TEXAS 11-19-18

TEXAS EDITION

Playing the Real Estate Matchmaker

YOUR SECRET PRESENTATION WEAPON Untangling the Bidding War: A Buyer’s & Seller’s Perspectives

FEATURED AGENTS

TRENT BOARNET LEXY GRAHAM COLE POPPER COVER STORY

Lisa Birdsong

TEXAS EDITION

TRENT BOARNET

COLE POPPER

After only a few minutes of speaking with him, it’s The appreciation his clients feel for Trent is evident Having studied finance and worked as a finanence between P 15 19 23 airly easy to ascertain that Trent Boarnet is 7 one of in the reviews he has received online, including this cial analyst after college, Cole Popper brings Do they know he good guys in the often-cutthroat world of real one from website Zillow.com: “As a firstclients a 360-degree view industry of real estate, whether teaches people state. His affability is exceeded only by his incredtime home buyer, Trent was essential to the process. as anhelp rela representing residential buyers and sellers, res-To support herself through college could the ble knowledge of the San Antonio, Texas market He is knowledgeable, and walked me through each idential investors or commercial investors. Heambitious student, Lexy Graham losewas money.nica As nd his dedication to providing ethical, exceptional of the steps of the home buyingworking process.two He jobs, was one of which was as a them explains that after eight months with an investfrequent, pre-M lient service to every one of his many grateful able to give me honest feedback on the condition leasing agent for a local apartment com-Clients Fro ment bank following college, Loop. uyers and sellers. Working under the auspices of a home.

TrentCole madefound sure I the was happy with my plex.

“That’s what piqued my interest in to e negativity of thatdecision industryand depressing.

“I’d the go to the tremendou f industry behemoth Keller Williams, Trent has helped picked best house to fit my the real estate world,” she remembers. myh the executives for advice they’d say say that Cole arned his reputation as an agent who can be trusted current andand future needs.

Hetois go the realtor you want In 2005, she decided to diversify her to m back to my desk,inbeyour quiet, work hard and wait.” started, I didn’ o truly take care of his clients during even the most corner.” offerings and earn her real estate license, the ying transactions.

That approach to a career wasn’t going to work of my commi closing a few deals here and there as rem Trent alsoLEXY spends a significant amount of time menCole. “I made a drastic change after a year, Although he cl LISA BIRDSONG TRENTfor BOARNET GRAHAM COLE POPPER she spearheaded her primary role as a was almost pre-ordained that Trent would end toring new agents, through Keller Williams gave my two-weeks’ notice and both wentoverseeing on a the 1 150+ in Ultieight mont property manager single rental homes.

Wh p in the real estate industry. The son of two sucLeadership Council – on which he’s served for family six month mission trip tomately, Guatemala” he says. clients still pre be when she finally made the full-time switch to residential essful brokers, he grew up watching them work, and as he years – and through a class he teaches annually. Among the many learning the business four y sales,them she never looked back. “As soon as I “I got started in real estate, pho rew older he assisted them with their company’s administraother topics he educates on is the importance of empathy.

Without knowing any Spanish and depending fully on the says. “I’ve been doing I quickly outwith it was my calling,” age ve duties. After attending college, however, he opted to follow remind them that when we’refigured working clients, they are she not locals to get around ittheever country, Cole experienced firsthand Relationships sit at the cent since.”

In fact, Lexy has built her own brokerage in Rainey ove different job path. “I got kind of burned out on that career,” always at their best because it can be such a high-stress situation. the life-changing value of homeownership.

“I joined a local municating thoroughly duri Real Estate, named for her daughter, and has also cultivated a repuonl e recalls, “and then my folks suggested I get back into real I tell them that it’s important to stick around after the sale to see non-profit, BuildinGuate, and traveled through some of on how to educate clients. “ tation as an agent with integrity, knowledge, and hometown loyalty. med state.” Obtaining his license in 2006, he jumped in with both them when they’re at their best, when they’re relaxed and happy rebuild homes and beginning taught me more, to shehelp has consistently earned the rank of Top Producer in how throb eet and hasn’t looked back since. A consummate professional the inmost theirpoverty-stricken new home.”What’sareas Bastrop County, her office was voted Farmasset and when Ranch staging con thing was while apparent; although the Besta in great who somehow manages to exude both confidence and humility, schools,” he says. “One Real Estate in 2017 and runner-up for Best Real Estate Firm overall. tion were in tentsTrent and enjoys on topspending of landfills, t rent can currently boast of a business that is based 90% upon people When he’sliving not working, time they with were his hus- tively and driving online of the happiest andand most giving had of ever epeat and referred clients, a true measure of the excellent cus- some band of fifteen years their four people dogs. AI fan livemet.” music, He calls himself a “nerd for Today,eschews Lexy heads a tightknit team at more Raineymarketing Real Estate, which Bey omer service he is providing. movies and plays,Soon, Trent the party sceneestate, in favor of Something clicked.

