TEXAS 11-5-18

TEXAS EDITION

COOPERATION, NOT COMPETITION,

6

THINGS ALL SUCCESSFUL NEGOTIATORS DO

CREATES MUTUAL SUCCESS FOR AGENTS

Creative Ways to Say

Thank You

FEATURED AGENTS

SHUBHRA BHATTACHARYA MARK BRADFORD SHAWN MANDERSCHEID NANCY MESSIHA COVER STORY

Cheryl Fowlkes

TEXAS EDITION

SHAWN MANDERSCHEID 9

CHERYL FOWLKES

How did Shawn Manderscheid become one tours of every listing. He then strat of the most respected real estate agents in selects the day of the23 week the pro 17 18 21 Greater Heights? For Shawn, real estate is listed and hosts an open house. “W Shubhra Bhattacharya, work- a house and had no clue as to on what to look andfor what literally in his blood. “ItFor was a family busiselling the for home top to dollar in in the real30estate a avoid and she guided us atone every way. looked ness. My mother was ining it for over yearsindustry was Mark period of the time.

WeShe position the pro Mark makes sure his Bradford became ofstep of Topclie A ® sell choice. outCounty, for our best interest along and even for the by tinymaking bits of work and I started in 1998,”natural he says.

HeWith nowa background it can After to immediately.” details stra Collin Texas’ top all Realtors Realty architecture, interior design thingsofshehis made sure to personally takeentire carehis of.team Our windows leads a team of four thatinprimarily serves the Shawn and team, his foundatio clients re because own disappointing of both and an LEED AP designation, needed some repairing which got delayed until after closing, Greater Heights area. Formerly with Coldexcellent service andl roofers, floo experience in real estate. Beforereceiving he contractors, true re transitioning intoteam her career as an and Shubhra followed through even after to ensure well Banker United, Shawn and his treated inclosing a respectful and the caring w got into the work business, Mark and clients more of one whatot was Metropolsmooth. Her talent for pending was taken care of.his She hasmy always been punctual moved to the Keller agent Williams wifeand bought and sold a home, and to thefor expertise tojobgio the potential very professional.

We could not have wished itan office, then to theirseeing new Heights officein properties Shawn andhave his team doa abetter great Lone found themselves at sea athrough they want.” given her historic a strong edge in this person to work with.

Shewithout followed on every query wedesign at 638 Heights Blvd, ahas remodeled taining on-going, lasting relat business, and already is one of the main had and“When responded information.

She“We helped compass. we with got adequate into that bungalow. This helped Shawn’s with their clients. areusfocused person SHUBHRA MARK BRADFORD MESSIHA reasons peoplebusiness choose to grow work and with her. we As she also invests findwhat the MANDERSCHEID exact type of house that weNANCY were looking for.” successful thrive—as a result, in 2017SHAWN Shawn better health andexplains. well-being of our clients in terms of the Sometimes that means pu process weren’t really sure to do,” Mark when in properties, sheAgent is ablefor to Keller give advice on property and offers came BHATTACHARYA was a Mega Williams. cial status. that agent end, we help in an expensive on-going ma not them the most o When they sold values their home in butTotheir their very best light.

Recogniz locations. “A lot of people who come to me find me through the As Shubhra looks towards the future, she is eager to expand clients move before they are ready to sell, we can help the wasn’t giving them the kind of information they needed. most about for my client internet about my background, so and it has helped her team the and property continue learning through property management Overafter half reading of his clients come from repeat referral they are better to sell.”

Sha among theprepared top tenthe real estate getting into right hou “There just wasn’t a ton ofbusiness. guidance As when it cameuntil togrows, listing, me What immensely,” sheclients explains.

Todayback she works withto RE/MAX her business shetoof will surely enjoy every keeps his coming and eager spread the classes. word touches base periodically update past clients about th tute Real Estate Profession wrote a review ‘M what was right for us.”

DFW Associates Texas,or serving the entire Dallas-Fort as she can’tand imagine doing else.

“Isaying, like about Shawn in to Plano, their friends and family?

“We provide a high minute level ofofit,their home, he hosts funanything client and friend gatherin her brokerage, Nancy is truly so much more money of Worth area.

