SOUTH CAROLINA 1-10-22

SOUTH CAROLINA EDITION

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BE THEIR REALTOR® FOR LIFE:

TIPS TO GET NEW CLIENTS

How to Build a Relationship with Your Clients that Will Last a Lifetime

Things You Can Do to

ANTICIPATE YOUR CLIENT’S NEEDS

Turning Your Profession into a PASSION

FEATURED AGENTS

BEN COLLINS KIM GUEST THERESA HALVERSON YASER PEREZ MARTHA THILL COVER STORY

BROOKE MADSEN

SOUTH CAROLINA EDITION

BEN COLLINS 7

BROOKE MADSEN

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THERESA THERESAHALVERSON HALVERSON

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BEN COLLINS

MARTHA THILL KIM GUEST YASER PEREZ

Martha Thill is based in Myrtle Beach, has managed to inspire soalways photos tak Top Agent Kim Guest – Owner of Guest much has trustprofessional and 24 29 31 South Carolina, working with RE/MAX each property, and ® utilizes her larg Anyoneamongst who has those ever worked with Realtor Group, LLC in Greenville, South Carolina loyalty she works with. “I rapport with Southern Shores, and serving the sur- Ben Collins knows this: when base ofrecognizes people she’s built up over th – is a hardworking, intelligent, thoughtlisten to what they want, and ifhe something is more he could rounding area. Martha worked as a legal to maximize the reach of her netwo a client or them, an opportunity for clients always enjoy ful and deeply knowledgeable real estate for some years, then moved to not a goodneed, fit for I will be completely secretary to profit, he’sthem. goingThey to be there with plan.Martha really a natu professional with more than two Connecticut decades where she did residential honest with know I’matime, never In her free enjoys gard That to proactive mindset is what got reading, him into needlepoint, two years as of experience under her belt. Kim, who going steer them the wrong way. biking, anda sales for Chicago Title prior to moving to the industry in the first place. my real estate cially golf. She has even put her l has built her thriving business onNew a solid Jersey. When moving to New Jersey, wife’s broker golf to use in the she did residential and commercial sales foundation of honesty and integrity, is well As evidence of this professionalism, onecommunity, havin ® before I did,” “My wife became a Realtor President of the Barefoot Ladie and buyran the branch for Chicago Title in needs to look no further than suited to providing her many grateful Zillow.com, Ben explains. “I was lookingAssociation. for a new career, team is Td She alsoThat frequently East Brunswick for several years.

After ers and sellers with expert and honest real onand which site she holds aindustry perfect,I five-star when I studied her realized Williams, money to causes that help thoserec su the commercial side of the market died in overall rating comprised of estate advocacy. raves like this the value aerial photography added for both teamwhich on Sou YASER PEREZ KIM GUEST MARTHA THILL from Tuberous Sclerosis, is a 2007, she moved to Myrtle Beach to start a new career. one: “Kim Guest and Group goher Strand. sodisease Iher wentGuest outhas and got my tating that affected family. In his She got her realtor’s license in 2008, just to sellers bolsterand her buyers, “I was working part-time with myknowledge, mother then decided to try out selling above and beyond for their clients.

They license transactions f real estatetoinallow me to take drone photos.”

Martha feels accomplished as a real estate age at an attorney’s office while I was2010. in colpossess the talent that all great leaders have ing clients in a Withbased her extensive prior knowledge, it seemed that his many repeat and referral clientsinto now Yaser Perez is a realtor in Charleston, CONTENTS is thinking of transitioning more time to trav lege studying to be a teacher,” recalls when they on you, feel if you already begun Ben’s took off from you there.

Heasstarted like Kim, a good fit. Now, with 11 years under -her belt,career she focus South Carolina, and working with Carolina One expect of him. enjoy the fruits ofin herthe labor with her husband, T “and she was telling me that thereaverages were sobetween $10-$11 million in sales, are the35-45 most room. taking aerialimportant photos of person properties, but soon clients, due in and ® making his way through nursReal Estate.

After the future.

She hopes to find a partner who wor 4) BE THEIR REALTOR FOR LIFE: 22) THINGS YOU CAN DO TO per year. up interior photography to the package he attention he o many real estate agents who nevertransactions bothered showing They championadded you at each step of your real-estate transshe began does, in order to eventually the busin Yaser shows great to detail and isto a refer ing he decided to switch andANTICIPATE a and provided.

Clients telling their agents relationships for their closings or school, really help their clients alongcareers, the action, they haveYOUR both theattention smarts and the patience HOW TO BUILD A RELATIONSHIP CLIENT’S NEEDS ensure that herhe clients, who become likehe’s family close friend introduced him to the world of real remarkably close listener, and always aims to The impressive numbers don’t stop there: Martha operhow much they appreciated the quality of the sure the bf way.

She also showed me how much money they made do it efficiently and with care.

My husband and I could WITH YOUR CLIENTS THAT WILL are taken care of.