Cole researched real discovtools and traini includes two additional agents serving the Bastrop County region, and cerebral, low-key “I background like to enrich myself with his inforering that his financepleasures. and sales would serve multi-family and small-ret addition Travis, Williamson, Counties.

“I started out in in partn tim When asked to account for the amazing level of loyalty his cli- clients mation,” “and I alsotoenjoy a quiet eveningand at Lee home.” well. he says, in also started bringing oneBoard of theoftoughest estate markets when gothis myflipping license,”knowled as w nts have shown him, Trent grows thoughtful for a moment before Trent also sits on the Trusteesreal for his synagogue, and is I first shares Lexy explains.

“IFamily managed to work hardassists through that, survive it, and nswering. “It has a lot to do with my market knowledge,” he Representing a former board member of Jewish Service, which clients across Greater Houston, Cole is a native profitable ZIP codes andfutu wo getdisabled to a really good place. Now, I try to pass along that knowledge and as h ays, clearly reticent about singing his own praises. “I’m also a low-income mentally people.

Houstonian who is known for excellent communication, serthose lessons to my agents.” Based in Elgin, Lexy has built an enterher ery good with follow-up, and I’m very active in my community.” vice and negotiation; he considers him more of a real estate As Cole expands his busin ducating his clients, communicating on a regular basis, and utiLooking to the future, Trent’s primary is to continue growing prise largely drivenplan by repeat and referral clientele, much of which is tial than an agent.

“I study every nuance involvement of business continue to“We’re give back.

He zing his negotiation expertise are the three “pillars” on which his consultant his business, while maintaining thethe already-excelgleaned fromand her enhancing steadfast in her community. at sher and each transaction, including how interest rates affect affordand programs like Big Bro usiness is run. “I work diligently for my clients and give them lent customer service he function has become for. “I to she says. “In Elgin, every thererecognized is in our town andwant county,” nity where are buying and handful of out young peo reat customer service so that they’ll tell their friends about me. ability; keepknowing working, and keep helping more families getflipping; into new homes weinvestors have a monthly eventand called Sip, Shop, and tors Strolla that brings what is doing.”

Asof apeople flipper he educates work, heinenjoys the getting My model is taking good care of them.” or the sell market their homes,” he says.

“That’s my goal.” hundreds inhimself, our community, and we participate a friendly Fin clients from his background and personal experience.

Rather ning and avoiding m Battle of Main Street where we pick a charity to support. We’re reallysocialLex than fighting for buyers or sellers to work with him by lowerin the world that there’s no big believers in giving back and being active in our area.” far. ing his commission, he shows them how his knowledge of the off the phone and getting b Lex buying and selling processes willcommitment make transactions smoother andthrough the moment.”

Beyond her to building community her workNeedless able as an agent, is also broker. dedicated to a personalized for and more remunerative than withLexy a discount tinue approach. learning.Trust Describing is the cornerstone of her professional philosophy, and she builds andt guy,” his goal is to elevate Phone 888-461-3930 | Fax 310-751-7068

LEXY GRAHAM

CONTENTS

4) PLAYING THE REAL ESTATE MATCHMAKER— FOLLOW THESE 8 DATING RULES TO ENSURE YOU MATCH YOUR CLIENT WITH THE PERFECT HOME FOR THEM

17) UNTANGLING THE BIDDING WAR: A BUYER’S & SELLER’S PERSPECTIVES 20) YOUR SECRET PRESENTATION WEAPON

13) 8 TIPS ON USING DISRUPTIVE THINKING TO IMPROVE INNOVATION

“Someone may be looking at resale homes, but do they

mag@topagentmagazine.com www.topagentmagazine.com know |what an auction period is? Do they know the differ-

agent, showing people that t and service that clients don

No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are to ensure the accuracy published Totaken learn more aboutof Cole Popper, For information about Trent Boarnet, materials, Topmore Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. visit har.com/cole-popper/agent_CPOPPER or go to his F To subscribe change address, send to mag@topagentmagazine.com. please call or 210-884-2353 orinquiry email Trent@TrentBoarnet.com Published in the U.S. email cole@colepopper.com or call 281.772. www.

