TEXAS 11-12-18

TEXAS EDITION

Are You A VALUE-ADDED AGENT? PROPERTIES: The Good, The Bad, and The Ugly 4 REASONS WHY

FEATURED AGENTS

MULTITASKING CAN ACTUALLY DERAIL YOUR DAY

BRUCE JONES CHRIS JOHNSON TANIKA DONNELL COVER STORY

Amy McGee

TEXAS EDITION

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19 CHRIS JOHNSON 23 BRUCE JONES TANIKA

Eight serve years his ago,clients.

Chris Johnson waswithsays. “ Texas Top Agent Bruce Jones Relying heavily on Along herG working at the National Business nity to of Lake Homes Realty has been target out-of-state buyers most-frequen the characteristics Centermarkets, as an accountant, knew are the ne selling lake properties, farm and Bruce andbut his he company able Donnell’s success he wanted a career that would put him clients ranch properties, commercial propnational exposure, backed by local decades in exper Corpo in the field, working more directly to serious empowered her to erties and upscale single family help others With a baby residen dwellings since 2005. His focus Bruce realize is very their activegoals. withsuccess the realtoestate c friends active in the industry, Chris reward Worth Metroplex. on client-focused service, coupled proud member of the National Association decided to make a leap of faith and take aand passion for trave with his vast reservoir of industry Association of Realtors, the Houston, a position as a listing agent, diving into Beyon traveled with my knowledge, has resulted in a busiHighland Lakes Associations of Realtors AMY McGEE BRUCE JONES CHRIS JOHNSON TANIKA DONNELL was uniquely a new, hands-on role.

“The rest was memb ness that is based significantly of a special needs daughter, Bruce wasinti estate in each history,” he remembers.

Since then, thediffe Ge upon repeat and referral clients, a true measure of success in formation of a Special Olympics chapter when Tanika leader, was considering a transition out o Chris has cemented himself as an industry while building a poin the highly-competitive real estate field. an organization he continues to support about five years ago, she started by speaking a steadfast reputation for client-centric care that delivers results. from e also a lifetime Honorary Board Member friend who had been in real estate since remain Tanika Born in West Texas and a graduate of Western Texas College Foundation, which supports children and Serving the north Austin area, Chris heads a team of five agents and lo and Texas A&M with degrees in Agriculture Business, Bruce “Heintellectual and developmental disabilitie veryChris articulate in saying that with m under the banner of Stillwater Realty.was There, has established taking got his start in real estate when a friend told him he had a love and passion for people, real estate is the a business based on the interpersonal—guiding clients toward their personality that would be perfect for the industry. “Also,” sheBruce, who was elected to the bG adds.

Tanika hasrecently not only never looked goals by prioritizing tailored attention, guarantee-backed customer Consid says Bruce, “my grandfather sold ranches and farms back butCouncil, enjoys spending his free time she has grown her business smartly andw care, and tech-forward marketing strategies.

What’s more, Chris steadil in the twenties, thirties and forties, before you needed a real period children andWithin grandchildren.

He isof also of time. about four years ear cites the power of forthright communication and accessibility as coachi established of two buyer’shorses agent estate license. He always told me I’d be good at selling farm already “horse nut” whoa team formerly trained some of the leading drivers of his success thus far. “We place a well, y coordinator, and ranch properties, and he taught me when I was a teen- transaction various rodeos and isa afull-time lifetimeassistant memberan o major emphasis on customer service,” he explains.

“We even have people media manager.

SheFair was Association also earning more than ager. It took me thirty years to atake his advice, but I finally gomery County and the communication guarantee built into our contracts with clients and na from referrals or repeat primarily acros did.” Bruce has indeed found that the we’ll success hisout grandfather Show and Rodeo forclients, over 25 years.grow reach on a weekly basis at the very least—or we’ll a Dallas-Fort Worth Metroplex. suggested would be his, and helose wasmoney. recently as of theservice It’srecognized part of the detailed we offer. Communica- really Agent of the Year for his company; Homes Realty.

Looking to the future, Bruce’s is to tion is aLake big issue in this industry, and inreviews our group, we’re really plan others Tanika’s describe a woman who ear Bruce is particularly proud of this award, as it is not based his business and staying abreast of trend hyper-focused on our clients’ needs and finding weof cantaking servethe time to genuine.

