TEXAS 10-5-20

TEXAS EDITION

6 Things All Successful Negotiators Do Welcome Home: WORKING WITH RELOCATORS IN TRANSITION

Six Powerful Prospecting Tips

to Build Your Business

COVER STORY

JULIA WANG FEATURED AGENTS

LILLY GARCIA RUBY MIRANDA LINDA ZIMMERHANZEL

TEXAS EDITION

9

2

19

20 23 LIND LILLY GARCIA RUBY MIRANDA

Linda Z Ruby Miranda began hermost real abou esta Lilly Garcia says a bad expeWhat Lilly loves believer career inwith 2006, when she h rience with a home purchase knowledge.

“Asand a bro come fro decided to join forces a motivated her to get intohusband real to reach their goals, and the ations, b get into than the business. husba estate. “I was a single mother that,” she “My asserts.

“My her.Raice Sev a corporate backgroun with five kids moving comes from from Lecciones de Bienes laid off alwaysto been an entrepr Puerto Rico to Texas andand wasI’vestories empower Hispafr forpassio whic neur,” Ruby in fe buying a home,” she recalls. realsays. estate“We goaljumped with “A frien first and ZIMMERHANZEL never looked back.” No “TheRUBY agent was never available, JULIA WANG LILLY GARCIA MIRANDA LINDA broker a noralmost did she15educate me onRuby the is Every Lilly gives years later, knownyear, in Houston asbac “T for her,” she recalls.

“It wasn’t transaction process. decided I nizing ev Texas Queen of IReal Estate,” a titleand sheholding earned an throu ‘I love this!’

‘I’m good at this!’”

“Not service only do to weher provide fo needed to get licensed so I could do it right and be there providing top-quality, personalized clients ated real go for others going through similar situations.” That was andestate offerprogram, haircuts,”Linda she not never looked back.

“My w Ruby is the team leader of The Queen at Kell 17 years ago, and she’s never looked back. on their facesTeam afterbroker we’ve w CONTENTS her cold and Imetro worked 24 Williams Clear Lake, serving theleads, Houston area. in my business first 12not months and S She has since opened her own boutiqueportion real estate When working orwon givin significant of firm, Ruby’s comes from repe with feat her family.

“I’ll eitht Garcia Realtors, and services the Dallas/Ft. Worth THE YEAR award,” exclaim and15) referral clients, an impressive that she speaks to 4) 6 THINGS ALLLilly SUCCESSFUL SIX POWERFUL Washington or visitwe’ fam area. She says that 95% of her of business is Spanishlevel trust she inspires. “Ininthe past five years, NEGOTIATORS DO PROSPECTING TIPS TO speaking clientele, and thathad 60% are repeat and referral. she says. went on earn her a lot of people we Linda sold homes totoyears agobroker’ who a BUILD YOUR BUSINESS “I am honest with my clients,” shestarting asserts. here now to“I’m sellnot their homes and move home Concierge Realty of to SAnew serving th Lilly thatsays. she is to sell people a fantasy. I tellsothem the atruth, if they we get lot ofeven repeat and clients,” she “W areareferral all the expresses way to Austin, Tex 6) WELCOME HOME: in the business.

“No one don’t want to hear it. I alsostay make sure they understand 21) HOW TO THROW A in very good communication with ourMLS past clients, member of three systemsa WORKING WITHtheRELOCATORS successful in Real Estate,” entire transaction process from start to finish and as CLIENT a result weAPPRECIATION have a lotleast of clients who refer atheir frien four transactions month.

EVENT IN TRANSITION make myself available to answer a single mother I wouldn’t all of their questions.” andNO families.”

ONE WILL FORGET vered due mybusiness faith andisd7 Linda reports thattoher Lilly has been recognized many prestigious a different narrative.

Thatwith communication is clientele. part of what sets Ruby “I believe peopleand keepTc awards, including 2018, 2019 and 2020 NAHREP’s Queen Team apart.

“We ring stay top of mind our clients because I amwith accessible to As for the future of her bu Top 250 Latino Agents in the Nation and Texas; 2019 Ruby says. “We do a lot of video marketing on social med more than that, I am an advocate Small Business Administration’s Small feel Business theme. wayI’ll it see is. “Ipeople really so people really like they just know Person of the Year for thetheDFW Region; 2019 and she asserts.

“It took me 17 y streets who aren’t even my clients, and athey’ll reco “In addition, I have big knowl I meet, the work I do, and t Agent & Best Agent clients), Fort nize(Voted me andbysay, ‘That’s the of Texas Queen of Real Estate!