Most of her business comes from referrals and to meet new people.

For me, it’s all about them.

Some of my of service and take care of our clients,” he says. Shawn and his office.

Mark and his wife decided they could do better, so they from the more expensive repeat clients. clients are now my best friends.” team are geographically-focused and know the area they serve Nancy her“Every illustrious right home.’” gave it a shot. six months later I Shawn’s had fourfavorite deals incredibly well. He’s renowned throughout the“About area for being able What’s partthe ofbegan the job? day is d “I think reason people come back to me and and refer as I’m an assistant to prominent to sellthe properties that were previously marketed and notissold.in“Inmy notice and even years, always learning,” he says. under my belt Ime turned to after my 20 previous my the quick time,listed detailed knowledge availability lastresponse year we’ve and sold 14 and ofand these houses,” Shawn that arise.

AndMark it’s just to sell home sales. was a greeter company decided I was going the fullchallenges time. Then I put isIfun looking tohouses builda on the phone,” Shubhra explains.

She to always makes sure to says.

This brought a lot of comfort distraught whoandpeople.”

To‘Hey, give back Shawn and his te been building his team ao another 18 deals homeowners under my belt realized, thisto isthe community, helped people with deciding be there for her clients, any“That’s time of another day, so they can count had been unable to atsell. specialty of ours.

We an annual recycling event that includes electronics, com he beams.

A new child, p my career.

I love it.’” that kind of thing.”

Since obt on her to guide them throughout the transaction.

Shubhra know how to help sellers who get ‘stuck’ and don’talso understand monitors, batteries and hard drives. They also take part is Night dedicated to fu onWhite her- Mark own, has comes from military family, familiar with the stresses why.”

Heaand his team are and alsoisdedicated to educating their clients Heights events such as LinenNancy and firml Light pics, and he’s deeply What made Mark so successful so quickly?

“My personandsoevents associated with moving.

“That has helped a lot, professional who can be co they can fully understand all the readily available data about the Heights and host events to help enrich the lives of invo com Society and will be work ality, my genuine honesty, my ability to give clients sound my real buyers and sellers always say that it is great I can relate estate market that can be challenging for a novice to interpret. members. In his free time, Shawn camping andans client’s bestloves interests front with what they are going through,” she says. They also“People telltime information,” Markcan says. me at it doesn’t breast cancer the lake.feel He’slike also passionate about sports cars. business is based onawareness repeat an count on her be team honesthave throughout the transaction, Shawn andtohis athey’re comprehensive process for with sellingthem. future, he wants to continue to grow both his team an enough for anyone, but M a client wheneven I’m They’re my number indicator of customer satisfa if itlistings. is not what theyhelps wantsellers to hear. am straightforward, ifI’msoworking He first to “I prepare theand home up if front that and healthy culture for the office.

“I’m learning every one priority, even with twelve or fifteen sales this year, and he’s w estate industry. “I specialize i a house is show bad, itwell. is bad.

I won’t sugarcoat things.”

But this it will This often includes staging. great be like a better hefor says. “I’m dedicated to hiring peo other people, I don’t“Aever letstager them feel I’m leader,” too busy area,” she says.their strengths so truthfulness is extremely beneficial to her clients.

She only makes all the difference andthem.” we have stagers we work with that putting them in a position that“As matches we do more transact wants what is best for them, and is not afraid to steer them in do a phenomenal job,” he says. To market the listings, he starts thrive.” Now those are worthy goals and ones that will be clients, I need to be able the with right the direction. highest level of professional photographs, as well as 3D community, team, and When clients!asked to account for wh

SHUBHRA BHATTACHARYA MARK BRADFORD

NA

CONTENTS

4) A STEP-BY-STEP GUIDE TO CONVERTING INTERNET LEADS TO REAL LIFE SALES

15) 6 THINGS ALL SUCCESSFUL NEGOTIATORS DO 19) THINKING OF LISTING? NINE WAYS TO GET READY

6) COOPERATION, NOT COMPETITION, CREATES MUTUAL SUCCESS FOR 22) WAYS SAY that level of a That personal touch has CREATIVE turned into the best marketingTO to maintain as they do and continue to re AGENTS After the transaction is over, Shubhra in buy. touchTHANK moneystays can’t “Ithrough had a client text me yesterday and say, me this far,” Mark says YOU

Phone

for a thing moment before replying monthly mailers, notes and client appreciation dinners.

