TEXAS 10-19-20

TEXAS EDITION

EMOTIONAL FLUENCY : HOW TO COMMUNICATE

REACHING THE MILLENNIAL MARKET THROUGH SOCIAL MEDIA

WITH CLIENTS WHEN TENSIONS ARE HIGH

HOW TO THROW A CLIENT APPRECIATION EVENT NO ONE

FEATURED AGENTS

JENNIFER YOINGCO LINDI BRADDOCK & CAMARON PRUIETT FRANK RUFFO

WILL FORGET

COVER STORY

DONNA NOTO

TEXAS EDITION

FRANK RUFFO LINDI BRADDOCK & CAMARON PRUIETT

overw Frankreal Ruffo is the Owner/Broker of Thepeople get into the right home Lindi Braddock first entered estate for 7 17 23 27 infor Real Estate Group, which was founded when she was eighteen years old and needs and seeing their dreams come prope Frank quickly fell in love with in the1988. business.

In is a native of San AntonioCamaron says. “There’s nothing the sleepy town of the ‘70sfulfilling than giving a buyerestate particular, she appreciatedand howhas realseen estate the g balanced her entrepreneurial spirit with realiz homeownership.” grow into one of the top populist cities in her need to give back toAmerica. her hometown.

Realt San Antonio offers the sought After decades of providing Lind after unmatched advantages and amenities of a largeOnce the deals are done, Real client service, Lindi enlisted her daughter, Camaron remain in touch with their otherc metropolitan city but has also been able Camaron Pruiett, to cometoaboard, and the andth maintain a small town, friendly atmo-well into the future to make sure two have been a mother-daughter team satisfied and thriving in their new h behal sphere. It is a great place to live, work, and since. “Working with Camaron has For raising theRUFFO standards of client se DONNAever NOTO JENNIFER YOINGCO LINDI BRADDOCK FRANK partic raise a family. been wonderful,” Lindi says. “We’ve got a great life in this mother-daughter team has earned an outsta & CAMARON PRUIETT the most beautiful state inWhen the world. we Real want Estate to reputation Texas, One as the entire of near the areas FrankNow made his careerthroughout choice after share that joy with our clients.” their volume comes from repeat clients and expert in and isrefm attending Trinity University where he majored in Moreover, tirelessnor work has placed buying a them NEWat International Business he knew he did their not want Today, Lindi and Camaron are owners of the Lindi properties sold in Washington County and Austin C house. Coordina could he become a “traditional” salesperson. “I did not Camaron Team through Coldwell Banker Properties, rewarding. Over care for it when a salesperson tried to sway me into a where they assist clients throughout Brenham and the Outside of their career, Lindi and Camaro program called decision CONTENTS by using sales speak.” His laidback personality surrounding areas. Specializing in farming and ranch passionate about giving back to their communit former on-site co would just not allowprocess him to be guy”. “I knew I church, properties, the two have developed a streamlined top“that of volunteering in their they also ser wanted to assist and 21) guideHOW them their desire 6) INCORPORATING TO THROW A ofandworking to help any buyer and seller. localtowards Chamber of Commerce Rotary.with Theys Builders and thei and YOUR need…buying/selling a home,” Frank laments.EVENT also fostered a warmhearted culture around their c CHARITABLE GIVING IN CLIENT APPRECIATION thethrough surround He made itCamaron his goal offer to acquire as much knowledge ofand and When listing a home, Lindi and a celebrating their buyers sellers fre REAL ESTATE PRACTICE NO ONE WILL FORGET helped save clien Real Estate as possible and toevents. hone those wealth of resources. Afterthe equipping their Industry clients with appreciation over the years on skills to blend them with his laidback personprofessional photography,acquired drone photography and videography, they shareFLUENCY: the property variety Looking to the Lindi their and Camaron inte existing hom ality. Hethrough knows awhat he of does for a living is future, of major 13) EMOTIONAL 24) REACHING THE and targeted social media campaigns. continuing to growhe their consequence in his clients’ lives.