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AgentLexy Magazine To learn moreTop about Graham, e

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visit RaineyRealEstateTeam.com, call (512) 925– www.

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Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home.

When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day.

In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt Top Agent Magazine

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures.

Make sure to encourage them to take some time before making such a big com-

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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees?

Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union!

When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing.

Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

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Lisa Birdsong

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“The Birdsong Group is comprised of some the most amazing people who happen to be awesome Realtors.

They connect, they communicate, and they deliver results.” plishment we’ve achieved,” says Lisa, who oversees a team of ten other equally dedicated professionals. “The Birdsong Group is comprised of some the most amazing people who happen to be awesome Realtors,” says Lisa. “They connect, they communicate, and they deliver results. As leader of this group, I want to make sure that every one of my agents is well-qualified and can live up to our fiduciary responsibilities to our clients.”

Though Top Agent Lisa Birdsong – Lead of The Lisa Birdsong Group at Coldwell Banker Global Luxury in Frisco, Texas – has a long list of awards and recognitions to her name, she is more proud of the service that she and her team provide their many grateful buyers and sellers in the Dallas-Fort Worth area of the Lone Star State.

“Having our clients repeatedly trust us with their business is still the biggest accom8Copyright Top Agent Magazine

Lisa, a Texas native who has worked nearly thirty years in the world of real estate, possesses a combination of knowledge, determination and charm that has endeared her to her loyal clientele. Her years of experience include multi-family, project development, commercial, new construction and residential. The Birdsong Group, in fact, can boast of having a business that is based nearly seventy percent upon repeat and referral clients, an impressive feat by any measure.

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When asked to account for this level of customer loyalty, Lisa grows thoughtful for a moment before replying. “I attribute our success to the fact that we are advocates for our clients in every sense of the word. We built our business being client-focused. We partner with them based on their goals, we learn about them, and we engage with them Top Agent Magazine

long after closing. We communicate our plans, our processes, and we have a track record of successful results.”

Another factor in the stunning success of The Birdsong Group is their cutting-edge and savvy approach to marketing. “We use a robust combination of online marketing, Copyright Top Agent Magazine9

mobile marketing, social media marketing, print, television, 3-D imaging and videos,” explains Lisa. “My focus is to tell a story for every property that we list, and with that story engage with consumers. We don’t wait for a buyer to stumble across our listing, we assertively look for the buyer. It’s a very Copyright Top Agent Magazine Copyright 10

extensive, highly-focused form of marketing.” Professional photography, video – including aerial when merited – and professional staging are all tools in Lisa’s extensive, comprehensive, unparalleled approach to ensuring each property is shown in its very best light.

Lisa’s accomplishments are truly impressive, including her recognition as being among the Top 100 Most Influential Agents in North Texas for several consecutive years.

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The Birdsong Group has also been named as part of the Top 1% of Real Estate Teams in Texas by Real Trends Magazine, and Lisa has had the honor – three years in a row – of being named Best Realtor and Top Producer by the local influential D Magazine. “The awards and accolades are impressive, and they’re wonderful for us to have,” says Lisa, her sincerity obvious, “but the greatest achievement we have is serving our clients and earning their trust for years to come.”

Lisa is also deeply involved with both the real estate community and her community in general. A recipient of the prestigious Certified Luxury Home Marketing Specialist designation with Million Dollar Guild Status (an honor held by fewer than 2% of Realtors in the nation), she is also a Relocation Specialist and a member of her local, state and the National Real Estate Boards. The Birdsong Group, as a whole, is deeply committed to local philanthropy, and do so in a variety of ways too numerous to list here, but which demonstrate the selfless nature of their team members.

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The future looks incredibly bright for Lisa and her team, and her goals are fairly simple: to continue to stay abreast of new trends and technology, and to continue growing her business while sacrificing none of the stellar customer service that has become synonymous with her name.

“I just want to continue growing and succeeding the way we have been,” says Lisa, “because that success allows us to continue to be involved with and to give back to our community. I want to be able to embrace different opportunities that come our way, and to continue strengthening our client relationships.”

