TEXAS 10-18-21

TEXAS EDITION

6 HABITS OF HIGHLY PRODUCTIVE AGENTS

Is Finding a

NICHE MARKET

Right for You?

How to Speed Up

FIRST-TIME HOMEBUYER TRANSACTIONS FEATURED AGENTS

BLAIR HARDIN MYKAL IPPOLITO JESSICA SMITH MARYAM SOLIS PAULA THOMPSON

COVER STORY

NATASHA SIMON

TEXAS EDITION

BLAIR HARDIN MYKAL IPPOLITO

When the market crashed in 2008, When she’s not working, A lifelong resident of Texas, Blair Hardin listing properties, I love nothing more than M 7 16 19 Mykal Ippolito saw an opportunity staying involved in first took an interest in real estate at eighseeing my clients accomplish their goalsher in com instead of a disaster. “My father was volunteers with the Ameri teen years old, when she accepted a position the real estate market.” retired and wanted to do something a nonprofit organization f with a local investor who specialized in with his savings.

I suggested that he veterans. She is also invo foreclosure deals. While learning the busiOutside her career, Blair is tremendously buy a few properties and rent them out, mal rescue causes. In her fr ness from the ground up andthen providing active in her community.

On top of“Ihaving loves to paint. actually h sell them in a couple years when assistance to struggling borrowers, shecomes back. He was a little been involved with the Fort Worth the market in Greater Art. Lately I’ve been usi ®rainwater for my w hesitant at first, but finally he told me Dallas was inspired to pursue her own real estate Association of REALTORS , she currently NATASHASMITH BLAIR HARDIN MYKAL IPPOLITO PAULA S. THOMPSON JESSICA ifSIMON I she got my license, he would.

So she jokes.

MARYAM SOLIS license, and since becoming an that agent, serves on the MetroTex Association of I did,” she explains of her start as a ® , the sixth largest client such assohas gone on to build a professional network REALTORS to her current status as ®one her career, Maryam S.REALTOR Thompson, aof proud Texan andhas herInprevious-year with put TOR® for our times, com- Prior Paula ever, only to surpass total has earned As for my the future oftoher buso . Since then, Mykal 20 27 ciation in the United of satisfied clients that spans the region.

Texas’ premier escrow officers, Maryam a fantastic reputation, with the vastStates. When she’s 23 alytical expertise of an Solis native

by June 2021 with an average of twenborn Dallasite, found her ofpassion then gather my fabulou remains as optimistic as ev began herbeen career diligently in Portland, helping buyers and majority of her volume coming from not with clients or giving back, she can be Today, Blair is a Realtor for HōM Realty, ® ground with a people-fo- Oregon, ty-five tointhirty-five transactions. and career REALTOR me execute a vision to se May area.annual where shesellers gotin herbeing start at aalocal repeat clients and referrals; in fact,rolling she throughout the Greater Dallas is to keep with everything that training.

Covid clients pandemic, Natasha Looking to the future, Natasha envisions found spending quality time at home with where she Post assists throughout Bryan, bank and quickly developed a passion has even fostered relationships with staying on top of the market opportunitie to the industry.

While price with the help of the 2013.

Possessing years of experience hopes to resume her annual client gala, several years of building her brand for the title industry. A few years after clients and beloved partners that family. have lasted over her Fortdesire Worth, and the areas. held the last in April,surrounding wherein and empowering her network team toAs a company level ofrepeat and there, and helping clients to the best o With aphotography large and ®referral clients, A, Jess’s forSaturday a new aof REALTOR who cares her bestmyphotographers, the in owning launching her career inatitle, she would twenty years.about But while currently averclients can donate to a chosen charity, and excellence that will leave a lasting legacy.