Looking back on her career, ates on a 99% rate of repeat and referral business. clients’ goals and work to help guide initiating Yaser’s passion for the photos he“IGET was taking, andCLIENTS as he developed a they appreciat 26) 5understand TIPS TO NEW while doing veryestate, little for their clients, andgreat it frustrated notdoesn’t be happier with our home-buying experience.”

LAST A LIFETIME offersAnd these words ofhe wisdom: if you want to be don’t buy leads,” she says.

Shefrom need to, because them in that direction. although is a relafield.

As a Cuban American, having moved her because she felt the clients deserved better.

Itand made tor, you have to be persistent and understand that she has the skills expertise to wow her every client. tively new agent, the vast majority of his business Cuba to MiamiIatcould 9 years old, he understands the plans 30) WHAT THE FIRST THING me realize that was something love Kim’s forto the future of herin already-thriving either it or you’re not.busiSetbacks are inevitab 13) 4 QUALITIES OF EXCEPTIONAL Marthado, hassince done itI all, and she has been able transfer has become repeat; he notes that thenew first many struggles people experience in life, and is YOU DO AFTER WORK should be seen asafter teaching moments, and the helping people. I ended up switching my major toskills busi-to real ness include the addition of her wide range of estate.

She’scontinued been a legalgrowth, withSAYS EMPLOYEES transaction and follow up, his relationships with dedicated to helping others through his practice. important things are to be realistic, resilient, and ABOUT YOU secretary,with she can she knowswho how share to ness administration and started working my read moma survey, teamandmembers her client-first philosophy.

Yaser’s parents taught him to ble.

One look at Martha’s success as a realtor, an handle closing statements and calculations.

She knows and ended up going into real estate myself.”

Above all, however, remains her constant, overarching 18) TURNING YOUR PROFESSION cultivate a strong work ethic words ring true. the many pitfalls inherent in the business, and does her objective: to continue providing her many clients with INTO A PASSION from an early agebest andtohe trulythem rectify not avoid them completely.

Finally, service that has become synonKim found success almost immediately, based uponif her the top-of-line customer like anyisgood realtor, Martha tends to become friends believes that anything postalent for listening to her clients. “I never tell my client ymous with her name. with her getting together with them socially, and sible with“Idedication andclients, hard what to think,” she says. listen to what they need.

It Phone 310-734-1440 then310-734-1440 ableworks to help their friends and family as needed.

Yaser|I Fax currently was a good fit forwork. my career. didn’t think I’d be doing as a solo agent, and as he’s it forever, but here I am a decade later andtruly still enjoying mag@topagentmagazine.com |onloves www.topagentmagazine.com Martha people, and being a realtor is very track to complete 40 transacrewarding. She values the chance it affords her to that feeling of helping others.

No portion of this issue reproduced in any whatsoever without prior consent of the publisher. Top Agent tionsmay thisbe year, hebecome doesn’t feel manner familiar with each client’s unique personality.

Magazine is published by Feature Publications GA, Inc. Although precautions are taken an urgent need to seek out a Moreover, having the opportunity to see their dreamsto ensure the accuracy of published After brief stints at two other brokerages, including indusmaterials, Top Agentteam.

Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

He prefers to rely on become reality, and especially finding a way to facilitate try behemoth Keller Williams, Kim opened Guest Group, process, is very rewarding for her.

To subscribe or change address, sendthat inquiry to mag@topagentmagazine.com.

Published in the U.S. his own strengths and skills, LLC brokerage, where she oversees a like-minded team and to continue to provide thewould be Reach Martha at 732-735-6736 of ten agents. One measure of Kim’s As ansuccess agent with RE/MAX Southern Shores, Martha’s excellent hands-on service or thill.martha@gmail.com, and v the fact that she can currently claim that the lion’s share

BROOKE MADSEN

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marketing needs are mostly handled by the company,

of her overall business is based upon repeat and referred which shares listings on 800+ websites. For her part, she customers, an impressive feat by any measure but more

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marthathill.com for more informa

www.

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

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Be Their REALTOR® for Life: How to Build a Relationship with Your Clients That Will Last a Lifetime In the world of real estate, an agent’s relationship with their clients can make or break their career. This industry revolves around working well with people, and being able to develop a strong relationship with your clients is the foundation that you business is based upon.

Just like with a house, if that foundation is weak, the rest of the structure is also going to be unsteady and fragile. The mark of a good REALTOR® is their ability to build up a good referral network and following of loyal clients. This isn’t something that just happens by accident. Building healthy, strong relationships with your clients takes work and knowing how to gain another person’s trust, respect, and friendship. Here are some ways to make sure you are building the right kind of relationship with your clients.

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1. Use Your Friendliness and Optimism to Win Them Over: No one wants a pushy, overly confident salesperson for a REALTOR®. Clients are much more inclined to put their trust in the hands of someone who is friendly when it comes to one of the biggest financial transactions of their lives. A pleasant, outgoing disposition will win you more clients as well as friends. You want to establish rapport in the first few minutes of first meeting prospective clients. Rather than starting with business right off the bat, begin your meeting with some small talk such as similar interests, hobbies, and family life. This will immediately help to put your clients at ease, and show that you are not simply trying to “sell” them something.

