SOUTH CAROLINA 8-24-20

SOUTH CAROLINA EDITION

COVER STORY

AMERICA AHUMADA

6 HABITS OF HIGHLY PRODUCTIVE AGENTS THERE GOES THE NEIGHBORHOOD:

HOW TO LIST HIGH WHEN NEIGHBORS ARE A NUISANCE

FEATURED AGENT

SUZY TORRES

EMOTIONAL FLUENCY : HOW TO COMMUNICATE WITH CLIENTS WHEN TENSIONS ARE HIGH

SOUTH CAROLINA EDITION

SUZY TORRES When the mortgage industry took a hit, Suzy Torres saw it as a sign to 9 leave her job in mortgage financing and try something new. Having always had a passion for real estate she decided to get a license and become a REALTOR®. Fast-forward 12 years later, Suzy is a member of Carolina One Real Estate, and the team leader of The Lowcountry Elite Group— serving Summerville, Charleston, and the surrounding communities.

AMERICA AHUMADA

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people I meet. I came to Ch Ohio 13 years ago, so I k like to relocate and to not k and not know the area. That passionate about the people and helping them make t I’m engaged in the most im somebody’s life: their hom largest financial transaction ever make, so it’s an honor chosen to help with that.”

SUZY TORRES

When she’s not busy wor For Suzy, a huge percentage of her busiinvolved in her community. She’s an ar ness rests on repeat and referral clients. “I no longer of the local military and offers a militar have a need to market for new business because of the discount as a thank you for service for bo amount of repeat and referral business I get,” she says.

CONTENTS sellers. She likes to promote small local b And it’s not difficult for her to build strong relationships as the guardian of three of her own pooch with clients and provide them with excellent service that 15) THERE GOESofTHE 4) 4will WAYS TO WIN supporter the ASPCA and animal ado keep them coming back. “I’ve met some of my very HOW TOSuzy likes to sp THEbest BATTLE AGAINST of her community work, friends through real estate transactions.NEIGHBORHOOD: I always two kidsNEIGHBORS and relax at the beach. She’s strive to build a relationship with everybody I work LIST HIGHher WHEN PROCRASTINATION member of the local fitness community, a with; I don’t do this just for the sale. There are many ARE A NUISANCE in yearly runs and marathons. Going forw people that I’ve worked with and then also sold for their like to continue growing her business grandparents, and coworkers.” And in order to 6) 6parents, HABITS OF HIGHLY agents to her team. And she is open to t show clients how valued they are, Suzy and19) her team EMOTIONAL FLUENCY: PRODUCTIVE AGENTS day starting her own brokerage. host fun client appreciation events every year.HOW TO COMMUNICATE

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WITH CLIENTS WHEN When it comes to marketing, Suzy focuses on professional photography, house staging, as wellTENSIONS as aerial ARE HIGH shots. As a featured agent on Zillow, her listings show up on top, but she also likes to utilize social media and her blog for the ultimate amount of exposure. And putting a Phone 310-734-1440 | Fax 310-734-1440 high emphasis on communication throughout the entire mag@topagentmagazine.com process, she stays connected | towww.topagentmagazine.com clients and provides them with reports every week.whatsoever Her marketing No portion of this issueactivity may be reproduced in any manner without prior consent of the publisher. Top Agent Magazine is published

by Featurepays Publications Inc.year Although are taken to ensure the accuracy of published strategy definitely off, asGA, last sheprecautions closed $17 materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. million in volume, while her team closed at $37 million.

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

And to her outstanding results she has been Published in thethanks U.S. voted the #1 agent through the Post and Courier Low County Parent magazine amongst other company and For more about Suzy T local awards and accomplishments.

Top Agent Magazine Despite her level of success, for Suzy this job isn’t

email storres@carolin visit suzytorres.com, o www.

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4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making.

Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting 4

work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With

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that in mind, take a look at a few tricks below to jumpstart your motivation and nix the lastminute time crunch. After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client.

Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed. If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your Top Agent Magazine

list can inspire you to continue on to the next item in the spirit of productivity.

3. Work in Windows If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.

4. Switch Up Your Environment If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses. Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done.

There’s no one way to overcome procrastination.

In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

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6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 6

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day.

Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as Top Agent Magazine

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it.

As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list.

You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second.

We all do it!

Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do Top Agent Magazine

4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful.

