TEXAS 12-19-22

TEXAS EDITION

The Daily Schedule of a SUCCESSFUL REAL ESTATE AGENT

TIPS ON BREAKING INTO THE

LUXURY MARKET

Are You A VALUE-ADDED AGENT?

FEATURED AGENTS

ALICIA GILSON & MELISSA SANDERS SIMI GILANI COVER STORY

CLIFF FREEMAN

mailto:mag@topagentmagazine.com

Top Agent Magazine

3

Are You a Value-Added Agent?

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

• I have a written listing presentation.

• I am honest.

• I am trustworthy.

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

4

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

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

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

Why Bother Being Exceptional?

• Because you want to set yourself apart.

• You want to create client loyalty.

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

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

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

Watch the actions, not the words.

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

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

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

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

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

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

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

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

Adding those Client Benefits to your Dialogue

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

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

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

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

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

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

Put Yourself to the Test

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

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

What’s the impre agent?

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

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

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

Copyright ©, 2016 Carla Cros

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

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

6

Top Agent Magazine

Top Agent Magazine

CLIFF FREEMAN

Top Agent Magazine

7

Top Agent Cliff Freeman is Broker Associate and CEO of The Cliff Freeman Group, brokered by eXp Realty, where he leads his namesake Mega Icon team of over 80 Expert Advisor Sales Partners.

A longtime top producer in the DFW metroplex, Cliff Freeman has always been drawn to real estate.

His mom was a prominent agent in the Dallas area, and through her, Cliff had an opportunity to learn the business from the ground up. Graduating from Rice with a BSEE and an MBA, he obtained his real estate license in 1987 and launched his career in the commercial sphere, while also working in investment banking and capital formation for small market cap companies and startups in Houston. Cliff returned to Dallas in 2000, where he would switch tracks and make his name as a real estate coach, mortgage broker and leader in residential property sales.

As a highly sought-after real estate coach and trainer, Cliff has personally coached more than 1,000 top 8Copyright Top Agent Magazine

producing real estate experts ranging across the U.S. and Canada, ranging from sole practitioners to mega team leaders and independent brokers. His main areas of focus and expertise include self-leadership mastery, business and strategic planning, people intelligence, team dynamics, best-of-breed lead generation systems, lead conversion, digital advertising, marketing, operations, and finance. He is also regarded as a “trainer of trainers” and is a published author.

Today, Cliff is Broker Associate and CEO of The Cliff Freeman Group, brokered by eXp Realty, where he leads his namesake Mega Icon team of over 80 Expert Advisor Sales Partners. Established in 2019, TCFG assists clients throughout the DFW Metroplex Top Agent Magazine

and surrounding areas of North Texas. In addition to being a top producer in real estate sales, Cliff also excels at “agent attraction,” where he’s been instrumental in building his revenue share group within eXp Realty, now totalling more than 12,000 agents.

Since joining eXp in 2017, he’s also developed a reputation as an influencer for growing the brokerage, personally sponsoring over 100 agents to date.

He currently ranks 5th in the entire company out of roughly 86,000 agents.

Top Agent Magazine

When listing a property, The Cliff Freeman Group utilizes an advanced strategy to give its clients an added advantage. Through his team’s luxury home selling system, the Deluxe360 Program, he helps clients fully prepare and promote their listing, equipping them with industry-leading tools to make sure their property sells above market average in below market time. To date, TCFG has served more than 750 families throughout the greater North Texas area.

Copyright Top Agent Magazine9

As a highly sought-after real estate coach and trainer, Cliff has personally coached more than 1,000 top producing real estate experts ranging across the U.S. and Canada, ranging from sole practitioners to mega team leaders and independent brokers.

Drawing on his extensive sales and marketing experience, Cliff has crafted a unique, high-effective home-selling system to cater to the specific wants, needs and desires of luxury home sellers in his market. He explains, “Successfully marketing and selling luxury homes for above market average in below market time requires not only a strong understanding of what luxury buyers want, but also creating a significantly wider and deeper level of exposure to the right buyers.”

To accomplish this goal on a consistent basis, Cliff’s luxury listings are featured in prominent global media brands including The New York Times, The Wall Street Journal, Robb Report and MarketWatch.

They are also translated and distributed to dozens of prominent Real Estate sites throughout Asia, Europe, Australia, the Middle East, South America, and more.

Copyright Top Agent Magazine 10

Knowing that the first time a prospective buyer will likely see the listing will be online, the TCFG marketing team creates a dedicated online showcase for the listing, featuring magazine-quality professional photos, elegantly produced High-Definition video and stunning aerial animation. Beyond that, all TCFG listings benefit from cutting edge social media technology and robust exposure on sites like Facebook and YouTube, reaching potential local buyers on every type of computer, smartphone and tablet, in addition to intensive local print, mail and signage.

