TEXAS 10-4-21

TEXAS EDITION

6

HABITS OF HIGHLY PRODUCTIVE AGENTS

How To Speed Up FIRST-TIME HOMEBUYER TRANSACTIONS COVER STORY

JULIE RICHARDS

FEATURED AGENTS

MARIA BORREGO TIFFANY SMITH

5 WAYS TO TRANSFORM RENTERS INTO OWNERS The Daily Schedule OF A SUCCESSFUL REAL ESTATE AGENT

TIFFANY SMITH TEXAS EDITION

MARIA BORREGO

often encounying or selling ial decision of y of us, it’s also m I making the I overlooked? n I trust? But 4) 6 HABITS OF HIGHLYmetroPRODUCTIVE t Worth AGENTS h the Tiffany 14) HOW TO SPEED UP FIRST-TIME HOMEBUYER orryTRANSACTIONS about the they’ve found

Maria Borrego brings determination, creativity, and knowledge to each7 real estate transaction. Her straightforward personality and relentless drive to exceed client expectations make her a highly sought-after agent in Montgomery County.

17

acts of kindness. Once a month, my daugh ter and I go to the grocery 18 store to buy gif cards and give them to different people who are not actively asking for help, bu who need it.”

Maria’s spare time is dedicated to her loved Maria got her start in real estate in 2006, ones. “When I’m not working, I want to after having kids and seeking out a career be with my family. We have a big family hat would allow her to have the best balso there’s a birthday almost every other ance between work and family life. Known weekend. At the end of the day, I want my RICHARDS MARIA BORREGO for her expertise and JULIE high level of customer qualityTIFFANY time to SMITH go to the people who are service, she’s been able to build a strong network of truly the most important to me.” repeat and referral clients. “My clients are always mpressed because I do everything in my power to save Never one to sit back and rest, Maria is motivated to hem money. They’ll give me an objective, and then keep expanding her real estate business and helping CONTENTS I’ll always try to get them a better deal,” she explains, more buyers and sellers on the way. “I want to star and adds, “It’s all about communication. I ask a lot of my own brokerage one day so that I can continue to care 5 of WAYS my clientsTO and bring them the best results questions so I can meet their expectations because at take19) he end of the day, I want to make sure that I’m giving I’mTRANSFORM all about kindness RENTERS and helping people—that’s jus whoINTO I am.”OWNERS Maria’s motto is Integrity and Honesty = hem my best.”

Results. Take action, call her today!

Savvy and creative with her marketing strategies, 22) THE DAILY SCHEDULE Maria is looking to finish this year with $6,000,000 in OF A SUCCESSFUL sales volume. “I place my focus on online marketing, REAL ESTATE AGENT and I belong to a lot of different groups where I can post about my newest listings. As soon as I get a new isting, I’m sharing it on all the different platforms ncluding LinkedIn, Facebook, and Instagram.”

Phone 310-734-1440 | Fax 310-734-1440

mag@topagentmagazine.com | www.topagentmagazine.com Passionate about helping people during this important moment in their lives,ofMaria work inincredibly No portion this issuefinds may beher reproduced any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top fulfilling. “I love being able to give my clients the least Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. amount of stress possible.

Anytime moving, or To subscribe or change address, you’re send inquiry to mag@topagentmagazine.com.

Published in the U.S. even buying, you’re dealing with enough anxiety and stress. I just want to make them happy and comfortable throughout this process.”

eal estate fifteen years ago d her husband were buying 2

An active member of her community, Maria likes to

meals whe on volunte in McKinn Top Agent Magazine

mailto:mag@topagentmagazine.com

Top Agent Magazine

3

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 4

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 innova-

5

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

6

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.

Top Agent Magazine

JULIE RICHARDS Top Agent Magazine

7

JULIE RICHARDS “I always pick up my phone. If a client has a question, I get them real time answers and am available to solve any problem that may arise.”

Throughout her life, Julie Richards has always been drawn to real estate. After retiring from an accomplished career as a school administrator, she found herself seeking a fresh opportunity that balanced her passion for helping others while 8

affording her the freedom to be there for her family. So at last, she decided to take the leap and pursue her career as an agent—and the rest is history. Today, Julie is a Realtor® for eXp Real Estate, where she serves clients throughout Top Agent Magazine

Dallas and the surrounding areas. There, she has combined her outgoing personality with her tireless work ethic to meet the needs of any buyer or seller.

