TEXAS 12-13-21

TEXAS EDITION

EMOTIONAL FLUENCY: HOW TO COMMUNICATE WITH CLIENTS WHEN TENSIONS ARE HIGH

5 WAYS TO TRANSFORM

RENTERS INTO OWNERS 5 THINGS YOU CAN DO TO ACHIEVE YOUR BIGGEST GOALS

FEATURED AGENTS

TERESA HILL DIEGO VILLARREAL COVER STORY

CHRIS PHAN

TEXAS EDITION

TERESA HILL Teresa Hill started her real estate career 14 years ago. She needed to 9 find work to provide for herself and her daughter, and found the real estate industry fascinating.

Taking a leap of faith, she plunged headfirst into life as a full-time Realtor in the Dallas-Fort Worth area and never looked back. Through excellent communication and deep familiarity with her local market, Teresa has built an extensive network of fellow agents and past clients, and her already impressive business is only growing as time goes on.

CHRIS PHAN

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TERESA HILL

Through her transparency and generosity towards her clients, Teresa provides an unparalleled quality of customer service to each of her clients. She is a straight shooter who keeps herself available to answer questions for clients as they come up, and she makes a point to set realistic expectations for her clients to ensure a successful transaction experience. “I come to each client with 4) 5 THINGS YOU complete honesty,” Teresa says.CAN “Everything I tell them is the truth as I see it, and I treat their decisions as if I DO TO ACHIEVE YOUR was the one making them.” Clients love her personal BIGGEST GOALS approach, proven by the fact that she gets more than 80% of her business from referrals and repeat clients, and Teresa is proud to conduct business with many sec6) THEIR REALTOR® ond BE generation clients.

When it comes to her listings, Teresa 23She advertakes her marketing seriously. tises heavily over social media and uses professional photography, Matterport 3D Before he bec tours, and drone footage to highlight the Diego Villa strengths of each property. Most imporyears tantly, Teresa knows the significance of as a mo staging in attracting buyers, and makes experience t sure each home looks its best before it gives hits the market. Teresa closes around 65 him a l transactions per year, and looks forward comes to h to maintaining that level of productivity achieve thei as her career progresses.

DIEGO V

DIEGO VILLARREAL

homeownersh

In her free time, Teresa enjoys spending time with her to the real es dogs (she is a huge animal lover) and traveling with wanted her family - she is industry remarried asbecause of the lastI five years, the oppor and loves spendingmore time with her husband, children time with my clients, either and grandchildren. She also used to be in the National forRelocation that dream home or assisti Charity League and search is a Military Professional who offers discounts andtheir additional services ready to veter-to sell. I l ting property EMOTIONAL ans,15) first responders, and teachersFLUENCY: as a way of saying personal relationship thank you for their For the future, Teresawith hopesmy clients HOW TOservice.

COMMUNICATE to work toward herexperience goal of gettingI’ve 100%gained of her busiover 10 year CLIENTS nessWITH from repeats and referralsWHEN while continuing to meet try to make sure they get the best p every one of her clients’ needs.HIGH If you’re looking for an TENSIONS ARE on their agent in the Dallas-Fort Worthinvestment.” area who is honest and hard-working, look no further than Teresa Hill!

CONTENTS

FOR LIFE: HOW TO BUILD Teresa was born and raised in the Dallas-Fort Worth Aarea, RELATIONSHIP WITH and is intimately familiar with its market trends, landscape, and history.

She loves YOUR CLIENTS THAT showing WILLpeople the place where she grew up and still calls home, and is LAST Aadequately LIFETIME more than informed enough to help clients

CHRIS PHAN

20) 5 WAYS TODiego TRANSFORM Today represents clients acr RENTERS Texas INTOarea OWNERS with AMX Realty, inc

Frisco, Allen, Van Alstyne, and Mel a very successful business, averagi lion in sales volume a year, with an percent of those transactions comin clients and referrals. Diego has wo to earn that loyalty and trust.

make the best possible decisions for themselves and their families. “I’m a big people-person, and I love helping people find their place here,” Teresa says. “I’ve lived here my whole life, and my network of people Phone | Fax 310-734-1440 allows 310-734-1440 me to give great recommendations for contractors around town.”

