TEXAS 1-10-22

TEXAS EDITION

5 WAYS TO TRANSFORM

RENTERS INTO OWNERS THERE GOES THE NEIGHBORHOOD: How to List High When Neighbors Are a Nuisance

FEATURED AGENTS

ERIC BENITEZ RHONI KIRCHNER TARA KNIGHT JUAN QUINTERO JENNIFER TUCKER

How to Incorporate Current Events to Your Email Blasts and Stay Relevant COVER STORY

CHRISTI BECA

TEXAS EDITION

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® RHONI MARPLE QUINTERO ERICKIRCHNER, BENITEZ JUANREALTOR TARA KNIGHT

CHRISTI BECA

Rhoni Marple Kirchner is a Realtor withhis real estate the opportunity to help others and back to be to his Juan Quintero began Giving CHRISTI BECA 27 and 33 35 Keller Williams Realty Northeast a part of major life-changing moments career in 2017, but his interest in the important to Juan. As s serves the majority of East Texas. She for her clients. Whether it’s helping with business goes back much further than life was changed by ERIC BENITEZ became interested in real estate after securing someone their first home, last been principalit who purchasing her that. first “I’ve property at wanting the age to be in real home, dream home, or whatever may encoura since my parents bought their tinue inhissimply education, J of 19. When estate she made a considerable be, Rhoni finds great reward firstit ahouse I was 14,” Juan to mentoring. profit from selling couplewhen years later, getting to witness her clients’ happiness, “I belie Rhoni became recalls. intrigued“Iwith estate. fulfillment and success. many people as possib wasreal always hustling as a kid.

Several years later she was approached I always had lawn services and raked is focused on serving o JENNIFER TUCKERto build RHONI KIRCHNER JUAN by a Realtor friend whoand wanted Before theQUINTERO pandemic, Rhoni spent much leaves, my mother always told me any way we of can,” Juan a team, so Rhoni chose to go to school, her time outside her work as a Real Estate that I was a hard worker and a good get a license, and join her team.JENNIFER This situAgent teaching Pilates and Yoga. Simisalesman.

My stepdad’s cousin is a Juan is excited for the ation allowed her to gain knowledge and experience, lar to her role helping people with their homes, this TUCKER CONTENTS top producer the area, up with a fe as well as cultivate a clientele.inAfter some and time,my shemom allowed her to help people improve partnering their wellness, toldsolo meinI order couldtodo what wasand doing.and was a very important element ofarea felt the need to go build herhe brand her who dailyare life.guarantee 4) THERE GOES THE NEIGHBORHOOD: 24) HOW TO SPEED UP FIRST-TIME That really stuck with me.” Juan took willa stop provide get her name out there.

Unfortunately, the Covid pandemic put to herthe same HOW TO LIST WHEN HOMEBUYER teaching, but Rhoni isTRANSACTIONS still able to enrich the HIGH leap into real estate in early 2017, viceher thatday-towe provide,” NEIGHBORS ARE A NUISANCE Currently, a good Rhoni’s clients quality time with familyRealty and friends.

In will be anddeal everofsince thenrepeat he has beenare proudday spending Group 30) 5she WAYS TO TRANSFORM RENTERS those she first worked with in the initial months of her the future, plans to be more involved in the com13) IS FINDING NICHE MARKET to putA his clients first, helping them INTO OWNERS and customer service, practice.

She has always felt that helping other people munity, and to keep working hard as she has been, RIGHT FOR achieve YOU? their real estate dreams. get people pre-qualif is her calling, and this is why around 90% of her busiideally growing her business. Ultimately she intends at homes in 24 hours o 34) DAILY HABITS WILL 18)isHOW CURRENT ness repeat TO and INCORPORATE referrals. In her own words: word to continue helping clients THAT and doing the best she INCREASE YOUR MENTALsubmit STRENGTH Juan andEMAIL his team at Rocket an application. of mouth and are “the foundation can for them.