People also respond well to optimism. During what can be a very stressful time, clients need someone to help them stay positive when a situation looks difficult and challenging. Optimism also tends to radiate charisma, and people want to be around and do business with charismatic people. You want to learn how to understand, motivate, and inspire people.

2. Be an Inquisitive Learner and an Empathetic Listener:

On the other side of this coin is knowing how to listen empathetically. Empathy involves actually putting yourself or your mind in their shoes so you can genuinely understand their concerns, needs, and opinions. That understanding and empathy is then reflected in your conversation with that client. Your clients want to know that you care about their situation, and that they’re not just another sale for you to make. People are much more willing to put their trust in you when they can sense that you are actually making an effort to feel what they feel in order to understand their situation.

Showing your interest through questions, and then thoughtfully listening goes a long way towards gaining trust. Showing empathy and acknowledging the feelings and emotions involved in your clients situation helps build a relationship founded on genuine care and trust.

3. Watch for Nonverbal Clues:

Don’t be afraid to show your curiosity and ask your clients a lot of questions. Some of these questions may even be difficult and uncomfortable. You want to discover and learn as much as you can about your client. Don’t make the mistake of jumping straight into the role of the know-it-all. Every different client has unique needs, so you want to learn as much as you can about their specific situation before trying to propose a solution. You want to uncover their primary motive for buying or selling, and flush Top Agent Magazine

out any potential concerns they might have.

After you’ve gained as much information as possible, you can then gauge their interest in your possible solutions by asking “what if” questions. Being inquisitive also demonstrates to your clients that you are genuinely interested and invested in their situation.

Most communication happens nonverbally, so knowing how to interpret your client’s body language can be incredibly helpful. Here are a few things to pay special attention to: Eye contact: Be careful with the level of eye contact you use with clients when first meeting.

Too much and too little eye contact can send the wrong impression. You want to try and maintain eye contact around 70 percent of the time. That is the amount that most people are comfortable with. Pay attention to your client’s level of eye

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contact to determine how comfortable they are.

When someone avoids eye contact that could mean they are not engaged in the conversation.

A good way to quickly build a feeling of rapport when first meeting clients is to make eye contact when you first meet them and then start nodding yes to what they’re saying. If the client reciprocates the eye contact and nodding, you’ve established a connection.

4. Prove your honesty and credibility:

Choose the right handshake for each client: One handshake does not fit all people, and that first handshake can be crucial to making a good first impression. The way to do a good handshake for each client is to try and mirror the other person’s handshake in strength, keep your shoulders aligned as you are preferably standing when you shake hands. While you shake your client’s hand make sure you make eye contact and give them a sincere smile.

Showing a little weakness can actually be to your advantage in this situation, and will actually make others more inclined view you as honest. You don’t want to come across as too good to be true. When revealing this weakness, however, the key to coming out on top is turning what sounds like a weakness into a strength. For example, your service may be more expensive, but that’s because you offer more personalized and extra services than your competitors.

Honesty and integrity are the two traits that 98 percent of buyers and sellers report are qualities they consider “very important”. The thing is you can say you have these traits all you want on your website, bio, etc., but trust has to be earned, and the only way to do this is to prove your credibility.

Here are a few tips for how to sound more credible:

When you talk to your clients avoid using filler words such as “um” and “uh”, which can decrease your credibility. You also want to watch the tone of your voice. People tend to translate a deeper tone as sounding more credible.

You want to develop a relationship to last a lifetime when interacting with your clients. There are many things you can do to accomplish this, and using these tips can take you from getting just a few referrals and repeat customers to gaining a loyal client following. Taking the little extra time to make sure you are projecting the right attitude and making sure that you are doing things to gain your client’s trust can make a world of difference for your business.

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BROOKE MADSEN

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BROOKE MADSEN Top Agent Brooke Madsen carries her experience and knowledge into her work as Broker in Charge at True Carolina Realty in Charleston, South Carolina.

After moving to South Carolina and wanting a fresh start, Brooke Madsen decided to enter the real estate industry.

Having worked in financial services previously, she knew she loved helping others, and wanted to pursue a career that 8

allowed limitless growth. “Once I started, I felt this was the path for me,” she says.

“I fell in love with assisting people in their buying and selling journeys, and I really loved passing on knowledge to new agents.” This passion led to Brooke Top Agent Magazine

pursuing teaching roles as an agent, focusing on pre-licensing and continuing education courses. Today, she carries her experience and knowledge into her work as Broker in Charge at True Carolina Realty in Charleston, South Carolina.

With the vast majority of Brooke’s business deriving from repeats and referrals, she takes her time with each client and ensures their needs are met.

