TENNESSEE 1-11-21

TENNESSEE EDITION

HOW TO CUT DOWN ON DIGITAL DISTRACTIONS

24-HOUR TOUCH-UPS

TO MAXIMIZE YOUR PRICE LIST

COVER STORY

TERESA BISHOP

FEATURED AGENTS

BEKAH COCHRAN DAN ELAM SHERRY HARBUR

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TENNESSEE EDITION

BEKAH COCHRANDAN ELAM SHERRY HARBUR

and outreach turn our clients into raving Bekah Cochran began her real estate career WhenofSherry and her husband everythi Dan theElam, Elam To give back to21 the community, 7 broker/owner 15 Harbur 16 fans,” she says. right after graduating from University decided purchase a string of invest- is involved with the local haveCham to Real Estate, has been one of the to most of Tennessee at Chattanooga.

“Though Bekah uses a systematic method to market I obtained a degree in respected education, Iagents had a in Middle Tennessee Huma ment properties, she had no idea of Commerce, Habitat for earn tha her listings.

“Each home has the option to friend in real estate who inspired me, so for decades. He found his for eventually lead her to a the VA, and Greenhouse honesty Ministri thatpassion it would receive professional staging as well as topI decided to pursue that full time,” she real estate at a young age, buying his faith-based organization that fulfilling career notch in real estate. After a tion, prov eve photography & videography,” she recalls. That was in 2007, and she’s never first commercial property as a teenassistance to underserved commu few unfortunateexplains. experiences withalsoreal bad new There are postcards, digital looked back. promotions, and open houses.

“My team ager. When he purchasedestate land toagents build who In his cherishedwant free tim were supposed to members. to supports me in all areas of research, from Bekah Cochran now his leads the Bekah first home, the brokerhelp representing his chil them, Sherry decided to get her enjoys spending time withthrougho finding a house and marketing, to selling a Cochran team for Keller Williams Greater him said, “You need to get in the real and volunteering with his church. own license. In house. the process ofclients takingthrough the prothey hav They walk Downtown TERESA Realty in Chattanooga, servBISHOP TERESA BISHOP BEKAH COCHRAN DAN ELAM SHERRY HARBUR estate business.”

Dan has now been have four boys and it’s my passio from contract close,” she says.for ing the entire greater Chattanooga and her classes she cess discovered a totrue passion dent about the decisi surrounding areas. Quickly approaching licensed for 28a years, real and estate, six years be motiout on the baseball field or in and what started out as a move What Bekah likes most about her job is making people sales volume goal of $20 M this year, Bekah reports that ago he launched Elam Real Estate. ballpark with my kids,” says personal reasons turned into desiretheir Sherry alwaysheensure happy.

“I love helping families grow and amaking her business is 97% repeat and referral clientele. vated “We by andyears his family love to vacation at thewith beach othercome people.

20 of experiis presented av true,” With she asserts. offer a smooth, professional, and efficient processtoforhelpdreams He’s built his brokerage on a hybrid platform.

“We the mountains. each and every client,” she says. “We pride ourselves ence, she currently works with buyers and sellers photography. Her wo took thethem besttofrom and theworking tradi-Germantown, As a wife and mother of four children– Cole, on educating people, advising makethe the team best model throughout Collierville, and the egies bring in anywhe Charlotte Grace, Fischer, Marshall–Bekah made decisions for themselves.” tional model and have created a hybrid version andNow that Elamhas Real Estate has a strong fou Greaterit Memphis, area andtime helps themwith per year. “I work on a her personal Tennessee mission to balance at work CONTENTS that creates a phenomenal customer experience,” tionalher infrastructure, Dan is focusing on grow spending quality the family.

“We love doing because I want to b It’s not surprising that Bekah and her team receive expertly navigate thetime realwith estate market through says. He’s thecli-infrastructure to ensure his brokerage so he can provide excellent ser things together, especially things outdoors like hiking stellar reviews for theirheesteemed workcreated ethic. One her boutique brokerage, Harbur Realty. entire process.” Sher he and his agents can give clients personalized to even more consumers and employ more ag and being on our pontoon boat on the lake.” ent recently wrote: “Bekah and her entire team were the ability to help pe 4) ARE YOU A 17) 24-HOUR TOUCH-UPS TO amazing, and we willservice highly recommend She isever falls through the and that her. nothing Keeping clientforward, satisfaction as her priority love watching people Bekah plans to stay where Sherry she is whileLIST knowledgeable VALUE-ADDED in her cracks. field andHis her clients customer service AGENT? MAXIMIZE YOUR PRICE rave that heMoving is straightforward her kids stilldevelop young. Shea says, “I hope to continue is impeccable. We had a few hiccups due to the buyer’s has been ableare to strong network of my seeing first-time hom and whilewhat always staying polite and profeshigh level of service and continue to serve the commulender, but she displayed andfirm, maintained was repeat is in and referralwith clients.

