TEXAS 7-26-21

TEXAS EDITION

4

QUALITIES OF EXCEPTIONAL EMPLOYEES

FEATURED AGENTS

ELUYN GINES DIANA ROBERTS LATRISA WYATT MIKAELA CAMACHO RYAN COLLINSWORTH

5

THINGS YOU CAN DO TO

ACHIEVE YOUR BIGGEST GOALS

BUSINESS GROWTH HACK:

ABSORB YOUR CLIENTS' STRESS!

5 FRESH

NEW APPROACHES TO CONTENT MARKETING

COVER STORY

DAWN LANIER

TEXAS EDITION

DIANA ROBERTS After working as a car saleswoman at a

foundation of info to provide insight for something that would give her more particular, she kn time to spend with her family. She met construction of h someone in the real estate industry, and husband’s job as realized that it might be a good fit for for an HVAC com her. Two years ago, Diana got licensed him out with many as a Realtor in Texas, and her career has given her the i thus far has seen a rapid rise in business. to point out thing RYAN COLLINSWORTH MIKAELA CAMACHO DAWN LANIER ELUYN GINES DIANA ROBERTS LATRISA WYATT She has already more than doubled her of a home that m production numbers from 2020, and client’s decision w For Mikaela Camacho, real estaterelationship runs inledELUYN just how good she really is. The other with them, and they into Wyatt began her real estate Serendipity Ryan Collinsworth from $7 to $12 mil beena branching out into the family. “My mom does commercial agent was terrible, and did28 a poor jobDiana uses her we 24she’s 27various become because over 30 years ago, having GINES the real estatefriend world.

“I you’ve was helped working in consistently in the to real estate and my stepfather does communicating with everyone. Mikaelagive her clients p them do in their lives and her start in property manageareas ofresirealsomething estate, big such as Farm franchise sales foryou.” a wireless company goes and and they trust I used to manage apartment dential,” she explains. Mikaela decided Ranch.

Primarily serving Hood County above and beyond on all of herhelp them make nities,” Latrisa recalls, “and doing the During the hours tha to enter the field a year started and a half ago,some commercial stuff ontransactions to ensure the very best and Johnson County, Diana is sets building during the process Her dedication to her clients went into apartment locating. and is now a part of the Torres Realty outcomes for her clients.

Would highly side for them,” he explains. “That was how he can be found givin Latrisa apart.

“I truly care about my you need to be licensedTeam to which consists of two a other reputation a real estate agent that a home. team asestate recommend Mikaela Camacho to anyone I discovered waswant a natural nity. “I’m active in m clients, real and I always what’s fit for apartment locator, I got my members including Victorclients Torres can andrely on. who has a real estate need.” Another for them andthe theirleap families,” she ago, and then I went into home me.” Sobest Ryan took 18 years sit on the Board of Lisa Mabry. Victor services theexplains.

Austin “I know that my clients can wrote, “Mikaela was incredible! was to her long-term When itShe comes ter that.” The rest is history, earning his license and hitting the ground of Flower Mound wi Lisa proactive and hershe team worked feel hanthat honestly and earnestly coming oughout the years, Latrisa and has San Antonio regions, while Clients love working with Diana, a trend sphereefficiently and referral base, Diana running.

He off doingservice, cold calls He also serves on th dles Wichita Falls. Mikaela’s specialty isstarted to get us into a home we love, keeping from me.

I’m big on customer d at helping her clients achieve attributes inMIKAELA large part to her honesty andRYAN reliability. mutually beneficial, lasting re LATRISA WYATT CAMACHO COLLINSWORTH in the greater Dallas/Fort Worth area. us well-informed all along the way. Council As and I By believe that if “Once you don’tmy have first the year al estate goals. and showing homes. through Ke She puts sincere effort building trust withhome clients clients over constantly maxim mentality of service, theninto you won’t be providing superior service at all steps, first-time buyers she made us feel ended, I was one ofvery the top agents in the they help lead the o able tothroughout last in thisshe business long.”

Latrisa ealtor® with Keller Williams when with them, and her throughout consistentwhatgain.