Teresa lives an active lifestyle - she mag@topagentmagazine.com | www.topagentmagazine.com Contact Teresa at (817) 688-3450 or loves the opportunity to interact with so many people No portion of this issue may be reproduced in any manner whatsoever without prior consent of theand publisher.

Topwebsite Agent teresa@teresahillteam.com, visit her every day, and helping them navigate contracts brings “I make sure people can reach Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published at teresahillteam.com for more information. her great personal fulfilment.

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materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts its authors. theysupplied do, I’llbybe there with them every To subscribe or change address, send inquiry to mag@topagentmagazine.com. throughout I’m also very c Copyrightthe Top process.

Agent Magazine Published in the U.S. www.

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I keep my clients up-to-date on ever and I always offer clients my honest o Top Agent Magazine it’s what they want to hear or not. My g close a transaction. It’s about helping m

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

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success. Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and con4

sideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC

Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific

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Your plan of action should include daily, weekly, monthly and yearly goals. goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE

Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one.

Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING

Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially Top Agent Magazine

important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways.

Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE

This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know. Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO

You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it. Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation.

Sticking to a plan everyday means adjusting it accordingly.

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Be Their REALTOR® for Life: How to Build a Relationship with Your Clients That Will Last a Lifetime In the world of real estate, an agent’s relationship with their clients can make or break their career. This industry revolves around working well with people, and being able to develop a strong relationship with your clients is the foundation that you business is based upon.

Just like with a house, if that foundation is weak, the rest of the structure is also going to be unsteady and fragile. The mark of a good REALTOR® is their ability to build up a good referral network and following of loyal clients. This isn’t something that just happens by accident. Building healthy, strong relationships with your clients takes work and knowing how to gain another person’s trust, respect, and friendship. Here are some ways to make sure you are building the right kind of relationship with your clients.

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1. Use Your Friendliness and Optimism to Win Them Over: No one wants a pushy, overly confident salesperson for a REALTOR®. Clients are much more inclined to put their trust in the hands of someone who is friendly when it comes to one of the biggest financial transactions of their lives. A pleasant, outgoing disposition will win you more clients as well as friends. You want to establish rapport in the first few minutes of first meeting prospective clients. Rather than starting with business right off the bat, begin your meeting with some small talk such as similar interests, hobbies, and family life. This will immediately help to put your clients at ease, and show that you are not simply trying to “sell” them something.

People also respond well to optimism. During what can be a very stressful time, clients need someone to help them stay positive when a situation looks difficult and challenging. Optimism also tends to radiate charisma, and people want to be around and do business with charismatic people. You want to learn how to understand, motivate, and inspire people.

2. Be an Inquisitive Learner and an Empathetic Listener:

On the other side of this coin is knowing how to listen empathetically. Empathy involves actually putting yourself or your mind in their shoes so you can genuinely understand their concerns, needs, and opinions. That understanding and empathy is then reflected in your conversation with that client. Your clients want to know that you care about their situation, and that they’re not just another sale for you to make. People are much more willing to put their trust in you when they can sense that you are actually making an effort to feel what they feel in order to understand their situation.

Showing your interest through questions, and then thoughtfully listening goes a long way towards gaining trust. Showing empathy and acknowledging the feelings and emotions involved in your clients situation helps build a relationship founded on genuine care and trust.

3. Watch for Nonverbal Clues:

Don’t be afraid to show your curiosity and ask your clients a lot of questions. Some of these questions may even be difficult and uncomfortable. You want to discover and learn as much as you can about your client. Don’t make the mistake of jumping straight into the role of the know-it-all. Every different client has unique needs, so you want to learn as much as you can about their specific situation before trying to propose a solution. You want to uncover their primary motive for buying or selling, and flush Top Agent Magazine

out any potential concerns they might have.

