SOUTH CAROLINA 9-21-20

SOUTH CAROLINA EDITION

DO YOU ADD CONSISTENT VALUE FOR YOUR BUSINESS AND FOR YOUR CLIENTS?

FEATURED AGENTS

BRIAN S WELBORN ROB SEDGWICK DANIELLE TRAVERSE

How to Recognize

TRUE LUXURY PROPERTIES 7 REASONS WHY

YOUR PROSPECTS AREN'T TURNING INTO CLIENTS

COVER STORY

SCOTT TREMBLEY

SOUTH CAROLINA EDITION

DANIELLE TRAVERSE

Danielle Traverse always had an interest in For her ac 15 21 27 ROB SEDGWICK real estate. Because her husband, Patrick, Danielle h was a professional hockey player, she spent reputation her life moving, rarely staying in the same majority of Rob Sedgwick’s career in real Mar city or country for long. When Patrick repeat clien estate started in Chicago, after succ retired, the Traverses decided to settle down clients kno he took a vocational test that usin in Charleston County, and Danielle could me anytim pointed him in the direction inve finally achieve her dream of becoming a quickly as ® of becoming a REALTOR . dron realtor. In her first year alone, she closed tion has bee He decided to leave his posi- orde on seventeen transactions. Sure enough, SCOTT TREMBLEY BRIAN S. WELBORN ROB SEDGWICK TRAVERSE tionDANIELLE as a General Manager Danielle hasn’t looked back since.

Outsideskill of for an Investment Fund at the Chicago Board active of role team Today, Danielle is Trade a Realtor for Carolina has served in 1992, and moved to Hilton Head where One Real Estate, where sheofserves clientsalready throughout Collegiate Academy, But friends his were successfully selling Mount Pleasant andreal theestate. surrounding areas.

Over the for the school to this It turned out to be a great decision, as isn’ years, she has developed an elite his workflow centered family people love to partici he discovered true calling in helping aspe around her magnetic personality. “Going into real estate holiday season. When He f find their homes. was the best decision I’ve ever made,” she says. “I love giving back her time, wha CONTENTS everything about it—from the wonderful people to the life in Charleston with Rob specializes in assisting people who are love business itself.” city is so beautiful,” sh buil retiring relocate to the greater Hilton Head, for seven years, but we Bluffton, Okatie, Hardeeville, and Beaufort areas. man When listing a home, Danielle offers a diversified 4) 7 REASONS WHY YOUR 18) HOW TO RECOGNIZE som He clients believes this pre-listing area is the perfectLooking place for a future, approach. After guiding through prepato the PROSPECTS AREN'T TURNING TRUE LUXURY PROPERTIES rations, she suits them with target social media campaigns the steady growth of he they relaxed lifestyle, offering various amazing perks INTO CLIENTS that are boosted throughout the nation.

Meanwhile, hernature adding son to the thete such as great locations, beautiful and her hiking open houses are always talk of the neighborhood. to the opportu trails,the golf courses, freshwater lakes,forward Intracoastal 24) DO YOU ADD CONSISTENT Beyond these outlets, Danielle also harnesses the cutting “I just love helpingOut pe Waterway, FOR and oceanfront lifestyle.

13) 3 MENTAL TRICKS THAT VALUE YOUR BUSINESS edge marketing resources at Carolina One Real Estate to better feeling that watc chur ensure that her listings standFOR out above the rest.CLIENTS? new homes.”

WILL TAKE YOUR BUSINESS AND YOUR

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BRIAN S. WELBORN

A large percentage of his business also comes enjo repeat and referral clients, and he credits that such Danielle prefers anfrom equally comprehensive dynamic to his communication the close relationships and with her buyers, catering her work to theirand individual he forms with the people he needs. She maintains a high standard for education works and with. “I think clients trust me and feel like I did a really Rob service, keeping hermy buyers informed from beginning to end. Better yet, good by leaning on her previous job for them. I believework they also appreciate ness experience in new construction, Danielle can steer her the fact that I my high level of communication, curr buyers through every nuance of the home inspection Phone 310-734-1440 | Fax 310-734-1440 always answer my phone, and that I do what to e process. Once the deals shedo remains in contact theyare askdone, me to in a timely fashion. That’s why new mag@topagentmagazine.com |with www.topagentmagazine.com her clients long into the future, making sure that they’re happy to recommend their friends to work con they are thriving andwithout happy in their new homes. “It’s No portion of this issue may be reproduced in any manner whatsoever and with me,”prior he consent says. of the publisher. Top Agent To learn more