Phone 310-734-14402020 | FaxTop 310-734-1440 top the real estate market; it’s Worth Magazine; and 2020 Texas Realtors® Acts of clients for all their real estate and mag@topagentmagazine.com | www.topagentmagazine.com Kindness Award.

Ruby and her team alsothey use appreciate their social media to mark that.”

No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Top Agent their listings, to great effect. “We go out to the proper Magazine is published by Feature GA, Inc. Although precautions areuses takenatovariety ensure the To Publications stay in touch with her clients, Lilly of accuracy of published It’s surprising that Linda rece materials, Top Agent Magazine methods cannot be held responsible for opinions expressed or facts supplied its authors. to check in, including phone calls, texts, emails,bynot To subscribe or change address, send inquiry to mag@topagentmagazine.com. and special occasion cards. “Before the pandemic,her I esteemed work ethic. One cli Published in the U.S. held one or two client appreciation events per year,” “Linda is a very professional re she says. “I would have as many as 100 people in my working with her. She made a ver home. It’s wonderful, and they appreciate it.”

Agent Magazine processTop seem very easy. She he all matters, and without her pro Lilly markets her listing via social media, through

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

Top Agent Magazine

3

6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities.

Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize 4

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

Top Agent Magazine

Top Agent Magazine

have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations.

Top Agent Magazine

4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage.

Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

Top Agent Magazine

5

Welcome Home:

Working with Relocators in Transition People stage moves for all sorts of reasons.

From the joyous and pre-planned, to the unfortunate and unexpected, new chapters begin with the help of an agent. When you’re working with buyers from a different region, state, or country, the typical complications of a transaction can be compounded. So, what’s a savvy agent to do?

For starters, envision the big picture. Relocators have extra obstacles between them and 6

their dream home. They don’t necessarily know which neighborhoods are ideal for their lifestyle, what they should budget for utilities, what type of homeowner’s insurance is ideal, or how they can tour, let alone close, on a house from afar. All in all, it’s a tall order, but if you can manage a relocation transaction successfully, you could tap into a sizable pool of clientele. Think of it this way: if you’re the shining star of a relocator’s moving process, their word-of-mouth praise could be

Top Agent Magazine ®

Top Agent Magazine

exponential. Likewise, a winning reputation within that client’s corporate sphere could lead to lucrative, stable referrals and partnerships for years to come. Here are a few key ways to help clients navigate the relocation process with minimal stress and maximum results.

Create a full-scale timeline for you and your client that makes expectations clear.

Moving is already one of life’s biggest stressors, but relocations have a dozen more moving parts that your average deal. Consider creating a master-plan of sorts to help you and your client visualize the steps required to achieve success in the midst of a relocation.

Even from afar, your client will be able to refer to the roadmap you’ve set. Likewise, this makes sure you and your client are on the same page regarding expectations, timelines, and checklists. Assemble an articulated, overarching gameplan also helps demystify the process and lower stress. Instead of clients wondering what’s next, what’s needed, who to call, and when to be ready—handy guidelines of your own devising will be at their fingertips.

Top Agent Magazine

Attune your communication style so that nothing goes overlooked or miscommunicated.

Establish early on how your client prefers to communicate and which methods should be excluded. Also, make sure to outline what timeframes are ideal to communicate in, and how often they expect to hear from you with status updates or follow-ups. Some clients might prefer a more hands-off approach that lets you manage most details behind the scenes with updates only when progress is made. Most clients in the midst of a serious relocation, however, will prefer to be in touch more frequently. Customizing is key. If they prefer text messages and emails over calls, that’s a helpful detail to know from the outset. If they prefer face-to-face video chats or can only speak after business hours—those are also key parameters to work within. The less mystery and hassle, the better.

Be a local resource with vetted recommendations and vendors on-hand.

Relocating homeowners may not know the best neighborhoods and their amenities, or where the best school districts are, which areas are high-traffic, or where their dollar might stretch a little further. Identifying your clients’ goals can help narrow this field, but you’ll also want to be careful not to overwhelm them with information. After all, they’re taking on a huge life transition and making a move as an outsider. You’ll want to serve as a onestop-shop who can remove some steps and stress from their organizational obligations.

Have a contractor who can get a head-start on home projects while clients make the move?