Her desire to educate others means her buyers and sellers experience a Top Agent Magazine

transparent and stress free journey. “I answer all of their questions and guide them through the entire process,” she explains. Brooke understands that this is often a life-changing chapter in her clients’ lives, and wants to do everything possible to make it enjoyable for all involved. For her buyers, she takes the time to get to know them and discover what their ideal home looks like.

Brooke works within their budget to locate a property that suits their desires, and helps them negotiate the best deal.

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When it comes to her sellers, Brooke makes each listing look its best by hiring a professional photographer and offering 3D walkthroughs. She will also boost her listings on social media so word spreads fast about them, and advertises open houses. These techniques allow Brooke’s homes to sell very quickly and for top dollar.

Once the transaction is complete, Brooke’s clients love telling others to hire her. One recently said, “Brooke took excellent care of us from beginning to end. She

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made time to meet with us whenever we asked, answered all our questions, facilitated all our needs with the sellers, and made recommendations we needed to complete our offer. I would definitely highly recommend her to anyone looking for an agent. She truly made us feel like we were her top priority.”

In addition, Brooke is founder and lead instructor of Axiom Real Estate Academy, which started in 2017. “We focus on pre-licensing and continuing education courses that are meant to help today’s agent succeed tomorrow. We educate, but also entertain to ensure we are cementing the right principles and the students are retaining information. As an instructor, I ‘edu-tain’ my students.”

During her free time, Brooke stays involved with her community through the local MLS Board of Directors, where she is active in the Issues Group and attends the legislative committee meetings. “I’m a member of the Real Estate Educators Association and currently serve as their secretary on their executive board,” she says. Brooke also loves traveling, riding her motorcycle and taking her dogs on walks.

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In the coming months, Brooke hopes to continue on her current path and grow her business. Determined to reach great heights, it’s clear nothing will stand in

her way, and she can’t wait to see what the future holds. “I’m looking to have an established, family-oriented team that wants to help people just like I do.”

For more information about Brooke Madsen, call 843-834-1241 or email BrookeMadsen.realtor@gmail.com

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4 Qualities of Exceptional Employees Hiring a new employee is one of the more stressful parts of being a business owner. After all, you’re taking someone on and trusting that they’ll not only be a valuable addition to the team, but won’t do anything to hurt your business’s hard earned reputation.

Sometimes a person comes in and you click right away, and other times you might be blown away by an impressive resume. But there are things you should look for that might not be as obvious at first. Employees that have the following qualities are ones you should seek out, because they will definitely be well worth the time and energy you invest in them.

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1. They have the confidence to be innovative There’s a reason people are drawn to those who think outside the box. Not only do innovations often lead to an extremely profitable business, even when that thinking doesn’t pan out, creative thinking is something that will energize your business and will motivate more employees to start taking chances.

Innovative thinkers also usually have great leadership skills. Ironically, you want an employee who isn’t afraid to speak up to authority and is someone who knows how to bend the rules without breaking them. They know that

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the success of the team and business is what’s most important, as long as it’s done ethically and with respect for everyone involved.

2. They are constantly reviewing their past performance A good employee looks forward, but they also look back. They are always evaluating what worked and what didn’t work in past performances and then adjusting their plans going forward accordingly. If they are coming off a big win, they know how to capitalize on that by using the momentum and cementing in everyone’s minds the value that they add to the team.

If things didn’t go as planned, they assess what they can do better next time, and they don’t get bogged down in insecurity. They take responsibility and they have confidence that they won’t repeat past mistakes. They know that failure is a temporary state, and are able to learn lessons from their mistakes, that will make them a better employee going forward.

While no one wants to fail, having the confidence to try something and fail will one day let you strike gold. Someone who lets failure shut them down, leads to a dead end and will soon make them a dead weight on your team.

3. They value teamwork Even though an exceptional employee might be a rising star, they realize that success is 14

not an individual endeavor, it relies strongly on who you’re working with. Exceptional employees make sure that everyone is contributing and valued for their input. They put the interests of the company above their own, and thrive in an environment where ideas and information are shared freely.

Shared success is the ultimate goal for every project. Exceptional employees have the confidence to know that even when they’re not singled out for praise, they’re an irreplaceable component of a larger machine.

4. They are self-motivated learners A key thing to remember is that while experience is a valuable commodity, intelligence and intellectual curiosity is usually something that can’t be taught. Yes, you might request employees get additional training or attend seminars, but exceptional employees will be seeking out educational opportunities constantly. Even if they don’t have a lot of money for weekend retreats, they will be getting books from the library, downloading audiobooks, and most importantly, taking advantage of one their greatest resources, YOU. Exceptional employees know that the way to stay ahead is to always be at the forefront of new technology and systems. They don’t see educating themselves as a burden, they actually enjoy it. They realize that everything they take in, will one day make them not only an exceptional employee, but an exceptional boss as well.