TO THE NEXT LEVEL

important that my clients know I’m to always of of published Magazine is published by Feature Publications GA, Inc. Although precautions are taken ensurethinking the accuracy call 843-284-1800, vi them,” Danielle says.

“My responsibility, above all, is to materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. my clients with someone to leaninon.” or email danielle.

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

Published the U.S.

To learn more about Ro

email rob@hhiRealEstate.com, visit hhiRealEs www.

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7 Reasons Why Your Prospects Aren’t Turning Into Clients Real estate experts suggest prospecting daily so that your sales pipeline never runs dry.

But sometimes all that effort doesn’t translate into results. If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

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1. You’re Too Slow The Association of Real Estate License Law Officials estimates that there are about 2 million active real estate licensees in the United States alone. Of course, not all these individuals are working in the same markets. Nonetheless, that

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If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

means that realtors face a lot of competition. If you are slow to respond to messages from prospective clients, someone else is sure to beat you to it. As a rule of thumb, it’s best to return calls and emails within 24 hours.

If you’re too busy working with active clients to return the phone calls and emails of prospective clients, consider hiring a real estate assistant who can help take administrative or marketing tasks off your plate.

2. They Don’t Trust You There are different reasons why a client might not trust you, some of which overlap with others on this list. When a client asks you a question, do you answer it directly or do you sidestep it?

Do you have testimonials and reviews from happy clients publicly available? Do you have an online presence? Social proof of your skills and knowledge is key.

3. You Don’t Seem Knowledgeable Enough Is your client constantly coming to you with new listings or marketing ideas rather than the Top Agent Magazine

other way around? Do they mention real estate and finance terms you’ve never heard of or ask you questions you’ve never thought to ask yourself? Every agent starts somewhere, but if this seems to be a pattern, it’s one clients will pick up on too.

Your clients want to know that you will add value to their home buying or selling experience, and part of that value is your expertise and passion.

4. You Have No Web Presence It’s not enough to be on Zillow or have a Facebook page. There are clients who don’t use these platforms, and at the end of the day, you don’t own the content or your access to it. Both platforms could suddenly go out of business and any following you’ve gained could be lost.

It doesn’t cost much to create and maintain a website today. If customization matters little to you, sometimes you can even get up and running for free. At the very least, it’s a good idea to invest in a domain name because yourwebsite. wordpress.com looks a lot less professional than yourwebsite.com.

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5. You Don’t Seem to Care When clients don’t think you care, it usually means they don’t feel like you are listening.

You may have systems, processes, and a proven marketing strategy. You may like to get right down to business, but to your client, this isn’t just business—it’s their life and their family’s livelihood.

When your client tells you what’s important to them, they want to make sure that you really hear them. Make sure your body language conveys that. Slow down. Shut your office door.

Make eye contact, nod your head, and pause before you speak so that they understand that you’ve put thought into your words—that they aren’t simply lines from a script.

6. You Use Too Much Jargon Remember that your clients don’t speak real estate. At most, they might buy or sell a home once every few years. They hired you to be their advocate and may even expect you to be a bit of a teacher too. Use layman’s terms so that your

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client fully understands how the two of you will work together.

7. Your Target Audience Is Everyone Your clients are home buyers and sellers, yes, but who is your ideal client? Some specialties you might consider are college students and recent graduates, working professionals, military families, seniors, CEOs, or other high-profile clients.

As a newer agent, your target audience might be anyone who will hire you, but over time, you might find that you click more with certain clients, that their lifestyle is similar to yours, or that their goals align with your mission. Whatever the reason, marketing your business to this “ideal client” rather than every potential client will make selling your services easier.