After you’ve gained as much information as possible, you can then gauge their interest in your possible solutions by asking “what if” questions. Being inquisitive also demonstrates to your clients that you are genuinely interested and invested in their situation.

Most communication happens nonverbally, so knowing how to interpret your client’s body language can be incredibly helpful. Here are a few things to pay special attention to: Eye contact: Be careful with the level of eye contact you use with clients when first meeting.

Too much and too little eye contact can send the wrong impression. You want to try and maintain eye contact around 70 percent of the time. That is the amount that most people are comfortable with. Pay attention to your client’s level of eye

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contact to determine how comfortable they are.

When someone avoids eye contact that could mean they are not engaged in the conversation.

A good way to quickly build a feeling of rapport when first meeting clients is to make eye contact when you first meet them and then start nodding yes to what they’re saying. If the client reciprocates the eye contact and nodding, you’ve established a connection.

4. Prove your honesty and credibility:

Choose the right handshake for each client: One handshake does not fit all people, and that first handshake can be crucial to making a good first impression. The way to do a good handshake for each client is to try and mirror the other person’s handshake in strength, keep your shoulders aligned as you are preferably standing when you shake hands. While you shake your client’s hand make sure you make eye contact and give them a sincere smile.

Showing a little weakness can actually be to your advantage in this situation, and will actually make others more inclined view you as honest. You don’t want to come across as too good to be true. When revealing this weakness, however, the key to coming out on top is turning what sounds like a weakness into a strength. For example, your service may be more expensive, but that’s because you offer more personalized and extra services than your competitors.

Honesty and integrity are the two traits that 98 percent of buyers and sellers report are qualities they consider “very important”. The thing is you can say you have these traits all you want on your website, bio, etc., but trust has to be earned, and the only way to do this is to prove your credibility.

Here are a few tips for how to sound more credible:

When you talk to your clients avoid using filler words such as “um” and “uh”, which can decrease your credibility. You also want to watch the tone of your voice. People tend to translate a deeper tone as sounding more credible.

You want to develop a relationship to last a lifetime when interacting with your clients. There are many things you can do to accomplish this, and using these tips can take you from getting just a few referrals and repeat customers to gaining a loyal client following. Taking the little extra time to make sure you are projecting the right attitude and making sure that you are doing things to gain your client’s trust can make a world of difference for your business.

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CHRIS PHAN Top Agent Magazine

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Top Agent Chris Phan is the Founder of Truss Real Estate, where he supervises an elite team to serve clients throughout Houston’s Inner Loop and the surrounding areas.

Chris Phan has always had the spirit of entrepreneurship. At 21 years old, he began managing his mother’s liquor store. She, as a young business owner herself, taught Chris that not everyone’s path in life travels a conventional route.

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Chris would go on to trade currency for a Wall Street based company where he met a senior trader transitioning into the mortgage business. This would mark the beginning of a new path into a career in real estate. During his 14-year tenure as Top Agent Magazine

Oracle City Homes

a mortgage banker, Chris would learn invaluable skill sets from two influential mortgage brokers that would help him not only stand out amongst others within the mortgage industry but would prove itself invaluable within real estate. One taught him about financing non-warrantable condos and working with builders on their projects; while the other taught him cost-effective borrowing and mortgage planning. He would go on to become the preferred lender for condo projects, work alongside renown companies as Post Top Agent Magazine

Properties, Tramell Crow, and Caspian Homes, and also train over 60 agents for a local RE/MAX office inside the Galleria as their in-house preferred lender. Today, Chris is the Founder of Truss Real Estate, where he mentors an elite team of agents to serve clients throughout Houston’s Inner Loop and the surrounding areas.

Combining his mortgage banking background with his in-depth knowledge of the local market and unique HGTV style of marketing, he has established a customized workflow to meet the needs of 11

any buyer, seller, or builder.