“My clients knowTHAT that ARE they get from owni 13) TO DOWN 22)his7find SIMPLE sional.

His direct approach, combined nity by helping people their dreamTIPS home.” our best interest at allHOW times. We feelCUT very fortunate to ON I look out their interest,TO andHELP when IYOU work STAY have a 50-year-old cl have had BekahDIGITAL and her teamDISTRACTIONS represent us.” three decades of experience, giveforhim thebest clout PROVEN

I’m completely to ensure his clients arewith ablethem, to achieve their real focused on their indi-

the first time and it’s

UP YOUR AHEAD OF THE COMPETITION Bekah’s team AND has consistently been inPRODUCTIVITY the top 20%, vidual needs. If something is not a good deal, I that process and help estate goals. not only within Keller Williams, but in the entire local encourage them to walk away. I’ve had clients MLS. From 2019-2020, the team was named among tell I lostof mydigital commission by talking them Outside of work S the Top 25 agents of Keller 325 agents.marketing She me thatteam Dan Williams’ has a designated says her business is founded on building solid, lasting out of purchasing a property.

But to me it’s more church and does va experts to ensure that listings are viewed by thirteen relationships with clients, colleagues, and industry important proto help them find the right type of prop- local community. In times more potentialclient buyers than the competition. fessionals. Phone Because each listing and buying is 310-734-1440 | Fax 310-734-1440 erty instead of just closing a deal.” surrounding herself The ofhelp theirensure thorough, professional approach unique, Bekah has built herresult team to every mag@topagentmagazine.com | competitive www.topagentmagazine.com doing home renovat real estate need is met during theaprocess. is often quick sale at a very price. order to whatsoever achieve without seamless transactions and Topgardening.

No portion of this issue may be reproducedIn in any manner prior consent of the publisher.

Agent

In the fu

To stay in touch with her clients,byBekah utilizes KellerGA, Inc. Although precautions are taken to ensure the accuracy of published Magazine is“My published Feature Publications To learn more about Bekahmight Cochran, alleviate any stress her clients have growing her busine favorite part of my job is creating a fantastic Williams’ 36-touch method, which includes sending materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. email her at bekahcochran@gmail.com, experiencecards, for the consumer,” Dan says.

“I love about the real estate process Sherry prioritizes clients with the high out newsletters, every-occasion holding speTo subscribe or change address, send inquiry to mag@topagentmagazine.com. busybekah.com, or call (423) 508-5986 visit sellers ourstandards strategies so that they can cial events, and doingshowing pop-bys. “Our high open communication.

“Trust and integrity mean and excellent results Published in the U.S.

www.

To find out more about Dan Elam, outperform the market and get top dollar for their Copyright Top Agent Magazine call/text 615.890.1222 or home. I also enjoy bringing in new agents and To learn more about Sherry Harbu email at info@elamre.com teaching them the business.” email sherry@harbur.com, visit harburrealty.com, or ca

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Copyright Top Agent Mag

Are You a Value-Added Agent?

I’ll bet if I asked ten real estate agents, all ten would answer ‘yes’ to that question. Yet, when I ask agents how they are value-added, they say things like: • I communicate regularly with my clients.

• I have a written listing presentation.

• I am honest.

• I am trustworthy.

Are these ‘value-added’ attributes? Or, does the client expect these attributes and services?

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Are these exceptional services or average services? I’m writing this article at the beginning of a New Year. It’s a perfect time to re-assess your professionalism and master being that ‘value-added’ agent.