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THERESA HALVERSON Top Agent Magazine

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THERESA HALVERSON

It’s Theresa Halverson’s propensity for learning new things that led her to a successful career as an agent. “There’s plenty of business for everyone, it’s just a matter of continuously expanding your knowledge so you can be the best possible agent for your clients,” she explains. She got her start after working as a hairdresser for 20 years.

“I decided I didn’t like the direction the industry was going in, and didn’t necessarily want to be on my feet all the time.” At the same time, she and her husband were in the process of building a home in a new development, which sparked her interest in real estate. While working two part-time jobs and attending real estate school in the evenings and on Saturdays, she earned her license quickly and hit the ground running. She soon joined Carolina One Real Estate, which offered state-of-the-art training. “I just fell in love with the business,” Theresa explains.

service to buyers, sellers and investors. “People skills are so important for this industry,” she says. “I focus on building rapport and communicating with them in the method they prefer.”

She is also not afraid to be assertive when it comes to negotiations or when talking with builders. “The key is to retain a high level of professionalism while still pushing for my clients’ best interests.” Theresa’s clients quickly

With most of her clientele deriving from referrals, it is clear Theresa provides exceptional 16

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realize the value in hiring an experienced real estate agent, as her skills and drive help them accomplish their goals. For her sellers, she aims to get them the best price possible by spreading the word far and wide about their listing. “I advertise on social media and in various other ways, and I utilize my company’s marketing program, especially when the market is balanced or leaning towards a buyer’s market.” With a large sphere of influence, it’s not challenging for Theresa to find the perfect buyer for even the most unique property.

After working with Theresa, clients leave glowing reviews detailing their experiences.

One recently said, “Her knowledge and superb customer service provided us with the peace of mind we were hoping for. By making herself available to us, home buying was incredibly easy. Regardless of the time of day or night, text messages, phone calls or emails, Theresa was there, always willing and ready to answer questions, meet and get us where we wanted to be at, ‘a new home.’”

Theresa frequently gives back to her community by participating in various groups and associations. She is a part of the local REALTOR® Association and volunteers frequently through her church. During her off hours, she can be found spending time with family and friends, taking walks, or tending to her property with her husband.

Without a doubt, Theresa feels she has found her true calling in life. Real estate allows her limitless growth, and she hopes to continue doing this for years to come. “There’s so many different hats I can wear in this industry, and there’s always a new challenge to overcome.

My motto is, ‘if you’re not growing, you’re dying.’ It has never steered me wrong.”

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For more about Theresa Halverson, please call 843-345-7291 or email theresa.halverson@carolinaone.com Copyright Top Agent Magazine 17

Turning Your Profession into a Passion The old adage goes that if you do what you love, you’ll never work a day in your life.

On the other hand, it’s easy to get bogged down in the day-to-day worries and responsibilities of your career, even if you generally enjoy what you do. While there’s no guaranteeing that every day on the job will be a picnic, there are a few steps you can take to vastly improve your morale and transform your profession into a passion.

After all, cultivating a passion for what you do will not only add to your quality 18

of life, but will likely make you more successful in the long run.

BUILD YOUR BASE OF KNOWLEDGE Knowledge builds confidence, and confidence breeds success. A sure way to light a fire in your heart for your daily work is to challenge yourself to learn more and expand your understanding of your field. By doing so, you equip yourself for success, create challenges, and find the most inter-

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esting features of your work—especially those that most appeal to your interests and talents. Try reading the top five books on the topic of your industry, or subscribe to a podcast where thriving professionals offer their two cents. Either way, learning more about your industry is bound to reveal a source of inspiration worth pursuing.

THINK ABOUT THE BIG PICTURE

and excelling in your field, you may find that others’ approaches inspire your own.

Likewise, what you learn from other successful, passionate people in your field can help you shape your own office and work life, in turn creating more opportunities for you to fall in love with what you do, all over again.

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

One of the biggest hindrances of professional passion is falling into a rut. Routines are familiar and everyday responsibilities vie for our energy. But the next time you tackle a task the way that you always have, take a moment and try to refresh your perspective—is there a more clever or efficient way you could approach this project?

Even better: why not take the plunge and do the things you’ve always been meaning to—throw that client appreciation event you’ve put off planning, take the continuing education course you keep forgetting to register for, even try a creative activity that pushes you out of your comfort zone.

There’s no better way to inject some passion into your life than by going outside your bubble and taking a risk.

Have you ever chatted with someone who was overflowing with energy for what they do? That sort of passion tends to be infectious—often causing us to beg our own questions about professional engagement.

By participating in local organizations or networking with those who are active

Passion comes from all directions—from your own interior journey and from the world around you. To transform your profession into a passion worth having, invest in yourself and venture into the vast world around you. You’ll surely reap the rewards.

Sometimes reinvigorating your passion for your work is about looking outward, rather than inward. Gain some perspective and consider who your work helps in the long run. As a real estate professional—whether you work as an agent, broker, in mortgages, home inspections, or otherwise—your work positively impacts someone else’s home-sweet-home. You make a difference. While it may seem like just another day at the office, taking a moment to visualize exactly who you are helping in the world at large is a great way to add some motivational fire to your daily tasks.