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova7

tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news?

Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 8

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business.

Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about.

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AMERICA AHUMADA

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Top Agent America Ahumada is the lead at America’s Properties through Keller Williams Realty, where she manages a team to service clients throughout Greenville, South Carolina.

America Ahumada had a tough childhood. She grew up in Mexico, impoverished, living in a house with no air conditioning or hot or cold water. After earning her degree in architecture, she traveled the world in search of the right outlet for her ambitious and caring personality. Sure enough, she discovered real estate. After attaining her license, 10 Copyright Top Agent Magazine

she dove into the industry, and life has been looking up ever since.

Today, America is the lead at America’s Properties through Keller Williams Realty, where she manages a team to service clients throughout Greenville, South Carolina. By applying her experience and degree in architecture, she has built Top Agent Magazine

an accomplished career in the area, having been ranked among the Top 10 Real Estate Agents in South Carolina by the American Institute of Real Estate. Recently, America was awarded a mentorship under bestselling author, producer and TV star Ryan Serhant. “I’m so appreciative of the opportunities this country has given me,” she says. “I’m humbled to help others find their dream homes because I didn’t have that chance when I was growing up.”

When listing a home, America takes a dynamic approach. Through the use of email Top Agent Magazine

blasts, text blasts and targeted social media ads, she can guarantee that a house will reach a wide audience. Meanwhile, her pre-buying packages can sell a home before it even reaches the market. “Social media has been huge for us,” America says. “It’s the best tool you can use to get the message out about a property.”

Elsewhere, America offers a personal touch when assisting her buyers. From the pre-listing consultation to the closing and beyond, she is there for her clients, making sure that they are educated and secure 11 Copyright Top Agent Magazine

America has been ranked among the Top 10 Real Estate Agents in South Carolina by the American Institute of Real Estate. Recently, she was awarded a mentorship under bestselling author, producer and TV star Ryan Serhant.

in their decisions. Better yet, her background in architecture allows her to attract developers and investors, bridging her into a variety of transactions.

Through it all, though, America never loses sight of the compassion that fuels her work. “We’re old school,” she says.

“I’m one-on-one with all my clients.”

Outside of her career, America plays an active role in her community. After attaining her mentorship with Ryan Serhant, she set aside a donation to grant a scholarship to an upcoming college student. She also participates in a regular video series designed to educate people on the nuances of real estate, informing viewers about their future home investments.

When she’s not helping clients, America enjoys exploring her numerous hobbies Copyright Top Agent Magazine 12

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and interests. These days, she can be found flying single-engine airplanes; however, she’s currently in the process of applying for a sailing license. “Once I master something, I move on to the next challenge,” America says. Then she adds Top Agent Magazine

with a smile, “But real estate, on the other hand, will stay with me forever.”

Looking to the future, America has strong ambitions for her rapidly growing business. In the months ahead, she will Copyright Top Agent Magazine 13

continue building her team while managing her ever-increasing volume. In time, she hopes to expand her reach not only through all of South Carolina, but also

across the country. “It’s an honor when a client trusts me to manage their most valuable asset,” America says. “I’m grateful for every single buyer and seller. ”

For more information about America Ahumada please email americaahumada@kw.com, visit americasproperties.co or call (864) 887-6778 www.

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There Goes the Neighborhood:

How to List High When Neighbors are a Nuisance Troublesome neighbors are a relatively common issue that agents come across. You can control the image of your client’s property and you can control your listing presentation, but you can’t always control what’s happening on your client’s street. How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers?

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First of all, it takes tact and a gameplan. With that in mind, let’s consider a few ways you can maintain a listing’s viability and competitive edge—even when bothersome neighbors are involved. Here are a few common neighborly scenarios agents encounter and how to diffuse them to your advantage.

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How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers? It takes tact and a gameplan.

as a courtesy introduction to the neighborhood.

While it may seem like needless busy work, it can dramatically improve prospective buyers’ perceptions of the area. Plus, you may positively ingratiate yourself with neighbors in the area and demonstrate your above-and-beyond service to your clientele in the process.

Is the neighbor’s landscaping an eyesore?

Here’s your recourse.

Most towns and cities have established ordinances regarding yard upkeep. If any of the properties adjacent to your listing are wildly overgrown, littered with junk, or otherwise in a state of obvious disrepair—take it up with the city. Rather than get directly involved at first glance, you might loop in city officials whose job it is to monitor clean-up efforts on rundown yards and properties. If this doesn’t work, you may have to take a more hands-on approach.