Leveraging her solid foundations in conI just designation luxury hom it’s Mykal’s tuned listening ear and unwavering move to Dallas“I’m with her admin husband in aging more 50 dealsgot per my month, ded with she thecanbirth herher Jess follows her than passions crew and for more profess working aslearning an ato make non-profit and continueof to show appreciation everyfinely dayfor howcommunity, the 1987, and fromteam there, sheand proceeded she remainsto focused on the personalto them. better, we are doing amazing… so I plan to put that to good use.” dedication to those she works with that continues As for the future, Blair has exciting plans for her busitract negotiations and management with the joy of giving ring her to leave the cubi- to build towards supporting a ized variety of that causes. my vision to list a hom in athe bank industry, Paula used the experobust network of Realtors, approach has anchored her When someone chooses to work with bring people back tounique her.

“I’ve been told I go the ness.

With 2021 already being a career year, sheformost to her community, she hasus, cultivated acareers truly developers, and commercial accomplished career.

“I love working When she’s not working,builders, Natasha loves we ALWAYS save them money,” make back the leap to full-time Her volunteerism andthat charity range from My formula achiev rience of her past and combined Natasha concludes.

“Wemy always fight for I think spending time with family, cooking, advice to looking for a real extra mile for clients. communication is clients thatand spans the region. with PAULA people,” she Her says. “Whether I’mthose JESSICA SMITH MARYAM SOLIS THOMPSON looks forward to deepening her work with investment process to meet the demands of any transaction. s been helping clients sucserving both of Directors and success for my clients h them with her expert knowledge ofon thethe Board our buyers our sellers.” hosting Sunday dinners. interacting with “It’s real estate agents, really important to trust your agent really and important—both with your clients as well as properties while assisting even more clients throughout te their transactions ever Today,Dallas as room-mom at her kids’ school to supsuccessful over and ov market toPresident, provide each client with Maryam is the Sr. Vice mortgage companies, buyers, or sellers, municate your needs clearly. This is one o with other agents you’re working with,” sheadapting explains. ® organizations more information about Natasha Simon, Branch Manager and Escrow Officer at porting the Chicago Iher am constantly to the through needs of my it customers, hometown.

But all, she a For property, Blair a acomprehensive at I’mWhen alwayslisting learning and like Austin Boxer says.will continue to the bestprefers service REALTOR can offer. that you’re office for J. Marc Hesse, PC, where holding their hands, and carryingthings them through the going to do in your life, pleaseTitle callattorney 281-804-1720, o improve and make the Rescue and Austin Pets Alive.

Recently, thrive ontransactions theIncutting edge ofdays her applying her wh approach. Afteremail helping herclients prepare their Top itclients off withfully a bubbly personality, she istransaction. she serves throughout Dallas, Plano, andfrom the 24 whole this business, no two areindustry, the natasha.the.txrealtor@gmail.com, Completing anywhere to 40 the right type of support and someone CONTENTS areas. As an itexpert in a everything from same.” r my clients.” she sponsored events to raise funds and In her free time, Paula tireless work ethic and bright personality to help even home for the market, she over blend of har.com/natasha-simon/agent_1queen or visitsurrounding thebroadcasts whole package! per year, Mykal pays close attention to ensure that commercial properties to residential real estate and for mental health. time with her two moreveterans’ buyers and sellers across region.

“Starting out gr targeted digital campaigns. she shares hermeantime, marketing is awareness always with the Maryam times. refinances, In she the possesses the experience and insightcurrent Outside her career, is heavily involvedthe in her ® 4) HOW TO SPEED UP FIRST-TIME 17) A STEP-BY-STEP GUIDE REALTOR with The Key and her husband of 33 years.

She With over 90% of her client base coming from referral needed to facilitate any transaction.

“There’s nothing community, lending support to local outreach organiyounger her listings among those in her extensive sphere of influ“Nowadays, it’s crucial to haveasa agood social agent media can be very challenging at times,” lov more rewarding than being there with a client during zations like the Children’s Advocacy Center in Plano. rokered

by Spyglass in and Austin, When so she’s working, Jess stays active withputs gym/ asINTERNET much energy in enjoyingbut her lif repeat sources, Paula genuine heart presence, I lives,” donot acredits lotofon her my Instagram andasmy HOMEBUYER TRANSACTIONS TO CONVERTING she says.