EVENTS TOrecommendations YOUR BLASTS AND Realtypossibly Group serve Pearland thecomsurrounding area. His of my business.”

So what keeps Rhoni’s and clients STAY RELEVANT focus on doing the right thing for his clients truly Above all, Juan looks forward to con ing back to her? In her work, she is highly organized, always stays ahead theapart. curve,“Iand make in karma,” Juan sets of him amstrives a hugetobeliever his clients. “I go into every transactio the process as says. easy as“Ipossible her clients. run myforbusiness

by She good energy and just ents like family, and our high level o Phone 310-734-1440 | Fax 310-734-1440 insists on doingdoing far more than the bare minimum with right by people, and anybody who works with and integrity sets us apart. It helps u every transaction.

Rhoni diligently keeps in touch mag@topagentmagazine.com | www.topagentmagazine.com me has toalso have the same integrity and morals. We put clients who will spread the word ab with past clients, reaching out personally by text, ourmay clients above our own interests.” and fairpublisher. we are.”

Nophone portioncall, of this issue be reproduced in any manner whatsoever without prior consent of the Top Agent or email for house anniversaries, birthdays, Magazine is published Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published and holidays.

She by always encourages communication materials, Top AgentHonesty Magazine cannot be heldtoresponsible forJuan opinions expressed or facts supplied by its authors. is central wayhow does business. if someone needs help or has questions, nothe matter To subscribe or change address, send inquiry to mag@topagentmagazine.com.

“When I talk to my clients, the guy they’re talking small it may seem.

TARA KNIGHT

Published in the U.S.

to is the same guy my wife and my friends know. I

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In her marketing, Rhoni opted to family, focus onand social treat my has clients like I give them the facts. media, which has proven very effective for her so far.

That’s just the person I am. I’ve never met anyone She advertises with flier-style posts or short videos on

who wanted to work with somebody who wasn’t

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mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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There Goes the Neighborhood:

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

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

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

as a courtesy introduction to the neighborhood.

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

Is the neighbor’s landscaping an eyesore?

Here’s your recourse.

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

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

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

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

Do your homework.

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

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

Noisy, nosy, or annoying neighbors?

Don’t be discouraged.

Obnoxious neighbors can really rain on a seller’s parade, especially the kind of neighbor 6

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

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

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CHRISTI BECA Top Agent Magazine

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Ranked in the Top 1% of Realtors in her region, Top Agent Christi Beca leads the Christi Beca Realty Group, where she assists clients throughout the Dallas-Fort Worth area.

Having been a resident of the Dallas-Fort Worth area for over 25 years, Christi Beca grew up in the real estate industry. A third generation Broker, she would learn the business from the ground up through her father, a leading agent in Oklahoma. After graduating from the University of Oklahoma with degrees in Marketing and Finance, she pursued her own entrepreneurial spirit, launching a successful global bag brand 8Copyright Top Agent Magazine

with a celebrity clientele that she would later negotiate a multimillion dollar deal to sell to Macy’s. But through it all, she was eventually drawn back to the family business and decided to transition into real estate—and sure enough, she hasn’t looked back since.

Today, Christi leads the Christi Beca Realty Group, where she assists clients throughout the Top Agent Magazine

Dallas-Fort Worth area. Ranked in the Top 1% of Realtors in her region, she has combined her elite business acumen with her passion for helping others to empower buyers and sellers of all kinds in her community.

When listing a property, Christi is there for her clients each step of the way. After helping them Top Agent Magazine

prepare their home for the market, she shares it over a blend of highly targeted email, digital, and social media campaigns. In the meantime, she leverages her extensive professional sphere to give clients an added advantage. But Christi is just as devoted to her buyers, leaning on her in-depth knowledge of the Dallas-Fort Worth area to identify the right home for their needs.

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“By the end of our time together, my clients and I are friends,” Christi says. “That’s what I hope to achieve with every buyer or seller. They’re never just a transaction to me; instead, they’re a genuine part of my family business.”