Top Agent Magazine ®

7

Excellent. Or, perhaps you can provide an out-of-state agent referral so that clients can sell their existing property in a timeline that works in conjunction with their new purchase. Make yourself a community expert and a connector, and you’ve won a client— and their referrals—for much longer than a single transaction.

Think outside the box when weighing variables.

Relocations aren’t your typical transaction.

You’ll need to do a bit more planning to avoid pitfalls along the way. For instance, have you considered how you’ll tour homes with clients if they live hundreds of miles away?

Are there time zone differences to factor in?

8

If clients are relocating from another country, are there any special visa or naturalization considerations? How will their belongings travel? Are there pets to relocate? There are plenty of questions to ask and plan for, but the key is to be communicative and thorough up front. The more information and planning time you have, the smoother the transition will go.

There are certified real estate agent designations you can pursue that set you apart for your experience when it comes to relocations, but in lieu of those—arm yourself with the planning details and methods that will make your client a raving fan. In the process, you’ll up your game, create a happy client, and hopefully field similar business for years to come.

Top Agent Magazine ®

Top Agent Magazine

JULIA WANG

Top Agent Magazine

9

Top Agent Julia Wang is a Realtor for Nan and Company Properties where she specializes in luxury home buying and selling throughout the Houston Inner Loop.

Julia Wang began her career as a business owner, managing her own marketing and consulting agency. Over time, she came to take an interest in real estate—particularly for the ways in which it rewarded compassion and outside the box thinking. After attaining her license, she proceeded to shatter the monthly records at her first brokerage. “That was when I really knew 10Copyright Top Agent Magazine

real estate was for me,” Julia says. “I realized that I’ve got that sales-oriented personality, and I just love helping others succeed.”

Today, Julia is a Realtor for Nan and Company Properties where she specializes in luxury home buying and selling throughout the Houston Inner Loop. Having anchored her work around Top Agent Magazine

attentive service and savvy social media marketing, she has developed a truly dynamic process to help her ever-growing clientele.

When listing a home, Julia offers clients a comprehensive approach. After providing professional staging, photography and videography, Top Agent Magazine

she markets their property over far-reaching digital outlets and virtual home tours. Noted for her social media acumen and voted Houston’s #1 Realtor over Instagram, Julia ensures that her clients stay at the forefront of the market.

“It’s absolutely crucial that a home look perfect for potential buyers,” she says. “You can’t Copyright Top Agent Magazine11

“I live for the social side of real estate,” Julia says. “In my career, I get to meet and befriend people from all walks of life—I always cherish the opportunity to lead them towards a sound investment.” compromise when it comes to marketing—I pull out all the stops.”

Meanwhile, Julia is there for her buyers with openness, compassion and accessibility. Above all, she understands the challenges associated with making a home purchase and gives her clients the space and education needed to make informed decisions on their future. “I would never pressure a client into buying a property,” she says. “My job isn’t to sell them on something; it’s to make sure that they find the right home and investment for their needs.”

12Copyright Top Agent Magazine

Julia has earned an excellent reputation around Houston, as evidenced by her strong rate of repeat clients and referrals and her numerous career accomplishments. Better yet, she prefers to maintain contact with her clients long after closing to make sure that they are completely satisfied in their new homes. “I live for the social side of real estate,” she says. “In my career, I get to meet and befriend people from all walks of life, whether they’re doctors, athletes or entrepreneurs. I always cherish the opportunity to lead them towards a sound investment.”

Top Agent Magazine

As for upcoming Realtors? Julia has clear advice: “Find a mentor. When you discover someone special, try to figure out what they did to succeed. If you build connections and keep working to master your craft, life will fall into place.�

Top Agent Magazine

Outside of her career, Julia is active in her community. On top of supporting the Reverie Art Show, which benefits causes related to mental health, she is a recognized supporter and speaker for the Montrose Center, an organization that supports the LGBTQ community Copyright Top Agent Magazine13

in Houston. Always looking to stay active, she has also served on the Panel for Houston Women in Business.

Looking to the future, Julia plans on streamlining her workflow while continuing to provide

the cutting edge service that has brought her so much success around the Houston area. “When someone thinks of selling or buying a home, I want them to think of me first,” she says. “That goal drives me to do what’s best for my clients every time.”

To learn more about Julia Wang please email julia@nanproperties.com visit nanproperties.com or call (713) 714-6454 www.

14Copyright Top Agent Magazine

Top Agent Magazine

âœ˝

Six Powerful Prospecting Tips to Build Your Business

By John Boe Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products, and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple; the six-figure sales reps understand the importance of business development and never forget to ask for referrals.