Her ‘Hey, I’m out of your business cards, I need more’. He had that’s driving him e relational approach, as they opp clients always come first, evenalready after they’ve moved in or given out 50 of them! 95 percent of my clients are and making sure that sold their home, and that’s one reason she has experienced muses.

“I actually end up happy to refer me out or use me again.” a home they truly want tob continuous growth over the years. She has earned several clients.” Another factor is he awards and recognitions, including being a member of the also an interior decorator,” s 100% Club, Gold Club, Platinum Club, Texas - Top 500, and help my clients with staging, 888-461-3930 | Fax 310-751-7068 D Magazine Top Producer, among many others.

For more information about

tage.” Nancy, who owns her o

Shubhra Bhattacharya mag@topagentmagazine.com | www.topagentmagazine.com Her exceptional service has resulted in many glowing testioften goes by the nickname F

find more Shawn Manderscheid, - 773 call 214 call - 507 -281 3006 or - 0195 or monials. One recentTo buyer said,out “Shubhra has about been a pleasure “Live…Just No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Top AgentFancier!!!” for h to work with.This isShawn@RealEstateHouston.com. the first time we were looking to buy email You can also check him out online at email shubhrab@rmdfw.com tise isofenviable, Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy publishedand she utiliz His office is located Heights Blvd. professional photography and materials, Top Agent Magazine cannot RealEstateHouston.com. be held responsible for opinions expressed or facts supplied byat its638 authors.

Copyright Top Agent Magazine To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Copyright Topto Agent Ma works hard make s To find out more about Mark Bradford, Nancy visit his website at Bra Published in the U.S. http://

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ciates them. out to call him at 214 - 395 - 2999, or email him at Reaching Mark.Bradfo newsletters and video email Fancy Fridays which offers market trend information. “Ju Top Agent Magazine on in the industry at the time in,” she says. She also hos

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

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A Step-by-Step Guide to

Converting Internet Leads to Real Life Sales In the era of apps, instantaneous social platforms, and text messaging, it’s little surprise that the modern homebuyer begins his or her search for real estate representation online.

Even if you’ve got a top-notch website or an influential social media presence, how do you connect with web surfers who have yet to commit to the services you offer? Take a look below to learn a few key techniques to bridge the gap between digital interest and real-world sales.

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RESPONSIVENESS IS KEY Like it or not, our digital culture relishes immediacy and instant gratification. With that in mind, be sure to stay on top of online interest forms, e-mails, or newsletter signups. Don’t let an online lead go to waste by taking too long to engage and follow-up.

Things move fast, and it’s easy for potential clientele to forget which websites they’ve visited. Even if your lead isn’t ready to commit then and there, you demonstrate your

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Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION When online back-and-forth goes stale, communication drops off quickly. If you’re following up via e-mail, social media, or text, be sure to keep topics focused squarely on the potential client. Ask open-ended questions to give your lead the opportunity to loosen up and engage on a personal level. There’s no better way to cement a digital lead than to take a pointed interest in the specifics of their situation. Doing so transforms the impersonal invisibility of the internet into a true connection.

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when Top Agent Magazine

adding value to your follow-up technique: incorporate area promotions and access to local events, make a date for coffee, or offer a brief consultation free of charge to make the first move.

DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease.

Digital leads don’t have to be difficult to capture. The internet plays a powerful role in funneling modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.

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Cooperation, Not Competition, Creates

Mutual Success for Agents When people get along during a business transaction, everyone comes out happier. And in a service industry like real estate, agents have the power deliver that happiness. By working cooperatively, sharing advice and helping each other help clients, agents not only enhance their own reputations, but that of real estate in general.