“I makeways a point on sales, rather on the quality ofthem his service and his commitin order to better servetasks. his clients. And of best—even if that means lending a hand in simple stand people’s needs, wants andFor desires,” she ment to his community. to provide the excellent client advocacy t instance, it’s not uncommon for us anyone to throwwho on our overalls with is leasing to and a million-doll calling card. help our client paint their house get it ready list. We really so to because of her to heart’s desire to be a blessi Nearly half of Bruce’s business is go based onand repeat andto to like to above beyond serve peopleexperiences. well where Tanika they are.” people’s thoroughly e referral clients, something he Likewise, is justifiably proud of. One the bothimportance sellers and of buyers, but service has a fervor and p Chris emphasizes quality factor in this loyalty would definitely be lasting the factconnections that he homebuyers, veterans single parents. She in building with clientele.

As aand result, over is consistently willing to go the extra mile for hisisclients. necessary to educate prepare them for 75% of his business driven by repeat and referral and clientele—a has a desire dream to be a homeow The recent flooding at Lake LBJ, where to hethe haslasting sold many testament impactsomeone made through the ortransactional how to customers,” do it,” she says.

She will partner with properties, saw Bruce jump into action “We to assist whonot process. makethose friends, just he says.

“Our whether thatresolve happens next were affected by locating boats,service jet skis,iscarpenters really whatand setsother us apart and we to tomorrow, give clients a week or y necessary items and services. Another reason would beexperience.” the completely personalized Phone 888-461-3930fact | Fax that 310-751-7068 he is almost always available to his clients. “I’m Referring to herself as a conduit of help, Tanik and pleasure to contribute to the community sh there for them whenever they need saysChris Bruce, Whenme,” listing, andwho his is team leave no stone unturned. Beginmag@topagentmagazine.com | www.topagentmagazine.com personalized service or by donating available to his clients seven days week.

“They know that offering ninga with professional photography, staging, and drone footage as causes that matter. By keeping people and relatio No portion of this issue may beanytime reproduced any whatsoever without priorall consent of the Top Agent theyinask formanner something, they know for sure they’re needed, Chris ensures properties arepublisher. featured in their finest light all she does, Tanika’s business grew by her four Magazine is published by Feature Publications are taken to debut. ensure From the accuracy of published as precautions they make their market there, listings are levergoing to get it.” GA, Inc. Although in annual closed sales. “It’s phenomenal what c materials, Top Agent Magazine cannot be held responsible for aged opinions expressed or facts supplied by its authors. across social media through targeted ads, and on the leadingnew,” For more information about step out on stage and try something she sB listing platforms visibility returns To subscribe or change address, send inquiry to mag@topagentmagazine.com.

“Comprehensive, cutting-edge online marketing plays a largewhere role prime To scary; Corporate Americasuperlative is completely differe please call a832-283-3233 results. “We’re very provided active listing and we custom in Bruce’s continued success. Thanks to the tools Published in the U.S. the agents, best decision thatcreate I’ve ever made for myself for each property, whichbrucejones@lakehome allows us to target to him through Lake Homes marketing Realty, theplan nation’s largest prospective buyers specifically,” Chris says. lake-focused real estate company, Bruce is able to better Her clients wouldWhether agree herworking decision was best f with buyers or sellers alike, Chris’s ultimate focus remains on the day, I get to meet a new potential client who n individual or family at the heartand of to every or sold.Copyright helphome makebought that transition a“Ilittle easier Top Top Agent Magazine love helping people achieve their dreams and goals in life,” he

CONTENTS

4) ARE YOU A VALUE-ADDED AGENT?

13) 4 REASONS WHY MULTITASKING CAN ACTUALLY DERAIL YOUR DAY

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17) WHY DELEGATING IS THE KEY TO LONG-LASTING SUCCESS

20) PROPERTIES: THE GOOD, THE BAD, AND THE UGLY

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Are You a Value-Added Agent?

I’ll bet if I asked ten real estate agents, all ten would answer ‘yes’ to that question. Yet, when I ask agents how they are value-added, they say things like: • I communicate regularly with my clients.

• I have a written listing presentation.

• I am honest.

• I am trustworthy.

Are these ‘value-added’ attributes? Or, does the client expect these attributes and services?

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Are these exceptional services or average services? I’m writing this article at the beginning of a New Year. It’s a perfect time to re-assess your professionalism and master being that ‘value-added’ agent.

Client Expectations are Higher than Ever Unfortunately, too many real estate agents assume they are ‘value-added’ because they are providing the services they want to provide— Top Agent Magazine

the services they think the client values. However, there’s a real client out there, and the client has different expectations. How do I know that? Because so few agents regularly survey their clients. In fact, when I’m speaking to an audience, I survey them, and find that less than 25 percent gather after-sale surveys! So, the majority of agents don’t know if the services they are providing are average or exceptional.