For more information about Lisa Birdsong, call 214 - 394 - 3314 or email Lisa@BirdsongRE.com Copyright Top Agent Magazine 12

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8 Tips on Using Disruptive Thinking to Improve Innovation You might be wondering what disruptive thinking is. How can anything disruptive be good? Well, if you’re caught in a stagnant place, shaking things up might be exactly what you need to gain some momentum in your personal or professional life.

the norms that keep you from being creative and implementing big ideas. Here are some simple things you can do to find opportunities that might be hidden if you stay stuck in the status quo.

Sometimes taking a step out of your bubble will give you a much needed perspective and allow you to achieve the breakthrough you need to take things to the next level. There is no more valuable commodity in today’s business world than innovative thinking, and the key to innovative thinking is breaking down

1. TAKE RISKS

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Without risks, there usually won’t be any major rewards. Sure being steady and careful might keep things going marginally well, but if you really want to go big, you need to go all in sometimes. If you go through the history of great innovations, none of them

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were achieved by playing it safe. Embrace mistakes. Learn from them, they often provide valuable insight and that will lead to great success on your next attempt.

2. FAMILIARIZE YOURSELF WITH A COMPLETELY DIFFERENT INDUSTRY This might seem counter-intuitive, but you’d be amazed at what you can learn by looking into successful companies, no matter what the business type is. You’re almost certain to find valuable solutions, systems or technology, that might fit your business, giving you a unique advantage over the competition.

3.BE CURIOUS Break some of your daily habits, even if it’s as simple as ordering a new dish at your favorite restaurant. Even the smallest changes can help spark a new idea. Always be on the lookout for new ways to do things. Little innovation are all around you. If you remain curious and keep an open mind, you’ll be surprised as to what might spark the next great idea.

4. PICK THE BRAIN OF A NON-EXPERT Yes, there is a lot to be gained by having access to someone with an expertise in your field, but you can learn a lot from a newcomer as well. They are a blank slate, and may inspire you with their completely unique point of view on things as someone just starting out.

5. BE LESS JUDGMENTAL It’s very easy to dismiss a new idea. You have experience and that can oftentimes lead 14

to a million reasons why something won’t work. But there really is no harm in ignoring your initial impulse and thinking it though a bit more. If you or someone you work with has passion for an idea, it’s definitely worth pursuing.

6. CHANGE YOUR PERSPECTIVE We tend to look at things in a linear way.

If you feel like you’ve stalled out on something, literally flip the script. Re-imagine it from different perspectives, reverse engineer the process. Anything you can do to see it from all angles, might get the creative juices flowing again, and could even lead to a breakthrough.

7. VALUE CHAOS Yes, it’s great to be organized and have a plan, but sometimes a little randomness can be that added ingredient that makes it all work. One of the major keys to successful disruptive thinking is breaking up everyday patterns. Sometimes the path to rational solution is filled with chaotic moments.

8. BE WILLING TO LET GO Don’t be rigid. Even the best ideas can always be refined and improved. You’ve invested a lot of time in your idea and it can be hard not to cling to it, but input from other people will only strengthen what you want to do.

Having big ideas is great, but you also need to be pragmatic. Recognize changes you might need to make to get your big idea implemented. Disruptive thinking is all about flexibility.

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TRENT BOARNET After only a few minutes of speaking with him, it’s fairly easy to ascertain that Trent Boarnet is one of the good guys in the often-cutthroat world of real estate. His affability is exceeded only by his incredible knowledge of the San Antonio, Texas market and his dedication to providing ethical, exceptional client service to every one of his many grateful buyers and sellers. Working under the auspices of industry behemoth Keller Williams, Trent has earned his reputation as an agent who can be trusted to truly take care of his clients during even the most trying transactions.

It was almost pre-ordained that Trent would end up in the real estate industry. The son of two successful brokers, he grew up watching them work, and as he grew older he assisted them with their company’s administrative duties. After attending college, however, he opted to follow a different job path. “I got kind of burned out on that career,” he recalls, “and then my folks suggested I get back into real estate.” Obtaining his license in 2006, he jumped in with both feet and hasn’t looked back since. A consummate professional who somehow manages to exude both confidence and humility, Trent can currently boast of a business that is based 90% upon repeat and referred clients, a true measure of the excellent customer service he is providing.