Client Expectations are Higher than Ever Unfortunately, too many real estate agents assume they are ‘value-added’ because they are providing the services they want to provide— Top Agent Magazine

the services they think the client values. However, there’s a real client out there, and the client has different expectations. How do I know that? Because so few agents regularly survey their clients. In fact, when I’m speaking to an audience, I survey them, and find that less than 25 percent gather after-sale surveys! So, the majority of agents don’t know if the services they are providing are average or exceptional.

Why Bother Being Exceptional?

• Because you want to set yourself apart.

• You want to create client loyalty.

• You want to create at least 50 percent of your business from client referrals (the latest National Association of Realtors survey Profile of Members found that the average Realtor got only 18 percent of their business from referrals. That’s a hard and expensive way to run a real estate business!

• Because you want to run a more pleasant, profitable business.

Four Actions Value-Added Agents Take How can you identify value-added agents? By their actions. Here are four actions I believe show agents that are above just ‘average’. The principle here is:

Watch the actions, not the words.

If I were a manager, or a seller or a buyer, and I wanted to find a value-added agent, here’s what I would look for: Top Agent Magazine

1. Has a database and populates it This agent is committed long-term to his clients and to his business. He uses a contact management program (CRM) to manage ‘leads’, so none are lost — and clients do not feel neglected. After all, it takes much longer today to convert a ‘lead’ to a sale than it used to take.

Actively using and maintaining a CRM means the agent is committed to forming long-term professional relationships over time.

Other demonstrable actions concerning the agent’s CRM are: • Has a rapid-response method to deal with Internet inquiries and other inquiries via email. (The average client expects a response within eight hours—but a recent survey showed the average agent responded in 50 hours!).

• Has a method to follow up on all leads until they ‘buy or die’. As a client, that means I won’t get lost. As a seller, it means my agent will follow up with all leads and give it 100 percent to sell my home.

2. Invests in the technology and follow-up pros have This agent makes every decision based on their vision of their career at least three to five years in the future. For example, instead of selling someone a house anywhere just to get a sale, my value-added agent sells only in an area they define as their ‘target area’. That way, they’ll get known, and can build on their reputation.

The value-added agent has the ‘guts’ to turn down business! Because they care more about the well-being of the client than getting one grimy commission check, they learn to 5

‘tell the truth attractively’, and work harder to retain the client than to make one commission.

Adding those Client Benefits to your Dialogue

3. Works for referrals, not just sales I said the agent learns to ‘tell the truth attractively’, even if the buyer or seller may not want to hear it. For example, if it’s in the best interests of the seller to list their home at a lower price, the value-added agent has the strategies and the statistics to prove that the seller won’t be well served by pricing higher.

Of course, it’s not enough to actually take these actions. You need to explain to the client why these actions are in their best interests, and how you stand apart from most agents by employing them. Why? Because your client won’t know you run your business so professionally.

And, the client probably doesn’t know most agents don’t run their businesses this way!

And, this value-added agent has the intestinal fortitude to walk away if they know the home will not sell at the client’s desired price (but doesn’t have to too many times because they create a stellar reputation amongst their clientele).

TIP: Always show your clients, don’t just tell them. You do have a Professional Portfolio and evidence on your website, don’t you?

4. Keeps the buyers and sellers’ best interests in mind Our value-added agent makes every decision to grow trust, not just to make a fast buck. For example, the agent sits down with a prospective couple and finds out they can’t purchase right away and creates a plan with them to save for their down payment. Then, the agent keeps in touch over a period of months, offering helpful information and market updates.

Put Yourself to the Test

How many of these actions P. S. Managers and team leaders—two tips do you exhibit?

What do you want to work on to become a true 1. Call each of your agents’‘value-added’ phone mails.

What’s the impre agent?

Are they professional? Do they state the company n TIP: represent your culture and image?

Managers, give your agents a 2. Create a quick class in phone messaging using the ‘test’ on these four points.

In other words, this agent practices seller or buyHow many pass? this blog. er agency representation, not ‘agent agency’!

Copyright ©, 2016 Carla Cros

Carla Cross,CRB, CRB, MA, is theoffounder andSeminars, president Carla Cross & Carla Cross, MA, President Carla Cross Inc.,ofand Carla real management and sales.