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BEN COLLINS

Anyone who has ever worked with Realtor® Ben Collins knows this: when he recognizes a client need, or an opportunity for clients to profit, he’s going to be there with a plan.

That proactive mindset is what got him into the industry in the first place.

“My wife became a Realtor® before I did,” Ben explains. “I was looking for a new career, and when I studied her industry I realized the value aerial photography added for both sellers and buyers, so I went out and got my license to allow me to take drone photos.”

Ben’s career took off from there. He started taking aerial photos of properties, but soon added interior photography to the package he provided. Clients began telling their agents how much they appreciated the quality of the photos he was taking, and as he developed a 20

rapport with them, Ben realized how much more he could offer them as a Realtor®. “I’ve always enjoyed helping people, so it was really a natural progression for me. After two years as a real estate photographer, I got my real estate license and was hired by my wife’s broker and team leader.”

That team is The Trembley Group with Keller Williams, recently rated by Zillow as the #1 team on South Carolina’s beautiful Grand Strand. In his first year Ben has closed 23 transactions for just under $5 million, serving clients in and around Myrtle Beach. He’s already begun receiving referrals from happy clients, due in no small part to the personal attention he offers them. Ben begins those relationships with a consultation to make sure he’s the best fit for the client, something they appreciate.

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When it comes to marketing listings, Ben uses high-quality photographs of the property as a matter of course, including drone shots and virtual tours. He then utilizes all of Keller Williams’s considerable resources to gain maximum exposure for his sellers through social media, websites, print ads, custom brochures, open houses and community events. He keeps his clients informed throughout the process, and continues to offer value even after the closing. “By the time the transaction is over, my clients have become friends. I’ll reach out to see how they’re doing, and I keep them updated on what’s happening in the local market.”

Away from work, Ben stays connected to his community through his work with the Realtor Political Action Committee, as well as through his efforts with events sponsored by the Coastal Carolina Association of Realtors. For fun he takes advantage of the same outdoor opportunities that has attracted so many of his clients to the area, enjoying the ocean or paddle boarding on the beautiful Waccamaw River. He also loves riding his bike all over, which has the added benefit of giving him an even more intimate knowledge of the community he serves.

Ben has set a goal to help at least 50 families next year, and to keep doubling his business every year until he’s ready to begin building a team. He continues to network with other Keller Williams agents, sharing knowledge and referrals so that he and his colleagues can continue offering the premier customer service for which The Trembley Group and the rest of the Keller Williams family is known.

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Contact Ben at 843-890-2882 or email bcollins@thetrembleygroup.com.

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Things You Can Do to Anticipate Your Cleint’s Needs First and foremost, the real estate industry is a customer service business. The key to any successful real estate business is one that can build a reputation by providing an unsurpassed level of care. That usually means a transaction that is seamless and stress-free as possible throughout the whole process. Your client’s experience is what keeps them not only coming back, but gets them to recommend you to their friend and family.

tise. By showing you can not only anticipate their needs, but have insight into any potential problems that might arise, they will have complete confidence in you. Achieving that level of trust is the key to a transaction that is as stress-free as possible.

The key to creating a great experience is anticipating your client’s needs. They are relying on your professionalism and exper-

From the moment, you meet a po-tential client, your goal should be to find out not only what they are looking for as far as their real estate

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GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

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goals, but who they are as a person. Listening and asking the right questions from the start is one of the most important aspects of the job.

You almost have to become an amateur psychologist, really honing in on the emotional reasons behind their real estate transaction.

Taking time upfront not only gives you valuable insight into your client, but it is the first impression your clients have that you truly care about them, and that this isn’t just another commission check for you. This goes miles in helping them feel comfortable enough to rely on your guidance.

Knowing who your client is on a deep level will help you navigate the transition ups and downs, allowing you to anticipate the best way to handle it.

SPOT POTENTIAL PROBLEMS AND PROVIDE SOLUTIONS Having insight into your client’s per-sonality type will come in handy when you anticipate an upcoming snag in the transaction. Most people find the process to be stressful even under the best of circumstances. One of the best rules of thumb is to always provide the solutions to anticipated problems when you present them to the client.

This should be the case even when the problem isn’t on you. Anything that can ruin a client’s overall experience can reflect poorly on you, whether you deserve it or not. This is a business philosophy called “zero risk”. You don’t want to take any chances with having an unsatisfied customer.

This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are Top Agent Magazine

likely to delay the process. Remember you are in charge. You are the expert. And, remember, part of avoiding potential problems is making sure your client knows what to expect upfront, always communicate openly and honestly.

Telling people what they want to hear and knowing you can’t deliver it, is destined to fail, and will always reflect poorly on you.