FrankMARKET stated canfamily business while se HOWMLS TO systems COMMUNICATE MILLENNIAL has of helped Their elite marketing staff at Coldwell Banker also their community.

“We’ve great team peop hire talented people to assist him and his client’s needs.got aFrank WITHgives CLIENTS WHEN THROUGH SOCIAL MEDIA his 25+ year clients a boost through andhas print Lindi says. because “At this point, nothing couldcar s Hemagazine feels his listings business grownhere,” and prospered amount of his ong TENSIONS ARE Meanwhile, HIGH he Lindi advertisements. and Camaron harness from getting our clients into the homes of their dre is the central point of contact with his clients. is that they know their extensive professional network to provide an additional leg up. “In real estate, haveputs to put the time and associates nee Asyou Frank it in “they came to me because typically and effort for your clients,” Lindi says.

“We gobyabove is “Try not to bec they were referred a past client who had a great/ and beyond for our sellerssuccessful when it comes to marketing a man of value.” experience. I have a responsibility, not Phonetheir 310-734-1440 | Fax 310-734-1440 homes. No stone goes unturned.” because of my fiduciary status but also because it

When Frank is no mag@topagentmagazine.com www.topagentmagazine.com is the |right way to treat people. If you want to build Elsewhere, Lindi and Camaron prefer a hands on transactions, he c long-term relationships in both business aspublisher. well as No portion of this issue may be reproduced in any manner whatsoever without prior consent of the Top Agent approach when assisting their buyers. By leaning on their beauty and seren Magazine is published by Feature Publications GA, Inc. Although precautions taken toneeds ensure and the accuracy friendships you need to put are other’s desiresof published lifetime of experience, they offer the expertise and negomaterials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. in keeping a bala above your own.” tiation skills address, to handle any issues that may arise over the To subscribe or change send inquiry to mag@topagentmagazine.com. from the For more about Lindi Braddockrelayed and Camaron Prub of a transaction. Better yet, their combined savvy Publishedcourse in the U.S. The Be Frank believes that “There are many in a real estate lindicamaron emailsteps lindi.camaron@gmail.com, visitPresent… ensures that clients make transaction, the best investment decisions – Plan for the Fut whether buying or selling. It can become

JENNIFER YOINGCO www.

possible when looking at a purchase. “We love helping

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or call 979-277-4763 or 979-525-6300 Top Agent Magazine

For more information about Frank Copyright Top Agent Mag

mailto:mag@topagentmagazine.com

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 4

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

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Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless Top Agent Magazine

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

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the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

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consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

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DONNA NOTO

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Based in the Dallas-Fort Worth area, Top Agent Donna Noto serves all of North Texas with about 93% of her business coming from repeat and referral clients.

Donna Noto’s fascination with real estate began early on. Her dad was a Realtor®, and Donna grew up watching him negotiate on behalf of his clients. “I grew up flipping houses with him,” Donna says, “and I knew I always wanted to do it.” She ended up going into teaching, but real estate remained a passion. Then, 18 years ago, Donna began her real estate career. Over the years, she has built longstanding relationships with clients who value her hard work, trustworthiness, 8 Copyright Top Agent Magazine

and strong communication skills that keep them one step ahead in the process.

Based in the Dallas-Fort Worth area, Donna serves all of North Texas. About 93% of her business comes from repeat and referral clients, an impressive feat that speaks to her dedication to her clients and the loyalty she inspires. In particular, Donna’s proactive communication puts her a cut above the competition. “I always let my clients know Top Agent Magazine

what’s going on,” she says. “I call all of my clients every Monday to give them a weekly update, whether or not there are any new developments. That way, they don’t have to be anxious that they’re missing anything, Top Agent Magazine

because everybody is constantly updated and they always know what’s going on.”