Top producing sales reps set high standards for themselves and spend the majority of their time either actively prospecting for new business or closing sales. Successful sales reps set productivity goals, establish priorities, and don’t waste their precious time hanging out in the break room or taking twohour lunch breaks.

Top producers don’t need to be reminded to ask for referrals on a daily basis or follow-up on hot leads, because they understand that prospecting for new business is a necessity and not just an activity. The good news is that prospecting for new business, like any other learned skill set, can be trained and developed into a habit.

Top Agent Magazine

15

Tip One: Don’t Forget to Ask for Referrals.

When it comes to asking for referrals, timing is everything. Research indicates that the most effective time to ask for referrals is right after you’ve made the sale or provided a valuable service for your customer. Asking for referrals prior to closing the sale is a big mistake and may even jeopardize the sale itself. Once the sale has been completed, your customer will be on an “emotional high” and far more receptive to the idea of providing you referrals. When you ask for referrals, your goal is to get as many names written down as you can. Just keep asking... Who else? Once your advocate has given you all of his or her referrals, then go back over the list of names to get details on each prospect.

Tip Two: Train and Reward Your Advocates.

An advocate is a person who’s willing to go out of his or her way to recommend you to a friend or associate. Most customers are initially reluctant to provide referrals without some basic training and motivation.

✽

Once you’re given a prospect, Asking for it’s a good idea to take the time to role-play with your advocate referrals prior to to demonstrate how to approach and talk to their referral. A brief closing the sale is a role-playing exercise will build your advocate’s confidence and big mistake and keep them from over-educating may even jeopardize their referrals. During your roleplay session, be sure to prepare the sale itself. your advocate to expect some initial resistance. This training will pay big dividends by making your advocate more effective and less likely to become discouraged when faced with rejection. Always take the time to thank your advocates and give them feedback on the status of their referrals. I recommend that you call them and then follow up by sending a thank you card and or gift.

16

Top Agent Magazine

Tip Three: Strike While the Iron is HOT. Prospects, like food in your refrigerator, are perishable and therefore need to be contacted quickly. Each day you let slip by without making initial contact with your referral dramatically reduces the probability of you making the sale. Develop the habit of contacting your referrals within two-business days or sooner. Have a system to keep track of your referrals so they don’t end up falling through the cracks. It’s critical to have a computerized client contact management system to record your remarks and track future contacts and appointments. Relying on your memory alone is a very poor business decision that will cost you dearly.

Tip Four: Schedule a Minimum of Two-Hours a Day for Phone Calling.

Make your phone calls in the morning while you and your referrals are both fresh and alert. Treat your prospecting time with the same respect you would give to any other important appointment. This Treat your prospecting is not the time to check your e-mails, play solitaire on the time with the same computer, make personal phone calls or chat with your respect you would give associates.

✽

to any other important appointment.

Avoid the temptation to try and sell your product or service over the phone. Your objective for every phone call is to create interest, gather information and make an appointment. If your prospect asks you a question, get in the habit of going for an appointment rather than giving a quick response.

Don’t shoot from the hip use a script. It’s important to use a phone script when you contact your prospect so you don’t leave out any key information.

It’s a good idea to role-play your script over the phone with your sales manager until he or she feels you sound confident and professional.

Top Agent Magazine

17

Tip Five: Qualify Your Prospect at Maximum Range.

Unfortunately, not every prospect will be interested or qualified financially to purchase your products or services. Successful sales reps don’t waste time chasing after low-probability prospects and know when it’s time to cut their losses and move on.

Tip Six: Don’t Take Rejection Personally.

Selling, like baseball, is a numbers game pure and simple. Rejection is to be anticipated as a natural aspect of the qualification process, so don’t take it personally. Learn from rejection by using it as a valuable feedback mechanism. Salespeople who take rejection personally lack perseverance Salespeople and seldom make the sale.

✽

who take rejection personally lack perseverance and seldom make the sale.

For the majority of salespeople, prospecting for new business is without a doubt the most challenging and stressful aspect of the selling process.

Selling is a contact sport and daily prospecting for new business is the key to every salesperson’s long-term financial success. By integrating these six powerful prospecting tips into your daily business routine, you’ll be able to keep your appointment calendar packed with qualified prospects!

“Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.”

– W. Clement Stone Copyright ©, John Boe. All rights reserved.