“Often, clients with knowledge, ence, giving herRealty, sellers Each step suchan an added importantadvantage. moment of their she says.

When she’s not with clients or givingequate back, sheage enjoys years,the sheway, has built her business excluCrossFit workouts and cherishing time spent with her Facebook page.

I also invest in ads and flyers.

Prior her work.

A creative soul by nature, one of the main ingredients for her success.

“I’m very all, Ifor cherish opportunity to be part of playing Pickleball with friends, going way for a walk in that’sLEADS not always the right ofSALES looking at things. For sh though, she“Above is there hertheclients, personalizTO REAL LIFE such a huge purchase for them and help them through the great outdoors, or spending quality time with her to COVID I also hosted open houses every weekend, vatinging repeat and referral “I try Looking the future, Jesspoint hired a insculpting, painting, and trying every cr attentive tofamily. all my clients notomatter the reason, price of strongly that Irecently believe going into each transacher strategy andclients. including them with every decision.

13) HOW INCORPORATE theTO process.” beloved granddaughters. andIcoach Ialways would always invite the neighbors because you imagine. beyond to do really great work, love to help her grow her business in an authentic way 21) IS FINDING A NICHE the home. go above and beyond to make sure tion with the confidence and expertise needed to support “I take pride in offering open communication whenever CURRENT EVENTS TO YOUR EMAIL never know who they know,” she says.

When assisting her clients, Maryam caters hertoapproach Going forward, Maryam has plans for the , and I’m stayneeded,” in touch.”

Jess shows that that stays true her values, increase levelsRIGHT of exciting service that all my clients have the best experience and opporMARKET FOR YOU? my clients—from start to finish.” she says.

“Whether it’s late at night or on future to their best interests.

She makes sure to include them of her business. Having just opened a new office BLASTS AND STAY RELEVANT ts through providing great service in a to clients, create greater efficiency through harnessing Paula’s future goal is to continue work tunity to help.” achieve the highest results.

IfPlano, I could attribute the weekend, I’m always here with each steptoof the way,passion educatingforthem while in she intends on further scaling her standards of Mykal’s real estate stems from her desire 24) 6 HABITS OF HIGHLY ssionalism and relatability. taking Drawing on fromtechnology, andLeveraging expand her social presence.

She reach their real estate dreams one I believe is the basis for my success, I would any quality stress their transaction. service while media continuing to assistclients clients with her tradeto help others.

“Ithereally love helping people.

I’m sensiof experience, she keeps deal running mark blend of openness, integrity, and compassion.

But background for a high levelherofdecades analytihired her first buyers’ agent and is laying the groundproviding impeccable client service. “I PRODUCTIVE AGENTS saycompassionate my clients know Iassisting genuinely care about them.”

Elsewhere, Blair is just as when smoothly and fits tive her workflow to each imme- has most of all, she looks forward to the new opportunito the fact thatclient’s everybody a different situation, persistent in pursuing the best deal work to the grow high-producing, close-knit team.

Jessreal estate awards and that has many Hardfor work, communication, and being organized has “I so believe in going extra amile,” shewhat tiesthey’re that await.

“This business I help them understand going to be has been such a blessing her buyers, leaning ondiate hertimeline. background in investment propsays. “If a client has a question of any kind or needs for me,” Maryam says.

“Here in Dallas, gotten to more ToNow learn about Mykal Ip explains, “I really don’t give up.

If it concludes, “I’m passionate about showing people me.I’ve my favorite award is the awardedgoing Paulathrough a placeand on communicate the Top 30 Ebby Agents city-the for that with themwonderful about erties and acute knowledge of the greater Worth area meet help understanding the nuancesFort of their legal contracts, so many people in my industry, make email they’re in control and helping take in their m determined to find a way we to guide solve the successfully servingmykalipp@cs.com my clients with wide out ofright over 2,000 many times. process and what they need to so domany onthem their part,agency what them in the direction andagents provide them great friends, and cultivate so many lasting to uncover the right home for their best interests.