When selling a property, Chris is there for his clients from start to finish. After helping them fully prepare their home for the market and providing a suite of standout professional photography and videography services, he shares their listing via a blend of targeted digital and social media campaigns which maximizes their exposure in the market. More than anything, he is a steadfast advocate for his clients, negotiating through strategies on their behalf. “In any transaction, there’s always leverage—it’s just a question of who has it,” he says. “Along with my team, I know how to create leverage for my clients,

when to use it, and most importantly, how to get it back in every facet.”

Chris is just as communicative when assisting his buyers, leaning on his extensive background in mortgages to guide them through this process. “Rather than referring my clients to a lender right away, I can directly help answer any questions, help them structure and understand cost effective borrowing and their purchasing power, as well as the financial benefits from being a homeowner. After all, there’s no such thing as a one-size-fits-all mortgage for every buyer; you need to understand the intricacies of each client’s financial needs to find the right mortgage structure.”

Sun Collective Design Group 12

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project within a few months of its construction. Ultimately, this expedites the process and offers them flexibility in the market.

Through the years, he has earned a stellar reputation throughout Texas, with the vast majority of his volume coming from repeat clients and referrals.

Vecino Homes

Outside his career, Chris is dedicated to his community. Alongside the rest of his team, he hosts various events throughout the holiday season, including an upcoming Thanksgiving turkey run. Meanwhile, the Truss Real

Alongside residential real estate, Chris is also an exclusive Realtor® for many prominent builders in the Greater Houston area. “Prep work is key when creating a product that will outsell the rest.” He has sold out numerous projects well before completion for many of his builders by providing guidance and advice in the preliminary phases. He has a design team that evaluates attractive and cost-effective selections and creates mood boards and renders for each builder. He creates video content that helps each brand stand out amongst competitors. He also identifies off-market lots and on the finance side, he’s teamed up with an area portfolio bank that helps his builders pull their initial capital from a Top Agent Magazine

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Blackstone Construction, INC.

Estate team participates in local outreach projects throughout the year, including back-to-school drives and donations during the Christmas season for children in need.

As for the future, Chris has a strong vision for his team. Having personally completed over $20 million in sales volume in 2020 alone, he looks forward to scaling his model of service and

expertise with his up-and-coming agents.

“There’s a crucial difference between a value agent and a service agent,” he says.

“When agents first step into this business, they just want to do what’s in their client’s best interests through service tasks—and there’s nothing wrong with that. But you also want to provide value.

We’re not here to make you buy a house; We’re here to make sure you don’t buy the wrong one. That matters most.”

To learn more about Chris Phan email chris@trusstx.com, visit trusstx.com or call (832) 640-7900. www.

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Emotional Fluency:

How to Communicate with Clients When Tensions are High Managing emotions, expectations, and personalities are central to a successful real estate career. After all, this is a business based on relationships and interpersonal communication. Likewise, real estate is built on one of life’s central milestones—homeownership. This means that stress, disappointment, excitement, and competition are inherently Top Agent Magazine

involved in the process. As an agent, you take on the real estate world every day, but most of your clients aren’t well-versed in the norms of the industry and are likely riding an emotional roller coaster throughout.

Acknowledging this, how do you steer the ship when emotions and tensions are running high?

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For starters, it’s not always intuitive. Just like you add tools to your arsenal when it comes to marketing, social media, or lead generation, you also have to add emotional tools to your repertoire. Here are a few ways to diffuse tense situations and keep clients on an even keel—even during the ups and downs of the transactional process.