Moreover, she keeps in touch long after the closing through check-ins, gifts, and even appreciation events, all to ensure her clients are satisfied in their new homes.

This outgoing approach has earned Christi a fantastic reputation throughout Texas, with the Copyright Top Agent Magazine 10

vast majority of her volume coming from repeat clients and referrals. Now personally averaging over 30 annual transactions, she is most inspired by the new connections she has been able to forge in her accomplished career. “By the end of our time together, my clients and I are friends,” she says. “That’s what I hope to achieve with every Top Agent Magazine

buyer or seller. They’re never just a transaction to me; instead, they’re a genuine part of my family business.”

A strong believer in upholding the community in which she serves, Christi is deeply committed to her hometown. In 2015, she founded Flower Mound Women in Business, a non-profit 501c3 organization centered around female Top Agent Magazine

entrepreneurs. Now with more than 4,000 members, the organization gives back to the Dallas-Fort Worth community through various charities, events, and giveaways throughout the year, earning Best of Denton County honors in 2019, 2020, and 2021 through the Murray Media Group. Always believing in going above and beyond, she also donates a portion of all her sales to causes within her community.

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When she’s not with clients or giving back, Christi can be found traveling, hiking with friends, or spending quality time with her family. Looking ahead, though, she has exciting plans for the future of her business. Having completed $15 million in volume in 2020 alone, she intends on expanding

her team while further scaling the model of service that has set her apart in Texas. “I’ve always been driven to operate at the highest level,” she says.

“After all, being able to transform lives is such a beautiful thing. For me, there’s nothing better than helping families find their forever homes.”

For more information about Christi Beca please email christibeca@gmail.com, visit ChristiBecaRealty.com or call (214) 566-2196 www.

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Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach.

If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche.

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Despite the benefits of taking on a specialty, it’s still something that only a small percentage of Realtors® do, which means you have a great opportunity to get in on the ground floor in your area by being ahead of what is sure to be a looming real estate trend.

You want to claim your stake on the niche that best fits not only your passions, but something that fills a void in your market.

If this all sounds good to you, the next step is finding your niche! Here are a few things you need to consider:

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 13

In addition to creating a thriving business, finding a niche may even unlock a hidden passion. Does your area have a large historic home inventory? Are you passionate about helping first time home buyers realize their dreams?

Having a personal connection to what you specialize in is always a great way to start out. If you’re passionate about something, you’re almost guaranteed to have the work ethic it takes to have success in a niche market. Once you hone in on a niche, make sure the market data backs up your focus.

Another approach is changing with the market. If you’re truly an expert in a few areas of the business, it might be good to have sort of a revolving niche. In a down market you might specialize in short sales and foreclosures.

When things pick up, you may take your innovative approaches and start applying them to luxury homes.

Whether you take the consistent niche approach or the flexible one, it’s really all about figuring out what best suits you and your market.

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 14

are numerous demographics that truly need expert real estate advice. Be the one to fill it.

You can also focus on a particular neighborhood or gated community. Helping people navigate the ins and outs of a particular HOA can be a lifesaver.

Are you already serving a niche?

Of course, sometimes you may already have a niche and are unaware of it. Maybe you are already dealing with a lot of first-time homebuyers. Look over your sales records and see what might already be there, then make it official.

Figure out why you’re drawn to that area and then nail down the reasons you’ve excelled with that niche and use it to create a marketing plan and branding.

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you.

There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients.

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ERIC BENITEZ Top Agent Magazine

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ERIC BENITEZ

Since joining Cedar Frame Real Estate in 2018, Eric Benitez has already become one of the industry’s best networkers, having built one of the largest solo agent followings in the central Texas area.

Specializing in farm and ranch properties, he has also earned a reputation for thinking outside the box when it comes to helping his clients, once even filming a video for a 100-acre tract from horseback, which received local and national recognition to the tune of 1 million views across all media platforms.