Since Phone 310-734-1440 | Fax 310-734-1440 zillow.com/profile/Mykal visit mom of three young kids, Jess relate choices, showing that they’re decision away withcan as much helpthey as we can.” relationships—with clients and colleagues alike.” and passion.” should expect, andpeople how we’re going toaget the her career in trust 2018, she has earned a fantastic lientslaunching personally.

She fosters and from a better life.” or call (214) 662–0990 As a Dallas native, Paula believes in giving back to her end result.” | www.topagentmagazine.com mag@topagentmagazine.com reputation throughout Texas, as evidenced by her raphips by being transparent andToauthentic community in her spareSolis time.

Involved in promotingor call (469) 304-4600 learn more about Maryam email MSolis@ctt-tollway.com Noand portion of this may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent idlyreal growing rate of issue repeat clients and referrals. ns. “I am honest with them, put animal adoption, servingHaving the homeless, and helping Magazine is published

by Feature Publications GA, Inc.she Although precautions are taken to ensure the accuracy of published already completed 27 transactions this year alone, is Copyright Top Ag hoes, and act in their best interest.” to raisecannot money for responsible many worthwhile organizations materials, Top Agent Magazine be held for opinions expressed or facts supplied by its authors.

Copyright Top Agent Magazine most fulfilled by how real estate compliments her desireLeague to name just a Women’s To subscribe or changethrough address,the sendRockwall inquiry to mag@topagentmagazine.com. in theabout U.S. Blair Hardin ToPublished learn more to serve others.

“Throughout my life, I’ve been drawn to o marketing, Jess engages a robust few.digShe is also a member of Preservation Dallas and is email visit customer always I wanted to make ch listing.

Postsservice, across a and wideI range of knew passionate about preserving historic homes andblairhardinrealestate@gmail.com, archidifference. assisting first time homebuyers 2 digital adsFrom Agent Magazine formsaand through Spyglass or callTop (903) 654-9834 tecture.

“I believe it’s part of to my dutiesexperiencehom.com as a member s listings right at a buyer’s fingertips. of this community to be of service to others and do my www.

www.

www.

PAULA S.

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

mailto:mag@topagentmagazine.com

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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 4

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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NATASHA SIMON

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NATASHA SIMON Natasha has engaged her passion and ability to get her clients the “YES” they deserve and find their dream home, passing a notable milestone of over a hundred million in sales.

In today’s hyper-competitive market, you want a Realtor® with Natasha’s knowledgeability and integrity by your side.

With a Master’s in Computer Science, and an engineering background, Natasha saw real estate as an opportunity to employ her ability for deep analysis of the intricacies of transactions and to 8

follow her passion for helping people.

“I’m a successful solutions driven person.

I don’t do the word no,” Natasha says.

“We turn your NO, into a YES.” She adds, “Having court-side seats to my client’s blessings, watching them finally get keys, is so fulfilling, especially when Top Agent Magazine

they have worked with multiple agents prior to me.”

Over the past nine years, Natasha has engaged her passion and ability to get her clients the “YES” they deserve and find their dream home, passing a notable milestone of over a hundred million in sales.

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Today, Natasha is a Realtor® working with Re/Max in Houston and serving all of it’s surrounding areas. As her business grew, she developed the family-based team she leads today. This family support, known as “The Money Team,” is what helps Natasha continue her trajectory of growth and reach more clients.

The name appropriately describes their 9

ability to get their clients the money needed for their home.

Currently eighty-five percent of her business derives from repeat and referral clients.

In a market saturated with new agents, Natasha’s client-base returns to work with her and refer her after seeing The Money Team’s navigation of a transaction arrive at top-dollar results upon closing.

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“They know we’re going to get them across the finish line,” Natasha explains.

“So many agents open the door for their clients, but they don’t have a clear path for how to get them the keys, and that’s the difference with our team, along with God’s favor.”