Create realistic expectations from the outset and reinforce them as you go As a seasoned agent, some aspects of the industry may seem run of the mill to you, but may come as a shock to your clients. That’s

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why communicating expectations from the beginning can help create reasonable touchpoints in the minds of your clients. In addition to talking through the steps of the transactional process with your clients, consider writing out a checklist or compiling a buyer’s guide that can serve as a resource for them throughout. Think of it like a security blanket, but one that’s built by facts, figures, and anecdotal experience. If you paint a clear picture of what to expect, clients are less likely to be taken by the surprise and react impulsively as a result. What’s more, reinforce next steps, expectations, and possible outcomes as you go. If your client is left to wonder or guess at what’s ahead or

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what will happen, they will either envision the worst-case scenario and panic, or they’ll misjudge the next step and be disappointed or left anxious as a result. Minimize surprises by communicating regularly, clearly, and with all options on the table.

When unveiling a problem, come to clients with potential solutions in hand Any agent worth his or her salt knows that bumps in the road are likely to occur along the way. You can’t promise a transaction free of stress or unforeseen issues, but you can minimize the ensuing stress by preparing you client in advance for any potential problems, and by addressing any problems

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clearly and with solutions already in hand.

Clients are likely to become agitated if a problem arises and they can’t understand why or what it means. That’s why slowing it down, talking it through, and offering potential avenues for recourse can quell fears and remind clients why they chose you to facilitate the transactional process. This means you’ll have to vigilant, proactive, and on the ball. Of course, it’s much easier to be an agent when everything is going great and flowing naturally. It’s when things take an unexpected or negative turn that true talent is really tested. Accordingly, show your clients that you are confident and in control by remaining adaptable, communicative, and clear in your problem-solving approach.

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Never underestimate the power of listening As an agent, you are probably well-versed in putting out fires and sourcing solutions. Sometimes, however, clients are really looking to you as a confidante and a listening ear. You’d be surprised how much nervousness you can resolve by simply offering a listening ear and offering reassurance. Sometimes it’s not about providing a band-aid or a practical solution; oftentimes, it’s all about listening. Clients need to feel like they’re being heard, even if you’ve heard it all before. By listening to their fears, acknowledging their perspective, and reiterating their goals—you display your empathy and understanding, which is often just what a client 18

needs to feel better. In other words, you don’t have to break out the graphs and data each time a client airs his or her insecurity. First, slow down, listen, and interact on a personal level. You may stop an emotional upheaval in its tracks simply by putting your listening cap on.

Not all clients are alike. Some will require a little more hand-holding than others, but it’s your job to put yourself in their perspective, recognize the milestone at hand, and managing the personalities you’re working with. The next time you feel frustrated by a client’s unpredictable emotional energy, keep these insights in mind as you diffuse the situation, steer them to a place of comfort, and fortify your interpersonal skillset in the process.

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TERESA HILL Teresa Hill started her real estate career 14 years ago. She needed to find work to provide for herself and her daughter, and found the real estate industry fascinating.

Taking a leap of faith, she plunged headfirst into life as a full-time Realtor in the Dallas-Fort Worth area and never looked back. Through excellent communication and deep familiarity with her local market, Teresa has built an extensive network of fellow agents and past clients, and her already impressive business is only growing as time goes on.

When it comes to her listings, Teresa takes her marketing seriously. She advertises heavily over social media and uses professional photography, Matterport 3D tours, and drone footage to highlight the strengths of each property. Most importantly, Teresa knows the significance of staging in attracting buyers, and makes sure each home looks its best before it hits the market. Teresa closes around 65 transactions per year, and looks forward to maintaining that level of productivity as her career progresses.

Through her transparency and generosity towards her clients, Teresa provides an unparalleled quality of customer service to each of her clients. She is a straight shooter who keeps herself available to answer questions for clients as they come up, and she makes a point to set realistic expectations for her clients to ensure a successful transaction experience. “I come to each client with complete honesty,” Teresa says. “Everything I tell them is the truth as I see it, and I treat their decisions as if I was the one making them.” Clients love her personal approach, proven by the fact that she gets more than 80% of her business from referrals and repeat clients, and Teresa is proud to conduct business with many second generation clients.