With such a high repeat/referral rate, staying in touch with past clients is crucial to Copyright Top Agent Magazine 9

Donna has been awarded 10 Best Realtors® in Texas every consecutive year from 2016-2020. She is also in the Top 3% of Realtors® in the nation.

Donna’s approach. She holds three client appreciation parties each year, including a fishing party, a Texas Rangers baseball game, and a Christmas party. This is in addition to mail-outs and personal notes. “I try to constantly stay in touch and top of mind,” Donna says.

Donna’s marketing efforts also set her apart from the pack. “I’m a Featured Realtor® on Zillow, Realtor.com, and Trulia,” Donna 10Copyright Top Agent Magazine

explains, “so my listings pop up in the first groupings. It’s just like when you’re shopping on Amazon: you want to look on page 1 or 2, but you’re not going to look on page 7, 8, or 9. As a result, my listings sell faster.”

Donna also pushes listings to social media including LinkedIn, Facebook, and Twitter.

And to help a home stand out, she works with amazing photographers. “The quality of their photography, the angles that they get, are just incredible,” she says. “I think Top Agent Magazine

that also puts me ahead of my competition.”

The results speak for themselves: last year, Donna did $13.3 million in volume as an individual agent.

When she is not working, Donna loves to spend time with her family, especially her Top Agent Magazine

grandkids. She is active in her church and Bible study. She also loves travel, photography, and nature—“anything outside,” she says.

Donna has been awarded 10 Best Realtors® in Texas every consecutive year from 20162020. She is also in the Top 3% of Realtors® Copyright Top Agent Magazine11

in the nation. In the future, Donna plans to continue providing her clients with the best service possible to help them achieve their real estate goals. “My daughter-in-law just

got her real estate license, so I’m helping her get kicked off,” Donna says. “I want to continue being in real estate for as long as possible, and pass it on through my family.”

To find out more about Donna Noto, call 817-994-3230, email donnanoto1585@gmail.com, or visit donnanoto.remaxagent.com www.

Reviews at Donna Noto Zillow

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Emotional Fluency:

How to Communicate with Clients When Tensions are High Managing emotions, expectations, and personalities are central to a successful real estate career. After all, this is a business based on relationships and interpersonal communication. Likewise, real estate is built on one of life’s central milestones—homeownership. This means that stress, disappointment, excitement, and competition are inherently Top Agent Magazine

involved in the process. As an agent, you take on the real estate world every day, but most of your clients aren’t well-versed in the norms of the industry and are likely riding an emotional roller coaster throughout.

Acknowledging this, how do you steer the ship when emotions and tensions are running high?

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For starters, it’s not always intuitive. Just like you add tools to your arsenal when it comes to marketing, social media, or lead generation, you also have to add emotional tools to your repertoire. Here are a few ways to diffuse tense situations and keep clients on an even keel—even during the ups and downs of the transactional process.

Create realistic expectations from the outset and reinforce them as you go As a seasoned agent, some aspects of the industry may seem run of the mill to you, but may come as a shock to your clients. That’s

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why communicating expectations from the beginning can help create reasonable touchpoints in the minds of your clients. In addition to talking through the steps of the transactional process with your clients, consider writing out a checklist or compiling a buyer’s guide that can serve as a resource for them throughout. Think of it like a security blanket, but one that’s built by facts, figures, and anecdotal experience. If you paint a clear picture of what to expect, clients are less likely to be taken by the surprise and react impulsively as a result. What’s more, reinforce next steps, expectations, and possible outcomes as you go. If your client is left to wonder or guess at what’s ahead or

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what will happen, they will either envision the worst-case scenario and panic, or they’ll misjudge the next step and be disappointed or left anxious as a result. Minimize surprises by communicating regularly, clearly, and with all options on the table.

When unveiling a problem, come to clients with potential solutions in hand Any agent worth his or her salt knows that bumps in the road are likely to occur along the way. You can’t promise a transaction free of stress or unforeseen issues, but you can minimize the ensuing stress by preparing you client in advance for any potential problems, and by addressing any problems

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clearly and with solutions already in hand.