Why Bother Being Exceptional?

• Because you want to set yourself apart.

• You want to create client loyalty.

• You want to create at least 50 percent of your business from client referrals (the latest National Association of Realtors survey Profile of Members found that the average Realtor got only 18 percent of their business from referrals. That’s a hard and expensive way to run a real estate business!

• Because you want to run a more pleasant, profitable business.

Four Actions Value-Added Agents Take How can you identify value-added agents? By their actions. Here are four actions I believe show agents that are above just ‘average’. The principle here is:

Watch the actions, not the words.

If I were a manager, or a seller or a buyer, and I wanted to find a value-added agent, here’s what I would look for: Top Agent Magazine

1. Has a database and populates it This agent is committed long-term to his clients and to his business. He uses a contact management program (CRM) to manage ‘leads’, so none are lost — and clients do not feel neglected. After all, it takes much longer today to convert a ‘lead’ to a sale than it used to take.

Actively using and maintaining a CRM means the agent is committed to forming long-term professional relationships over time.

Other demonstrable actions concerning the agent’s CRM are: • Has a rapid-response method to deal with Internet inquiries and other inquiries via email. (The average client expects a response within eight hours—but a recent survey showed the average agent responded in 50 hours!).

• Has a method to follow up on all leads until they ‘buy or die’. As a client, that means I won’t get lost. As a seller, it means my agent will follow up with all leads and give it 100 percent to sell my home.

2. Invests in the technology and follow-up pros have This agent makes every decision based on their vision of their career at least three to five years in the future. For example, instead of selling someone a house anywhere just to get a sale, my value-added agent sells only in an area they define as their ‘target area’. That way, they’ll get known, and can build on their reputation.

The value-added agent has the ‘guts’ to turn down business! Because they care more about the well-being of the client than getting one grimy commission check, they learn to 5

‘tell the truth attractively’, and work harder to retain the client than to make one commission.

Adding those Client Benefits to your Dialogue

3. Works for referrals, not just sales I said the agent learns to ‘tell the truth attractively’, even if the buyer or seller may not want to hear it. For example, if it’s in the best interests of the seller to list their home at a lower price, the value-added agent has the strategies and the statistics to prove that the seller won’t be well served by pricing higher.

Of course, it’s not enough to actually take these actions. You need to explain to the client why these actions are in their best interests, and how you stand apart from most agents by employing them. Why? Because your client won’t know you run your business so professionally.

And, the client probably doesn’t know most agents don’t run their businesses this way!

And, this value-added agent has the intestinal fortitude to walk away if they know the home will not sell at the client’s desired price (but doesn’t have to too many times because they create a stellar reputation amongst their clientele).

TIP: Always show your clients, don’t just tell them. You do have a Professional Portfolio and evidence on your website, don’t you?

4. Keeps the buyers and sellers’ best interests in mind Our value-added agent makes every decision to grow trust, not just to make a fast buck. For example, the agent sits down with a prospective couple and finds out they can’t purchase right away and creates a plan with them to save for their down payment. Then, the agent keeps in touch over a period of months, offering helpful information and market updates.

Put Yourself to the Test

How many of these actions P. S. Managers and team leaders—two tips do you exhibit?

What do you want to work on to become a true 1. Call each of your agents’‘value-added’ phone mails.

What’s the impre agent?

Are they professional? Do they state the company n TIP: represent your culture and image?

Managers, give your agents a 2. Create a quick class in phone messaging using the ‘test’ on these four points.

In other words, this agent practices seller or buyHow many pass? this blog. er agency representation, not ‘agent agency’!

Copyright ©, 2016 Carla Cros

Carla Cross,CRB, CRB, MA, is theoffounder andSeminars, president Carla Cross & Carla Cross, MA, President Carla Cross Inc.,ofand Carla real management and sales.

Herspecializing internationally s Crossestate Coaching, is an international speaker in realbest-selling estate management and Running business planning for all professionals. agents, Up and in 30 Days, is real nowestate going into its 5thHer edition sevenexperience internationallyas published books, including Up and Running in 30 Days , vast a top-selling agent and award-winning manage and 20 agent and management programs have helped thousands of real sales podium, blending her musical background with her proven estate professionals to the greater productivity and teaches profitability.someone Reach Carla strategies (she uses piano AND even to at play—f 425-392-6914 or www.carlacross.com. and practical).

Find out more at www.carlacross.com.