FIND WAYS TO EXCEED EXPECTATIONS Recognizing ways to exceed a cus-tomer’s needs is just as important as looking out for potential problems, when it comes to creating an exceptional experience. Have a vetted list of trusted service providers. Be hands on.

There are Realtors® who are out there helping clients pack, mowing lawns, and picking kids up from school. They are there for a client in ways that are unexpected. Having one thing taken off your plate during a stressful period in your life can feel like a lifesaver and is not soon forgotten. It is those “little” things that will turn a client into a lifelong advocate for your business.

TAKE IN FEEDBACK A good service provider is always trying to do better. Many Realtors® have clients fill out surveys after the transaction is over. This serves two purposes. It helps you become better at your job and it shows your clients that you care about them and their opinions. You can also use social media to get feedback via analytics and interactions. All of this information can then be used to create better customer experiences in the future. After all, this is a customer service industry. Treat it like one and you’re bound to succeed.

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YASER PEREZ

Yaser Perez is a realtor based in Charleston, South Carolina, and working with Carolina One Real Estate. After making his way through nursing school, he decided to switch careers, and a close friend introduced him to the world of real estate, initiating Yaser’s great passion for the field. As a Cuban American, having moved from Cuba to Miami at 9 years old, he understands the many struggles people experience in life, and is dedicated to helping others through his practice.

Yaser’s parents taught him to cultivate a strong work ethic from an early age and he truly believes that anything is possible with dedication and hard work. Yaser currently works as a solo agent, and as he’s on track to complete 40 transactions this year, he doesn’t feel an urgent need to seek out a team. He prefers to rely on his own strengths and skills, and to continue to provide the excellent hands-on service 24

that his many repeat and referral clients now expect of him.

Yaser shows great attention to detail and is a remarkably close listener, and he always aims to understand clients’ goals and work to help guide them in that direction. And although he is a relatively new agent, the vast majority of his business has become repeat; he notes that after the first transaction and follow up, his relationships with

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clients always become less businesslike and more familiar.

In his marketing, Yaser is very thorough and attentive. For each listing, he has properties professionally measured and photographed, and even includes drone shots and a virtual tour to provide an experience almost as real as actually being on the property. He makes use of C180, a service which helps manage listings in the newspaper and other media, and lastly he puts particular emphasis on social media (Facebook, Instagram, and TikTok) in order to target specific demographics and better understand his market.

Yaser is very active in his community.

At the moment he is helping with the Charleston Basket Brigade, a charity that provides baskets of food to families in need for Thanksgiving, and is involved with the Ronald McDonald house as well. Yaser cares deeply about the people in his community, and endeavors to ensure everyone is comfortable and healthy. In particular, he makes sure to utilize his bilingual abilities in English and Spanish, which allow him to provide special care to the Spanish-speaking members of his community.

When not working or volunteering, Yaser enjoys vacationing, taking time for himself to ensure clarity about his life goals and motivation at work. He values new experiences and challenges very highly, and travelling provides these benefits for him. For the future of his business, Yaser is currently in the process of partnering up with Kaplan, a real estate education organization, to work on developing a real estate school to help agents new to the field in general and especially new Spanishspeaking agents. At the end of the day, Yaser finds the greatest reward in “helping people with the thing I enjoy the most.”

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You can contact Yaser at (843) 860-1618 or Yaser.Perez@carolinaoneplus.com, and visit CharlestonRealEstatebyYaser.com www.

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5 Tips to Get New Clients If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 26

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

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1

Become a referral partner with industry peers

2

Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

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with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

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3

Partner up with a Relocation Company

4

Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

5

Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much 28

house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

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KIM GUEST Top Agent Kim Guest – Owner of Guest Group, LLC in Greenville, South Carolina – is a hardworking, intelligent, thoughtful and deeply knowledgeable real estate professional with more than two decades of experience under her belt. Kim, who has built her thriving business on a solid foundation of honesty and integrity, is well suited to providing her many grateful buyers and sellers with expert and honest real estate advocacy.

“I was working part-time with my mother at an attorney’s office while I was in college studying to be a teacher,” recalls Kim, “and she was telling me that there were so many real estate agents who never bothered showing up for their closings or really help their clients along the way. She also showed me how much money they made while doing very little for their clients, and it frustrated her because she felt the clients deserved better. It made me realize that was something I could do, since I love helping people. I ended up switching my major to business administration and started working with my mom and ended up going into real estate myself.”

Kim found success almost immediately, based upon her talent for listening to her clients. “I never tell my client what to think,” she says. “I listen to what they need. It was a good fit for my career. I didn’t think I’d be doing it forever, but here I am a decade later and still enjoying that feeling of helping others.

After brief stints at two other brokerages, including industry behemoth Keller Williams, Kim opened Guest Group, LLC brokerage, where she oversees a like-minded team of ten agents. One measure of Kim’s success would be the fact that she can currently claim that the lion’s share of her overall business is based upon repeat and referred customers, an impressive feat by any measure but more so in the highly competitive world of real estate.