Remember: It’s within your power to alleviate your client’s concerns, but understanding why your prospects aren’t turning into clients is a good start.

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SCOTT TREMBLEY Top Agent Magazine

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Top Agent Scott Trembley, CEO of Keller Williams The Trembley Group, serves Myrtle Beach and all the surrounding areas of Horry County.

Scott Trembley began his real estate career in 1999 with a desire to build strong relationships and be of service to others. “I wanted to serve folks at a very high level and assist them with the biggest decision of their lives,” he says. Scott is now CEO of Keller Williams The Trembley Group, which serves Myrtle Beach and all the surrounding areas of Horry County, and is by far the fastest growing team in its market. Scott 8Copyright Top Agent Magazine

and his team have made a name for themselves by offering their clients top-tier service from the beginning to the end of a transaction, and far beyond.

Scott’s business plan from day one has been very intentional. Being a student of the real estate game and a top performer since 1999 when he and his business partner, Jeremy Jenks, opened Top Agent Magazine

the doors to The Trembley Group on April 1st, 2016 they were on mission. They set out to build a company that had all of the vital components to success. These vital components came down to 6 areas, starting with a Dynamic Team Culture, Lead Generation Sales Platforms, Elite Level Marketing, Coaching and Training, Systems and Technology for scalability and a Highly Leveraged Support team. This goal was Top Agent Magazine

accomplished in their first few years but to 100% make sure they had no gaps in their business plan Scott made the decision to move from being an independent real estate company to joining the largest and most highly respected real estate company in the world, Keller Williams.

A significant portion of Keller Williams The Trembley Group’s business comes from repeat Copyright Top Agent Magazine9

The Trembley Group closed 518 homes at about $108 million. “Our average agent volume production is 40 transactions per year each,” Scott says.

“There are very few companies that do that.” and referral clients, and it’s easy to see why people keep coming back and referring their friends and family. “We have an amazing culture, one of bringing out the best in yourself and each other,” Scott explains. “We believe in truly pouring into each and every person on our team, to contribute to their success and bring out excellence in them.” This standard of excellence is apparent in the way Scott and his team treat their clients. “If you talk to anybody in our company, any of our service providers or clients, they will all say when you work with Keller Williams The Trembley Group you bring 6-star service to every client, with no exceptions. And we’re the Copyright Top Agent Magazine 10

#1 reviewed real estate team in our market on Google and Zillow for that reason.”

When marketing their listings, Scott and Keller Williams The Trembley Group take a comprehensive approach that includes pushing listings to every major social media channel, as well as to their database of over 45,000 contacts. Their yard signs, which Scott describes as “like a billboard for the home,” send interested potential buyers to call the company’s dedicated and fully staffed marketing hotline, ensuring that they are able to respond to each and every request and nothing falls through the cracks. “We like to take Top Agent Magazine

more of a proactive approach than a reactive approach,” Scott says.

The results speak for themselves: in Scott’s area, the average listing is on the market for about 100 days, but Keller Williams The Trembley Group averages well below that, at around 61 days. The group’s volume is also impressive: last year, they closed 518 homes at about $108 million. “Our Top Agent Magazine

average agent volume production is 40 transactions per year each,” Scott says. “There are very few companies that do that.”

Community involvement is near and dear to Scott’s heart, and he and his family are very involved in their church. When he is not working or giving back, Scott loves spending as much time as possible with his family, whether it’s Copyright Top Agent Magazine 11

playing sports, exercising, relaxing and enjoying the beach, or doing pretty much anything outdoors.

productive, high-producing team with a heartbeat of service.”

In the future, Scott plans to continue building his business. “We want to be one of the most productively run teams and #1 brand of choice in real estate,” Scott says. “We’re very intentional about building this team at an extremely high level. I would also like to consult and continue teaching others across the country how to run a profitable,

Above all, Scott wants to continue serving others through his work. “What gets me up in the morning is serving others at a high level. I love pouring into individuals, giving them an opportunity to exceed any expectation they ever had, while creating a world for them to be able to accomplish all of their goals and dreams.”

To find out more about Scott Trembley, please call 843.455.6636, visit thetrembleygroup.com, or email scott@thetrembleygroup.com www.