In her free time, Teresa enjoys spending time with her dogs (she is a huge animal lover) and traveling with her family - she is remarried as of the last five years, and loves spending time with her husband, children and grandchildren. She also used to be in the National Charity League and is a Military Relocation Professional who offers discounts and additional services to veterans, first responders, and teachers as a way of saying thank you for their service. For the future, Teresa hopes to work toward her goal of getting 100% of her business from repeats and referrals while continuing to meet every one of her clients’ needs. If you’re looking for an agent in the Dallas-Fort Worth area who is honest and hard-working, look no further than Teresa Hill!

Teresa was born and raised in the Dallas-Fort Worth area, and is intimately familiar with its market trends, landscape, and history. She loves showing people the place where she grew up and still calls home, and is more than adequately informed enough to help clients make the best possible decisions for themselves and their families. “I’m a big people-person, and I love helping people find their place here,” Teresa says. “I’ve lived here my whole life, and my network of people allows me to give great recommendations for contractors around town.” Teresa lives an active lifestyle - she loves the opportunity to interact with so many people every day, and helping them navigate contracts brings her great personal fulfilment.

Contact Teresa at (817) 688-3450 or teresa@teresahillteam.com, and visit her website at teresahillteam.com for more information.

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5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 20

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

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

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Show renters that purchasing a home isn’t impossible

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

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

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

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Collaborate with mortgage professionals to find the right financing opportunities

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

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

That’s where your expertise as an agent comes Top Agent Magazine

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

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

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

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

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Paint the big picture

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

Rents rise, families grow, and retirement looms.

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

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

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

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

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DIEGO VILLARREAL Before he became a Realtor®, Diego Villarreal spent 5 years as a mortgage lender, experience that definitely gives him a leg up when it comes to helping clients achieve their dreams of homeownership. “I switched to the real estate side of the industry because I wanted the opportunity to spend more time with my clients, either helping them search for that dream home or assisting them in getting their property ready to sell. I love building a personal relationship with my clients, and using the experience I’ve gained over 10 years in the industry to make sure they get the best price and terms on their investment.”

Today Diego represents clients across the North Texas area with AMX Realty, including Plano, Frisco, Allen, Van Alstyne, and Melissa. He’s built a very successful business, averaging $8-10 million in sales volume a year, with an impressive 80 percent of those transactions coming from repeat clients and referrals. Diego has worked very hard to earn that loyalty and trust.

“I make sure people can reach me very easily. Once they do, I’ll be there with them every step of the way throughout the process. I’m also very communicative.

I keep my clients up-to-date on every development, and I always offer clients my honest opinion, whether it’s what they want to hear or not. My goal isn’t just to close a transaction. It’s about helping my clients make good decisions, and ensure they get the best value.”

Diego advises his sellers on how to prepare and stage their property to draw maximum interest from contemporary buyers. He creates professional photographs of each property, which are then used to market the listing to the MLS and all of the dedicated real estate websites like Zillow, Trulia, and Realtor.com. But Diego isn’t about just posting a listing and sitting back to wait for the phone to ring. He calls residents in the area of the listing to alert them and their friends of the upcoming opportunity. He also reaches out to the agents and potential buyers within his sphere.

His relationship with his clients doesn’t end at the closing table. Diego reaches out frequently with calls or texts or cards on special occasions. He also publishes a newsletter that is full of tips for homeowners, as well as updates on the current market.

When he’s not working, Diego is alert for opportunities to serve in his neighborhood and the broader community of Plano, often coordinating efforts with his fellow residents and the Chamber of Commerce. A sports fan, he also enjoys coaching a flag football team. He loves spending time with his family, and keeps busy with his list of home improvements.

As for the future of his business, Diego plans to keep building his brand, while always increasing his knowledge of his industry and craft. In the near future he wants to begin putting together a small team, mentoring a couple of new agents to show them how to deliver the same kind of high-quality service for which he’s come to be known.

Contact Diego at 214-497-2611 or email diegov@amxrealty.com.

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