When it comes to marketing, Natasha utilizes a variety of methods to connect a property with the right buyer. A robust digital rollout posts each listing across a wide range of realty websites and social media platforms. Because her track-record is proven, builders choose to list their new-construction homes with Natasha because they have confidence she will Top Agent Magazine

get the job done. With Natasha’s deep list of potential buyers, it’s ensured that her properties don’t stay on the market long.

Natasha can pair a new home with the interests of her buyers for a smooth and quick sale. Last year, Natasha closed onehundred-thirty-nine transactions and is on track to close over two hundred in 2021.

As a Realtor® who cares about her community, Natasha and her team engage in mentoring for opportunities in the real estate industry. She has also donated to her former high school’s athletic program. As a basketball point guard in high school and college, she attributes her discipline and success to her athletic 11

training. Post Covid pandemic, Natasha hopes to resume her annual client gala, held the last Saturday in April, wherein clients can donate to a chosen charity, and she can continue to show her appreciation to them.

When she’s not working, Natasha loves spending time with family, cooking, and hosting Sunday dinners.

Looking to the future, Natasha envisions several years of building her brand and empowering her team to a level of excellence that will leave a lasting legacy.

“I’m learning every day how to make the team better, and we are doing amazing…

When someone chooses to work with us, we ALWAYS save them money,” Natasha concludes. “We always fight for our buyers and our sellers.”

For more information about Natasha Simon, please call 281-804-1720, email natasha.the.txrealtor@gmail.com, or visit har.com/natasha-simon/agent_1queen www.

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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 profesTop Agent Magazine

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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BLAIR HARDIN A lifelong resident of Texas, Blair Hardin first took an interest in real estate at eighteen years old, when she accepted a position with a local investor who specialized in foreclosure deals. While learning the business from the ground up and providing assistance to struggling borrowers, she was inspired to pursue her own real estate license, and since becoming an agent, she has gone on to build a professional network of satisfied clients that spans the region.

Today, Blair is a Realtor for HōM Realty, where she assists clients throughout Bryan, Fort Worth, and the surrounding areas.

Leveraging her solid foundations in contract negotiations and management with the joy of giving back to her community, she has cultivated a truly unique process to meet the demands of any transaction.

When listing a property, Blair prefers a comprehensive approach. After helping her clients fully prepare their home for the market, she broadcasts it over a blend of targeted digital campaigns. In the meantime, she shares her listings among those in her extensive sphere of influence, giving her sellers an added advantage. Each step of the way, though, she is there for her clients, personalizing her strategy and including them with every decision.

“I take pride in offering open communication whenever I’m needed,” she says. “Whether it’s late at night or on the weekend, I’m always here to help.”

Elsewhere, Blair is just as compassionate when assisting her buyers, leaning on her background in investment properties and acute knowledge of the greater Fort Worth area to uncover the right home for their best interests. Since launching her career in 2018, she has earned a fantastic reputation throughout Texas, as evidenced by her rapidly growing rate of repeat clients and referrals. Having already completed 27 transactions this year alone, she is most fulfilled by how real estate compliments her desire to serve others. “Throughout my life, I’ve been drawn to customer service, and I always knew I wanted to make a difference. From assisting first time homebuyers to 16

listing properties, I love nothing more than seeing my clients accomplish their goals in the real estate market.”

Outside her career, Blair is tremendously active in her community. On top of having been involved with the Greater Fort Worth Association of REALTORS®, she currently serves on the MetroTex Association of REALTORS®, the sixth largest such association in the United States. When she’s not with clients or giving back, she can be found spending quality time at home with her beloved family.

As for the future, Blair has exciting plans for her business. With 2021 already being a career year, she most looks forward to deepening her work with investment properties while assisting even more clients throughout her hometown. But through it all, she will continue to thrive on the cutting edge of her industry, applying her tireless work ethic and bright personality to help even more buyers and sellers across the region. “Starting out as a younger agent can be very challenging at times,” she says. “Often, clients equate age with knowledge, but that’s not always the right way of looking at things. For that reason, I believe strongly in going into each transaction with the confidence and expertise needed to support my clients—from start to finish.”