Herspecializing internationally s Crossestate Coaching, is an international speaker in realbest-selling estate management and Running business planning for all professionals. agents, Up and in 30 Days, is real nowestate going into its 5thHer edition sevenexperience internationallyas published books, including Up and Running in 30 Days , vast a top-selling agent and award-winning manage and 20 agent and management programs have helped thousands of real sales podium, blending her musical background with her proven estate professionals to the greater productivity and teaches profitability.someone Reach Carla strategies (she uses piano AND even to at play—f 425-392-6914 or www.carlacross.com. and practical). Find out more at www.carlacross.com.

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TERESA BISHOP Top Agent Magazine

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TERESA BISHOP Photos by Teresa Bishop

From a very young age, Teresa Bishop was intrigued with real estate. When she entered the workforce, Teresa initially worked for the company her parents owned, but after they sold that business, Teresa decided she would finally pursue her first love. “I knew this was my chance to try real estate out. I went to school and got my license in 2008.

I couldn’t be happier with my decision.”

Teresa got her Broker’s license in 2012, and is big on continuing education, taking advantage of every opportunity she can to expand her expertise in order to better serve 8Copyright Top Agent Magazine

her clients. Teresa’s husband Danny, partnered up with her and together they form one of the most in-demand teams working in the highly competitive Nashville market.

“We both bring specific skills to the partnership, and complement each other perfectly.

Every client we work with gets the best of both worlds. Our clients become family to us, and I think that’s because we really focus on building relationships with people.”

Teresa is a lifelong resident of Nashville and has an in-depth knowledge of the area that offers her clients a distinct advantage.

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Teresa Bishop is a lifelong resident of Nashville and has an in-depth knowledge of the area that offers her clients a distinct advantage.

She also has an extensive sphere of influence and valuable relationships with several lenders allowing her to always direct her clients to the mortgage professional who will best accommodate their needs.

If you ask Teresa’s clients what they liked most about working with her, almost all Top Agent Magazine

would say the exceptional customer experience she provides. “We really earn our clients trust from the start. We tell them what they need to know, good and bad, and we have a lot of patience. We treat people like family and they see our passion for putting their needs first. I’m also always available, and don’t mind working long days. My Copyright Top Agent Magazine 9

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clients know if I don’t pick up the phone, I’m on a call and will get back to them shortly.” It’s no surprise that Teresa has a remarkably high 90% rate of repeat and referral business.

But the relationships Teresa builds don’t end when the active transaction does. Teresa prioritizes keeping in touch with past clients in several unique ways. “I used to cook on a local show in town, and a lot of people know me from that, so one fun thing I do is send out recipe cards to my clients. I also like to send out home improvement tips and stay in touch on social media, as well. I Top Agent Magazine

really get to know them and their interests, so I try and keep things very personal. I actually care about what’s going on in their lives and I think they know I’m genuine.”

Teresa is actively involved with her church and is particularly interested in helping feed the hungry and working to provide toys around the holidays to children in need.

When she isn’t working, Teresa enjoys traveling, socializing with friends and trying out new restaurants.

Teresa has already written one book on buying and selling real estate and she’s working Copyright Top Agent Magazine 11

Photos by Teresa Bishop

on her second. She also remains devoted to improving herself by earning more designations and staying updated on all industry changes and technological advances. “It’s all about serving my clients to the best of

my ability. Helping people and seeing them happy and connected to the community is very rewarding. I love what I do and feel that it’s a privilege to help people achieve their real estate dreams.”

Teresa Bishop is a licensed Real Estate Broker with Benchmark Realty, LLC. She can be reached by phone at her office (615) 371-1544 or direct (615) 414-8598.

Her email is Teresa@TheBishopsTeam.com or visit her website, thebishopsteam.com. www.

Benchmark Realty, LLC is located at 318 Seaboard Lane, Suite 115, Franklin, TN 37067.

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Top Agent Magazine

How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— Top Agent Magazine

it can feel impossible to untangle yourself from the worldwide web.

As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

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get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time.

While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any.

Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew.

In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.

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Mute social media notifications and create dedicated check-in times instead.

Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized.

While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority.

That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.

Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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BEKAH COCHRAN and outreach turn our clients into raving fans,” she says.

Bekah Cochran began her real estate career right after graduating from the University of Tennessee at Chattanooga. “Though I obtained a degree in education, I had a friend in real estate who inspired me, so I decided to pursue that full time,” she recalls. That was in 2007, and she’s never looked back.