“I think a lot of that has to do with the communication they receive from me,” says Kim, when asked how she Top Agent Magazine

has managed to inspire so much trust and loyalty amongst those she works with. “I listen to what they want, and if something is not a good fit for them, I will be completely honest with them. They know I’m never going to steer them the wrong way.

As evidence of this professionalism, one needs to look no further than Zillow.com, on which site she holds a perfect, five-star overall rating comprised of raves like this one: “Kim Guest and her Guest Group go above and beyond for their clients. They possess the talent that all great leaders have -- when they focus on you, you feel as if you are the most important person in the room.

They champion you at each step of your real-estate transaction, and they have both the smarts and the patience to do it efficiently and with care. My husband and I could not be happier with our home-buying experience.”

Kim’s plans for the future of her already-thriving business include continued growth, with the addition of new team members who share her client-first philosophy.

Above all, however, remains her constant, overarching objective: to continue providing her many clients with the top-of-line customer service that has become synonymous with her name.

For more information about Kim Guest, please call 864-918-0066 or email Kim@GuestGroupHomes.com 29 Copyright Top Agent Magazine

What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives. But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling. With that in mind, see how you fare when it comes to post-workday habits...

Break a Sweat After a long day of work, is your first instinct to strap on your sneakers and take off on a run? Do you stop off at the local yoga studio for an extended stretch?

Maybe you head to the weight room to pump some iron. Whatever your exercise pick, if you’re inclined to sweat it out at the end of a long day, you’re likely a routine-oriented professional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active.

This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul. Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge. This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option.

Just make sure that you establish some foundational boundaries so that you maintain an appropriate, healthy balance between your time at work and your time at home with the loved ones and hobbies you cherish. If making way for downtime isn’t easy, try penciling it in the way you would a work engagement. Dinner with a friend, a date night with a significant other, or a solo movie fest can be readily added to your calendar, and thus built in to your regimented schedule.

Turn to Food

Round-the-Clock Hustle

If your first instinct after work is to eat, it can say a few different things about your routine. Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress. In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension.

Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption postwork. Determine how hungry or satiated you really are before making a grab for the nearest sustenance.

If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll

People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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MARTHA THILL Martha Thill is based in Myrtle Beach, South Carolina, working with RE/MAX Southern Shores, and serving the surrounding area. Martha worked as a legal secretary for some years, then moved to Connecticut where she did residential sales for Chicago Title prior to moving to New Jersey. When moving to New Jersey, she did residential and commercial sales and ran the branch for Chicago Title in East Brunswick for several years. After the commercial side of the market died in 2007, she moved to Myrtle Beach to start a new career.

She got her realtor’s license in 2008, just to bolster her knowledge, then decided to try out selling real estate in 2010. With her extensive prior knowledge, it seemed like a good fit. Now, with 11 years under her belt, she averages between $10-$11 million in sales, and 35-45 transactions per year.

The impressive numbers don’t stop there: Martha operates on a 99% rate of repeat and referral business. “I don’t buy leads,” she says. She doesn’t need to, because she has the skills and expertise to wow her every client.

Martha has done it all, and she has been able to transfer her wide range of skills to real estate. She’s been a legal secretary, she can read a survey, and she knows how to handle closing statements and calculations. She knows the many pitfalls inherent in the business, and does her best to rectify them if not avoid them completely. Finally, like any good realtor, Martha tends to become friends with her clients, getting together with them socially, and then able to help their friends and family as needed.

always has professional photos taken for each property, and utilizes her large database of people she’s built up over the years to maximize the reach of her networking.

In her free time, Martha enjoys gardening, biking, reading, needlepoint, and especially golf. She has even put her love of golf to use in the community, having been President of the Barefoot Ladies Golf Association. She also frequently donates money to causes that help those suffering from Tuberous Sclerosis, which is a devastating disease that has affected her family.

Martha feels accomplished as a real estate agent, and is thinking of transitioning into more time to travel and enjoy the fruits of her labor with her husband, Tom, in the future. She hopes to find a partner who works like she does, in order to eventually refer the business to ensure that her clients, who become like family for her, are taken care of. Looking back on her career, Martha offers these words of wisdom: if you want to be a realtor, you have to be persistent and understand that you’re either in it or you’re not. Setbacks are inevitable and should be seen as teaching moments, and the most important things are to be realistic, resilient, and flexible. One look at Martha’s success as a realtor, and these words ring true.

Martha truly loves people, and being a realtor is very rewarding. She values the chance it affords her to become familiar with each client’s unique personality.

Moreover, having the opportunity to see their dreams become reality, and especially finding a way to facilitate that process, is very rewarding for her.

As an agent with RE/MAX Southern Shores, Martha’s marketing needs are mostly handled by the company, which shares listings on 800+ websites. For her part, she Top Agent Magazine

Reach Martha at 732-735-6736 or thill.martha@gmail.com, and visit marthathill.com for more information www.

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