand their needs so that I can match them with the best possible 20

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town and taking those few extra steps in order to help my clients.” Her diligent work ethic has allowed May to increase her number of transactions every year.

In order to continue nurturing her relationships, May stays in touch with clients even after the transaction is over. “I input all the client data into a system, and I make sure that I know all the important dates so that I can send them anniversary and holiday cards and continue to keep in close contact.”

An important ingredient in May’s recipe to success is her marketing strategy. She likes to use technology and social media to advertise her home tours and listings to help bring more updated resources to the community. “Our brokerage has a great marketing system that helps to promote all our listings online and on social media. The goal is to have a heavy online presence and as many eyes on our listings as possible.”

Outside of her work, May is deeply passionate about being active in her community. “I am part of the Asian Real Estate Association of America (AREAA), a Non-Profit Real Estate organization that makes a substantial impact and positive change for AAPI and the Sacramento community I serve.” She is also an AREAA A-List Top Producer 2020 out of over 17,000 members in the industry.

Going forward, May is dedicated to making business decisions that are aimed at helping people. “I want to be able to help as many families as possible obtain a home. The current market is tricky and competitive, and there are many obstacles on the way to buying a house. That’s why my goal is to provide my clients with as many resources as possible and help better their lives and improve our local community.”

To learn more about May Huang please call (916) 995–6286 or email Maymayhuang0216@gmail.com Copyright Top Agent Magazine

5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 22

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

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Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

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Collaborate with mortgage professionals to find the right financing opportunities

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Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

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pay monthly in a mortgage—while building a lasting asset.

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Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

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Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

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BECKY JOHNS With twenty-two years working in insurance, Becky began to feel her passions steer her towards a different career. She grew fascinated watching markets change, seeing people build their real-estate portfolios, and witnessing the artistry of building restoration that transforms a fixer-upper into a client’s dream home.

transaction for us or not, we’re always looking out for our clients.”

That care for clients extends beyond closing a deal. Becky keeps up with past clients through mailers, emails, exchanges on social media, surprise-drop-off gifts and invites to annual events. Often, Becky and her team see past clients through their involvement in community activities and mutual interests.

Becky made the leap to full time real estate in 2005. For the last few years, she was named Top Agent at Keller Williams Northern California/Hawaii Region for 2020.

Today, Becky is a REALTOR® leading The Becky Johns Real Estate Team with Keller Williams in Chico, California. Becky and her eight-person team serve the area of Butte, Glenn, and Tehama Counties. Currently, ninety percent of her business is derived from repeat and referral clients.

“I love the satisfaction of people being happy when their goal is fulfilled, whether it’s a sale or a purchase,” Becky says.

Becky’s approach to serving her clients comes from a place of contribution and looking out for a client’s needs through a transaction. As her business grew, she built her team around the intention of ensuring that every client is serviced thoroughly. From the beginning, Becky and her team fostered trust among their clients as active members in their community, raising families and volunteering at schools and other activities alongside other parents.

“People know and trust us from that and from successful transactions with the people that they know.” Becky explains, “We make sure we are gaining team members who want to be of high service to clients and make them feel like helping them get through their transaction is the most important thing. Whether it means a completed

When it comes to marketing, Becky utilizes a variety of methods to reach the right buyer. Through Keller Williams, her team can engage a robust digital marketing rollout for each listing, posting to over three-hundred-fifty websites. Boosted ads across a wide range of social media platforms put Becky’s listings right at a buyer’s fingertips and feature cutting-edge videography and professional photography. Becky’s team fosters a strong pipeline, cultivating a contact database to reach out personally to potential buyers matching their interests to listed properties. Annually, Becky and her team average 100-120 transactions and approximately thirty to thirty-five million in volume.

As a REALTOR® who cares about her community, Becky has served as a board member for Soroptimist, Youth Sports, and Scouts. She stays involved, volunteering in classrooms, church events, and helping with school councils.

When she’s not working, Becky stays active, as a lover of travel, bike rides, and swimming. She cherishes downtime spent with friends and family.

Looking to the future, Becky hopes to help others that want to build careers in the business. As she gradually shifts towards a mentor role, Becky sees her business growing through empowering the agents on her team to fulfill their personal bests in sales and service.

Find out more at beckyjohns.kw.com. Connect with Becky via phone at (530) 809-3730 and via email at becky@beckyjohns.com www.

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A Step-by-Step Guide to

Converting Internet Leads to Real Life Sales In the era of apps, instantaneous social platforms, and text messaging, it’s little surprise that the modern homebuyer begins his or her search for real estate representation online.

Even if you’ve got a top-notch website or an influential social media presence, how do you connect with web surfers who have yet to commit to the services you offer? Take a look below to learn a few key techniques to bridge the gap between digital interest and real-world sales.

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RESPONSIVENESS IS KEY Like it or not, our digital culture relishes immediacy and instant gratification. With that in mind, be sure to stay on top of online interest forms, e-mails, or newsletter signups. Don’t let an online lead go to waste by taking too long to engage and follow-up.

Things move fast, and it’s easy for potential clientele to forget which websites they’ve visited. Even if your lead isn’t ready to commit then and there, you demonstrate your

Top Agent Magazine

Top Agent Magazine

Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION When online back-and-forth goes stale, communication drops off quickly. If you’re following up via e-mail, social media, or text, be sure to keep topics focused squarely on the potential client. Ask open-ended questions to give your lead the opportunity to loosen up and engage on a personal level. There’s no better way to cement a digital lead than to take a pointed interest in the specifics of their situation. Doing so transforms the impersonal invisibility of the internet into a true connection.

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when Top Agent Magazine

adding value to your follow-up technique: incorporate area promotions and access to local events, make a date for coffee, or offer a brief consultation free of charge to make the first move.

DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease.

Digital leads don’t have to be difficult to capture. The internet plays a powerful role in funneling modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.

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Top Agent Magazine