When listing a home, Julie offers her clients a hands-on approach. Starting out, she helps them ready their property for the market and provides a full suite of professional photography services, including drone photography. Once a home shines in all its promotional materials, she pushes it out to a highly Top Agent Magazine

targeted audience via a blend of digital and social media campaigns. Along the way, though, she is there for her clients, catering each decision to their best interests and maintaining open channels of communication throughout the transaction. “I always pick up my phone,” she says. If a client has a question, I get them real time answers and am available to solve any problem that may arise.”

Elsewhere, Julie is just as attentive when assisting her buyers. Having personally 9

bought and sold nine houses with her husband over the time of their marriage, she leans on her acute market expertise to uncover the right investment for her clients’ needs. Moreover, she remains in close contact long after the deals are done through frequent check-ins, all to ensure they are satisfied in their new homes.

Since beginning her real estate career in

10

early 2019, Julie has already earned a fantastic reputation throughout Texas, as evidenced by her rapidly growing rate of repeat clients and referrals. Having been honored as a multimillion dollar producer each year since she started in real estate, she remains focused on the proven values that have anchored her success.

“Every client has their own story,” she says. “I love the opportunity of getting

Top Agent Magazine

to know my buyers and sellers and guide them through their transactions. After all, I know what it’s like to live in a fish bowl while you’re selling a home, or to sit on pins and needles while waiting to buy, and I’m so overjoyed to help other people navigate those processes.”

Top Agent Magazine

Outside her career, Julie is deeply committed to her community. On top of being an active member of her church, she also volunteers at her local assisted living facility, holding classes and offering a hand to those in need. When she’s not with clients or giving back, she enjoys spending 11

time with her family and grandchildren, traveling, or managing her investment properties with her beloved husband.

Going forward, Julie has strong plans for the future of her business. As her volume continues its rapid growth, she intends on further streamlining her operations while

developing a team. In the meantime, she offers sound advice to any aspiring agent: “When selling a home, our clients are going through an incredibly vulnerable process. Regardless of how busy you get, as their Realtor®, you must still provide that personal touch and be there for them—no matter what.”

To learn more about Julie Richards, email julie@realtorrichards.com, visit JulieRichards.exprealty.com or call (469) 553-4565. www.

12

Top Agent Magazine

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

Top Agent Magazine

13

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 14

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?

Top Agent Magazine ®

Top Agent Magazine

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.

Top Agent Magazine ®

15

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

16

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.

Top Agent Magazine ®

Top Agent Magazine

MARIA BORREGO Maria Borrego brings determination, creativity, and knowledge to each real estate transaction. Her straightforward personality and relentless drive to exceed client expectations make her a highly sought-after agent in Montgomery County.

acts of kindness. Once a month, my daughter and I go to the grocery store to buy gift cards and give them to different people who are not actively asking for help, but who need it.”

Maria got her start in real estate in 2006, after having kids and seeking out a career that would allow her to have the best balance between work and family life. Known for her expertise and high level of customer service, she’s been able to build a strong network of repeat and referral clients. “My clients are always impressed because I do everything in my power to save them money. They’ll give me an objective, and then I’ll always try to get them a better deal,” she explains, and adds, “It’s all about communication. I ask a lot of questions so I can meet their expectations because at the end of the day, I want to make sure that I’m giving them my best.”

Savvy and creative with her marketing strategies, Maria is looking to finish this year with $6,000,000 in sales volume. “I place my focus on online marketing, and I belong to a lot of different groups where I can post about my newest listings. As soon as I get a new listing, I’m sharing it on all the different platforms including LinkedIn, Facebook, and Instagram.”

Maria’s spare time is dedicated to her loved ones. “When I’m not working, I want to be with my family. We have a big family so there’s a birthday almost every other weekend. At the end of the day, I want my quality time to go to the people who are truly the most important to me.”

Never one to sit back and rest, Maria is motivated to keep expanding her real estate business and helping more buyers and sellers on the way. “I want to start my own brokerage one day so that I can continue to take care of my clients and bring them the best results.

I’m all about kindness and helping people—that’s just who I am.” Maria’s motto is Integrity and Honesty = Results. Take action, call her today!