She makes a point of cal and Realty, guiding each client thefirstformeets at ease is frequently an office.”

Motivated by his success, Ryan directors.

Through San Antonio and the transaction, surrounding Mikaela’s area, business is almost CONTENTS overwhelming process.” or meeting up with them for c responsiveness to her client’s inquiries over phone it comes totomarketing her listings, Latrisa g Helotes, Shavano Park, Boerne, Leon Whencontinued push himself and grew year give back to various entirely based on referrals. calls and texts makes her amaximum valuable asset to someone forward to starting a monthl approach to ensure Universal City, and Cibolo. About 80% of her uses a comprehensive after year.

After taking on a leadership role supply food to local When Mikaela isn’t working, she’s enjoying her farm, In additiona to marketing social media, s comes from repeat and referral clients, an exposure. pursuing real estatevia transaction.

“I give my genuine future. Diana loves helping peop “I want to give my clients the best experience,” Mikaela fishing, or spending time with family.

But much of her in Keller Williams where heagents, mentored agents andNEW help out with various project like H she reaches out with phone calls to other and other ive feat that speaks to the trust and confidence GROWTH 4) BUSINESS 20) 5 FRESH self to mymay clients, and really I can more fulfilling than guiding says. “Iservice, communicate Iwho usually out totoI serving time isbring spent everything planning for ago. the future,This as Torres Realtywe’re other clients be interested. ires. “We provide good customer and tofrequently, lead offices, he reach returned clients six years weekend doing Feed to the that table,” says. Team “I always my phone TO the “Right challenging procedures in them atABSORB least once a day.”YOUR Knowing this isDiana one of the plans answer to expand throughout Texas. now to serve our clients,” Latrisa says.

HACK: APPROACHES The vast majority of hiscontinuing business consists of repeats church.” Whenever he has free tim In the future, says, “I Mikaela plan ontransparent whatwith most expensive transactions of a Latrisa person’s life, we cover threethem large areas, want to and I’m completely whilebut wewe definitely comfortable and satisfying for th CLIENTS' STRESS! CONTENT and referrals, a testament to his superior service. MARKETING love exploring new construction p I’m doing.and Mymake goal isthe to be the best that reach I can be.

I places.” in touch with past clientsaims is important, to exceedandexpectations process as more worktothrough thesocomplex process together.” Diana’s will continue go train myself that I know the real forms lasting relationships.

In addition to “I spending time outside in the poo smooth as possible. definitely above and beyond business has been growing fast since she started, In her free time, Diana enjoys sp client appreciation events, she also will reach estate business in and out, and I want to growvery to negotiate on their behalf and get them in the the best offer In so theI can meantime, she’s loving every minute of Specializing Dallas-Fort Worth area as well going outand to her dinner withanimals. friends.S to help moremade familiessure in thenot future.” h a phone call just to check and see how continueand family her many she’s to lose sight5 oflove herhelping standard 14) 4 inthe QUALITIES 25) THINGS YOU CAN on home they are selling, or to win the home of current work.

“I families find their dream as East Texas, Ryan is focused on what he can do to doing, and whether she can help them with for Joshua, TX where she lives, ofbuying.” customer as same. her production their dreams that they areadvises As aservice Certified home, seeingTO their volume reaction ishas so rewarding.”

OF EXCEPTIONAL DO ACHIEVE YOUR Latrisa otherclients’ agents togoals. do the “I say g. achieve his do“Ieverything possible to Inwork the with coming wan ® localyears, small Ryan businesses Luxury Home Marketing Specialist Accredited always increased. sharpen your ,sword.

God blesses us with meet their needs, and I never think of them as GOALS a one- and hire an within admin the andcommunit a buyer BIGGEST Luxury Specialist, andtalent a soon-to-be talent, but can only takeMilitary you so far. You have to ning relationshipsEMPLOYEES with past clientsHome is one of them from time buyer or seller,” he says.

With a goal of building his favorite part about what he d s favorite parts of real estate.