You don’t find that sort of inspiration and energy from someone whose only concern is a paycheck. Eric’s passion has always been about helping people.

helped a lot of people secure home financing when they thought they had no chance. I’m very familiar with all of the lending products available, and once I get to know a client and their needs, I can usually find a path that helps them reach their dream.”

Not surprisingly, that deep knowledge and commitment to his clients has already helped Eric build a successful business in Brenham and all across Texas’s bluebonnet region. In 2021 alone he has closed 40 transactions for a sales volume of over

“Success isn’t about how much money you make,” Eric explains. “It’s about the difference you make in peoples lives, and with this career I get the chance to do that every day.”

Eric has an extra edge in that regard. Prior to becoming a Realtor, he spent many years as a mortgage lender, an experience that has given him a unique perspective on the business. “I’ve 16

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$12 million, with an extraordinary 75 percent of those coming from either referrals or repeat clients. Having grown up in Hempstead, many of his clients are people he’s known his entire life, but Eric never takes those relationships for granted. He texts or emails clients frequently— just to see how they are doing, or to alert them to a market opportunity he knows they have been waiting for—and of course interacts with most of them daily on Facebook, Instagram, and other social media.

That following helps when it comes to marketing his listings. Eric does targeted marketing on Google as well as reaching out to potential buyers on social media. He works with a videographer to capture each property’s most unique features, utilizing drone footage when appropriate. He also helps his sellers update and stage their homes to appeal to the contemporary buyer. Eric still takes a special pleasure from working with first-time homebuyers. “That first home is special for all of us. I love seeing the excitement on someone’s face when they are handed the keys.”

As an area native, Eric takes pride in buying local and promoting the area’s small businesses, including posting YouTube interviews with Brenham’s business owners. He is a director for the South Central Board of Realtors, and will soon join the board of directors for the Brenham Chamber of Commerce. A huge Dallas Cowboys and Houston Astros fan, he also supports Texas’s next generation of athletes through his sponsor work with the area’s youth sports leagues. Leisure time is for family, for whom he especially loves to cook.

Eric looks forward to many more years in the real estate industry, and to continuing to help his community in every way he can. He will always be looking for ways to do that work more effectively. He also hopes to begin growing a team soon, bringing on and coaching new agents who share his passion for delivering exceptional service to clients.

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Contact Eric at 979-830-3914 or email eric@cedarframe.com Copyright Top Agent Magazine 17

How to Incorporate Current Events to Your Email Blasts and Stay Relevant Email marketing is a cost effective and straightforward method of getting your name and services in front of clients with just a few keystrokes. This tried-and-true approach to digital marketing is a favorite of many, and there are countless ways to customize (and maximize) your email blasts to reap superior results. Despite this, many real estate profes18

sionals are content to standardize their email advertising and take a broad, one-size-fits-all approach to capturing interest and leads. While an up-front sales pitch certainly has its uses and benefits, it doesn’t hurt to shake up your routine and refresh your email marketing approach by adding specifics that draw renewed interest from your audience.

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One way to accomplish this is by tying in current events and local happenings to your email blasts. After all, your sphere of influence likely receives countless marketing emails per day. To cut through the noise, sharpen your message with a few specifics that separate your communications from the pack. Not every email should be focused on closing a sale, or else your audience will learn to stop listening.

How do you build your brand, stay top of mind, and keep the lines of communication open with your clientele? Here are a few ideas to get you started.

against an old rival? Do they host themed fan days honoring veterans or catering to families? Tailoring your communications to a local sports franchise’s big news or next event can draw intrigue and provide added value for your clients. Remember, not every communication you send should be focused on pitching and closing a sale, otherwise your audience will tune out your emails altogether. Instead, incorporate fun, community-oriented content that lets readers know you’re a resource for much more than real estate.

Sports news makes a splash

Become a one-stop-shop for holiday fun and seasonal ideas.

People love to rally behind the home team.