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3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic. Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next Top Agent Magazine

level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

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Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique. Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead. Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

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Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibilities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client.

This may seem obvious, but one of the best ways to clarify your communication and ensure your com-

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plete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

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Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game.

If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do.

The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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BRIAN S. WELBORN Top Agent Magazine

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BRIAN S. WELBORN

Brian Welborn’s experience in real estate runs the gamut and extends nearly two decades. After many years writing mortgages, to specializing in loss mitigation and REOs, and everywhere in between, Brian ultimately decided to pursue real estate sales, capping a successful tenure in a demanding industry. Now, nearly four years into his practice, Brian has carved out a reputation as an agent known for his communicative style, expertise, and personal touch.

Today, Brian spearheads his work under the banner of Berkshire Hathaway Home Services, C. Dan Joyner Realtors, serving clients across South Carolina’s greater Greenville, Spartanburg, and Anderson areas. He is in the Leading Edge Society with Berkshire Hathaway Home Services in addition to being a member of the National Association of Realtors. A significant contingent of his business is already driven by repeat and referral business. Clients turn to him for his knowledge of the market, local insight, and proven track record. “They call me the 24-hour Realtor,” Brian says. “I do things the right way and work hard for my clients. When it comes to communication, the most important things are to be up-front and be available. Buying or selling a home is 16

a huge commitment, and there are a lot of emotions involved. Clients want to feel confident that you’ll be there to help and guide them. That’s why I try to do the little things and go the extra mile. That way, they know they can trust in me and believe in this process.” At the close of transaction, Brian’s SOLD sign photos alongside clients has become something of a trademark milestone. “I love getting together with my clients as sort of a commemorative moment,” he says.

“A moment of We did it! I make a collage each year of all the closings I have had and post it as wallpaper on

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my Facebook. I think my clients love it, and it sure makes me smile.”

BEFORE

When it comes to listing properties, Brian accounts for every detail along the way. All homes are equipped with high-end photography and immersive documentation, including drone footage that showcases homes at the eye level and imparts a memorable first impression. From there, listings are leveraged across the leading online listing platforms and social media outlets, where wide-ranging exposure nets prospective buyers in short order. While COVID-19 has rattled some markets, Brian stayed consistent throughout the affected months, pivoting to partner with clients safely and helpfully, and shattering his own personal record for volume sold. Since January, he has already closed roughly $6.4-million in volume—a testament to his work ethic and commitment. “I’m an easygoing guy,” he says. “I like to keep things simple.

When it comes to real estate, it isn’t about me.

It’s about my clients.”

AFTER

Beyond the office, Brian gives back to his community through local volunteering efforts, including through Rebuild Upstate, an organization that identifies those in need throughout the community and provides direct services to positively impact their lives. Recently, Brian joined in a ramp-building effort to support a local disabled veteran. In his free hours, Brian most enjoys time spent with his partner, also named Brian, along their family and friends. He also enjoys trail walking and gardening.

As for the road ahead, Brian intends to grow his business organically as the future unfolds, with the potential of adding support staff as he continues to uplift his community through homeownership. Now, with nearly four years of agent experience and two decades of industry insight, Brian S. Welborn considers what he enjoys most about his chosen field. “I love working with people,” he says. “That’s everything to me. I get up in the morning and I can’t wait to talk to people, connect with people, solve a problem, and make something happen. That’s what it’s all about.”

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To learn more about Brian S. Welborn email bwelborn@cdanjoyner.com, visit cdanjoyner.com, or call 864-325-8715 www.

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How to Recognize True Luxury Properties What to Consider Other Than Location When luxury home buyers are looking for a new abode, they are often advised to pay most of their attention to location, location, location. And it’s true that good locations often have better properties, but if you’re only looking at location then you might be forgetting what it is in a luxury property that makes it luxury. You could view a property in a great location, and because you completely ignored any of the other factors that make a property high end, you might find that once you move in, you aren’t as pleased with the actual house itself as you thought you would be. Here are the other things you should look out for when purchasing a luxury home: • Architectural Uniqueness: The simple fact is that good

architecture retains its value. Do your homework on architects and find the ones that have a good track record of designing beautiful, but practical homes. Don’t simply pay attention to how the building looks today. Consider how it will look in a few decades. Keep an eye out for the “bones” of the building, and decide whether they will stand the test of time or not. Things such as a solid foundation, high-grade materials, unusual details, and artistic components are good aspects to consider.