When asked to account for the amazing level of loyalty his clients have shown him, Trent grows thoughtful for a moment before answering. “It has a lot to do with my market knowledge,” he says, clearly reticent about singing his own praises. “I’m also a very good with follow-up, and I’m very active in my community.”

Educating his clients, communicating on a regular basis, and utilizing his negotiation expertise are the three “pillars” on which his business is run. “I work diligently for my clients and give them great customer service so that they’ll tell their friends about me.

My model is taking good care of them.”

The appreciation his clients feel for Trent is evident in the reviews he has received online, including this one from industry website Zillow.com: “As a firsttime home buyer, Trent was essential to the process.

He is knowledgeable, and walked me through each of the steps of the home buying process. He was able to give me honest feedback on the condition of a home. Trent made sure I was happy with my decision and helped picked the best house to fit my current and future needs. He is the realtor you want in your corner.”

Trent also spends a significant amount of time mentoring new agents, both through the Keller Williams Leadership Council – on which he’s served for six years – and through a class he teaches annually. Among the many other topics he educates them on is the importance of empathy. “I remind them that when we’re working with clients, they are not always at their best because it can be such a high-stress situation.

I tell them that it’s important to stick around after the sale to see them when they’re at their best, when they’re relaxed and happy in their new home.”

When he’s not working, Trent enjoys spending time with his husband of fifteen years and their four dogs. A fan of live music, movies and plays, Trent eschews the party scene in favor of more cerebral, low-key pleasures. “I like to enrich myself with information,” he says, “and I also enjoy a quiet evening at home.”

Trent also sits on the Board of Trustees for his synagogue, and is a former board member of Jewish Family Service, which assists low-income mentally disabled people.

Looking to the future, Trent’s primary plan is to continue growing his business, while maintaining and enhancing the already-excellent customer service he has become recognized for. “I want to keep working, and keep helping more families get into new homes or sell their homes,” he says. “That’s my goal.”

For more information about Trent Boarnet, please call 210-884-2353 or email Trent@TrentBoarnet.com Top Agent Magazine

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Untangling the Bidding War: A Buyer’s & Seller’s Perspectives In a competitive marketplace, bidding wars become the norm. While this may put sellers in an excellent position to recoup on their investment, it can push buyers beyond their budgets and test their temperaments in the process. As an agent, how do you navigate both sides of the coin? After all, you want to net the best results for your client—regardless of which side of the closing table they’re on. To fortify your approach to a heated bidding war, here are a few ideas and insights to better clue you in on the perspectives of buyers and sellers alike.

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Buyer’s Perspective: Emotions Running High?

Channel it.

When the market is booming, buyers feel the pressure—especially when affordable inventory is limited. This can create stress, feelings of hopelessness, and impulsivity. As an agent, how do you channel this emotional energy into something positive? Consider asking buyers to put those anxieties and high hopes onto paper. Have buyers outline

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who they are, why they’re inspired to buy a home at this juncture in their lives, and how they see their lives unfolding once they become a homeowner (or repeat homeowner). Think of it as a letter of intent.

Buyers benefit from taking abstract fears and dreams and articulating them on paper. Likewise, this document can serve as a valuable tool during a bidding war. Letters like these can help sellers with multiple offers make a personal, emotional connection with a particular buyer.

Sellers Perspective: Manage expectations.

When multiple offers are rolling in on a property, it’s easy for sellers to get carried away. Numbers are flying, expectations are heightened, and sellers may become hypnotized by higher and higher offers and ideal outcomes. While it’s good to celebrate prime market positioning, it’s also important to maintain an even keel so that your seller’s mind is clear and they’re thinking rationally through their options.

Sometimes the highest offer isn’t necessarily the sure thing. Manage your clients’ expectations by leading by example, offering a balanced perspective, and talking them through all potential outcomes so that they don’t only hone in on the best-case scenario.

During a bidding war, tensions are running high for seller’s too, who will soon begin their next chapter in another home. Keep a cool head and remind your client to see the big picture, recognize that it’s possible for some offers to fall through, and to sit tight until the closing table has been successfully reached.

Buyer’s Perspective: How do you authentically and convincingly convey your interest?