Clients are likely to become agitated if a problem arises and they can’t understand why or what it means. That’s why slowing it down, talking it through, and offering potential avenues for recourse can quell fears and remind clients why they chose you to facilitate the transactional process. This means you’ll have to vigilant, proactive, and on the ball. Of course, it’s much easier to be an agent when everything is going great and flowing naturally. It’s when things take an unexpected or negative turn that true talent is really tested. Accordingly, show your clients that you are confident and in control by remaining adaptable, communicative, and clear in your problem-solving approach.

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Never underestimate the power of listening As an agent, you are probably well-versed in putting out fires and sourcing solutions. Sometimes, however, clients are really looking to you as a confidante and a listening ear. You’d be surprised how much nervousness you can resolve by simply offering a listening ear and offering reassurance. Sometimes it’s not about providing a band-aid or a practical solution; oftentimes, it’s all about listening. Clients need to feel like they’re being heard, even if you’ve heard it all before. By listening to their fears, acknowledging their perspective, and reiterating their goals—you display your empathy and understanding, which is often just what a client 16

needs to feel better. In other words, you don’t have to break out the graphs and data each time a client airs his or her insecurity. First, slow down, listen, and interact on a personal level. You may stop an emotional upheaval in its tracks simply by putting your listening cap on.

Not all clients are alike. Some will require a little more hand-holding than others, but it’s your job to put yourself in their perspective, recognize the milestone at hand, and managing the personalities you’re working with. The next time you feel frustrated by a client’s unpredictable emotional energy, keep these insights in mind as you diffuse the situation, steer them to a place of comfort, and fortify your interpersonal skillset in the process.

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JENNIFER YOINGCO Top Agent Magazine

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JENNIFER YOINGCO

Jennifer Yoingco loves solving problems. Though her tagline, “Your S.M.A.R.T. Agent,” could refer to the fact she received a degree in Chemical Engineering with high honors, it actually stands for her promise to clients: “Sensitive to your needs, Making your dreams a reality, Always Reliable and Trustworthy.”

Jennifer is determined to be “a trusted resource.”

Putting herself into her client’s shoes, she treats each purchase, rental, or sale as if it were her own.

This determination to provide quality service has earned her five star ratings on HAR and Google, and has made her one of the top performing solo agents at Texas Home Group Realtors, where she represents the Greater Northwest Houston area including The Woodlands, Tomball, Spring, Katy, Cypress, Conroe, and the surrounding cities.

a testament to Jennifer’s S.M.A.R.T. strategy, referrals and repeat customers continue to represent the majority of her clients. Of course, identifying new clients is also a priority; Jennifer develops new business from an active online presence on Facebook, Google, and YouTube.

What sets Jennifer apart is her willingness to invest in marketing. One of the first steps she takes with new clients is to ask them to complete an online

Like many agents, Jennifer didn’t enter the field of real estate with the intention of making it her fulltime job. Born and raised in the Philippines, she had moved to the US and begun working as an IT consultant, then the pharmaceutical industry when her family encouraged her to obtain her license to help them with real estate investments. Referrals followed and part-time soon turned to full-time. As 18

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questionnaire to learn about their goals.

Regardless of whether a listing is for a rental or sale, she hires a professional photographer/ videographer to create marketing materials.

After placing the listing on the MLS, Jennifer creates a YouTube video for each property and pays for ads on YouTube and Facebook to attract potential buyers.

As she tells her clients, “If you do it right the first time, I know it will sell.”

This approach not only advertises the property, it also increases Jennifer’s visibility and helps expand her network—and it works. Two years ago, she closed over $4 million in sales, making her the fourth highest performer of 350 agents in her brokerage. In 2020, despite what is happening on the market, she is approaching $3 million in transactions, and she believes beating her previous record is possible. Jennifer recently hired a virtual assistant to help with video editing, putting her on the path to her long-term goal of setting up her own team and training new agents.