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Amy McGee

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Photo by Ron Kikuchi, RonK Photos

Amy McGee Identified as a Five Star Agent by Texas Monthly, Top Agent Amy McGee is one of Houston’s top Realtors®, specializing in inner loop properties — and in making her clients happy.

For Amy McGee staying on the cutting edge has been vital to her business from the beginning. She didn’t plan on getting into real estate, but after a career in the nonprofit sector she joined the Houston Association of Realtors® as their communications and marketing director in 1998.

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“I began seeing the influence of the Internet on the industry,” she remembers. “A lot of agents were panicking because the multiple listing service was becoming available online, more and more data was becoming available to consumers. But I saw it not as something to be afraid of, but as an opportunity.”

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That opportunity came to her in the form of an Internet newsletter where she tracked the urban markets in Texas. “When I heard that someone had become the top agent in their market based solely on the newsletter I was writing, the lightbulb finally went off and I realized I needed to become an agent myself.”

The lightbulb went off over a decade ago, and today Amy is one of Houston’s top Realtors®, specializing in inner loop properties - and in making her clients happy. She has been identified as a Five Star Agent by Texas Monthly, Top Agent Magazine

and has a stellar 4.96 (out of 5) score on HAR’s client-powered ranking system. That ranking reflects how important Amy’s relationships with her clients are. “When I start with a client I tell them I will be very much a part of their family while we’re working on a transaction together,” she says. “Sometimes that means you have to understand family dynamics when they’re buying. Sometimes it means you have to understand their financial pressure and their time crunches; you need to know them as more than just a date and a dollar sign.”

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Photo by TK Images

“When I start with a client I tell them I will be very much a part of their family while we’re working on a transaction together...you need to know them as more than just a date and a dollar sign.”

Getting to know her clients means staying in touch with them, and Amy uses technology to do that, as well as to find new clients.

“I am excited about where technology is taking real estate,” she says. “One of the winCopyright Top Agent Magazine Copyright 10

win relationships that I have crafted is with Millennials. They know the features on Instagram and other video services better than I do because they’re using them in their social lives. I’m of the generation that’s mostly on Top Agent Magazine

Photo by TK Images

Facebook, and while I get a lot of my business from Facebook, I’m discovering you can get a great deal of business from Instagram, which I never would have imagined.”

When she’s not staying up to date with the latest trends in tech and social media, Amy loves Top Agent Magazine

to give back to her community. Over the past ten years she participated in the Avon Walk For Breast Cancer and raised over $100,000.

While the Avon walk is no more, Amy continues to focus on breast cancer, especially after a woman on her walk team found out she has breast cancer. “I can never give up on Copyright Top Agent Magazine 11

Photo by TK Images

that cause. One in six women will find out they have breast cancer at some point in their life, and this drove that point home.”

cutting edge of where things are going,” she says. “I think the next step is to offer more virtual services to our clients, and I’m excited to be a part of that technology as it changes our industry in the future.”

Amy intends to stay focused on what’s next in the industry. “I want to stay on the

For more information about Amy McGee visit her website at AmyMcGee.com, call her at 832-865-2390 or email her at amy@amymcgee.com www.

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4 Reasons Why Multitasking Can Actually Derail Your Day Common wisdom dictates that a master multitasker is likely to garner the most success. After all, doesn’t juggling multiple projects at once mean you’ll work faster than if you took each one as it came? While multitasking is often cited as a desirable skill—and surely serves its purpose now and again—studies show that a mere 2% of individuals can actually multitask effectively. Meanwhile, the remaining 98% might be doing more harm than good by trying Top Agent Magazine

to tackle too much at once. Take a look below at some little-known facts about the risky side of waging a routine built on multitasking.

1. Multitasking decreases productivity While multitasking gives us the illusion of completing two tasks at once, it actually means

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our focus and productivity is split. In other words, switching back and forth between two activities doesn’t mean they’ll each be completed sooner; it means that you’re getting half-as-much complete as you would if you focused on a singular task. Multitasking fatigues your brain, elicits stress, and make you less efficient in retaining new information.

2. Multitasking is actually addictive While watching TV or taking a walk, have you ever noticed the impulse to check your smartphone or scroll through your social media feed? Even though we think about multitasking as a workplace skill, it’s also an addictive form of mental stimulation. By satiating our need for distraction with constant check-ins online, we become accustomed to frequent breaks in our focus, training us to crave updates, messages, and push notifications—we even hit refresh when we’ve checked in five minutes prior! This negative habit-building makes it difficult to complete sustained bouts of concentration.