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a 18

personal touch can make. Some popular approaches to standing out include personal letters—as mentioned above—tailored to the property. Was the property in question a family home for years? You might have clients detail their dreams of raising a family inside those walls, rather than tear the property down and rebuild something to boost the lot’s value. Including a family photo is also a good tact for personalizing letters in a bidding war. Likewise, little gifts included with your offer can speak volumes about your personality and due diligence as an agent. It may seem a little cheesy, but when sellers are looking at ten near-identical offers, those personal touches can really paint a compelling, personalized picture.

Seller’s Perspective: How powerful is cash?

Data shows that cash offers—typical of investor clientele—double the chances of having an offer accepted. This goes hand in hand with waiving a financing contingency, which also helped boost the probability of an accepted offer, according to research. Cash is king, however, since offers that aren’t completely reliant on comprehensive financing seem to minimize risk for sellers, who are already eager to see a deal go through. Cash deals also tend to go through quickly, freeing sellers up to pursue their next property and move on to new horizons. While not every buyer has the ability to operate in cash, it’s a worthwhile consideration for those in ultra-competitive markets and with liquid capital.

While the bidding process can be stressful for agents and clients alike, it’s important to remember that it’s a time of opportunity, too. If you want to make the most of it as a seller, data shows that a personal touch can endear buyers to their seller counterparts. For sellers navigating a competitive process, it’s important to keep a balanced perspective. For agents, here’s the bottom line: get creative, be resourceful, and use all the tools in your arsenal to achieve the best result for the clients you serve.

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LEXY GRAHAM To support herself through college as an ambitious student, Lexy Graham was working two jobs, one of which was as a leasing agent for a local apartment complex. “That’s what piqued my interest in the real estate world,” she remembers.

In 2005, she decided to diversify her offerings and earn her real estate license, closing a few deals here and there as she spearheaded her primary role as a property manager overseeing 150+ single family rental homes. Ultimately, when she finally made the full-time switch to residential sales, she never looked back. “As soon as I got started in real estate, I quickly figured out it was my calling,” she says. “I’ve been doing it ever since.” In fact, Lexy has built her own brokerage in Rainey Real Estate, named for her daughter, and has also cultivated a reputation as an agent with integrity, knowledge, and hometown loyalty.

What’s more, she has consistently earned the rank of Top Producer in Bastrop County, while her office was voted Best in Farm and Ranch Real Estate in 2017 and runner-up for Best Real Estate Firm overall.

relationships with clients that hinge on respect and forthright communication. “I build a friendship with my clients first,” she says. “I want them to be able to trust me. That’s my first step and goal as an agent.

From there, most everything else falls into place. I’m extremely down to earth, and part of that goes back to establishing a sense of trust with my clients from the beginning of a transaction. That’s very important to me, and many of my clients turn into lifelong friends. I try to make the process as seamless and stress-free as possible, with the focus remaining on my clients and their needs.”

Today, Lexy heads a tightknit team at Rainey Real Estate, which includes two additional agents serving the Bastrop County region, in addition to Travis, Williamson, and Lee Counties. “I started out in one of the toughest real estate markets when I first got my license,” Lexy explains. “I managed to work hard through that, survive it, and get to a really good place. Now, I try to pass along that knowledge and those lessons to my agents.” Based in Elgin, Lexy has built an enterprise largely driven by repeat and referral clientele, much of which is gleaned from her steadfast involvement in her community. “We’re at every function there is in our town and county,” she says. “In Elgin, we have a monthly event called Sip, Shop, and Stroll that brings out hundreds of people in our community, and we participate in a friendly Battle of Main Street where we pick a charity to support. We’re really big believers in giving back and being active in our area.”

Beyond the office, Lexy takes pride in serving her hometown of Elgin and its surrounding communities. In her free hours, she most enjoys time spent with her family and loved ones, particularly her daughters, as well as exploring events and happenings around town. As for the future of her business, Lexy shows no signs of slowing anytime soon, as her brokerage continues its upward trajectory. She intends to keep her focus foremost on her boutique-style client care, with the potential of adding new team members as her operation expands. For now, she is content to serve the aspiring buyers and sellers of her community, one home at a time.

Beyond her commitment to building community through her work as an agent, Lexy is also dedicated to a personalized approach. Trust is the cornerstone of her professional philosophy, and she builds

When it comes to the listing properties, Lexy begins by outlining her pre-marketing preparations and resulting outreach plan. Professional photography and video accompany every listing, while drone footage for farm and ranch listings give prospective buyers an immersive overview. From there, she leverages each property across the leading online listing platforms, in addition to targeted exposure across social media outlets—a particularly powerful channel that Lexy maximizes through multi-platform visibility. “It takes a lot more creativity and consistency than planting a sign in a yard to capture people’s attention,” she explains.