“I like the fact always study and get better at your craft so that you Relocation Professional, Mikaela ishas well-equipped tobulk of her time in real estate Diana spent the her broker’s license in the future can grow and be the best that you can be, for your e helped so many people, and they’ve become handle all types of properties.

Norelationships matter who shewith is everyone he serves, Ryan lasting so he willagents do whatever it accumulating knowledge andwe staying open to happy, of like-minded who are f my life. They’ve becomeserving, my friends. clients and for your We even can’t take what sheWhen makes everyone feel takenfamily. care of, loves guiding them throughout the process.

“I’m very smiles.

“I really get the most satisf as real agents.

Wetoare throughout really doing houses, it’s not a transaction. new things the transaction versed in all facets of real esta afterIt’s thesomething transaction.do“Ilightly willlearning pop by estate once a month Phone 310-734-1440 | Fax 310-734-1440 honest opinionated as want to make sure they many people in as Texas I possibly that and changes lives.” very important to the client. You build that something process, including from Iinspectors and other trade asfor a Realtor whocan. is past clients and I’ll give them gifts on holidays like understand what they are getting themselves into,” he Mother’s Day. I try to do everything I can to maintain professionals.| Because of this, she has built a strong reliable, give Diana Roberts a ca mag@topagentmagazine.com www.topagentmagazine.com or more about Latrisathose Wyatt, you can contact her by phone 505-4244, explains.

“I try at to (210) take the emotional part out of it and relationships.”

No portion of thisYou issue mayfind behelp reproduced in any whatsoever without priorknow consent of the publisher. Top Agent Magazine or email latrisa.wyatt@kw.com. can her online at lwyatthomes.com them see themanner long-term picture, so they what For more information, please call Diana at (682) 2 is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy After working with Mikaela, andinsellers love mightbuyers happen the coming years and how we can best of published materials, Top AgenttoMagazine cannot be held responsible for opinions expressed or facts supplied by its authors. leave glowing reviews about their time together. or email dianaroberts.realtor@gmail.com. maximize their potential earnings off the home.”

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

7Honda dealership, Diana decided 17 to look

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DAWN LANIER

https://

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One recently said, “I can’t say ‘Thank You’ enough...

Copyright Top Agent Magazine For more about Mikaela Camacho, Published in the U.S. Mikaela is AWESOME! This is not my first purchase please call 972-903-9201 or When comesagent to selling or sale but by far the BEST realit estate I have a property, Ryan goes above email Mikaela.Camacho@outlook.com ever worked with. My most transaction showed andrecent beyond to spread the word. “I advertise through a

Top Agent Magazine few different avenues, including social media sites like Twitter, Facebook, Instagram, and LinkedIn.” HeCopyright also Top Agent Magazine

Copyrig

mailto:mag@topagentmagazine.com

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Business Growth Hack: Absorb Your Clients’ Stress!

Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth.

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You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

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Top Agent Magazine

your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable.

Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family.

And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions.

Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service.

Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know Top Agent Magazine

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly.

Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted.

Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 6

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’”

Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares.

If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help.

When clients feel cared for, they remember the agents and partners who helped them.

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DAWN LANIER

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Top Agent Dawn Lanier of Coldwell Banker Realty, serves buyers and sellers throughout the entire Austin area and surrounding communities.

Austin REALTOR® Dawn Lanier has a natural ability to bond with clients and advise them throughout the transaction process.

A Baylor University graduate with a BBA, she began her career working in the real estate division of a regional bank and was eventually hired away to manage a local real estate investment and development company. Dawn was then recruited by the 8Copyright Top Agent Magazine

largest State of Texas landlord. Those prior positions serve as a strong foundation for her current role as a REALTOR® with Coldwell Banker Realty. Dawn serves buyers and sellers throughout the entire Austin area and surrounding communities.

With a business that’s primarily based on referrals and repeat clients, Dawn believes Top Agent Magazine

it’s her care and white-glove treatment of buyers and sellers that keep them coming back. “I take great care of all of my clients, regardless of the price point. I strive to make it a pleasant and educational experience for them,” she explains, then adds, “I’m also unabashedly OCD about ensuring the process runs smoothly and my clients get the best results at the end.” Dawn has a keen eye Top Agent Magazine

for detail along with her ability to carefully listen in order to assess her clients’ needs.