Bekah Cochran now leads the Bekah Cochran team for Keller Williams Greater Downtown Realty in Chattanooga, serving the entire greater Chattanooga and surrounding areas. Quickly approaching a sales volume goal of $20 M this year, Bekah reports that her business is 97% repeat and referral clientele. “We offer a smooth, professional, and efficient process for each and every client,” she says. “We pride ourselves on educating people, advising them to make the best decisions for themselves.”

It’s not surprising that Bekah and her team receive stellar reviews for their esteemed work ethic. One client recently wrote: “Bekah and her entire team were amazing, and we will highly recommend her. She is knowledgeable in her field and her customer service is impeccable. We had a few hiccups due to the buyer’s lender, but she displayed and maintained what was is in our best interest at all times. We feel very fortunate to have had Bekah and her team represent us.”

Bekah uses a systematic method to market her listings. “Each home has the option to receive professional staging as well as topnotch photography & videography,” she explains. There are also postcards, digital promotions, and open houses. “My team supports me in all areas of research, from finding a house and marketing, to selling a house. They walk clients through the process from contract to close,” she says.

What Bekah likes most about her job is making people happy. “I love helping families grow and making their dreams come true,” she asserts.

As a wife and working mother of four children– Cole, Charlotte Grace, Fischer, and Marshall–Bekah has made it her personal mission to balance her time at work with spending quality time with the family. “We love doing things together, especially things outdoors like hiking and being on our pontoon boat on the lake.”

Moving forward, Bekah plans to stay where she is while her kids are still young. She says, “I hope to continue my high level of service and continue to serve the community by helping people find their dream home.”

Bekah’s team has consistently been in the top 20%, not only within Keller Williams, but in the entire local MLS. From 2019-2020, the team was named among the Top 25 agents of Keller Williams’ 325 agents. She says her business is founded on building solid, lasting relationships with clients, colleagues, and industry professionals. Because each listing and buying client is unique, Bekah has built her team to help ensure every real estate need is met during the process.

To stay in touch with her clients, Bekah utilizes Keller Williams’ 36-touch method, which includes sending out newsletters, every-occasion cards, holding special events, and doing pop-bys. “Our high standards Top Agent Magazine

To learn more about Bekah Cochran, email her at bekahcochran@gmail.com, visit busybekah.com, or call (423) 508-5986 www.

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DAN ELAM Dan Elam, broker/owner of Elam Real Estate, has been one of the most respected agents in Middle Tennessee for decades. He found his passion for real estate at a young age, buying his first commercial property as a teenager. When he purchased land to build his first home, the broker representing him said, “You need to get in the real estate business.” Dan has now been licensed for 28 years, and six years ago he launched Elam Real Estate.

He’s built his brokerage on a hybrid platform. “We took the best from the team model and the traditional model and have created a hybrid version that creates a phenomenal customer experience,” he says. He’s created the infrastructure to ensure he and his agents can give clients personalized service and that nothing ever falls through the cracks. His clients rave that he is straightforward and firm, while always staying polite and professional. His direct approach, combined with his three decades of experience, give him the clout to ensure his clients are able to achieve their real estate goals.

To give back to the community, Dan is involved with the local Chamber of Commerce, Habitat for Humanity, the VA, and Greenhouse Ministries, a faith-based organization that provides assistance to underserved community members. In his cherished free time, he enjoys spending time with his children and volunteering with his church. “We have four boys and it’s my passion to be out on the baseball field or in the ballpark with my kids,” he says. He and his family love to vacation at the beach or in the mountains.

Now that Elam Real Estate has a strong foundational infrastructure, Dan is focusing on growing his brokerage so he can provide excellent service to even more consumers and employ more agents.

Dan has a designated marketing team of digital experts to ensure that listings are viewed by thirteen times more potential buyers than the competition.

The result of their thorough, professional approach is often a quick sale at a very competitive price.

“My favorite part of my job is creating a fantastic experience for the consumer,” Dan says. “I love showing sellers our strategies so that they can outperform the market and get top dollar for their home. I also enjoy bringing in new agents and teaching them the business.”