Start by thinking small and operating from a place of authenticity and neighborly service.

You might explain to the neighboring tenant that you’re listing and offer to mow their lawn 16

Are there foreclosed or abandoned homes on your client’s block?

Do your homework.

It may take a little research and digging to figure out the banking entity that owns a foreclosed home, but it’s well worth the effort. Banks are typically required to maintain foreclosed homes on at least a basic level. If you’re worried about

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squatters, an unsightly façade, or general disrepair of a neighboring foreclosed property—go to the source. Sometimes banks take their time in hiring a third party to maintain a foreclosed property, but with some proactive prodding on your part, you may be able to speed the process along and resolve eyesores even before prospective buyers come calling. Remember: the squeaky wheel gets the grease. An improved bottom line will be your reward for those few prodding phone calls and emails.

Noisy, nosy, or annoying neighbors?

Don’t be discouraged.

Obnoxious neighbors can really rain on a seller’s parade, especially the kind of neighbor Top Agent Magazine

that takes their less-than-stellar behavior to their porch, front yard, or sidewalk. While this sensitive issue may seem daunting, there are a few official channels you can utilize to thwart the issue before getting personally involved. If the neighborhood in question is governed by an HOA, you might take it up with them. If the troublesome neighbor is harassing passersby or taking to the sidewalk—in other words, public space—then you may be able to involve local authorities in worst-case scenarios. Of course, it’s always possible to talk to troublesome neighbors faceto-face, but do so with caution and with safety as the priority. Always reason gently and empathetically, utilizing I... phrasing, instead of accusatory You... phrasing. After all, some neighbors are clueless about their impact on the neighborhood and may adjust their behavior after being called out. If the issue persists and no third-party authority can help, then you may have to disclose the neighbor’s issues to prospective buyers, depending on the disclosure laws in your region. While this may seem like a blow, you can at least rest easy knowing you pursued all the potential avenues for resolution available. Likewise, your client will likely appreciate your thorough efforts to resolve the issue.

While troublesome neighborhoods can bring down an optimistic mood when listing a property, sometimes being real estate is all about being resourceful. With diligence, digging, and a little follow-up, you just may be able to resolve some of the issues plaguing your neighborly plot.

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Emotional Fluency:

How to Communicate with Clients When Tensions are High Managing emotions, expectations, and personalities are central to a successful real estate career. After all, this is a business based on relationships and interpersonal communication. Likewise, real estate is built on one of life’s central milestones—homeownership. This means that stress, disappointment, excitement, and competition are inherently Top Agent Magazine

involved in the process. As an agent, you take on the real estate world every day, but most of your clients aren’t well-versed in the norms of the industry and are likely riding an emotional roller coaster throughout.

Acknowledging this, how do you steer the ship when emotions and tensions are running high?

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For starters, it’s not always intuitive. Just like you add tools to your arsenal when it comes to marketing, social media, or lead generation, you also have to add emotional tools to your repertoire. Here are a few ways to diffuse tense situations and keep clients on an even keel—even during the ups and downs of the transactional process.

Create realistic expectations from the outset and reinforce them as you go As a seasoned agent, some aspects of the industry may seem run of the mill to you, but may come as a shock to your clients. That’s

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why communicating expectations from the beginning can help create reasonable touchpoints in the minds of your clients. In addition to talking through the steps of the transactional process with your clients, consider writing out a checklist or compiling a buyer’s guide that can serve as a resource for them throughout. Think of it like a security blanket, but one that’s built by facts, figures, and anecdotal experience. If you paint a clear picture of what to expect, clients are less likely to be taken by the surprise and react impulsively as a result. What’s more, reinforce next steps, expectations, and possible outcomes as you go. If your client is left to wonder or guess at what’s ahead or

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what will happen, they will either envision the worst-case scenario and panic, or they’ll misjudge the next step and be disappointed or left anxious as a result. Minimize surprises by communicating regularly, clearly, and with all options on the table.

When unveiling a problem, come to clients with potential solutions in hand Any agent worth his or her salt knows that bumps in the road are likely to occur along the way. You can’t promise a transaction free of stress or unforeseen issues, but you can minimize the ensuing stress by preparing you client in advance for any potential problems, and by addressing any problems

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clearly and with solutions already in hand.