“In a recent testimonial, a client said I was extremely good at multitasking and always promptly responded to his calls or texts with answers to his questions. Anytime he needed something, I was there for him. He also said that the most amazing thing about me is that I always made him feel like he was my only Copyright Top Agent Magazine9

“I take great care of all of my clients, regardless of the price point. I strive to make it a pleasant and educational experience for them.” client. It is important to me that all of my clients feel taken care of and heard.”

Dawn’s successful marketing strategy includes a blend of traditional and modern media. “I do a lot of online and social media marketing, but I also invest in print. What’s Copyright Top Agent Magazine 10

most important is having exceptional photographs for all my listings, regardless of where they’re being advertised. All the listing photos in this article are of my builder client’s gorgeous spec homes. Alan Lane, owner of Tusker Development, and I have worked closely together for the past few Top Agent Magazine

years creating and selling amazing properties in central and south Austin.”

When she’s not working, Dawn is passionate about her community involvement.

“My husband is a minister, so we are very involved with our church. Our church does Top Agent Magazine

an incredible job of reaching out to the Austin community helping others in need. We volunteer and we have various charities that we support, including the local food pantry.”

Outside of work Dawn and her husband love to spend time with their three kids. She also loves to garden and exercise. “Those outlets Copyright Top Agent Magazine 11

give me the energy I need to keep going and help to clear my head.”

Going forward, Dawn is excited to continue providing her clients with excellent service.

“I love what I do and make it a goal to grow and evolve.” Her advice to young agents hoping to succeed in the real estate business is to

realize that there are no shortcuts. “A strong work ethic is the key to becoming a top agent. Those that think things are just going to happen for them, or simply fall into place without hard work and long hours, are fooling

themselves.”

Photos by David Stewart Photography.

Facebook: @DSphotoLLC; Instagram: @davidstxphoto

For more about Dawn Lanier, email dawnlanieratx@gmail.com, visit DawnLanierSellsAustinTexas.com, or call (512) 914–2072 www.

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

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

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

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

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

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

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

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

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

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

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

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

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Laughs!

Graham Harrop Graham Harrop Cartoons Cartoons

Putting the power of humour to work for you!

Putting the power of humour to work for you! grahamharrop.com

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ELUYN GINES Top Agent Magazine

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ELUYN GINES

When Colonel Eluyn Gines retired from the Army after 28 years of service, he could have opted to sit on the couch and watch television for the rest of his life. But when he encountered some contractual problems with the house he was trying to build in Dallas, Texas, he realized that his experience was probably quite common for a lot of people. Always one to answer a need, Eluyn became a Realtor to make sure that the kinds of problems he encountered didn’t happen to others.

To take on that mission, Eluyn built his RHI Real Estate team with Keller Williams around a core of values he brought with him from his years in the Military—Respect, Honor, Integrity— and after seven years in business, he heads a team of five members serving clients all over the Dallas-Fort Worth Metroplex. Judging from

“I wanted to build a team that prioritized the client over merely making money,” Eluyn explains. “In my experience, that’s not how a lot of real estate companies work. My focus is on what I need to do to help someone, whatever the background or situation from which they approach this process. I have a good retirement income, so I don’t need the money. I want to help people.”

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the phenomenal amount of repeat business and referrals he gets, those clients are well satisfied. “My rate is around 70 percent, in part because I take the time to understand people’s needs when they’re buying a home, whether that’s a house in a neighborhood near the right schools for their children, or they’re looking to downsize or upsize, or if they’re looking for a short commute to their place of work. But I’ll also ask them to recommend me if they feel like I did a good job for them.

I believe that simple reminder has brought me a lot of business.”