Will the structure hold up well or will it degrade and crumble without constant upkeep? That funky molding may look artistic today, but in ten years will it be considered artistic or just plain weird?

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• Practical Layout: Make sure you have enough room to live

in comfort. As a buyer of luxury property, you probably have quite a busy social schedule. You want to make sure that the layout will lend itself to helping you maintain clear separation between your social areas and private ones. You don’t want guests having to go back into your bedroom to use the bathroom. Look out for places with stairwells, awkward columns, long hallways, and other wastes of space.

• Unobstructed Views and Light: You want to live in

a home that gives you lots of natural light, such as one that is open to the outdoors. That natural light will improve your mood, as well as the resale value. The openness of a space filled with natural light will make you feel more comfortable and happy in your new home. What about the view? Do you see a Do you park, a bridge, a river, or a skyline? Is the see a park, fantastic view out your window protected? a bridge, You’ll need to understand the surrounding air a river, or a rights and zoning allowances of neighboring buildings to understand the possible risks. skyline?

• Windows: Windows are the primary source of losing heat and

cooling. Make sure they are double-paned with good insulation that will protect your home against weather and noise. Unless the windows are already like this, it is unlikely that the condo or co-op board will allow you to install your own.

• Ceiling Height: Consider the cubic footage of the property.

You want to look for high ceilings that increase the openness of a room.

Of course, you don’t want to go too high. Above 14 feet will get you diminished marginal returns.

• Storage: If you’re a woman, you will understand this one. We need

lots of closets and additional storage room to fit all of our clothes, shoes, jackets, hats, purses, etc. However, lucky for you, your potential home’s existing closet square footage will not limit you from putting in more storage space. Custom closet companies can create any kind of storage

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space you desire. You will have to, however, make sure that your new home does have an area that you can turn into this storage space.

• In-Unit Laundry: In-unit laundry has become necessary for

any luxury home or apartment. Do you really want to have to trek down flights of stairs to use the basement laundry? If you still consider it wasted space, you can convert it into more closet space.

• The Gym: Having a fitness area nearby is an amenity that is especially

important, particularly in winter when you don’t feel like walking to the gym a few blocks down.

One thing to consider is the Do you really want of the gym in relation to have to trek down size to the size of the building in flights of stairs? light of common area fees.

• Move-In Ready: I’d advise against buying time-consuming and

frustrating fixer-uppers no matter how much you want to add custom kitchens, finishes, fixtures, and other characteristics. Choose a property that already has all of these amenities taken care of. These properties have already had the same designers you would hire fashion the house at a fraction of the cost you would pay to have them do it after you move in. In this light, it is worthwhile to pay a little extra for the move-in ready home.

• Reputation: Pay attention to the reputation of the building. A

property that has a good reputation tends to retain its value. You can easily find this out online on posts, and established locals are likely to have an opinion.

If you want to buy luxury property that is really worth it’s price, then I would suggest adding these points to your list of things your new home must have.

If you want to get a high quality home that is a true luxury, you’ll want to watch out for these aspects as well as the location. Some properties might claim to be luxury based on their location, but when compared against this list, they don’t make the cut. So, don’t be fooled by imposters, and make sure you find a true high-end property.

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ROB SEDGWICK Rob Sedgwick’s career in real estate started in Chicago, after he took a vocational test that pointed him in the direction of becoming a REALTOR®.

He decided to leave his position as a General Manager for an Investment Fund at the Chicago Board of Trade in 1992, and moved to Hilton Head where friends of his were already successfully selling real estate. It turned out to be a great decision, as he discovered his true calling in helping people find their homes.

Rob specializes in assisting people who are retiring relocate to the greater Hilton Head, Bluffton, Okatie, Hardeeville, and Beaufort areas.