Passionate about helping people during this important moment in their lives, Maria finds her work incredibly fulfilling. “I love being able to give my clients the least amount of stress possible. Anytime you’re moving, or even buying, you’re dealing with enough anxiety and stress. I just want to make them happy and comfortable throughout this process.”

An active member of her community, Maria likes to find different ways to give back. “Every Christmas I buy gifts for children and donate them to a great local organization. I also donate to a variety of different causes, but my favorite way to give back is random Top Agent Magazine

To learn more about Maria Borrego email mariaborregosells@gmail.com, visit Mariaborregosells.com, or call (713) 240 – 0977.

Top Agent Magazine ®

www.

17

TIFFANY SMITH In the real estate world, one often encounters the observation that buying or selling a home is the biggest financial decision of most people’s lives. For many of us, it’s also one of the most dreaded. Am I making the right decision? What have I overlooked?

More importantly, whom can I trust? But clients across the Dallas-Fort Worth metroplex who have worked with the Tiffany Smith Team don’t have to worry about the first two questions because they’ve found the answer to the third.

Tiffany began her career in real estate fifteen years ago to represent the houses she and her husband were buying and selling as investments. It taught her a lot about the process, particularly in regards to how stressful it could be, and when she began representing clients she made it her mission to relieve them of that worry as much as possible. “We’re redefining the real estate experience, one family at a time,” Tiffany explains. “I want to leave my clients with pleasant memories of their time working with us. I genuinely care about people and treat them the way all of us want to be treated.”

The result of Tiffany’s efforts is a company that combines all the resources of a large brokerage like Compass with the familiarity normally associated with a boutique brokerage. Clients love the customized service she offers and have rewarded her with a strong referral business, which allows her to channel even more energy into making their experience exceptional. “I love interior design and take a particular pleasure in helping clients with new construction—going to design meetings with them and having discussions about how to blend their personal preferences with the latest architectural and interior styles.”

In marketing her listings, Tiffany and her team go all out for their clients, fronting the costs of needed improvements interest free and offering complimentary staging of homes, aimed at attracting as many buyers as possible.

Tiffany has magazine-worthy photographs taken to 18

capture the best features of the property and utilizes Compass’s amazing technology and resources to market the listings with maximum efficiency and exposure, across digital and print channels.

Tiffany has been a strong supporter of her community for many years, exemplified by her work with the Prosper Ladies Association to create a Summer Lunch Program that ensures children in the Prosper ISD continue to receive healthy meals when out of school. She now has her sights set on volunteering with the Community Garden Kitchen in McKinney, which will be launched soon. When she’s not working or volunteering, Tiffany enjoys the time she spends with her husband and two daughters. She also likes to garden, read, and travel.

Tiffany is excited about the growth happening in Prosper and the entire DFW, and she looks forward to helping both newcomers and long-time neighbors in whatever capacity she can. Tiffany has brought together the right team to do it. “The Tiffany Smith Team is composed of like-minded realtors and world class support staff.

Drawing from our many years of success in residential real estate, we put our energy, sophistication, and expertise to work for you to deliver a white-glove experience.”

If you would like Tiffany’s help buying or selling a home or just want some guidance from a professional as you plan a future move, she would love to hear from you! Call her at 214-425-3233 or email Tiffany.Smith@compass.com Copyright Top Top Agent Agent Magazine Magazine

5 Ways to Transform

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

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

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

Top Agent Magazine ®

19

1

Show renters that purchasing a home isn’t impossible

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

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

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

3

Collaborate with mortgage professionals to find the right financing opportunities

2

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

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

That’s where your expertise as an agent comes 20

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

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

Top Agent Magazine ®

Top Agent Magazine

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

5 4

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

Top Agent Magazine

Paint the big picture

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

Rents rise, families grow, and retirement looms.

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

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

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

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

Top Agent Magazine ®

21

The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar.

Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first.

22

The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.”

You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result.

Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

Top Agent Magazine

Top Agent Magazine

should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed.

It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead.

1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments.

1.5 hours – Spend this time prospecting and appointment setting.

1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

Top Agent Magazine

.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines.

8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive.

As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

Top Agent Magazine

23

mailto:mag@topagentmagazine.com

24

Top Agent Magazine