Another reason clients keep coming back is the kind of relationship Eluyn builds with them. “I don’t just want to be your Realtor; I want to be your friend. A lot of agents will sell you a house and then disappear. I don’t do that. I’ve brought a truck over to help someone move in. When we had the power outages here, I called everyone to check on them. I meet people for dinner. My goal is for them to know me as someone they can turn to for whatever they need, regardless of whether it’s about real estate or not.”

In 2020, Eluyn closed 29 transactions, and is on pace to exceed that for 2021. Continuing to grow that number is important to him going forward. “My passion is helping as many people as I can. I’m proud to have served my country in the Army for 29 years including five combat tours overseas. Those deployments resulted in me receiving two Bronze Star medals and a Legion of Merit, one of the highest medals a soldier can receive for his services. Now I’m serving a different need for people in the DFW but my passion remains the same. My vision is to be the real estate agent of choice for buyers and sellers who value a superior work ethic, community impact, and a relationship over just going through a transaction.

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Contact Eluyn at 254-371-9218 or email Eluyn@RHIrealestate.com Copyright Top Agent Magazine 19

5 Fresh New Approaches to Content Marketing A couple of weeks ago we were conducting a workshop when we were asked two excellent questions about content marketing:

• People

don’t want to hear from a roofing company every day. So how do you produce fresh and interesting content for social media that goes beyond your core services and yet ties back to your business?

• Can

you extend your social media presence and content to include personal things (like your hobbies) and how does that affect your overall business image?

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The workshop attendee who asked the first question was right. Almost no one wants to hear from any company every day… especially if all the content is about products and services…and yes, even if they’re giving helpful tips and information. Does that mean you should stop producing excellent daily content related to your business? No, of course not! Content is created for two reasons.

First, to provide knowledge, expertise and even entertainment to your ideal customers in order to achieve top of mind awareness as an authority in your industry. And second, to produce SEO-rich results that keep you at the top of search engines. You must strike a

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balance between the two, and try to include content that draws people in by being super interesting and entertaining….and yes, sometimes personal.

To help answer those content questions above, here are five different types of content (beyond the traditional stuff) that can give your brand a fresh, unique and balanced approach:

1. PHILANTHROPIC Your community efforts say a lot about who you are, and people will make an extra effort to do business with you as a result of this connection. We’ve consulted business owners who are very hesitant to promote these efforts because they don’t want it to seem as though they are exploiting the charities and organizations—and most especially because they don’t do it for the promotional aspects. They do it to give back. I ask you to keep this in mind. Nonprofit and charitable organizations very often have small marketing budgets. Not only do they rely on outside marketing forces to promote their initiatives, they would likely be forced to close their doors without that support. That means that when someone with a strong brand and presence promotes them, it’s a highly trusted and personal connection, and you can’t buy that kind of support. In other words, they not only need you to promote them, they want you to promote them. But your instincts are correct. It’s not about you. So just make sure your entire content focuses on the organization you’re helping, what they do for the community and how Top Agent Magazine

others can join in the cause. Then it becomes a huge win for all.

2. HOBBIES You bungee jumped from four of the tallest bridges in the U.S. In your spare time, you go fly fishing. You love playing chef and use only locally grown, organic foods. Your friends are always begging you to go to Vegas with your card shark talents. You’ve done mission work in Africa and would like to start your own group. You almost played professional baseball. You have an insane talent for gardening design or bass guitar.

Your family works at a soup kitchen once a month. Ok…you get the picture. And two more words. Reality TV. People are interesting…and people are interested in interesting people. We remember others based on these unique traits. And most of all, people love the story behind the face. Don’t be afraid to share your hobbies. Quite often, it’s the first thing that will personally connect you to a prospect.

3. CREATIVE CONNECTION This one is perhaps our favorite. While we can’t imagine seeing something come across our news feed from a landscaping company every day, imagine this for a moment. What are we always told to remember in this hectic world? Stop and smell the roses, right? So what if…a landscaping company posted a beautiful flower each day, just to remind you to ‘stop and smell the roses’. And at the bottom of that photo (small print), you included

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the type of flower and type of environment needed to make it flourish (moist soil, full sun, etc.). And then, of course, watermarked it with your logo….and a title like, “Sam’s Daily Reminder: It’s Time to Stop & Smell the Roses”. You could even include some great, thought-provoking quotes. It has the personal connection (Sam), the business connection (flowers & logo watermark) and a cool creative connector (pause the meetings and paperwork to take a moment and appreciate life by noticing this beautiful flower). This is a great idea for staying ‘top of mind’ and connecting business with the kind of creative messaging people wouldn’t mind seeing every day.