3. Multitasking has negative physical side effects Studies show that those who juggle multiple focus-intensive activities actually show spikes in cortisol, a stress hormone. Likewise, frequent multitaskers display symptoms of sleep deprivation: fatigue, disorientation, and lack of focus. Studies in Europe have recently 14

discovered that those who consistently multitask may actually show decreases in empathy and emotional control. What’s more, a constant sense of anticipation—readying to switch from one task to another, or persistently checking for e-mail updates—can potentially cause a decrease in overall IQ.

4. Multitasking breeds mistakes When our attention is split between tasks, it’s difficult to perceive and retain detail-oriented information. Because of this, mistakes—typos, clerical errors, mislabeled documents, and the like—occur with greater frequency. We’re in such a hurry to complete a portion of a task and switch to the next project that we lose sight of prompts, deadlines, and tying up loose ends. This means multitaskers are far more likely to overlook a glaring error than an individual who is devoting 100% of their attention to the task at hand.

Now that we understand some of the dangers of multitasking, what can we do about it? While our tech-driven day-to-day might make focusing on a singular task a difficult endeavor, it’s the surest way to produce efficient, error-free work—while cutting down on stress, fatigue, and miscommunication.

Try approaching your tasks for the day with a clear-cut schedule, moving one task at a time down your to-do list. This approach can eliminate some of the inefficiency inherent in multitasking and make for your most productive work routine yet.

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BRUCE JONES Texas Top Agent Bruce Jones of Lake Homes Realty has been selling lake properties, farm and ranch properties, commercial properties and upscale single family dwellings since 2005. His focus on client-focused service, coupled with his vast reservoir of industry knowledge, has resulted in a business that is based significantly upon repeat and referral clients, a true measure of success in the highly-competitive real estate field.

Born in West Texas and a graduate of Western Texas College and Texas A&M with degrees in Agriculture Business, Bruce got his start in real estate when a friend told him he had a personality that would be perfect for the industry. “Also,” says Bruce, “my grandfather sold ranches and farms back in the twenties, thirties and forties, before you needed a real estate license. He always told me I’d be good at selling farm and ranch properties, and he taught me when I was a teenager. It took me thirty years to take his advice, but I finally did.” Bruce has indeed found the success his grandfather suggested would be his, and he was recently recognized as Agent of the Year for his company; Lake Homes Realty.

Bruce is particularly proud of this award, as it is not based on sales, rather on the quality of his service and his commitment to his community.

Nearly half of Bruce’s business is based on repeat and referral clients, something he is justifiably proud of. One factor in this loyalty would definitely be the fact that he is consistently willing to go the extra mile for his clients.

The recent flooding at Lake LBJ, where he has sold many properties, saw Bruce jump into action to assist those who were affected by locating boats, jet skis, carpenters and other necessary items and services. Another reason would be the fact that he is almost always available to his clients. “I’m there for them whenever they need me,” says Bruce, who is available to his clients seven days a week. “They know that anytime they ask for something, they know for sure they’re going to get it.”

“Comprehensive, cutting-edge marketing plays a large role in Bruce’s continued success. Thanks to the tools provided to him through Lake Homes Realty, the nation’s largest lake-focused real estate company, Bruce is able to better Top Agent Magazine

serve his clients. Relying heavily on Google Analytics to target out-of-state buyers most-frequently shopping his markets, Bruce and his company are able to give each listing national exposure, backed by local expertise.

Bruce is very active with the real estate community, and is a proud member of the National Association of Realtors, Texas Association of Realtors, and the Houston, Dallas, Austin and Highland Lakes Associations of Realtors. The proud father of a special needs daughter, Bruce was instrumental in the formation of a Special Olympics chapter in his community, an organization he continues to support to this day. He is also a lifetime Honorary Board Member for the Raj Hope Foundation, which supports children and young adults with intellectual and developmental disabilities.

Bruce, who was recently elected to the Granite Shoals City Council, enjoys spending his free time with his lovely wife, children and grandchildren. He is also a self-professed “horse nut” who formerly trained horses and is active with various rodeos and is a lifetime member of both of the Montgomery County Fair Association and the Houston Livestock Show and Rodeo for over 25 years.

Looking to the future, Bruce’s plan is to continue growing his business and staying abreast of trends and technologies in order to better serve his clients. And of course, continuing to provide the excellent client advocacy that has become his calling card.