To learn more about Blair Hardin email blairhardinrealestate@gmail.com, visit experiencehom.com or call (903) 654-9834 www.

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A Step-by-Step Guide to

Converting Internet Leads to Real Life Sales In the era of apps, instantaneous social platforms, and text messaging, it’s little surprise that the modern homebuyer begins his or her search for real estate representation online.

Even if you’ve got a top-notch website or an influential social media presence, how do you connect with web surfers who have yet to commit to the services you offer? Take a look below to learn a few key techniques to bridge the gap between digital interest and real-world sales.

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RESPONSIVENESS IS KEY Like it or not, our digital culture relishes immediacy and instant gratification. With that in mind, be sure to stay on top of online interest forms, e-mails, or newsletter signups. Don’t let an online lead go to waste by taking too long to engage and follow-up.

Things move fast, and it’s easy for potential clientele to forget which websites they’ve visited. Even if your lead isn’t ready to commit then and there, you demonstrate your

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Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION When online back-and-forth goes stale, communication drops off quickly. If you’re following up via e-mail, social media, or text, be sure to keep topics focused squarely on the potential client. Ask open-ended questions to give your lead the opportunity to loosen up and engage on a personal level. There’s no better way to cement a digital lead than to take a pointed interest in the specifics of their situation. Doing so transforms the impersonal invisibility of the internet into a true connection.

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when 18

adding value to your follow-up technique: incorporate area promotions and access to local events, make a date for coffee, or offer a brief consultation free of charge to make the first move.

DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease.

Digital leads don’t have to be difficult to capture. The internet plays a powerful role in funneling modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.

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MYKAL IPPOLITO When the market crashed in 2008, Mykal Ippolito saw an opportunity instead of a disaster. “My father was retired and wanted to do something with his savings. I suggested that he buy a few properties and rent them out, then sell them in a couple years when the market comes back. He was a little hesitant at first, but finally he told me that if I got my license, he would. So I did,” she explains of her start as a REALTOR®. Since then, Mykal has been diligently helping buyers and sellers throughout the Greater Dallas area.

With a large network of repeat and referral clients, it’s Mykal’s finely tuned listening ear and unwavering dedication to those she works with that continues to bring people back to her. “I’ve been told that I go the extra mile for my clients. I think communication is really important—both with your clients as well as with other agents you’re working with,” she explains.

Completing anywhere from 24 to 40 transactions per year, Mykal pays close attention to ensure that her marketing is always current with the times.

“Nowadays, it’s crucial to have a good social media presence, so I do a lot on my Instagram and my Facebook page. I also invest in ads and flyers. Prior to COVID I also hosted open houses every weekend, and I would always invite the neighbors because you never know who they know,” she says.

Mykal’s passion for real estate stems from her desire to help others. “I really love helping people. I’m sensitive to the fact that everybody has a different situation, so I help them understand what they’re going to be going through and communicate with them about the process and what they need to do on their part, what they should expect, and how we’re going to get the end result.”

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When she’s not working, Mykal is busy staying involved in her community. She volunteers with the American Legion, a nonprofit organization for U.S. war veterans. She is also involved in animal rescue causes. In her free time, she loves to paint. “I actually have a degree in Art. Lately I’ve been using the gritty Dallas rainwater for my watercolors,” she jokes.

As for the future of her business, Mykal remains as optimistic as ever. “My plan is to keep rolling with everything that life brings, staying on top of the market opportunities that are out there, and helping my clients to the best of my ability.

I just got my designation for luxury home marketing, so I plan to put that to good use.”

Her advice to those looking for a real estate agent: “It’s really important to trust your agent and to communicate your needs clearly. This is one of the biggest things that you’re going to do in your life, so you need the right type of support and someone who cares.”

To learn more about Mykal Ippolito, email mykalipp@cs.com, visit zillow.com/profile/Mykalipp2, or call (214) 662–0990 www.