4. EXPERIENCES This one is similar to hobbies from the personal aspect, but instead of something that identifies us like our hobbies, our experiences are random happenings that can have great interest and meaning to our audience.

Whether you have a unique experience buying a new car or a fateful conversation with a stranger in the airport, if you feel it ties into a life lesson or business lesson you’d like to share, by all means do. The lesson is to keep your radar up 24/7. Any experiences you have which relate to your

ideal customer are an opportunity to connect beyond the business world. And when we do that, we become a part of the family.

5. INFLUENCERS “Show me your friends and I’ll show you your future”. You’ve probably heard that saying, and the same is true whether you are a teenager or a business owner. Maybe you’ve learned a lot of your business knowledge from Bill Gates, Steve Jobs or Warren Buffet…or you like to quote Benjamin Franklin. Perhaps you have some mentors you’d like to recognize and tell why they’re important to you. Sharing the people and things that influence us is what makes us human. No matter how successful your business, you didn’t get there alone. People and circumstances shaped you along the way. Recognizing others for their contribution in our lives, large or small, is important in staying connected and grounded.

We hope these five types of content help you to put a fresh spin on what you share with your audience, whether personal or professional. We believe you must have the combination of both to build an incredible brand.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

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DIANA ROBERTS After working as a car saleswoman at a Honda dealership, Diana decided to look for something that would give her more time to spend with her family. She met someone in the real estate industry, and realized that it might be a good fit for her. Two years ago, Diana got licensed as a Realtor in Texas, and her career thus far has seen a rapid rise in business.

She has already more than doubled her production numbers from 2020, and she’s been branching out into various areas of real estate, such as Farm and Ranch. Primarily serving Hood County and Johnson County, Diana is building a reputation as a real estate agent that clients can rely on.

Clients love working with Diana, a trend she attributes in large part to her honesty and reliability.

She puts sincere effort into building trust with clients when she first meets with them, and her consistent responsiveness to her client’s inquiries over phone calls and texts makes her a valuable asset to someone pursuing a real estate transaction. “I give my genuine self to my clients, and I really bring everything I can to the table,” Diana says. “I always answer my phone and I’m completely transparent with them while we work through the complex process together.” Diana’s business has been growing very fast since she started, and she’s made sure not to lose sight of her standard of customer service as her production volume has increased.

Diana has spent the bulk of her time in real estate accumulating knowledge and staying open to learning new things throughout the transaction process, including from inspectors and other trade professionals. Because of this, she has built a strong

foundation of information with which to provide insight for her clients – in particular, she knows a lot about the construction of homes thanks to her husband’s job as an Install Manager for an HVAC company. She has helped him out with many different jobs, which has given her the information necessary to point out things about the structure of a home that may be relevant to a client’s decision whether or not to buy.

Diana uses her wealth of knowledge to give her clients pertinent advice and help them make informed decisions during the process of buying or selling a home.

When it comes to her long-term plan for building her sphere and referral base, Diana prioritizes building mutually beneficial, lasting relationships with her clients over constantly maximizing her short-term gain. She makes a point of calling her past clients or meeting up with them for coffee, and she looks forward to starting a monthly newsletter in the future. Diana loves helping people, and finds nothing more fulfilling than guiding her clients through the challenging procedures in a way that is both comfortable and satisfying for them in the long term.

In her free time, Diana enjoys spending time with her family and her many animals. She is an Ambassador for Joshua, TX where she lives, and she does a lot of work with local small businesses to garner support for them from within the community. Diana hopes to get her broker’s license in the future, and to build a team of like-minded agents who are motivated and wellversed in all facets of real estate. If you’re looking for a Realtor in Texas who is both personable and reliable, give Diana Roberts a call today!