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“Bring everyone together” Matt Kobelski, with Credentials Real Estate Group in Massachusetts, points out that providing good service involves more people than the party you’re representing. “I’m not afraid to bring together all the parties in a deal and say, ‘OK, let’s figure out a solution that works best

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Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem

for everyone,” he explains. “My goal is to avoid being adversarial.” Real estate, he believes, should always be a field in which each person can win. “It’s about working toward a mutual goal, shaking hands, and walking away happy that a seller sold, a buyer bought and everyone got what they wanted.”

But Is it that simple? Most agents have experienced the ways conflicting personalities and tension during a transaction can heat up even the most cordial relations. In reality, however, it’s more productive to let down your guard and work with others as a team than it is to allow stress and competition to preside. South Florida REALTOR® and broker associate, Risë V. Siegrist, for instance, has zero interest in competing with other agents. “It’s more important to be professional and associate with competent, caring people,” she says. By serving others with a cooperative spirit, experienced agents like Risë set an excellent example for emerging real estate stars. Risë hopes to be a model for the next generation of agents, training people who may one day become part of her team.

Risë’s position on cooperation inspires more reasons for nurturing relationships with other agents. Over the decades, many agents change brokerages several times. Who knows if that agent across the table will one day work at the Top Agent Magazine

same brokerage you do? Perhaps you’ll even have an opportunity to partner on an exciting, future transaction. Good relations keep doors open to endless possibilities.

Co-listing cooperation Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem. In fact, some agents cleverly capitalize on their collective attributes, rather than competing against one another. South Carolina REALTOR® Kimberly Pannit is a perfect example of the universal benefits of co-listings. Although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages.

This cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she shows how agents can improve client service while helping one another.

Kimberly’s cooperative approach began in her own neighborhood, where an agent friend from a different brokerage also lives. “Several years ago, I approached her because both of us were friends with our neighbors. I asked, ‘Why don’t we give our neighbors superior service and

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co-list together? We both love our area and are passionate about our jobs, the location and schools.’” She also didn’t want to make their mutual friends choose between them when they could work together. “I said, ‘Let’s give them amazing service together!’” With their brokers’ permission, two weeks later the agents co-listed their first home and put extra energy into ensuring uninterrupted client service.

Networking and “Co-opertition” When the ultimate goal is to match a client with the perfect home or create optimal terms of sale for a listings, networking with other agents can facilitate that ideal buyer-seller match.

Nashville REALTOR® and broker/owner Lisa Land embraced every opportunity to contribute meaningfully to the real estate industry and to her local market, even before building her own team. “Agents would frequently ask me for help or advice,” she says, noting that she shares, rather than guarding, the methods she uses to get through difficult or confusing transactions. “I was fortunate to have great mentors when I started in real estate, so I’m always

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willing to offer help, even to agents outside of The Luxe Collective.”

Meanwhile, on Cape Cod in Massachusetts, Janet Leigh Scott describes the climate between agents as relaxed and professional. “While the real estate market is highly competitive, we’re truly a ‘co-opertition’ market; agents work together and a have greater sense of community than you might experience in off-island brokerages,” Janet says. “If I have buyer coming into town, I’ll reach out to agents I’ve done transactions with to ask if they have anything coming up that might not be on the market yet.”

Even in hot, competitive L.A. real estate, independent agents such as Andrej Nagy of The Agency RE knows the importance of receiving and providing professional mentorship.

“My relationships with clients are extremely important,” he says. “But my relationships with agents on the other side of a deal are also important.” For REALTORS® like him, working smoothly with other agents is a privilege.

Doing so builds rewarding relationships while ensuring win-win transactions for everyone at the closing table.

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Cheryl Fowlkes

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Top Agent Cheryl Fowlkes primarily serves the Austin area, but she tends to venture out further than much of her competition because of her expertise selling ranches and land.

Cheryl Fowlkes Top Agent Cheryl Fowlkes - Owner/Broker at Superior Town & Country Realty in the Austin, Texas area – has spent the last thirteen years building an impressive reputation as a trustworthy real estate advisor. Cheryl’s focus on honesty, integrity and excellent customer service has translated into a successful business that continues to grow, year after year.

Cheryl began her journey in the world of real estate in 2005, following a twenty-six10 Copyright Top Agent Magazine

year career working in corporate America.