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JESSICA SMITH Jess is a REALTOR® for our times, combining the analytical expertise of an accounting background with a people-focused approach to the industry. While working as a CPA, Jess’s desire for a new challenge coincided with the birth of her first child, inspiring her to leave the cubicle behind and make the leap to full-time real estate. She’s been helping clients successfully navigate their transactions ever since. “I love that I’m always learning and exploring how to improve and make the process easier for my clients.”

Today, Jess is a REALTOR® with The Key Group Austin, brokered by Spyglass Realty, in Austin, Texas. Over the years, she has built her business exclusively from cultivating repeat and referral clients. “I try to go above and beyond to do really great work, love my people hard, and stay in touch.” Jess shows that love to her clients through providing great service in a balance of professionalism and relatability. Drawing on her accounting background for a high level of analytical skill, she is persistent in pursuing the best deal for each client. Jess explains, “I really don’t give up. If it can be done, I’m determined to find a way to solve the problem.” As a mom of three young kids, Jess can relate to many of her clients personally. She fosters trust and lasting relationships by being transparent and authentic in her interactions. “I am real and honest with them, put myself in their shoes, and act in their best interest.”

When it comes to marketing, Jess engages a robust digital rollout for each listing. Posts across a wide range of social media platforms and digital ads through Spyglass Realty put Jess’s listings right at a buyer’s fingertips.

Her emphasis on the make-ready process extends to every detail, from handyman-touchups to painting to yard-scaping, ensuring a home is looking its best. Topof-the-line production -including high-end professional photography and videos, 3D floorplans, and staging - all factor into Jess’s customized considerations for presenting each property. In 2020, Jess celebrated her best year 20

ever, only to surpass her previous-year total

by June of 2021 with an average of twenty-five to thirty-five annual transactions.

As a REALTOR® who cares about her community, Jess follows her passions towards supporting a variety of causes.

Her volunteerism and charity range from serving both on the Board of Directors and as room-mom at her kids’ school to supporting organizations like Austin Boxer Rescue and Austin Pets Alive. Recently, she sponsored events to raise funds and awareness for veterans’ mental health.

When she’s not working, Jess stays active with gym/ CrossFit workouts and cherishing time spent with her family. Looking to the future, Jess recently hired a coach to help her grow her business in an authentic way that stays true to her values, increase levels of service to clients, create greater efficiency through harnessing technology, and expand her social media presence. She hired her first buyers’ agent and is laying the groundwork to grow a high-producing, close-knit team. Jess concludes, “I’m passionate about showing people that they’re in control and helping them take agency in their choices, showing people that they’re a decision away from a better life.”

Connect with Jess at 512.877.5230, email jessica@keygroupaustin.com, or visit thekeygroupaustin.com 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 21

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 22

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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MARYAM SOLIS Prior to her current status as one of Texas’ premier escrow officers, Maryam Solis began her career in Portland, Oregon, where she got her start at a local bank and quickly developed a passion for the title industry. A few years after launching her career in title, she would move to Dallas with her husband in 1987, and from there, she proceeded to build a robust network of Realtors, builders, developers, and commercial clients that spans the region.

In her career, Maryam has earned a fantastic reputation, with the vast majority of her volume coming from repeat clients and referrals; in fact, she has even fostered relationships with clients and partners that have lasted over twenty years. But while currently averaging more than 50 deals per month, she remains focused on the personalized approach that has anchored her accomplished career. “I love working with people,” she says. “Whether I’m interacting with real estate agents, mortgage companies, buyers, or sellers, I am constantly adapting to the needs of my customers, holding their hands, and carrying them through the whole transaction. In this business, no two days are the same.”

Today, Maryam is the Sr. Vice President, Branch Manager and Escrow Officer at the Chicago Title attorney office for J. Marc Hesse, PC, where she serves clients throughout Dallas, Plano, and the surrounding areas. As an expert in everything from commercial properties to residential real estate and refinances, she possesses the experience and insight needed to facilitate any transaction. “There’s nothing more rewarding than being there with a client during such an important moment of their lives,” she says.

“Above all, I cherish the opportunity to be part of such a huge purchase for them and help them through the process.”