Outside of work, Jennifer enjoys spending time with family, especially her folks, her sisters, husband, and fourteen-year-old son.

She is an active member of her evangelical church, which supports mission work in the US and abroad; her family has long supported Disabled American Veterans; and because Jennifer is a mother herself, she has been drawn to support Boys Town, which provides assistance to families and children in crisis. Though her passion for international travel has been curtailed due to recent unprecedented event, she looks forward to it in the future.

Most importantly, Jennifer wants to be there for her clients—to answer questions, give advice, and, yes, to solve problems.

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For more information about Jennifer Yoingco, please visit JenniferYoingcoRealtor.com, call (832) 286-8636, E-fax (888) 977-2842, or email JenYoingco7@gmail.com www.

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How to Throw a Client Appreciation Event No One Will Forget Clients are the foundation of any flourishing enterprise, and this is particularly true in real estate—an industry where relationships are central. Demonstrating your gratitude to former and current clientele is a winning way to cultivate your network, while upping your potential referrals and creating face-to-face time with the individuals that make your business tick. Keep in mind a few of the tips below as you stage a client event that will positively impact your brand, while conveying your appreciation to those who have driven your business all year.

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Supersize Your Guest List Inviting former clients to your client appreciation bash is only the first step in crafting your guest list. To really expand your sphere of influence, invite neighbors, local business owners and staff, old friends, family, associates, fellow alumni from your alma mater, and the like. Think of your client appreciation event as a celebration of business bringing people together. Expand your guest list and you’ll create a coveted, in-person opportunity to forge relationships and broaden your reach.

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An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost.

Consider A Sponsor Client appreciation events shouldn’t skimp on the details, but you don’t want to break the bank, either. To defray the cost of a client appreciation event, consider enlisting local businesses as co-sponsors. Not only does this approach ease the price tag of throwing a party, but it also creates an easy partnership between you and other entrepreneurs—widening your database and making for a memorable and generous event.

ship, or the Super Bowl is coming up quick, tailoring client appreciation events to already-established happenings can create an organic tie-in and boost your attendance numbers in the process. Throw a gingerbread house decorating party during the holiday season, or throw a barbeque during the Fourth of July. Capitalizing on a naturally occurring theme creates the opportunity for comradery between you and your guests.

Apply A Personal Touch

Don’t Forget To Reward Your Employees An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost, as well.

By encouraging your employees to cut loose at this celebratory event—instead of having them run interference all night—your team will feel appreciated and validated, too.

Theme Your Event Whether the area’s high school sports team has made it to the state champion22

Invitations may seem like a small detail, but they shouldn’t be one-size-fits-all. Consider handwriting some of your invitations for the clients you remember well, or for business associates who you regularly partner with. Personalizing invitations to key players is the surest way to a confirmed RSVP. Cultivating your network of professional connections is an essential part of driving business, and client appreciation events not only create memories between you and your clientele, but also inspire your to step back, reflect, and give thanks to those who keep your business booming.

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LINDI BRADDOCK & CAMARON PRUIETT Lindi Braddock first entered real estate when she was eighteen years old and quickly fell in love with the business. In particular, she appreciated how real estate balanced her entrepreneurial spirit with her need to give back to her hometown.

After decades of providing unmatched client service, Lindi enlisted her daughter, Camaron Pruiett, to come aboard, and the two have been a mother-daughter team ever since. “Working with Camaron has been wonderful,” Lindi says. “We’ve got a great life in the most beautiful state in the world. Now we want to share that joy with our clients.”

Today, Lindi and Camaron are owners of the Lindi Camaron Team through Coldwell Banker Properties, where they assist clients throughout Brenham and the surrounding areas. Specializing in farming and ranch properties, the two have developed a streamlined process to help any buyer and seller.