“I’d always been looking forward to changing careers, and doing something that would give me more freedom to work with the kind of people I’d prefer to work with, and to maintain the ethical values that I was raised with,” explains Cheryl. “One day, a friend of mine suggested we attend a real estate conference. I’d always been interested in homes and buildings and ranches and land, so I agreed. We loved it, and I saw that it would be a great opportunity for me.” Initially beginning her career in California, she and her family moved to the Austin area eleven years ago.

Though Cheryl primarily serves the Austin area, she tends to venture out further than much of her competition because of her Top Agent Magazine

expertise selling ranches and land. Overseeing a team of five equally dedicated agents, Cheryl can boast of having a business that is based eighty percent on repeat clients and referrals, a sure indicator that she is making her clients happy. “I think it has a lot to do with the relationships I build with my clients,” says Cheryl, when asked to account for that Top Agent Magazine

exceptional level of loyalty. “They’re more like family and friends than clients, really.”

If there is one thing that truly sets Cheryl apart from her peers, it would be the time she takes to make sure her buyers and sellers are fully educated about the transaction process. “It’s important to really help them 11 Copyright Top Agent Magazine

understand what they’re getting themselves into,” says Cheryl. “I walk them through it personally, and I’m there for them every single time they have a question.” She is also deeply committed to going the extra mile, even in the most difficult circumstances, as when a land sale was held up for a year following surveying issues. “Most people would have thrown their hands up in the air and walked away,” says Cheryl, “but Copyright Top Agent Magazine Copyright 12

we kept the buyer engaged; we kept them informed. I hand-walked my client through it and in the end it wound up being a very big success for them.”

Savvy, cutting-edge marketing has also played an important role in Cheryl’s success. Professional photography, videos, staging when needed, and high-tech Matter Port floor plans are all tools in her arsenal Top Agent Magazine

that she utilizes to great effect, making sure that her properties are always seen in their best light. Cheryl has also embraced technology, and to that end she utilizes five MLS systems, and employs social media strategies to ensure that her listings are seen by as many potential buyers as possible.

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Though the financial rewards of a career in real estate are not inconsiderable, when asked what she enjoys most about what she does, Cheryl points to the more personal side of the industry. “I really enjoy seeing the smiles on my client’s faces when they either get the home they want or they’ve been able to sell Copyright Top Agent Magazine 13

their home and move on to the next chapter in their lives,” she says.

Looking to the future, Cheryl’s plans are fairly straightforward: to continue growing her business, while sacrificing none of the

amazing customer service that has become her calling card. “I’m not looking to have a huge company,” says Cheryl. “I just want good, solid agents with good values, and I really want to always do what’s right for the clients.”

For more information about Cheryl Fowlkes, please call 512-749-8509 or email Cheryl@superiortownandcountry.com

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Top Agent Magazine

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

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

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

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

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

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

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

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

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

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

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

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SHUBHRA BHATTACHARYA For Shubhra Bhattacharya, working in the real estate industry was a natural choice. With a background in architecture, interior design and an LEED AP designation, transitioning into her career as an agent was smooth. Her talent for seeing the potential in properties has given her a strong edge in this business, and is one of the main reasons people choose to work with her. As she also invests in properties, she is able to give advice on property values and locations. “A lot of people who come to me find me through the internet after reading about my background, so it has helped me immensely,” she explains. Today she works with RE/MAX DFW Associates in Plano, Texas, serving the entire Dallas-Fort Worth area. Most of her business comes from referrals and repeat clients.

a house and had no clue as to what to look for and what to avoid and she guided us at every step of the way. She looked out for our best interest all along and even for the tiny bits of things she made sure to personally take care of. Our windows needed some repairing which got delayed until after closing, and Shubhra followed through even after closing to ensure the pending work was taken care of. She has always been punctual and very professional. We could not have wished for a better person to work with. She followed through on every query we had and responded with adequate information. She helped us find the exact type of house that we were looking for.”

As Shubhra looks towards the future, she is eager to expand her team and continue learning through property management classes. As her business grows, she will surely enjoy every minute of it, as she can’t imagine doing anything else. “I like to meet new people. For me, it’s all about them. Some of my clients are now my best friends.”