Finally, with thirteen years of experience and insight behind her, Lexy Graham considers what she values most about her career thus far. “I really enjoy giving back to my hometown through my work,” Lexy says. “I also like the flexibility of my work and the fact that I’m able to meet all kinds of people in the process. It’s the perfect career for a motivated person who wants to be involved in the community and support others along the way.”

To learn more about Lexy Graham, email Lexy@RaineyTeam.net, https://www.facebook.com/teamrainey/ visit RaineyRealEstateTeam.com, call (512) 925–5819, or visit her Facebook page here. www.

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Copyright Top Agent Magazine 19

Your Secret Presentation Weapon

by Rich Levin

You are at a listing presentation, and Agent: “Do you know the number you know the seller is interviewing one complaint owners, like you, have other agents. Would you like to about their present REALTOR®? distinguish yourself as the best?

Here’s how.

“The agent doesn’t communicate or loses touch. It’s one of the simplest This is on an age-old and proven things and one of the most sales concept that is taught in high- important. I know some of the best level sales training in every major agents in town who sell a lot of corporation. In real estate, it is a homes and have the best intentions, subtlety that most agents simply but they just don’t follow up like don’t build into their skill set. Those they should, and you fall through who learn and use this skill stand out the cracks. and win against the competition.

“I set aside an hour each day just for Have you ever lost a listing and staying in touch with my clients.” could not figure out why? The seller says that they had more confidence “You don’t want to be in the dark, in another agent. This skill is the uncertain and uncomfortable. I reason they will choose you. They want you confident that we are both may not recognize why; they just doing everything we can to get your have more confidence in you. property sold for the most money in the shortest time. “I like to make Sample Seller Script these calls between eleven and Here’s an example. After, I’ll break noon on Thursday mornings. What it down for you so that you can is the best number to reach you at apply it for yourself. that time?”

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Robbins was a twinkle in his AABC: The Breakdown There are four steps to this mother’s eye. Most agents miss the presentation skill. They are subtle mark on this in today’s competitive and easy to learn. You must practice real estate market. To hit a bull’s to be natural with this skill, which I eye, use AABC as your secret weapon. You will begin to notice call AABC. sellers and buyers having more • Step one is the Action you take. In confidence in you, relaxing with the example above, it’s communicating you, and trusting your judgment. regularly.

Sample Buyer Script • Step two is the Advantage you “Would you like to have the bring that differentiates you. In the advantage of seeing the newest example above, it is setting aside an properties on the market, every day?” hour each day.

A – The Action: “Every day—often • Step three is the Benefit to them. twice a day—I will search for propIn the example above, it is making erties that are new to the market.” them certain, comfortable and A – The Advantage: “In our area confident. there are nearly three thousand real • Step four is the Close, which is estate agents. Every day, some of asking for a decision. In the them are placing new property on example above, it is asking for the the market. Within hours, often less, specific number to be reached on a I make sure that you are aware of any and every property that even specific day and time. remotely matches your desires.”

AABC B – The Benefit: “You’ll have the Action: What you do. best opportunity to find the property Advantage: Your distinction. that has the most of what you want Benefit: What’s in it for them? before you are in competition for it, Close: Asking for a decision. and you often get it at the best price.

This has been taught by Fortune 500 Each year, many of the homes I sell Companies decades before Anthony are those fresh listings that have Top Agent Magazine

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only been viewed by my buyers.

It’s fun for me. It’s the best way to give you the competitive edge.”

C – Close: “Do you want me to contact you each day as soon as we become aware of any property in which you may be interested? If I call during the workday with an excellent choice—something that looks perfect—would you be able to come fairly quickly to see it?”

You will find AABC is your secret weapon. While other agents present their same old way, the buyers and sellers to whom you present see, hear, and feel something different, something more. They will more easily sign exclusive contracts with less commission challenges. They will trust you and make your job with them easier, because they strongly believe in your efforts on their behalf.

A Few Subtleties I like to start with a question. Do you know? Have you heard? Would you like?

The Action can be very simple. It is your Advantage—the way you do it differently—that makes the distinction.