John Boe presents a wide variety of motivational and sales-oriented keynotes and seminar programs for sales meetings and conventions. John is a nationally recognized sales trainer and business motivational speaker with an impeccable track record in the meeting industry. To have John speak at your next event, visit www.johnboe.com or call 937-299-9001. Free Newsletter available on website.

18

Top Agent Magazine

LILLY GARCIA Lilly Garcia says a bad experience with a home purchase motivated her to get into real estate. “I was a single mother with five kids moving from Puerto Rico to Texas and was buying a home,” she recalls.

“The agent was never available, nor did she educate me on the transaction process. I decided I needed to get licensed so I could do it right and be there for others going through similar situations.” That was 17 years ago, and she’s never looked back.

What Lilly loves most about her job is providing clients with knowledge. “As a broker, I empower individuals to reach their goals, and there’s nothing more satisfying than that,” she asserts. “My blog, ‘My Big Fat Book of Lecciones de Bienes Raices’, written in Spanish, tells stories to empower Hispanic families to pursue their real estate goal with passion.”

She has since opened her own boutique real estate firm, Lilly Garcia Realtors, and services the Dallas/Ft. Worth area. She says that 95% of her business is Spanishspeaking clientele, and that 60% are repeat and referral.

“I am honest with my clients,” she asserts. “I’m not here to sell people a fantasy. I tell them the truth, even if they don’t want to hear it. I also make sure they understand the entire transaction process from start to finish and make myself available to answer all of their questions.”

When not working or giving her time, Lilly loves being with her family. “I’ll either visit with my grandson in Washington or visit family back in Puerto Rico,” she says.

Lilly has been recognized with many prestigious awards, including 2018, 2019 and 2020 NAHREP’s Top 250 Latino Agents in the Nation and Texas; 2019 Small Business Administration’s Small Business Person of the Year for the DFW Region; 2019 and 2020 Top Agent & Best Agent (Voted by clients), Fort Worth Magazine; and 2020 Texas Realtors® Acts of Kindness Award.

Every year, Lilly gives back to her community by organizing and holding an event for the local homeless.

“Not only do we provide food, we give out hygiene kits and offer haircuts,” she notes. “You should see the look on their faces after we’ve worked with them.”

Lilly expresses that she is grateful for her longevity in the business. “No one believed that I would be successful in Real Estate,” she notes. “I was told that as a single mother I wouldn’t be able to make it. I persevered due to my faith and desire to provide my children a different narrative.

As for the future of her business? Lily says it’s perfect just the way it is. “I really wouldn’t change anything,” she asserts. “It took me 17 years to get here. I love people I meet, the work I do, and the good vibes we feel.”

To stay in touch with her clients, Lilly uses a variety of methods to check in, including phone calls, texts, emails, and special occasion cards. “Before the pandemic, I held one or two client appreciation events per year,” she says. “I would have as many as 100 people in my home. It’s wonderful, and they appreciate it.”

Lilly markets her listing via social media, through well-produced videos, and on real estate websites.

“Right now, it’s so important to have a strong online presence,” she says.

Top Agent Magazine

To learn more about Lilly Garcia, call ( 972) 740-4962, email lillianne@itsyourpad.com, or visit lillygarciarealtors.com/fine/real/estate/contact www.

Copyright Top Agent Magazine 19

RUBY MIRANDA Ruby Miranda began her real estate career in 2006, when she and her husband decided to join forces and get into the business. “My husband comes from a corporate background, and I’ve always been an entrepreneur,” Ruby says. “We jumped in feet first and never looked back.” Now, almost 15 years later, Ruby is known in Houston as “The Texas Queen of Real Estate,” a title she earned through providing top-quality, personalized service to her clients.

Ruby is the team leader of The Queen Team at Keller Williams Clear Lake, serving the Houston metro area. A significant portion of Ruby’s business comes from repeat and referral clients, an impressive feat that speaks to the level of trust she inspires. “In the past five years, we’ve had a lot of people we sold homes to years ago who are now starting to sell their homes and move to new homes, so we get a lot of repeat and referral clients,” she says. “We stay in very good communication with our past clients, and as a result we have a lot of clients who refer their friends and families.”

That communication is part of what sets Ruby and The Queen Team apart. “We stay top of mind with our clients,” Ruby says. “We do a lot of video marketing on social media, so people really feel like they know me. I’ll see people on the streets who aren’t even my clients, and they’ll recognize me and say, ‘That’s the Texas Queen of Real Estate!’”