“I think the reason people come back to me and refer me is my quick response time, detailed knowledge and availability on the phone,” Shubhra explains. She always makes sure to be there for her clients, at any time of day, so they can count on her to guide them throughout the transaction. Shubhra also comes from a military family, and is familiar with the stresses and events associated with moving. “That has helped a lot, my buyers and sellers always say that it is great I can relate with what they are going through,” she says. They can also count on her to be honest throughout the transaction, even if it is not what they want to hear. “I am straightforward, if a house is bad, it is bad. I won’t sugarcoat things.” But this truthfulness is extremely beneficial to her clients. She only wants what is best for them, and is not afraid to steer them in the right direction.

After the transaction is over, Shubhra stays in touch through monthly mailers, notes and client appreciation dinners. Her clients always come first, even after they’ve moved in or sold their home, and that’s one reason she has experienced continuous growth over the years. She has earned several awards and recognitions, including being a member of the 100% Club, Gold Club, Platinum Club, Texas - Top 500, and D Magazine Top Producer, among many others.

Her exceptional service has resulted in many glowing testimonials. One recent buyer said, “Shubhra has been a pleasure to work with.This is the first time we were looking to buy Top Agent Magazine

For more information about Shubhra Bhattacharya call 214 - 507 - 3006 or email shubhrab@rmdfw.com Copyright Top Agent Magazine 17

MARK BRADFORD Mark Bradford became one of Collin County, Texas’ top Realtors® because of his own disappointing experience in real estate. Before he got into the business, Mark and his wife bought and sold a home, and found themselves at sea without a compass. “When we got into that process we weren’t really sure what to do,” Mark explains.

When they sold their home offers came in but their agent wasn’t giving them the kind of information they needed.

“There just wasn’t a ton of guidance when it came to listing, or what was right for us.”

Mark and his wife decided they could do better, so they gave it a shot. “About six months later I had four deals under my belt and I turned in my notice to my previous company and decided I was going full time. Then I put another 18 deals under my belt and realized, ‘Hey, this is my career. I love it.’”

What made Mark so successful so quickly? “My personality, my genuine honesty, my ability to give clients sound information,” Mark says. “People tell me it doesn’t feel like they’re a client when I’m with them. They’re my number one priority, and even if I’m working with twelve or fifteen other people, I don’t ever let them feel like I’m too busy for them.”

That personal touch has turned into the best marketing money can’t buy. “I had a client text me yesterday and say, ‘Hey, I’m out of your business cards, I need more’. He had already given out 50 of them! 95 percent of my clients are happy to refer me out or use me again.”

Mark makes sure his clients are covered when it comes to details by making strategic partnerships. “Having an entire team of foundation companies, lenders, general contractors, roofers, flooring experts, allows me to give my clients more of what they may need. And it allows me to have the expertise to give them the advice and guidance they want.”

Sometimes that means putting people into the right house, not the most expensive one. “My passion - what I care most about for my clients - is to make sure that they’re getting into the right house for them. One of my clients wrote a review saying, ‘Mark had the opportunity to make so much more money off of us and he steered us away from the more expensive houses to make sure that we had the right home.’”

Mark is looking to build his team at work, because he’s been building his team at home. “We just had a baby!” he beams. A new child, plus his community involvement - Mark is dedicated to fundraising for the Special Olympics, and he’s deeply involved with the American Cancer Society and will be working the “Real Men Wear Pink” breast cancer awareness campaign this year - would be enough for anyone, but Mark is also looking to crest 50 sales this year, and he’s well on his way.

“As we do more transactions, in order to better help my clients, I need to be able to bring in more team members to maintain that level of attention and service that’s gotten me this far,” Mark says. Because after all, there’s one thing that’s driving him every day. “I love helping people and making sure that they’re happy. I want to get them into a home they truly want to live in.”

To find out more about Mark Bradford, visit his website at BradfordHomesNTX.com, call him at 214 - 395 - 2999, or email him at Mark.Bradford@cbdfw.com http://

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Thinking of Listing?

Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home.

With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved.

Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time.

1. Inspection: The last thing a seller or buyer wants is a surprise at

inspection. That’s why a complete inspection before listing is so valuable.

Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time.

2. De-Clutter: Take a little time to pack away surplus furniture items and

extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing.

3. Paint: Whole-house painting is likely not necessary, but consider touching

up baseboard moldings and doorways and open wall spaces in high-use areas Top Agent Magazine

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such as bathrooms, the office, family room and indoor recreation spaces.

Also consider a little varnish on the front door or banister.

4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a

Top Agent to do so. Buyers should be able to picture themselves living in your home. While your Top Agent may not advise you to appear generic, you’ll likely need to thin out any shrine-like displays to family, hobbies or cultural interests.

5. Deep-Clean Housekeeping: After you’ve de-cluttered and touched up

the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings.

6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.

Because the cleaners will be moving furniture anyway, ask them stretch and tighten any buckled areas of carpeting. Doing so now saves the trouble of having to credit your buyer for this following final walk-through. Also consider removing small area rugs to let the beauty of your hardwood floors shine.

7. Look at the Loo: Buyers may not notice a brand-new toilet seat, but they

will turn up their noses at the one with the broken hinges. Freshly replaced toilet seats, faucets or doorknobs in heavily trafficked bathrooms can go a long way in first impressions.

8. “Mow & Blow”: Consider buyers as guests you want to feel welcome

as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things.

9. Staging: Once you’ve selected a staging professional for the finishing

touches, ask them and your Top Agent for final recommendations on day-today upkeep, storage options and what-to-do (or what not to do) while your house is on the market.

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Top Agent Magazine

SHAWN MANDERSCHEID How did Shawn Manderscheid become one of the most respected real estate agents in Greater Heights? For Shawn, real estate is literally in his blood. “It was a family business. My mother was in it for over 30 years and I started in 1998,” he says. He now leads a team of four that primarily serves the Greater Heights area. Formerly with Coldwell Banker United, Shawn and his team moved to the Keller Williams Metropolitan office, then to their new Heights office at 638 Heights Blvd, a remodeled historic bungalow. This helped Shawn’s already successful business to grow and thrive—as a result, in 2017 Shawn was a Mega Agent for Keller Williams.

Over half of his clients come from repeat and referral business.

What keeps his clients coming back and eager to spread the word about Shawn to their friends and family? “We provide a high level of service and take care of our clients,” he says. Shawn and his team are geographically-focused and know the area they serve incredibly well. He’s renowned throughout the area for being able to sell properties that were previously marketed and not sold. “In the last year we’ve listed and sold 14 of these houses,” Shawn says. This brought a lot of comfort to distraught homeowners who had been unable to sell. “That’s another specialty of ours. We know how to help sellers who get ‘stuck’ and don’t understand why.” He and his team are also dedicated to educating their clients so they can fully understand all the readily available data about the real estate market that can be challenging for a novice to interpret.

Shawn and his team have a comprehensive process for selling listings. He first helps sellers to prepare the home up front so that it will show well. This often includes staging. “A great stager makes all the difference and we have stagers we work with that do a phenomenal job,” he says. To market the listings, he starts with the highest level of professional photographs, as well as 3D

tours of every listing. He then strategically selects the day of the week the property is listed and hosts an open house. “We focus on selling the home for top dollar in a short period of time. We position the property so it can sell immediately.” After working with Shawn and his team, his clients remember receiving excellent service and being treated in a respectful and caring way.

Shawn and his team do a great job of maintaining on-going, lasting relationships with their clients. “We are focused on the better health and well-being of our clients in terms of their financial status. To that end, we help them in an on-going manner. If clients move before they are ready to sell, we can help them lease the property until they are better prepared to sell.” Shawn also touches base periodically to update past clients about the value of their home, and he hosts fun client and friend gatherings at his office.