Outside her career, Maryam is heavily involved in her community, lending support to local outreach organizations like the Children’s Advocacy Center in Plano.

When she’s not with clients or giving back, she enjoys playing Pickleball with friends, going for a walk in the great outdoors, or spending quality time with her beloved granddaughters.

When assisting her clients, Maryam caters her approach to their best interests. She makes sure to include them with each step of the way, educating them while taking any stress from their transaction. Leveraging her decades of experience, she keeps the deal running smoothly and fits her workflow to each client’s immediate timeline. “I believe in going the extra mile,” she says. “If a client has a question of any kind or needs help understanding the nuances of their legal contracts, we guide them in the right direction and provide them with as much help as we can.”

Going forward, Maryam has exciting plans for the future of her business. Having just opened a new office in Plano, she intends on further scaling her standards of service while continuing to assist clients with her trademark blend of openness, integrity, and compassion. But most of all, she looks forward to the new opportunities that await. “This business has been such a blessing for me,” Maryam says. “Here in Dallas, I’ve gotten to meet so many wonderful people in my industry, make so many great friends, and cultivate so many lasting relationships—with clients and colleagues alike.”

To learn more about Maryam Solis email MSolis@ctt-tollway.com or call (469) 304-4600

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6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 24

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day.

Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as Top Agent Magazine

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it.

As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list.

You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second.

We all do it!

Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do Top Agent Magazine

4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful.

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova25

tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news?

Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 26

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business.

Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about.

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PAULA S. THOMPSON Paula S. Thompson, a proud Texan and native born Dallasite, found her passion and career in being a REALTOR® in May 2013. Possessing years of experience in owning a photography company and working as an admin for a non-profit and in the bank industry, Paula used the experience of her past careers and combined them with her expert knowledge of the Dallas market to provide each client with the best service a REALTOR® can offer.

Top it off with a bubbly personality, she is the whole package!

With over 90% of her client base coming from referral and repeat sources, Paula credits her genuine heart as one of the main ingredients for her success. “I’m very attentive to all my clients no matter the price point of the home. I always go above and beyond to make sure that all my clients have the best experience and opportunity to achieve the highest results. If I could attribute one quality I believe is the basis for my success, I would say my clients know I genuinely care about them.”

Hard work, communication, and being organized has awarded Paula a place on the Top 30 Ebby Agents citywide out of over 2,000 agents many times.

As a Dallas native, Paula believes in giving back to her community in her spare time. Involved in promoting animal adoption, serving the homeless, and helping to raise money for many worthwhile organizations through the Rockwall Women’s League to name just a few. She is also a member of Preservation Dallas and is passionate about preserving historic homes and architecture. “I believe it’s part of my duties as a member of this community to be of service to others and do my best to create a positive impact,” she says.

Paula works to stay up to date on the latest real estate trends and marketing strategies. When it comes to her marketing methods on selling a home, she doesn’t skip any steps. “I begin by evaluating the property, assessing what needs to be done, and creating an ideal timeline Top Agent Magazine

with my client to put on the market. I then gather my fabulous team to help me execute a vision to sell at the highest price with the help of the best stager, the best photographers, the best cleaning crew and more professionals to make my vision to list a home come to life.

My formula for achieving the highest success for my clients has proven very successful over and over again,” she says.

In her free time, Paula loves to spend time with her two grown daughters and her husband of 33 years. She loves to travel and puts as much energy in enjoying her life as she does in her work. A creative soul by nature, she dabbles in oil painting, sculpting, and trying every craft idea you can imagine.

Paula’s future goal is to continue working to help her clients reach their real estate dreams while always providing impeccable client service. “I have achieved many real estate awards and that has been wonderful for me. Now my favorite award is the satisfaction of successfully serving my clients with honor, integrity and passion.”

PAULA S. T H O M P S O N real estate

To learn more about Paula S. Thompson email PaulaSThompson@Ebby.com, visit ebby.com/Bio/paulasthompson, or call (214) 793–4989 www.

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