COACHING 9-1-1

By Walter Sanford Having a coach can provide the right answers when you need it. Below is an exchange with one of our coaching clients and it provided a little “911” for his current situation:

Coaching Client: I went on what I thought was a great listing presentation yesterday. However, the couple would not sign at our meeting. They said they needed to talk. I then felt like something was up.

Walter: On the phone while making the appointment, one of the questions needs to be – “If everything meets with your approval, are you wanting to start the marketing plan tomorrow night when I meet with you?”

Coaching Client: The guy just left me a voicemail saying they loved everything I had to offer; however, they were listing with some schmo that doesn’t do any FRICKIN’ business.

leaving then do the “Columbo” and say, “So, I can email all answers at the office – what are you thinking about so I can do more research for you?”

Coaching Client: They said they had a personal connection that really suggested that they use this guy. I know them as well and I can hear the conversation: the (name) Team are doing just fine and (name) really needs the business. How in the heck do I fight that?

Walter: Let’s not try to fight until you are sure that’s what happened. Call them back. “(Wife’s name) and I are always trying to improve our services. Could you help me by letting me know what I could have done differently to earn your business? Was there anything I could have improved on for you?”

Coaching Client: This other guy doesn’t even know how to spell marketing much less apply it! I am as mad as I have been since getting into real estate. Thanks for any suggestions.

Walter: If that was the REAL reason, you needed to find it out while you were there then counter it by letting them know that more than anything else…an agent makes the difference on the amount a seller nets at the closing. Experience makes a difference in – • A large buyer database • More trust from buyers • More money to spend on marketing • The ability to convert leads into showings by uncovering needs of buyers and demonstrating how your property fulfills them having experience in negotiating • Understanding in how to write contracts to prevent post-closing seller litigation • Having a team who monitors every aspect of the closing successfully • Overcoming objections and challenges in the most cost-effective manner

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. Copyright©, Walter Sanford. All rights reserved.

ORIANA VAN SOMEREN

For fifteen years, Oriana Van Someren worked in luxury retail management and training. After having children, she began seeking a career that balanced her home life with her passion for marketing and helping others. Then her husband, a successful home builder and land developer suggested that she explore real estate. “I wish I’d gotten my license ten years ago,” she says with a laugh. “Right away, I realized that real estate was my dream job. It perfectly melded all of my interests and skill-sets into one.”

Today, Oriana is an agent for D’Aprile Properties, where she services clients throughout Naperville and the surrounding Western Suburbs of Chicago. By combining her marketing savvy with her deep knowledge of home construction, she has the insight and expertise needed to complete any transaction.

When listing a home, Oriana applies her degree in marketing to give her clients a comprehensive experience. After preparing the home with professional photography and videography, she shares it over a wide variety of digital and social media platforms. Elsewhere, her open houses are known to draw plenty of attention to a property. Oriana also stays on the cutting edge of her industry, utilizing innovative or outside the box strategies such as Matterport home tours or custom-made hardbound books for luxury listings. Better yet, the elite marketing staff at D’Aprile Properties also guarantees that her clients will stand out above the rest. Meanwhile, Oriana prefers a hands-on approach when assisting her buyers, prioritizing accessibility and attention to detail throughout the process. For Oriana, service lasts beyond closing, as she remains in touch with her clients well after a purchase to ensure they are satisfied with their new homes. “I go above and beyond for all my clients,” she says. “Even once a deal is done, I’m still connecting them with tradespeople, sending them hand-written notes or checking in. They know I’m here for them, no matter what.” Outside of her career, Oriana is tremendously active in her community. Currently, she serves on the board of 360 Youth Services, a not for profit that provides housing and services for homeless and high-risk youth. Elsewhere, she has been appointed a commissioner of the Naperville Planning and Zoning Commission, elected to her parochial school board, and is a member of the Morton Arboretum Thornhill Steering Committee. When she’s not assisting clients or giving back her time, Oriana can be found relaxing at home with her beloved husband and two sons or entertaining for a small group of friends.

Looking to the future, Oriana has strong ambitions for her growing career. In the coming months, she will be looking to expand her clientele en route to her strongest year yet. A team player, she also intends on building onto her network while training upcoming agents.

Above all, though, Oriana most looks forward to the new opportunities and clients that lie ahead. “I love helping people. In real estate, everything you do comes down to fostering relationships with your clients and advocating for their needs. Everything I do is focused on putting my

buyers and sellers at the forefront of their transaction.”

To learn more about Oriana Van Someren email ovansomeren@daprileproperties.com, visit www.daprileproperties.com or call (312) 343-1614

JC YOUNG

JC Young always knew she’d eventually get into real estate sales. She had been buying and investing in property for years, plus her sister was a REALTOR® . “I think my biggest hurdle at the time was taking the test,” she jokes. “I was so nervous, but I passed on the first try!”

She’s been practicing full time since 2013 and is a successful solo agent with EXP Realty in North Texas, covering mostly the Grayson and Collin County area. In 2019, her impressive volume reached $16 million, and she reports that her business is 28% repeat and referral clientele. “I believe people refer and return because I am honest and transparent,” she notes. “I make sure to communicate everything, every step of the way, so there are no surprises.” It should come as no surprise that JC receives stellar reviews for her top-notch work ethic. One client recently wrote:“I have used JC for two sales and two purchases. I have used another agent in-between these transactions and it made me appreciate her even more. She is the most responsive realtor I have used. If she doesn’t answer the phone she promptly calls back. She truly seems to have your best interest at heart and not just looking to make a quick sale and commission.” JC is incredibly passionate about helping clients find the home of their dreams and adopting the tools of our trade necessary for sellers and buyers today. Her can-do attitude and ability to embrace technology to connect with clients and collaborate with other real estate professionals around the globe is a huge asset to both buyers and sellers. “I’m a phone person,” JC says about her favorite method of staying in touch with her past clients. “I like to pick up the phone, say ‘hi,’ and see how they’re doing.” She also sends out personal home equity updates to each client. “They really appreciate having that information, and I’m there to help them make more informed decisions about what is for most people their largest financial asset,” she says.

With regards to marketing, JC utilizes many methods with social media, YouTube, and paid advertising to get the most exposure for her sellers. “I promote each listing to specific demographics to make sure it gets in front of the right people,” she says. “There is no one way to do it as each home is unique. I am also fortunate enough to have other agents post my listings to their sites and social media. It can be very grassroots yet garners maximum attention and that is what it helps me to sell homes and be successful.”

In addition to being a top North Texas realtor, JC has several books on real estate. You can take a look these at

www.jcyoungauthor.com. JC enjoys every aspect of her job, from the flexibility to the relationships she forges. “I just love seeing homebuyers with families closing escrow and handing them the keys to their new home,” she exclaims. “It’s so satisfying and brings joy all around.”

JC is very involved in community charities. At the moment, she’s busy organizing the local Coats for Kids. “We’re getting started early this year,” she says. “I hate to be cold, so we want to make sure the kids have what they need by September-October.”

JC lives in North Texas with her family on what they call the Triple J Ranchette. their own 1.5 acres of heaven. “We love to fish, hike, and be outdoors,” she says.

JC is very happy with the trajectory of her business. She is blessed with a strong business network to help her in closing transactions. “What we are doing is consistently exploring new methods and technology for better business practices, so we can continue to pivot quickly and serve our clients in this ever-changing environment,” she says.

To learn more about JC Young, email jc.young@exprealty.com, visit https://jcyoung.exprealty.com or call (214) 799-9139