Ruby and her team also use their social media to market their listings, to great effect. “We go out to the property

and make a video highlighting the best features of the property or the area, along with a video walkthrough,” Ruby explains. “Then we take that video and retarget it on social media, via Facebook and YouTube. We also use traditional methods, but we do find that a large amount of people see the listings through the retargeting videos that we put out.

It’s how people shop for homes now, and our social media marketing helps our listings stand out.”

Giving back to her real estate community is important to Ruby, and in 2018 she served as President of NAHREP, the National Association of Hispanic Real Estate Professionals.

She has been involved in that organization for about 8 years now. “The knowledge I get from that organization helps me not just with the Hispanic community, but with every customer I come across,” Ruby says.

In the future, Ruby plans on continuing to grow her business and increase the number of clients she and her team are able to help sell their home or get into a new home. She also wants to continue developing other agents. “I like fresh and new agents, because they don’t come with preconceived notions about how real estate should work,” she says.

Ruby’s goal in working with her clients is to encourage sustainable homeownership. “We’re not just focused on getting people into homes, but getting them into homes than they can stay in,” she says. “We always ask, what payment are you comfortable with? There are a lot of agents who aren’t concerned with the sustainability of homeownership, so I enjoy being that professional who will make sure our clients can afford to stay in their homes. We are after all looking to be their Realtor for life.”

To find out more about Ruby Miranda, you can contact her by cell at (832) 830-2055, or by email at TheQueen@RealtorRuby.com.

You can also find her online at RealtorRuby.com www.

20

Copyright Top Top Agent Agent Magazine Magazine

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.

Top Agent Magazine

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.

Top Agent Magazine

21

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.

Top Agent Magazine

Top Agent Magazine

LINDA ZIMMERHANZEL Linda Zimmerhanzel is a big believer that good things can come from seemingly bad situations, because it happened to her. Seven years ago, she was laid off from a job at a non-profit for which she’d been working.

“A friend of mine who was a broker asked me to come work for her,” she recalls. “It wasn’t long before I realized, ‘I love this!’ ‘I’m good at this!’” Following an accelerated real estate program, Linda got her license and she’s never looked back. “My broker was very generous with her cold leads, and I worked 24/7 to have 42 closings in my first 12 months and won SABOR’s ROOKIE OF THE YEAR award,” she exclaims.

Linda went on to earn her broker’s license and now runs Concierge Realty of SA serving the Greater San Antonio area all the way to Austin, Texas. She is currently a member of three MLS systems and says she closes at least four transactions a month.

Linda reports that her business is 75% repeat and referral clientele. “I believe people keep coming back and referring because I am accessible to them,” she says. “But more than that, I am an advocate for them.

“In addition, I have a big knowledge base and stay on top of the real estate market; it’s my job to educate my clients for all their real estate and financial needs. I know they appreciate that.”

Linda admits she’s very “picky” about her marketing tactics. “Whether listed at $50,000 or $5 million, every home gets the same service,” she notes. “I make sure vacant homes are fully staged, and homes at which the owners still live get the decorator’s touch. It’s that perfect combination of great photos and essential text that sets us apart.”

Linda is a strong believer in giving back to her community. “I particularly enjoy donating my time and energy to the industry that’s done so much for me,” she states.

In addition to being active on the San Antonio Board of Realtors, Linda is a graduate of the Texas Leadership program for which she mentors students to be ambassadors. She’s also involved with her church.

When not representing real estate clients or donating her time, Linda competes on the two quarter horses she owns in ‘eventing,’ which is a competition of dressage, show jumping, and cross-country jumping. She is also an internationally published author of nine novels.

As for the future, Linda wants to continue along the same successful path. “Our brokerage motto is ‘making the difference,’ because our sole purpose is to overachieve with integrity at every turn in the transaction.

We want to make buying or selling property a positive experience, no matter the challenge.”

It’s not surprising that Linda receives stellar reviews for her esteemed work ethic. One client recently wrote: “Linda is a very professional realtor and we enjoyed working with her. She made a very tough and emotional process seem very easy. She helped and advised with all matters, and without her professionalism, our hunt would’ve taken longer. We appreciate the work she does, and we will definitely be working with her in the future when buying or selling property.”

Top Agent Magazine

To learn more about Linda Zimmerhanzel, email lindazimmerhanzel@gmail.com, visit lindazrealtor.com or call (210) 392-8088 www.

Copyright Top Agent Magazine 23

mailto:mag@topagentmagazine.com

24

Top Agent Magazine