When listing a home, Lindi and Camaron offer a wealth of resources. After equipping their clients with professional photography, drone photography and videography, they share the property through a variety of MLS systems and targeted social media campaigns.

Their elite marketing staff at Coldwell Banker also gives clients a boost through magazine listings and print advertisements. Meanwhile, Lindi and Camaron harness their extensive professional network to provide an additional leg up. “In real estate, you have to put in the time and effort for your clients,” Lindi says. “We go above and beyond for our sellers when it comes to marketing their homes. No stone goes unturned.”

Elsewhere, Lindi and Camaron prefer a hands on approach when assisting their buyers. By leaning on their lifetime of experience, they offer the expertise and negotiation skills to handle any issues that may arise over the course of a transaction. Better yet, their combined savvy ensures that clients make the best investment decisions possible when looking at a purchase. “We love helping Top Agent Magazine

people get into the right home for their needs and seeing their dreams come true,” Camaron says. “There’s nothing more fulfilling than giving a buyer the gift of homeownership.”

Once the deals are done, Lindi and Camaron remain in touch with their clients well into the future to make sure they are satisfied and thriving in their new homes.

For raising the standards of client service, this mother-daughter team has earned an outstanding reputation throughout Texas, as the near entirety of their volume comes from repeat clients and referrals.

Moreover, their tireless work has placed them at #1 in properties sold in Washington County and Austin County.

Outside of their career, Lindi and Camaron are passionate about giving back to their community. On top of volunteering in their church, they also serve the local Chamber of Commerce and Rotary. They have also fostered a warmhearted culture around their clients, celebrating their buyers and sellers through frequent appreciation events.

Looking to the future, Lindi and Camaron intend on continuing to grow their family business while serving their community. “We’ve got a great team of people out here,” Lindi says. “At this point, nothing could stop us from getting our clients into the homes of their dreams.”

For more about Lindi Braddock and Camaron Pruiett email lindi.camaron@gmail.com, visit lindicamaron.com or call 979-277-4763 or 979-525-6300 www.

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#Reaching the Millennial Market Through Social Media

by Bubba Mills

The old adage in marketing says if you aim at everyone you’ll miss them all. I know REALTORS® sometimes fall into the trap of attempting to reach everyone and then scratch their heads when they only hear crickets chirping. If you’re one of those (or even if you’re not), stick with me and I might be able to help you.

know how to reach them. For that part, I’ll share two words: social media. Many surveys have confirmed that social media is the Millennials’ dominant source of information, even above search engines. So the best way to build relationships and trust with Millennials is through social media.

The true beauty of social media is not only its reach but its implied advocacy. When Millennials find content they relate to, they share it with their The National Association of REAL- peers. So if one person shares your TORS® has found that Millennials message, it could instantly go to hunrepresent the largest share of recent dreds (or even thousands) of people buyers (32 percent of all buyers last with the inferred praise of the person year were Millennials). But here’s sharing it. the kicker: the overwhelming majority use real estate agents. Are If you’re not using social media, lights and bells going off in your again, check your pulse. Then start learning about social media and get head? If not, check your pulse. active on it. I promise it’ll be well So a great place to sharpen your worth your time. The big ones are marketing aim is with Millennials. Facebook, Twitter, Pinterest, Tumblr That’s half the equation—knowing and Instagram. You can Google each who to go after. The second half is to and get a feel for which ones make Let me start with one word: Millennials—those between the ages of 18 and 34.

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Many surveys have confirmed that social media is the Millennials’ dominant source of information. the most sense for you, but all of them have something to offer REALTORS®.

I’m proud of that because I know in this day and age anyone who sells anything must use social media.

Now I’m not one to toot my own horn, but for this topic I will only with the hope that you give what I say a little more weight. Last year, a national magazine named me to its 25 most connected professionals list.

So here are some tips you can start using to reach Millennials on their terms:

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1. First, take time to understand social media. Join them (they’re free!)