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To find out more about Dan Elam, call/text 615.890.1222 or email at info@elamre.com Top Agent Magazine Copyright Top Agent Magazine

24-Hour Touch-ups to Maximize Your List Price Sometimes it takes a full-scale overhaul to prepare a house for market. Other times, only a series of small adjustments are required to make a listing’s true potential shine. Whether you’re gearing up for an open house, assessing a list price, or maximizing a property’s appearance prior to photography—the devil is in the details. However, touch-ups and refreshes don’t have to dominate your schedule or break the bank. For a few ideas of where Top Agent Magazine

to begin, consider our handy check-list below for quick home projects that will fortify your bottom line.

Refresh grout for a sparkling clean look.

Perhaps the quickest and most cost-effective way to make bathrooms, kitchens, and other tiled areas shine is to refresh grout until it looks

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good as new. Specialty grout stain removers and cleaners are inexpensive and sold at most home improvement stores. Plus, the project only takes a bit of elbow grease and an hour or two for a major makeover effect. Suddenly, dark, stained, and worn-down bathrooms gleam as if tile has just been placed.

Create mood lighting with soothing bulbs and fixtures.

A warm white light from specially chosen LED bulbs creates a welcoming environment when potential buyers come calling.

If outdated fixtures are bringing down a home’s otherwise modern styling, consider more design-neutral replacements that won’t

detract from the property’s charms. These are inexpensive but highly noticeable and impactful upgrades that shift a home’s ambiance for the better.

Repaint doors for an updated and inviting entryway.

It may sound like a hassle, but repainting doorways with a fresh coat signals a wellkept property—and that’s before prospective buyers even pass through the threshold. You can also change out generic doorknobs and switch-plates to add an updated flare while on a budget. Color-of-the-year trend choices can turn heads, while neutral paint choices signal less hassle for future homeowners.

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scrub, or with the addition of new shelves or styled bulbs.

Make windows shine— both inside and out.

Cleanliness goes a long way in communicating a well-cared for home in which buyers can imagine themselves. Cleaning the inside and outside of windows not only refreshes a room, but it allows light to infuse the space while appealing to the move-in ready crowd.

Closet spaces are not an afterthought.

Every prospective buyer wants storage options, and you’ve surely led a home tour where guests inspect closets and pantries.

Don’t let these hidden spaces go overlooked. Make sure they’re clean, cleared as much as possible, and you can even touch them up with fresh paint, a good

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Remove tough appliance stains with a bit of elbow grease.

If you’re packaging appliances with the sale of a property, you’ll want to make sure those big-ticket items are also in top shape to showcase their value. Stainless steel polish, electric cooktop polish, and stain removing pads for the kitchen sink can make your appliances look five years younger with nothing more than an hour or two’s labor.

Organize garage and basement areas to maximize storage and hint at bonus space.

It may take a labor of love, but organizing and decluttering these special storage spaces

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can add significant value to a property. Instead of telling prospective buyers how much storage space there is—let these areas speak for themselves by giving them a neutral, airy bout of cleansing. That way, craft-lovers, car aficionados, and buyers with interest in renovating basement areas can witness the potential immediately.

Individually, these bit to-do list items might seem like extra work without the promise of 20

a major return. But combined? These small tasks go a long way in crafting a home’s image and projecting pure potential. After all, prospective buyers imagine their lives unfolding inside those walls. That’s why cobbling together these small-scale projects can have a big payoff in the end. Not only will a home present itself in a cohesive, attractively-packaged form, but it can also translate to higher interest and a significant pay-off—in more ways than one.

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SHERRY HARBUR When Sherry Harbur and her husband decided to purchase a string of investment properties, she had no idea that it would eventually lead her to a fulfilling career in real estate. After a few unfortunate experiences with real estate agents who were supposed to help them, Sherry decided to get her own license. In the process of taking her classes she discovered a true passion for real estate, and what started out as a move motivated by personal reasons turned into a desire to help other people. With 20 years of experience, she currently works with buyers and sellers throughout Collierville, Germantown, and the Greater Memphis, Tennessee area and helps them expertly navigate the real estate market through her boutique brokerage, Harbur Realty.

Keeping client satisfaction as her priority Sherry has been able to develop a strong network of repeat and referral clients. “My clients know that I look out for their best interest, and when I work with them, I’m completely focused on their individual needs. If something is not a good deal, I encourage them to walk away. I’ve had clients tell me that I lost my commission by talking them out of purchasing a property. But to me it’s more important to help them find the right type of property instead of just closing a deal.”