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The Benefit is always more money, the best time frame, and/or more ease and convenience. That is WIIFT: What’s In It for Them.

The Close is critical. In addition to confirming their agreement, it makes them an active participant in the process.

In my work, I occasionally accompany Agents on listing presentations—Agents who take over a hundred listings a year. Once they begin to apply AABC, they immediately express that they feel, hear, and see the difference in the way their clients responded to them.

This is an advanced skill that raises your effectiveness and enhances your relationships and your results.

It requires preparation and practice.

It is a secret weapon that can shift your work and your career into the next gear.

Rich Levin is one of the most successful Real Estate coaches in the nation by virtue of the measurable results of his clients and creator of the Real Estate Hierarchy of Success, a working model for understanding and planning your business.

Copyright©, Rich Levin. All rights reserved.

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COLE POPPER Having studied finance and worked as a financial analyst after college, Cole Popper brings clients a 360-degree view of real estate, whether representing residential buyers and sellers, residential investors or commercial investors. He explains that after eight months with an investment bank following college, Cole found the negativity of that industry depressing. “I’d go to the executives for advice and they’d say to go back to my desk, be quiet, work hard and wait.”

That approach to a career wasn’t going to work for Cole. “I made a drastic change after a year, gave my two-weeks’ notice and went on a 1 month mission trip to Guatemala” he says.

Without knowing any Spanish and depending fully on the locals to get around the country, Cole experienced firsthand the life-changing value of homeownership. “I joined a local non-profit, BuildinGuate, and traveled through some of the most poverty-stricken areas to help rebuild homes and schools,” he says. “One thing was apparent; although the people were living in tents and on top of landfills, they were some of the happiest and most giving people I had ever met.”

Something clicked. Soon, Cole researched real estate, discovering that his finance and sales background would serve his clients well.

Representing clients across Greater Houston, Cole is a native Houstonian who is known for excellent communication, service and negotiation; he considers him more of a real estate consultant than an agent. “I study every nuance of the business and each transaction, including how interest rates affect affordability; knowing where investors are buying and flipping; and what the market is doing.” As a flipper himself, he educates clients from his background and personal experience. Rather than fighting for buyers or sellers to work with him by lowering his commission, he shows them how his knowledge of the buying and selling processes will make transactions smoother and more remunerative than with a discount broker.

“Someone may be looking at resale homes, but do they know what an option period is? Do they know the difference

between aluminum electrical wiring and copper wiring? Do they know what’s behind the walls?”

Cole teaches people everything about properties that could help them make money or cause them to lose money. As a result, he and his clients enjoy frequent, pre-MLS sales within Houston’s 610 Loop. Clients return and refer him because of the tremendous value he provides.

This isn’t to say that Cole hasn’t paid his dues.

“When I first started, I didn’t have any mentors.

I gave 80% of my commission to a broker,” he explains. Although he closed 57 leases and sold 25 homes in eight months, he made very little.

But his clients still benefit from the work he put into learning the business four years ago.

Relationships sit at the center of all Cole does, whether communicating thoroughly during transactions or training agents on how to educate clients. “Representing mostly buyers in the beginning taught me how buyers behave,” he says. “This is a great asset when staging sellers’ homes, pricing competitively and driving online traffic to get people into houses.”

He calls himself a “nerd for real estate” who invests in online marketing tools and trainings. Cole is also venturing into multi-family and small-retail commercial real estate. “I’ve also started bringing in partners on my flips,” he adds. He then shares his flipping knowledge with investor clients regarding profitable ZIP codes and worthwhile remodels.

As Cole expands his business, he’ll simplify processes and continue to give back. He remains active with BuildinGuate and programs like Big Brothers Big Sisters, where he mentors a handful of young people. When taking a breather from work, he enjoys the getting out in nature, playing tennis, running and avoiding social media. “There’s so much negativity in the world that there’s nothing more cleansing than turning off the phone and getting back to nature, where it’s just you and the moment.” Needless to say, Cole enjoys plans to continue learning. Describing himself as a “genuinely curious guy,” his goal is to elevate the level of the average real estate agent, showing people that their agent provides so much value and service that clients don’t need to consider other agents.

To learn more about Cole Popper, visit har.com/cole-popper/agent_CPOPPER or go to his Facebook page, email cole@colepopper.com or call 281.772.7702 www.

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