For more information, please call Diana at (682) 227-9065 or email dianaroberts.realtor@gmail.com.

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LATRISA WYATT Latrisa Wyatt began her real estate career over 30 years ago, having gotten her start in property management. “I used to manage apartment communities,” Latrisa recalls, “and then I went into apartment locating.

Since you need to be licensed to be an apartment locator, I got my license, and then I went into home sales after that.” The rest is history, and throughout the years, Latrisa has excelled at helping her clients achieve their real estate goals.

As a Realtor® with Keller Williams Realty, Latrisa serves San Antonio and the surrounding area, including Helotes, Shavano Park, Boerne, Leon Valley, Universal City, and Cibolo. About 80% of her business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence she inspires. “We provide good customer service, and we love to serve our clients,” Latrisa says.

Staying in touch with past clients is important, and Latrisa forms lasting relationships. In addition to holding client appreciation events, she also will reach out with a phone call just to check in and see how they’re doing, and whether she can help them with anything.

Maintaining relationships with past clients is one of Latrisa’s favorite parts of real estate. “I like the fact that I’ve helped so many people, and they’ve become a part of my life. They’ve become my friends. When you sell houses, it’s not a transaction. It’s something that is very important to the client. You build that

relationship with them, and they become a friend because you’ve helped them do something big in their lives and they trust you.”

Her dedication to her clients sets Latrisa apart. “I truly care about my clients, and I always want what’s best for them and their families,” she explains. “I know that my clients can feel that honestly and earnestly coming from me. I’m big on customer service, and I believe that if you don’t have the mentality of service, then you won’t be able to last in this business for very long.”

When it comes to marketing her listings, Latrisa uses a comprehensive approach to ensure maximum exposure. In addition to marketing via social media, she reaches out with phone calls to other agents, and to other clients who may be interested.

In the future, Latrisa says, “I plan on continuing what I’m doing. My goal is to be the best that I can be. I will continue to train myself so that I know the real estate business in and out, and I want to grow so I can continue to help more families in the future.”

Latrisa advises other agents to do the same. “I say always sharpen your sword. God blesses us with talent, but talent can only take you so far. You have to always study and get better at your craft so that you can grow and be the best that you can be, for your clients and for your family. We can’t take what we do lightly as real estate agents. We are really doing something that changes lives.”

For more about Latrisa Wyatt, you can contact her by phone at (210) 505-4244, or email latrisa.wyatt@kw.com. You can find her online at lwyatthomes.com https://

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success. Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and conTop Agent Magazine

sideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC

Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific

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Your plan of action should include daily, weekly, monthly and yearly goals. goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE

Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one.

Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING

Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially 26

important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways.

Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE

This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know. Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO

You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it. Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation.

Sticking to a plan everyday means adjusting it accordingly.

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MIKAELA CAMACHO For Mikaela Camacho, real estate runs in the family. “My mom does commercial real estate and my stepfather does residential,” she explains. Mikaela decided to enter the field a year and a half ago, and is now a part of the Torres Realty Team which consists of two other team members including Victor Torres and Lisa Mabry. Victor services the Austin and San Antonio regions, while Lisa handles Wichita Falls. Mikaela’s specialty is in the greater Dallas/Fort Worth area. By providing superior service at all steps, and guiding each client throughout the transaction, Mikaela’s business is almost entirely based on referrals.

“I want to give my clients the best experience,” Mikaela says. “I communicate frequently, I usually reach out to them at least once a day.” Knowing that this is one of the most expensive transactions of a person’s life, Mikaela aims to exceed expectations and make the process as smooth as possible. “I definitely go above and beyond to negotiate on their behalf and get them the best offer on the home they are selling, or to win the home of their dreams that they are buying.” As a Certified Luxury Home Marketing Specialist®, Accredited Luxury Home Specialist, and a soon-to-be Military Relocation Professional, Mikaela is well-equipped to handle all types of properties. No matter who she is serving, she makes everyone feel taken care of, even after the transaction. “I will pop by once a month to past clients and I’ll give them gifts on holidays like Mother’s Day. I try to do everything I can to maintain those relationships.”