For more information about Bruce Jones, please call 832-283-3233 or email brucejones@lakehomes.com Copyright Top Agent Magazine 15

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Why Delegating is the Key to Long-lasting Success Delegating isn’t a dirty word. In fact, it’s the secret weapon of some of the most successful real estate leaders out there. Those that want to succeed and lead a business built to last understand that delegating is the key to growth and longevity. While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

DELEGATING DEVELOPS YOUR MANAGEMENT TECHNIQUE Have you ever considered that delegating tasks and responsibilities can help you, as Top Agent Magazine

a leader, develop your managerial skills?

While the main objective of delegation is to distribute work in a balanced, efficient way, it’s also a chance to assign tasks with insight, calibrating your team in the process.

Consider delegation an opportunity to build strengths and address weaknesses on your team by choosing specific tasks for specific employees. You can also work on and expand your communication skills, find ways to streamline your delegation tactics, and create opportunities for collaboration. Don’t just delegate blindly, be thoughtful in how you parcel out the workload and responsibilities. Doing so will allow you to fortify your

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While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

management skills, in addition to lightening your load for the better.

DELEGATING BUILDS COLLECTIVE CONFIDENCE Another byproduct of delegating is that it builds collective confidence in the ranks of your office. By giving employees the chance to flex their skills and control their own small slice of the pie, you’ll be fostering a sense of responsibility and growth on your talent roster. Not only will your staff benefit from the chance to step out on their own, but the team will also benefit as a whole, as each member will attack their duties with a renewed sense of confidence and competence. This collective aptitude will translate to clients and industry colleagues, who will sense the power of a practiced, well-calibrated team in which each member has the chance to shine.

DELEGATING SHARPENS WEAK SPOTS IN OFFICE COMMUNICATION Proper delegation requires clear communication and the careful outlining of responsibilities, goals, and expectations. By regularly delegating to staff, you’ll be giving the whole office the chance to curtail careless communication habits and establish a new benchmark for quality correspondence. Begin by setting an example by clearly communicating delegated responsibilities, leaving the door open for 18

questions, and by making progress reports the standard. After a while, these good habits will become engrained in your team, and your office will benefit from a uniform and effective communication style, no matter the project.

DELEGATING TURNS ACCOMPLISHMENTS INTO A TEAM WIN The ultimate goal of delegating duties is to get the job done, but when you practice delegation, each team member will have a stake in the outcome. In other words, a job well done can be celebrated by all. Giving your team the chance to invest themselves in an overarching project allows for a big pay-off once success is achieved. Not only does this boost morale and provide meaningful motivation for daily work, but it also builds a sense of comradery among the ranks. What’s more, team members will know they’re taken seriously and considered valuable to the team’s dynamic. And don’t forget: a job well done is a reward in and of itself, but it also doesn’t hurt to demonstrate your gratitude for a team goal accomplished.

Delegating responsibilities isn’t a new idea, but the benefits are more plentiful than most imagine. With that in mind, capitalize on opportunities to delegate and you’ll not only be bolstering your business, but building your team and your own professional profile for the long haul.

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CHRIS JOHNSON Eight years ago, Chris Johnson was working at the National Business Center as an accountant, but he knew he wanted a career that would put him in the field, working more directly to help others realize their goals. With friends active in the industry, Chris decided to make a leap of faith and take a position as a listing agent, diving into a new, hands-on role. “The rest was history,” he remembers. Since then, Chris has cemented himself as an industry leader, while building a steadfast reputation for client-centric care that delivers results.

Serving the north Austin area, Chris heads a team of five agents under the banner of Stillwater Realty. There, Chris has established a business based on the interpersonal—guiding clients toward their goals by prioritizing tailored attention, guarantee-backed customer care, and tech-forward marketing strategies. What’s more, Chris cites the power of forthright communication and accessibility as some of the leading drivers of his success thus far. “We place a major emphasis on customer service,” he explains. “We even have a communication guarantee built into our contracts with clients that we’ll reach out on a weekly basis at the very least—or we’ll lose money. It’s part of the detailed service we offer. Communication is a big issue in this industry, and in our group, we’re really hyper-focused on our clients’ needs and finding ways we can serve them best—even if that means lending a hand in simple tasks. For instance, it’s not uncommon for us to throw on our overalls and help our client paint their house to get it ready to list. We really like to go above and beyond to serve people well where they are.”

Likewise, Chris emphasizes the importance of quality service in building lasting connections with clientele. As a result, over 75% of his business is driven by repeat and referral clientele—a testament to the lasting impact made through the transactional process. “We make friends, not just customers,” he says. “Our service is really what sets us apart and we resolve to give clients a completely personalized experience.”