He believes this area is the perfect place for a relaxed lifestyle, offering various amazing perks such as great locations, beautiful nature and hiking trails, golf courses, freshwater lakes, Intracoastal Waterway, and oceanfront lifestyle.

A large percentage of his business also comes from repeat and referral clients, and he credits that to his communication and the close relationships he forms with the people he works with. “I think my clients trust me and feel like I did a really good job for them. I believe they also appreciate my high level of communication, the fact that I always answer my phone, and that I do what they ask me to do in a timely fashion. That’s why they’re happy to recommend their friends to work with me,” he says.

Marketing is a big part of what has made Rob so successful in the real estate market. Aside from using typical avenues such as MLS, he also invests in professional high-end photography, drone footage, and high quality virtual 3D tours in order to sell his listings. And his savvy marketing skills place his team in the top 5% of all real estate teams in the country.

But for Rob, the important part of his business isn’t the money or the numbers; it’s the human aspect of the job that is most rewarding for him.

He finds pride and joy in his ability to be a part of what is a very important journey for his clients. “I love helping people find a home, or a property to build a home on, that they’re going to enjoy for many years to come. It’s very satisfying to help somebody with probably the largest purchase they’ll ever make, and to help them find exactly the right home,” he says.

Outside of work, Rob is involved at his local church. And when he has some time off, he likes to enjoy everything that his community has to offer, such as going to the beach, playing tennis and golf, and cruising on a boat in the local waterways.

Rob is thinking about the future of his business with a lot of hope and enthusiasm. He is currently in the process of moving his team over to eXp Realty, and his goal is to bring about 200 new agents onto the team in the future, and to continue serving clients with professionalism and integrity.

To learn more about Rob Sedgwick, email rob@hhiRealEstate.com, visit hhiRealEstate.com, or call (843) 227–2212 www.

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Laughs!

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Do You Add Consistent Value for Your Business and for Your Clients?

By Walter Sanford

We recently received a question from some of our favorite coaching clients.

The Premier Team is lighting up the upper end, downtown, and historical St. Louis real estate markets.

As coaching clients, they are challenging for me because they demand new value and service for their clients each week. In fact, Chris and Lisa know that to dominate an industry they need to have tools that the competition does not. They require tools that not only make the job easier, but also more profitable for their clients.

Here is the result from a recent request from which we created a letter handout for the listing presentation and for advertisement in other media: The Premier Team Helps Clients Achieve Goals through Pre-Launch Inspections We have found that all buyers should have their purchase inspected. When we represent our sellers, the negotiations start with offers and potential counter offers. Traditionally, the buyer obtains and pays for an inspection of the property. The negotiations start again.

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Rightfully, the buyer wants any challenges to be addressed; the seller feels they had lived with the challenges, sold the property with the challenges, and do not want to repair if they have no chance to enjoy them. It’s a difficult negotiation and can sometimes leave clients unhappy.

As we do many times, we have devised a system to help all involved parties know what they are buying and selling while also saving our client’s time, trouble, and money in the mix.

When we custom-design a marketing plan to achieve our seller’s goals and receive a commitment to market the property, we then offer our seller an opportunity to have the property inspected by our team inspector. The inspector will review all systems of the home and write a thorough report on the findings. We then discuss the findings with the seller and place any challenges in different categories. There is the “must fix now” category that deals with safety of the occupants or the property. There is the sub-standard category that is below the expectations a buyer would expect of a property for the area and price range. Lastly, there is the upgrade category for items which buyers would like to see done.

By having the report and determining what categories, we can offer many opportunities to our seller clients: 1 We eliminate the “rush into a repair” syndrome by having the repair report early and without the input of a buyer waiting for an answer to complete the next step of their purchase.

2 We have time to contact numerous vendors who will compete for the best price.

3 We have time to make decisions on the condition vs. price, which is much better determined before the buyer has made a successful offer.

4 We know early if there are any big ticket items that would prevent a sale from a buyer not wanting the property or the seller not being able to afford the repair.

5 We can choose the mode of repair before a buyer has a stake in the decision. There are many ways to repair rather than replace. Replace is usually how a buyer wants the challenge remedied.