After working with Mikaela, buyers and sellers love to leave glowing reviews about their time together.

One recently said, “I can’t say ‘Thank You’ enough...

Mikaela is AWESOME! This is not my first purchase or sale but by far the BEST real estate agent I have ever worked with. My most recent transaction showed Top Agent Magazine

just how good she really is. The other agent was terrible, and did a poor job communicating with everyone. Mikaela goes above and beyond on all of her transactions to ensure the very best outcomes for her clients. Would highly recommend Mikaela Camacho to anyone who has a real estate need.” Another wrote, “Mikaela was incredible! She was proactive and her team worked efficiently to get us into a home we love, keeping us well-informed all along the way. As first-time home buyers she made us feel at ease throughout what is frequently an overwhelming process.”

When Mikaela isn’t working, she’s enjoying her farm, fishing, or spending time with family. But much of her time is spent planning for the future, as Torres Realty Team plans to expand throughout Texas. “Right now we cover three large areas, but we definitely want to reach more places.”

In the meantime, she’s loving every minute of her current work. “I love helping families find their dream home, seeing their reaction is so rewarding.”

For more about Mikaela Camacho, please call 972-903-9201 or email Mikaela.Camacho@outlook.com Copyright Top Agent Magazine 27

RYAN COLLINSWORTH Serendipity led Ryan Collinsworth into the real estate world. “I was working in franchise sales for a wireless company and started doing some commercial stuff on the side for them,” he explains. “That was how I discovered real estate was a natural fit for me.” So Ryan took the leap 18 years ago, earning his license and hitting the ground running. He started off doing cold calls and showing homes. “Once my first year ended, I was one of the top agents in the office.” Motivated by his success, Ryan continued to push himself and grew year after year. After taking on a leadership role in Keller Williams where he mentored other agents and lead offices, he returned to serving clients six years ago.

The vast majority of his business consists of repeats and referrals, a testament to his superior service.

Specializing in the Dallas-Fort Worth area as well as East Texas, Ryan is focused on what he can do to achieve his clients’ goals. “I do everything possible to meet their needs, and I never think of them as a onetime buyer or seller,” he says. With a goal of building lasting relationships with everyone he serves, Ryan loves guiding them throughout the process. “I’m very honest and opinionated as I want to make sure they understand what they are getting themselves into,” he explains. “I try to take the emotional part out of it and help them see the long-term picture, so they know what might happen in the coming years and how we can best maximize their potential earnings off the home.”

When it comes to selling a property, Ryan goes above and beyond to spread the word. “I advertise through a few different avenues, including social media sites like Twitter, Facebook, Instagram, and LinkedIn.” He also sends out his listings to a database of potential buyers as well as real estate agents, which has proven to be an effective method. “Those people are in my sphere, so I’ve found that it produces more results.” It’s clear he’s doing it right, as his average sales volume ranges 28

from $7 to $12 million every year and consistently in the top 5% nationwide.

During the hours that Ryan isn’t working, he can be found giving back to his community. “I’m active in my church and I also sit on the Board of Liaison for the town of Flower Mound with the School Board.

He also serves on the Agent Leadership Council through Keller Williams, where they help lead the office as a board of directors. Through the office the agents give back to various organizations. “We supply food to local animal shelters and help out with various project like Habitat for Humanity.

This weekend we’re doing Feed the Hungry with our church.” Whenever he has free time, Ryan and his wife love exploring new construction projects in their area, spending time outside in the pool and yard work, or going out to dinner with friends.

In the coming years, Ryan wants to grow his team and hire an admin and a buyer’s agent. Ultimately, his favorite part about what he does is making others happy, so he will do whatever it takes to create more smiles. “I really get the most satisfaction out of helping as many people as I possibly can.”

For more about Ryan Collinsworth, please call 972-249-7252 or email rcollinsworth@kw.com Copyright Top Top Agent Agent Magazine Magazine

Laughs!

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