When listing, Chris and his team leave no stone unturned. Beginning with professional photography, staging, and drone footage as needed, Chris ensures all properties are featured in their finest light as they make their market debut. From there, listings are leveraged across social media through targeted ads, and on the leading online listing platforms where prime visibility returns superlative results. “We’re very active listing agents, and we create a custom marketing plan for each property, which allows us to target prospective buyers specifically,” Chris says. Whether working with buyers or sellers alike, Chris’s ultimate focus remains on the individual or family at the heart of every home bought or sold. “I love helping people achieve their dreams and goals in life,” he Top Agent Magazine

says. “I also have a consulting business, and I relish the opportunity to help businessowners establish their companies and get to the next level of their aspirations. I see my work with real estate clients the same way. When buying or selling a home, there are serious transitions taking place—from job relocations to having a baby—and being able to play a part in those new chapters is so rewarding.”

Beyond the office, Chris is active in his local civic scene as a member of both the Round Rock Chamber of Commerce and the Georgetown Chamber of Commerce. Likewise, he makes it a point to give back to local charitable efforts, and donates $250 from every closing toward a regional community program. In his remaining free hours, Chris most enjoys time spent with family and loved ones, as well as enjoying Texas’ great outdoors—from taking a dip in Town Center Lake, to exploring the Hill Country.

Considering the future of his business, Chris intends to grow steadily and mindfully, with hopes to expand his mentorship and coaching roles as his reputation thrives. “When you do your job well, your business gets bigger and bigger,” he says. “You meet people along the way who appreciate how you’re doing business and natural partnerships form. My ultimate goal is to help people grow and do what they’re doing even better. This business has really shown me that there is nothing more rewarding then helping others succeed and reach their next milestone.”

To learn more about Chris Johnson email CJ@stillwaterreg.com, visit StillwaterREG.com, call (512) 713–3939, or visit his Facebook page here. w ww.

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Properties: The Good, The Bad, And The Ugly

by Denise Lones

I was shocked. There it was. An expensive property near a busy intersection that had stayed on the market for almost a year.

I asked one of my agents, “Why hasn’t this one sold?”

But none of these are reasons to put this property on the back shelf. In fact, there is a market for every market, no matter its location or condition. Too often, we make the mistake of shortchanging sellers who don’t have manicured lawns on cul-de-sacs with perfect houses. We prejudge our own listings to the detriment of the people we’re supposed to be serving.

He said, “Because it’s a dog. Look at it. Nobody wants those turrets that stick out like that. And besides, it’s at that intersection where there’s traffic all day long.”

I’ve been there. I’ve driven to properties hoping for a terraced I couldn’t believe what I was masterpiece with a stunning garden, hearing. This agent had “classified” and then felt that sick dropping this property in his own mind as feeling in the pit of my stomach something that wasn’t worth the when I finally saw it. trouble to market—pretending to service his customer while doing What do most agents do? They’re nothing. True, it wasn’t as beautiful polite, they take the listing, and they or pristine as surrounding neigh- get out of there fast. They rely too borhoods. True, it was in a not-so- much on their own opinion of the prime location. True, it could use property rather than pulling statistics to determine its true market value. some handyman work.

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OR they tell the seller, “This house isn’t going to sell unless you change the carpet, fix the paint, install new roofing, etc.”

Beware! This could lead into a legal nightmare. While on the surface this agent is giving generic advice, what if the seller does everything the agent suggests—and the house still doesn’t sell? That agent might want to call a good lawyer.

If a property needs work, that’s never a reason it won’t sell. There are investors, handypersons, contractors, and do-it-yourselfers who love these properties. Go to your local real estate investment club meeting and you’ll find people searching frantically for such properties. Advertise it as a “Handyman’s Special.” Target these people directly. You may be amazed how many of them are out there.

Here’s the truth: Every property— True, you may have to advise the good, bad, and ugly—will sell if seller they won’t get top-dollar if priced right. It is always about price. a lot of work needs to be done.

There is always someone in the But this is the true issue here—not market ready and willing to buy the work itself. It’s always about right now for the right price. price.

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Let’s talk ugly. A house is in pristine condition, but has a rather peculiar look. Well, I have news for you: Just because you think a house is ugly doesn’t mean there isn’t someone out there who will say, “This is the home I’ve been looking for all my life!”

cannot tell you how many times my jaw dropped when someone told me, “Perfect! We love it!” So, I’ve learned never to judge a house by its paint job, landscaping, or design.