Is a regional, local university, or professional sports team in your area headed to the playoffs or the championship? Are they facing off

From Mother’s Day to Thanksgiving, anyone can send an email wishing clients a happy holiday. While the sentiment is a good one, you’ll be one of dozens flooding inboxes with

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your well-wishes. Instead, go beyond the traditional greetings and good tidings and become a hyper-specific resource for clients. Create a gift guide for Mother’s Day, outline family-friendly local events occurring in your area around the holidays, or engage in a promotional partnership with a local business who’s offering a holiday special of their own. In other words, don’t settle for just saying hello during certain times of the year. Instead, up the value of your email blast by offering clients curated information that relates to their interests and area.

Doing so makes your emails a must-read, while demonstrating your ability to go the extra mile.

Pop culture serves as a fun and timely tie-in.

Is a new gaming app sweeping the nation? Have your social media feeds been flooded with the same viral video? Is everyone gossiping about the same TV show premiere? Pop culture tie-ins in your email marketing campaigns can be extremely effective, but in order to for

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them to work, you’ll need to move quickly and keep your focus on the phenomenon, rather than your service pitch. The goal behind pop culture marketing tie-ins is communicating the progressiveness and hip factor of your brand, while capturing timely, topical interest that’s at a fever pitch. Everyone wants to be in on a running joke or trend, and if you leverage trending pop culture moments in your email marketing, you’ll be able to draw views and clicks from a wide audience.

Plenty of services offer standardized email marketing templates and content for today’s real estate professionals, and while the motivation behind marketing is transactional, your communications don’t have to be. The surest way to make an impact in your clients’ inboxes is to add original value and break apart from the pack. Consider updating some of your routines with these current events oriented techniques and your email audience is sure to take a second look.

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TARA KNIGHT

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TARA KNIGHT

When it comes to making one of life’s biggest and most exciting decisions—purchasing or selling a home—clients know they can count on Tara Knight to deliver exceptional results.

Whether she’s helping first-time buyers or a family upgrading as they move on to the next chapter of their life, she works tirelessly to provide them with a seamless experience and utilizes her extensive market knowledge to guide them into making the best decisions.

Tara believes that her knowledge of the market is the secret to her success. “No one knows the market better than me. I stay on top of statistics,” she explains. On her road to be coming a top agent she’s also mastered incredible negotiation tactics as well as strong marketing techniques.

In real estate since 2004, Tara’s passion for homes spans back as far as she can remember.“I’ve always loved real estate. I would go to open houses for fun, and I helped two of my friends find their homes. That’s when I realized I could actually do this as a job. Soon after, I went to school and got my license.”

She has been affiliated with Keller Williams her entire career and serves buyers and sellers throughout Round Rock, Georgetown,Austin and the Highland Lakes Areas.

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“Where I work, word of mouth has been my best marketing and referral source.”

Always keeping clients at the center, Tara develops long lasting bonds and continues to keep in touch with them long after the transaction is over. “When I start working with new clients, I always tell them that they won’t be able to get rid of me,” she jokes, and adds, “I like to keep up with them and see how they’re doing. It’s such a joy to witness people achieve their goals and get the house they’ve always dreamt of.”

As a recent empty nester, Tara enjoys being actively involved in her community. She sits on the board for the Fellowship of Christian Athletes, is the social director for Round Rock Women’s Club and is a community liaison for Senior Access. Additionally, she is a volunteer with the Round Rock Area Serving Center, Kappa Alpha Theta sorority and is one of the founding members of TexasTech University’s 1923 Society.

When she is not hard at work, Tara loves spending time with her husband Scot and traveling.

Together, they enjoy spending time with their children, Lawson, who plays baseball at Western Texas College, and Paleigh, who attends Texas Tech University.

Tara credits her faith in God as the main reason she has been the Top Sales Agent for Keller Williams- Round Rock for almost a decade.

Tara’s plan for the future is to continue on the same tried-and-tested path. “My goal is to keep doing exactly what I have been doing, because it’s working out well. I enjoy my family time and traveling too much to want to expand my business too extensively. However, I might consider opening my own brokerage one day, as I would love to mentor other agents and help them succeed.”