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6 We have time to get government or utilities involved if needed.

7 A seller’s net proceeds or “net sheet” can be professionally prepared.

8 We might receive a higher offer when a potential buyer is presented an inspection with all the repair receipts attached.

9 The one to two week wait is eliminated by having a report done before an offer rather than waiting for it after the offer.

10 Since we are paying for the report, we get to choose the inspector.

Finding inspectors without the drama gene is important.

There are many other reasons to be knowledgeable about the property, prior to negotiations. We have arranged a team of inspectors who have agreed to wait to be paid for their inspection and report until the seller receives their proceeds from sale. This cures the cash flow problem.

We, at Premier Real Estate, believe that this is not only an outstanding investment that pays many dividends, but it is also the most professional way to handle a sale including all possible disclosures to all potential parties.

Should you have any questions, please feel free to discuss. We have much experience in this little utilized system to increase our seller’s net proceeds.

Many people have a coach who has not been through the ups and downs as Walter Sanford. Many coaches do not have the same achievements as Walter. He has millions in cash flow equity that came from his real estate business, and he developed systems that can be implemented without any special abilities.

We currently have a few availabilities in our coaching program, and this year’s schedule has some availability for seminars as well.

Copyright©, Walter Sanford. All rights reserved.

Walter Sanford has been designing and implementing real estate systems for 30 years.

One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.

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DANIELLE TRAVERSE Danielle Traverse always had an interest in real estate. Because her husband, Patrick, was a professional hockey player, she spent her life moving, rarely staying in the same city or country for long. When Patrick retired, the Traverses decided to settle down in Charleston County, and Danielle could finally achieve her dream of becoming a realtor. In her first year alone, she closed on seventeen transactions. Sure enough, Danielle hasn’t looked back since.

Today, Danielle is a Realtor for Carolina One Real Estate, where she serves clients throughout Mount Pleasant and the surrounding areas. Over the years, she has developed an elite workflow centered around her magnetic personality. “Going into real estate was the best decision I’ve ever made,” she says. “I love everything about it—from the wonderful people to the business itself.”

When listing a home, Danielle offers a diversified approach. After guiding clients through pre-listing preparations, she suits them with target social media campaigns that are boosted throughout the nation. Meanwhile, her open houses are always the talk of the neighborhood.

Beyond these outlets, Danielle also harnesses the cutting edge marketing resources at Carolina One Real Estate to ensure that her listings stand out above the rest.

Danielle prefers an equally comprehensive dynamic with her buyers, catering her work to their individual needs. She maintains a high standard for education and service, keeping her buyers informed from beginning to end. Better yet, by leaning on her previous work experience in new construction, Danielle can steer her buyers through every nuance of the home inspection process. Once the deals are done, she remains in contact with her clients long into the future, making sure that they are thriving and happy in their new homes. “It’s important that my clients know I’m always thinking of them,” Danielle says. “My responsibility, above all, is to provide my clients with someone to lean on.”

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For her accessibility and tireless service, Danielle has won herself an outstanding reputation around Charleston, with the vast majority of her volume coming from either repeat clients or referrals. Her secret? “My clients know they can get in touch with me anytime,” Danielle says. “I respond as quickly as possible. That personal connection has been key for me.”

Outside of her career, Danielle plays an active role in her community. Recently, she has served on the board of the Oceanside Collegiate Academy, and she continues to volunteer for the school to this day. Moreover, Danielle and her family love to participate in food drives during the holiday season. When she’s not assisting clients or giving back her time, Danielle can be found enjoying life in Charleston with her husband and two sons. “This city is so beautiful,” she says. “We’ve been living here for seven years, but we still feel as if we’re on vacation.”

Looking to the future, Danielle intends on maintaining the steady growth of her business and perhaps, one day, adding her son to the team. Through it all, she most looks forward to the opportunities and clients that lie ahead.

“I just love helping people,” Danielle says. “There’s no better feeling that watching my clients blossom in their new homes.”

To learn more about Danielle Traverse, call 843-284-1800, visit dreamhomecharleston.com or email danielle.traverse@carolinaone.com www.

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