You have a job to do: sell the house at top-market price. You are hired to be the market expert. Sellers don’t Did you know there are people out have the time to do so themselves. there who prefer ugly houses? Yes, That’s why you have a career. ugly houses! Some people don’t care about the outside of a property. It’s always the market that They’re only interested in the determines what sells. No matter the inside, where they know they will shape, size, or condition. And you be spending most of their time. are not in charge of the market, These are people who don’t buy to which as always is based on supply impress others, but rather to please and demand. Whatever is in demand themselves. Thank goodness for will sell, whether it’s a beachfront these people. Without them, we’d mansion or a shack in the woods. Be creative. Use your marketing to have to tear down half the planet! target people who truly want these I’ve seen houses that look like properties. But most importantly, something from a Stephen King price the property correctly for the novel sell overnight while another market. that could be on the cover of Home and Garden languishes on the market Know thy market and thou shalt for weeks. Why? Because somebody know what sells—good, bad, or ugly. wanted that house. Period.

You are not the world’s taste critic. Copyright©, Denise Lones.

You cannot tell what people want. I All rights reserved.

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TANIKA DONNELL Along with her passion for people, the characteristics that led to Tanika Donnell’s success across nearly two decades in Corporate America have empowered her to deliver real estate success to residents of the Dallas-Fort Worth Metroplex. “I have always had a passion for traveling,” she begins. “I traveled with my corporate jobs and was uniquely interested in the real estate in each different city.” Therefore, when Tanika was considering a transition out of Corporate America about five years ago, she started by speaking with a close family friend who had been in real estate since Tanika was a teenager.

Because moving can be stressful, she aims to make it as smooth and pleasant an experience as possible. With sellers, for instance, she provides savvy marketing, including preparing the home for professional photography and videography; home staging; custom URLs; and detailed writeups that showcase each home’s and neighborhood’s unique features, before heavy online and social media exposure.

“He was very articulate in saying that with my skillset, with my love and passion for people, real estate is the perfect fit for me,” she adds. Tanika has not only never looked back on her decision, but she has grown her business smartly and in a relatively short period of time. Within about four years of earning her license, she already established a team of two buyer’s agents, a COO, a full-time transaction coordinator, a full-time assistant and a marketing/social media manager. She was also earning more than half of her business from referrals or repeat clients, primarily across the southwest span of the Dallas-Fort Worth Metroplex.

Tanika keeps her priorities straight. She’s family oriented, which her clients can relate to. “My husband and I have three kids and love to travel,” she says, noting that the kids’ grandparents are part of nearly every trip. “I live my life by the philosophy that, ‘With God, all things are possible.’” Helping people and giving back, whether personally or through real estate, are a way of life for Tanika. “To give back is to give hope, to show possibility and to be a conduit for people to reach their goals.”

Now growing her astoundingly successful business with a new brokerage (eXp Realty) she is beyond excited about what the future holds. “With eXp Realty I not only have more tools for my team, but I have the opportunity to show agents around the country how to be joint owners in the brokerage, keep more of their earnings and build a retirement plan for their future!”

Tanika’s reviews describe a woman who earns loyalty by being genuine. “I make a point of taking the time to listen to and understand people’s needs, wants and desires,” she says. “I will work with anyone who is leasing to a million-dollar client.” She does so because of her heart’s desire to be a blessing and to add value to people’s experiences. Tanika thoroughly enjoys working with both sellers and buyers, but has a fervor and passion for first-time homebuyers, veterans and single parents. She takes whatever time necessary to educate and prepare them for homeownership. “If someone has a desire or dream to be a homeowner, we’ll figure out how to do it,” she says. She will partner with them until it’s done, whether that happens tomorrow, next week or years from now.

Referring to herself as a conduit of help, Tanika feels it is her duty and pleasure to contribute to the community she serves, whether by offering personalized service or by donating time and treasure to causes that matter. By keeping people and relationships at the heart of all she does, Tanika’s business grew by her fourth year to $25 million in annual closed sales. “It’s phenomenal what can happen when you step out on stage and try something new,” she says. “Sometimes it’s scary; Corporate America is completely different from this. But it’s the best decision that I’ve ever made for myself and my family.”

To learn more about Tanika Donnell, visit tanikadonnell.com https://www.facebook.com/tanikadonnellrealtor or go to her Facebook page, email tanika@tanikadonnell.com or call 972.467.3232 www.

Her clients would agree her decision was best for them, too. “Every day, I get to meet a new potential client who needs some guidance and to help make that transition a little easier for them,” she says.

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