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To learn more about Tara Knight please email taraknight12@gmail.com or call Tara directly at (512) 751–4834 Copyright Top Agent Magazine 23

How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 24

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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JENNIFER TUCKER Top Agent Magazine

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JENNIFER TUCKER

When Jennifer Tucker decided to open her own brokerage in May of 2021, she knew she wanted to build a business that would become known for its people-first approach, and valued for the connections it created within the Texas communities it served. She named her company Bridgeway Realty as a constant reminder of that mission.

“To me, a Realtor®’s most important focus isn’t the number of sales or finding the next listing. It should be creating and strengthening relationships with clients, other agents, and the many other professionals with whom we work. That will always be the goal we strive for at Bridgeway.”

Jennifer’s approach has been influenced by her 28

7 years of experience in the industry, 4 years of that spent as a manager of a large brokerage. Bridgeway Realty aims to deliver more while remaining small. With 9 agents and an administrative assistant, the up and coming boutique brokerage has already established a reputation in the Fort Worth and Weatherford areas for the personalized, superior quality of service it offers. An enviable 75-80 percent of Jennifer’s business comes from repeat clients and referrals. One client summed up her experience with Jennifer like this: “From my very first phone call with Jennifer, she put me at ease about the whole selling process. Jennifer’s commitment to fight for my family’s need made the difference and made her stand out from the other Realtors® I met Top Agent Magazine

with…. She knew the market and our house sold in less than a week above the posted price we expected. I’ve already passed her name along to other friends and family.”

Jennifer spares no effort that will help her clients sell their homes quickly and for top dollar. She utilizes a comprehensive array of marketing strategies for every listing, including social media, video footage posted to YouTube, and Bridgeway’s own beautiful website. After the closing, she stays in touch with buyers and sellers alike, reaching out frequently to see if there is anything they need, or to celebrate special occasions with them.

True to her mission, Jennifer spends a lot of time looking for ways to improve the lives of her agents and the overall health of her community. Bridgeway hosts activities for its agents and their families every other month, with alternating months dedicated to community service. “We try to pinpoint a particular need in the community,” Jennifer explains. “So we might contribute time and money to the local Food Pantry one month, and the Foster Care System the next. The aim is to direct our efforts where they will make the biggest impact at the time.” When she isn’t working for clients or her community, Jennifer loves spending time with her husband and their 6 children, or doing things with her church.

As for the future of Bridgeway Realty, Jennifer wants to grow the business while maintaining a small, tight-knit team. “My focus is on giving our Realtors® the support, training, and resources that will allow them to deliver the highest quality of service to their clients, which will in turn ensure the growth of their own business. Treating people right has been and will always be the key to our success.”

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Contact Jennifer at 940-389-2636 or email jen@bridgewaytx.com.

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5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 30

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

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Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

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Collaborate with mortgage professionals to find the right financing opportunities

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Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

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pay monthly in a mortgage—while building a lasting asset.

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Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

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Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

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RHONI MARPLE KIRCHNER, REALTOR® Rhoni Marple Kirchner is a Realtor with Keller Williams Realty Northeast and serves the majority of East Texas. She became interested in real estate after purchasing her first property at the age of 19. When she made a considerable profit from selling it a couple years later, Rhoni became intrigued with real estate.

Several years later she was approached by a Realtor friend who wanted to build a team, so Rhoni chose to go to school, get a license, and join her team. This situation allowed her to gain knowledge and experience, as well as cultivate a clientele. After some time, she felt the need to go solo in order to build her brand and get her name out there.

Currently, a good deal of Rhoni’s repeat clients are those she first worked with in the initial months of her practice. She has always felt that helping other people is her calling, and this is why around 90% of her business is repeat and referrals. In her own words: word of mouth and recommendations are “the foundation of my business.” So what keeps Rhoni’s clients coming back to her? In her work, she is highly organized, always stays ahead of the curve, and strives to make the process as easy as possible for her clients. She insists on doing far more than the bare minimum with every transaction. Rhoni also diligently keeps in touch with past clients, reaching out personally by text, phone call, or email for house anniversaries, birthdays, and holidays. She always encourages communication if someone needs help or has questions, no matter how small it may seem.