In order to achieve seamless transactions and alleviate any stress her clients might have about the real estate process Sherry prioritizes open communication. “Trust and integrity mean

everything in this business, and you have to be able to communicate to earn that. My clients appreciate my honesty and transparent communication, even if sometimes it consists of bad news or something they might not want to hear. I keep them informed throughout the entire process so that they have all the facts and feel confident about the decision they’re making.”

Sherry always ensures that each one of her listings is presented with a virtual tour and professional photography. Her work ethic and marketing strategies bring in anywhere from 25 to 50 transactions per year. “I work on all my transactions by myself because I want to be hands-on throughout the entire process.” Sherry’s favorite part of her job is the ability to help people realize their dreams. “I love watching people’s portfolios grow and I love seeing first-time homebuyers and the satisfaction they get from owning a home. Sometimes you have a 50-year-old client who’s buying a house for the first time and it’s very rewarding to be a part of that process and help make it all come together.”

Outside of work Sherry is involved at her church and does various volunteer work in her local community. In her spare time, she enjoys surrounding herself with family and friends, doing home renovations with her husband, and gardening. In the future she wants to continue growing her business and keep providing her clients with the highest level of customer service and excellent results.

To learn more about Sherry Harbur email sherry@harbur.com, visit harburrealty.com, or call (901) 496–8193 www.

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77Simple SimpleTips Tipsthat thatare areProven ProventotoHelp Help You YouStay StayAhead Aheadofofthe theCompetition Competition So you’ve created a successful business, congratulations! You probably did it by providing an unsurpassed level of customer service that not only meets customer expectations but exceeds them in a way that has made you stand out from the rest. As anyone can tell you, starting a successful business is not easy.

Now comes the even harder part. Not only sustaining that high level of performance, but continuing to grow and outpace the competition. There is no resting on your laurels in a competitive business market. Companies that stay successful for the longterm, make an active effort to keep on top. Here are just a few ways you can do the same.

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1. Know the competition It’s not enough to know what you excel at or what makes you unique, you need to know what your competitors are offering that makes them stand out. This serves two purposes: it will allow you to more clearly define your differences, or it may help you identify an area that you hadn’t considered before, opening up a potentially new way in which you can excel above the rest.

2. Know your customers You might know your clientele very well, but as economic conditions change, so does your

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customer’s needs. What might have been a priority a year ago, won’t be if we are in the midst of an economic downturn, for example.

As a business owner you should always be evaluating your strategies in every area constantly, knowing what your customer wants and needs from you is key. In fact you should be using your expertise to analyze potential market changes and anticipate those needs to stay ahead of the curve.

3. Have a strong understanding on what makes you unique Once you accomplish the first two, you should have a clear idea of what unique advantage you offer people. This needs to be clear to everyone, so you can then take that idea and run with it. Find your niche and then market yourself with a focus on that idea. If you have a clear thing you’re selling, it is well worth the investment to market yourself to the hilt with that in mind.

5. Think like your competitors One way your competitors looks to gain customers is by potentially taking yours. It goes without saying, you don’t want to let that happen. You’ve probably built great relationships, so really maintain those relationships by not only providing great service, but service that truly goes above and beyond. Find ways to give more to your customers. You might even want to start offering surveys, where your clients can tell you exactly what they’d like to see.This makes your clients not only feel heard, but blown away when you implement any changes they suggest.

6. Look for untapped markets Don’t settle for maintaining what you have, there could be untapped markets out there.

If you don’t get to them, your competitors will. So even if they come eventually, hopefully you’ll already be the dominate force in that market.

4. Keep up to date

7. Be a great boss

This goes for everything from technology to systems, marketing, and even your own personal image. If you have a brick and mortar location, you want to also keep things looking fresh and modern there, as well. First impressions are important for a reason. Everything about your business should tie into your marketing and branding. What are you selling and does everything line up to support that, from your business cards to your social media pages. Remember the key to branding and marketing is a consistent message.

One of the best things you can do to keep ahead of the rest, is by being a company where top talent and motivated newcomers want to be. Be the company that offers more than a competitive paycheck. Be a place that fosters talent, and offers scheduling and compensations packages that appeal more to people who think outside of the box. This will attract more innovative thinkers who value flexibility. Not only will you benefit from their talents, more importantly, your competition won’t.

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