Clients are likely to become agitated if a problem arises and they can’t understand why or what it means. That’s why slowing it down, talking it through, and offering potential avenues for recourse can quell fears and remind clients why they chose you to facilitate the transactional process. This means you’ll have to vigilant, proactive, and on the ball. Of course, it’s much easier to be an agent when everything is going great and flowing naturally. It’s when things take an unexpected or negative turn that true talent is really tested. Accordingly, show your clients that you are confident and in control by remaining adaptable, communicative, and clear in your problem-solving approach.

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Never underestimate the power of listening As an agent, you are probably well-versed in putting out fires and sourcing solutions. Sometimes, however, clients are really looking to you as a confidante and a listening ear. You’d be surprised how much nervousness you can resolve by simply offering a listening ear and offering reassurance. Sometimes it’s not about providing a band-aid or a practical solution; oftentimes, it’s all about listening. Clients need to feel like they’re being heard, even if you’ve heard it all before. By listening to their fears, acknowledging their perspective, and reiterating their goals—you display your empathy and understanding, which is often just what a client 22

needs to feel better. In other words, you don’t have to break out the graphs and data each time a client airs his or her insecurity. First, slow down, listen, and interact on a personal level. You may stop an emotional upheaval in its tracks simply by putting your listening cap on.

Not all clients are alike. Some will require a little more hand-holding than others, but it’s your job to put yourself in their perspective, recognize the milestone at hand, and managing the personalities you’re working with. The next time you feel frustrated by a client’s unpredictable emotional energy, keep these insights in mind as you diffuse the situation, steer them to a place of comfort, and fortify your interpersonal skillset in the process.

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SUZY TORRES When the mortgage industry took a hit, Suzy Torres saw it as a sign to leave her job in mortgage financing and try something new. Having always had a passion for real estate she decided to get a license and become a REALTOR®. Fast-forward 12 years later, Suzy is a member of Carolina One Real Estate, and the team leader of The Lowcountry Elite Group— serving Summerville, Charleston, and the surrounding communities.

For Suzy, a huge percentage of her business rests on repeat and referral clients. “I no longer have a need to market for new business because of the amount of repeat and referral business I get,” she says.

And it’s not difficult for her to build strong relationships with clients and provide them with excellent service that will keep them coming back. “I’ve met some of my very best friends through real estate transactions. I always strive to build a relationship with everybody I work with; I don’t do this just for the sale. There are many people that I’ve worked with and then also sold for their parents, grandparents, and coworkers.” And in order to show clients how valued they are, Suzy and her team host fun client appreciation events every year.

When it comes to marketing, Suzy focuses on professional photography, house staging, as well as aerial shots. As a featured agent on Zillow, her listings show up on top, but she also likes to utilize social media and her blog for the ultimate amount of exposure. And putting a high emphasis on communication throughout the entire process, she stays connected to clients and provides them with activity reports every week. Her marketing strategy definitely pays off, as last year she closed $17 million in volume, while her team closed at $37 million.

And thanks to her outstanding results she has been voted the #1 agent through the Post and Courier Low County Parent magazine amongst other company and local awards and accomplishments.

Despite her level of success, for Suzy this job isn’t about the dollar amount. “I truly love what I do and the Top Agent Magazine

people I meet. I came to Charleston from Ohio 13 years ago, so I know what it’s like to relocate and to not know anybody, and not know the area. That’s why I’m so passionate about the people moving here, and helping them make that transition.

I’m engaged in the most important part of somebody’s life: their home. This is the largest financial transaction most of us will ever make, so it’s an honor for me to be chosen to help with that.”

When she’s not busy working, Suzy is involved in her community. She’s an ardent supporter of the local military and offers a military appreciation discount as a thank you for service for both buyers and sellers. She likes to promote small local businesses, and as the guardian of three of her own pooches she is a big supporter of the ASPCA and animal adoption. Outside of her community work, Suzy likes to spend time with her two kids and relax at the beach. She’s also an active member of the local fitness community, and participates in yearly runs and marathons. Going forward, she would like to continue growing her business and add more agents to her team. And she is open to the idea of one day starting her own brokerage.

For more about Suzy Torres email storres@carolinaone.com, visit suzytorres.com, or call (843) 425–9451 www.

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