In her marketing, Rhoni has opted to focus on social media, which has proven very effective for her so far.

She advertises with flier-style posts or short videos on Facebook, Linkedin, Twitter, Instagram, and more. Her closed sales volume in 2021 thus far is approaching $2 million, and shows no signs of slowing down.

Without question, Rhoni’s favorite part of her job is Top Agent Magazine

the opportunity to help others and to be a part of major life-changing moments for her clients. Whether it’s helping with securing someone their first home, last home, dream home, or whatever it may be, Rhoni finds great reward in simply getting to witness her clients’ happiness, fulfillment and success.

Before the pandemic, Rhoni spent much of her time outside her work as a Real Estate Agent teaching Pilates and Yoga. Similar to her role helping people with their homes, this allowed her to help people improve their wellness, and was a very important element of her daily life.

Unfortunately, the Covid pandemic put a stop to her teaching, but Rhoni is still able to enrich her day-today spending quality time with family and friends. In the future, she plans to be more involved in the community, and to keep working hard as she has been, ideally growing her business. Ultimately she intends to continue helping clients and doing the best she possibly can for them.

You can contact Rhoni at (281) 352-3307 or rhoni@kw.com. Visit her website at har.com/rhoni-kirchner/agent_rhoni www.

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Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes.

Try and catch yourself when you’re wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is.

You don’t want to be running on empty when it really matters.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things.

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never thought were possible.

The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require self-reflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them.

Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE MORE POSITIVE

BE WILLING TO LEARN

Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver.

This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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JUAN QUINTERO Juan Quintero began his real estate career in 2017, but his interest in the business goes back much further than that. “I’ve been wanting to be in real estate since my parents bought their first house when I was 14,” Juan recalls. “I was always hustling as a kid.

I always had lawn services and raked leaves, and my mother always told me that I was a hard worker and a good salesman. My stepdad’s cousin is a top producer in the area, and my mom told me I could do what he was doing.

That really stuck with me.” Juan took the leap into real estate in early 2017, and ever since then he has been proud to put his clients first, helping them achieve their real estate dreams.

Juan and his team at Rocket Realty Group serve Pearland and the surrounding area. His focus on doing the right thing for his clients truly sets him apart. “I am a huge believer in karma,” Juan says. “I run my business by good energy and just doing right by people, and anybody who works with me has to have the same integrity and morals. We put our clients above our own interests.”

Giving back to his community is important to Juan. As somebody whose life was changed by a high school principal who encouraged him to continue his education, Juan is dedicated to mentoring. “I believe in helping as many people as possible, and our team is focused on serving our community in any way we can,” Juan says.

Juan is excited for the future. “We are partnering up with a few lenders in the area who are guaranteeing me that they will provide the same top-quality service that we provide,” he says. “Rocket Realty Group will be based on speed and customer service, and we plan to get people pre-qualified and looking at homes in 24 hours or less once they submit an application.”

Above all, Juan looks forward to continuing to serve his clients. “I go into every transaction treating my clients like family, and our high level of ethics, morals, and integrity sets us apart. It helps us make lifelong clients who will spread the word about how honest and fair we are.”

Honesty is central to the way Juan does business.

“When I talk to my clients, the guy they’re talking to is the same guy my wife and my friends know. I treat my clients like family, and I give them the facts.

That’s just the person I am. I’ve never met anyone who wanted to work with somebody who wasn’t going to tell them the truth 100% of the time.”

Clients value Juan’s client-focused approach. “The main mission of our business is to make our clients the most money possible out of their real estate,” he says. “We haven’t seen anybody else with that mentality.”

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To find out more about Juan Quintero, you can call him at 281-982-1555, or email him at juan@myrocketrealtor.com. You can find him online at har.com/juanquintero. www.

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