What’s Shawn’s favorite part of the job? “Every day is different and even after 20 years, I’m always learning,” he says. “I love the challenges that arise. And it’s just fun to sell houses and help people.” To give back to the community, Shawn and his team host an annual recycling event that includes electronics, computers, monitors, batteries and hard drives. They also take part in local Heights events such as White Linen Night and Lights in the Heights and host events to help enrich the lives of community members. In his free time, Shawn loves camping and spending time at the lake. He’s also passionate about sports cars. For the future, he wants to continue to grow both his team and a fun and healthy culture for the office. “I’m learning every day to be a better leader,” he says. “I’m dedicated to hiring people and putting them in a position that matches their strengths so they can thrive.” Now those are worthy goals and ones that will benefit his community, team, and clients!

To find out more about Shawn Manderscheid, call 281 - 773 - 0195 or email Shawn@RealEstateHouston.com. You can also check him out online at RealEstateHouston.com. His office is located at 638 Heights Blvd.

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Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

Top Agent Magazine

NANCY MESSIHA — ALSO KNOWN AS FANCY NANCY! Top Agent Nancy Messiha of Luxe Living Realty in Dallas, Texas. Nancy approaches both life and her career with passion. A true renaissance woman, Nancy is not only one of the most respected Realtors in the Lone Star state, but she is also a talented designer who uses that artistic side of her personality to benefit her many clients when it comes to presenting her listings in their very best light. Recognized in 2016, 2017 and 2017 as being among the top ten real estate professionals by the American Institute of Real Estate Professionals, as well as Top Producer within her brokerage, Nancy is truly a force to be reckoned with.

Nancy began her illustrious career in real estate back in 2003, as an assistant to prominent local builder. “I got started in new home sales. I was a greeter at a model home,” she recalls, “and helped people with deciding on floor plans and writing contracts, that kind of thing.” Since obtaining her license and venturing out on her own, Nancy has firmly established herself as a real estate professional who can be consistently trusted to put her many client’s best interests front and center. In fact, the majority of her business is based on repeat and referred clients, perhaps the surest indicator of customer satisfaction in the highly-competitive real estate industry. “I specialize in people, rather than a geographical area,” she says.

ever used and by far and away the best. In terms of communication, professionalism, knowledge and getting the best price - she is the gold standard. You will never regret the decision to choose #FancyNancy.”

“I just love helping people,” enthuses Nancy, when asked what she enjoys most about her chosen profession. “It can be so fulfilling when you help someone achieve something they never thought they could. I also love helping single women. It makes me so happy because they’re doing it on their own. That is so rewarding.”

When she’s not working, Nancy is a self-professed travel addict, who expresses gratitude to have been able to visit a large number of other countries. “It’s my favorite thing,” she says. She is also, she says, obsessed with her dog Sasha, and is a huge foodie who loves trying new restaurants.

Nancy, who also holds a broker’s license, plans to someday open her own brokerage. Until then, her main goal for the future is to continue to grow her already thriving business and to refine the already top-notch customer service that has become synonymous with her name.

When asked to account for why her clients appreciate her as much as they do and continue to return to her, Nancy grows thoughtful for a moment before replying. “I think it’s because I have a very relational approach, as opposed to a transactional one,” she muses. “I actually end up becoming friends with most of my clients.” Another factor is her design acumen, she believes. “I’m also an interior decorator,” she explains, “so I’m able to really help my clients with staging, which really gives them an advantage.” Nancy, who owns her own design company, Fancy Designs, often goes by the nickname Fancy Nancy, and utilizes the tagline “Live…Just Fancier!!!” for her business. Her marketing expertise is enviable, and she utilizes staging when needed, as well as professional photography and video.

Nancy works hard to make sure her clients know that she appreciates them. Reaching out to them on a continuous basis through newsletters and video emails, she also does a segment called Fancy Fridays which offers real estate tips, design tricks and market trend information. “Just pretty much anything that’s going on in the industry at the time that my clients might be interested in,” she says. She also hosts thrice-yearly client appreciation events. That appreciation is clearly reciprocated, if the multitude of glowing reviews she has received on Zillow.com are any indication. Reads just one of many: “Nancy was the first Realtor I Top Agent Magazine

For more information about Nancy Messiha, please call 909 - 268 - 5238 or email nancy@luxeliving-realty.com Copyright Top Agent Magazine 23

mailto:mag@topagentmagazine.com

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