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Millennials under stand marketers and they’re open to their messages on social media—if the messages are relevant to their lives. Otherwise, they simply ignore it.

and just take it all in. See what it’s all about and what kind of information people share. Spend at least several days learning before you share info.

2. Make sure what you share fits the specific social media outlet. For example, Facebook and Twitter are primarily personal tidbits, news and they’re both fairly casual, while Instagram is geared almost exclusively for visuals and photos.

3. Make sure your information is relevant and useful to improve the chance it gets shared. Millennials understand marketers and they’re open to their messages on social media—if the messages are relevant to their lives. Otherwise, they simply ignore it.

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4. Make it interesting. Instead of saying, ‘Gee, I have this great listing.’ Why not just share a picture of a cool looking wrap-around front porch of a house (that just happens to be one of your listings) that was built in the 1940s.

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching. com/programs, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into Real Estate Companies, Mortgage Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1800-957-8353 or visit us at www.Corcoran Coaching.com.

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FRANK RUFFO Frank Ruffo is the Owner/Broker of The Real Estate Group, which was founded in 1988. Frank is a native of San Antonio and has seen the sleepy town of the ‘70s grow into one of the top populist cities in America. San Antonio offers the sought after advantages and amenities of a large metropolitan city but has also been able to maintain a small town, friendly atmosphere. It is a great place to live, work, and raise a family.

When Frank made Real Estate his career choice after attending Trinity University where he majored in International Business he knew he did not want nor could he become a “traditional” salesperson. “I did not care for it when a salesperson tried to sway me into a decision by using sales speak.” His laidback personality would just not allow him to be “that guy”. “I knew I wanted to assist and guide them towards their desire and need…buying/selling a home,” Frank laments.

He made it his goal to acquire as much knowledge of the Real Estate Industry as possible and to hone those acquired skills to blend them with his laidback personality. He knows what he does for a living is of major consequence in his clients’ lives. Frank stated he can hire talented people to assist him and his client’s needs.

He feels his business has grown and prospered because he is the central point of contact with his clients.

As Frank puts it “they came to me because typically they were referred by a past client who had a great/ successful experience. I have a responsibility, not because of my fiduciary status but also because it is the right way to treat people. If you want to build long-term relationships in both business as well as friendships you need to put other’s needs and desires above your own.”

Frank believes that “There are many steps in a real estate transaction, whether buying or selling. It can become

overwhelming to clients if they are not kept informed and the process is not managed properly. There is much more to a real estate transaction than what most people realize. A knowledgeable and experienced Realtor does not just have to know about Real Estate but must also have empathy for others and be able to listen with their mind and heart, negotiate on their principal’s behalf, and communicate honestly with all participants.”

One of the areas of Real Estate Frank has become an expert in and is most proud of is when a client is both buying a NEW home and also selling their existing house. Coordinating these two are challenging but rewarding. Over the years with the help of a fantastic program called Move Up America (designed by a former on-site counselor), Frank has had the pleasure of working with some of the most popular NEW Home Builders and their On-site counselors in San Antonio and the surrounding communities. This program has helped save clients hundreds of thousands of dollars over the years on the commission costs associated with their existing home.

Frank has helped close thousands of transactions over his 25+ year career. Frank feels the reason the vast amount of his ongoing business comes from past clients is that they know Frank will put their friends, family, and associates need first. One of Frank’s favorite quotes is “Try not to become a man of success. Rather become a man of value.” – Albert Einstein When Frank is not assisting his clients with Real Estate transactions, he can be found hiking and enjoying the beauty and serenity he finds in Nature. Frank believes in keeping a balance in his life and recalls the wisdom relayed from the book by Spencer Johnson, M.D. called The Present… Be in the Present – Learn from the Past – Plan for the Future.

For more information about Frank Ruffo, please call 210-386-2819 or email frankrufforesa@gmail.com Top Agent Magazine

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