Cliff is just as attentive when assisting buyers, leveraging his years of experience to uncover the right investment for their best interests. More than anything, he loves welcoming newcomers into his thriving North Texas community, with its rapidly Top Agent Magazine

growing tech economy, boundless opportunities, and diverse culture. “Our region is home to nearly eight million people—and we’re the #1 economy in Texas and growing fast,” he says. “This is a truly exciting time for North Texas, and there’s nothing more rewarding than showing my clients all our community has to offer.”

A favorite subject matter expert for many regional radio and TV stations, Cliff is frequently interviewed about current conditions and the health of the housing market and the economy. He also hosts a popular real estate podcast with his son, Cliff’s Notes, which provides listeners with cutting edge insights into the state of the market, as well as tips, tricks and tactics to help agents explode their businesses. Check out the 120+ episodes at www.CliffsNotes.TV. Cliff’s servant heart and his desire to give back to the industry are also present in the events he and his team frequently put on. Most recently, TCFG hosted the Next Gen Luxury Accelerator Symposium at the Renaissance Hotel Legacy West with keynotes Josh Altman from Bravo’s Million Dollar Listing LA and super luxury builder and philanthro-capitalist Frank McKinney from Del Lago Florida. Also this past summer, he hosted The 2022 Top Producer’s Growth Summit - Billionaire Mindset with Undercover Billionaire star and mortgage mogul Glenn Stearns, Stephen Hilgart (former Tony Robbins #1 coach) and

Top Agent Magazine

eXp Realty CEO Jason Gesing along with a top panel of social media influencers from across the country.

Outside of real estate, Cliff serves on his home town Prosper, Texas Board of Adjustments and Construction Board of Appeals, and he and his family support numerous events and causes throughout the year, including The Prosper Christmas Festival, Frank McKinney’s Caring House Project Foundation, which builds homes and community centers for underserved and underprivileged families in Haiti, as well as “Sell a Home Save a Child” with Forward Edge that provides resources and education for underprivileged children around the globe. Cliff has also been known to help in the city of Prosper in other ways such as making donations to help pay off delinquent utility bills for elderly residents.

Cliff and his son, Cliff III, also provide a $20,000 Prosper ISD “Cliff Freeman III Heart of a Champion” scholarship to 4 deserving senior members of the boys and girls Golf Teams each year. They also offer the use of their “Complimentary Loaner Vehicle for Your Next Move” Mercedes Sprinter box truck to charitable organizations around town, churches and to underprivileged members of the community who need assistance with moving.

Going forward, Cliff has exciting plans for the future of his business. As his volume maintains its

Copyright Top Agent Magazine 11

rapid growth, he intends on further building his team while scaling his vision of boutique service throughout Texas and beyond. With the Cliff Freeman Group now approaching an annual run rate of $500 million in real estate sales, he remains focused on the core values that consistently set him apart. “At the moment, we’re making a statement on the luxury side of real estate,” he says. “Our team’s goal is to provide an incredible customer experience to all our clients— whether they’re buying or selling. That’s what drives us every day.”

As Cliff looks to the next season of his career, he’s focused on helping as many people achieve their

dreams and goals as possible. “I’ve been blessed with more than I can imagine. eXp has allowed me to achieve time freedom, location freedom and financial freedom, and to fund my legacy through revenue share, creating generation wealth that my family will enjoy for many generations to come.”

Jokingly suggesting he’d never been to a Realtor’s retirement party, Cliff noted that, “While I could have retired very comfortably after my second year with eXp, I choose to follow my mentor, Zig Ziglar’s advice, that it’s better to wear out than to rust out!” With no end in sight, it will be exciting to follow this mega agent and influencer on the next part of his life journey.

To learn more about Cliff Freeman, call (469) 804-0001, email cliff.freeman@exprealty.com or visit tcfg.homes https://

Copyright Top Agent Magazine 12

Top Agent Magazine

Tips on Breaking Into the Luxury Market So, you’ve been doing residential real estate for a while and you’re looking to up your game. A lot of people consider going into the luxury market at that point. Or, maybe you started in the business always intending to specialize in luxury properties and were just learning the ropes before you tackled one of the industry’s most lucrative specialties.

No matter the reason, the luxury market is a whole new ballgame and you don’t want to go into it unprepared. First impressions are everything in this business, especially when you’re dealing with wealthy clients and investors. Here are few things to consider if you’re thinking of going from starter homes to estates.

LEARN HOW THE LUXURY MARKET AND CLIENTELE ARE DIFFERENT As experienced as you might be in traditional real estate, the luxury market is almost like starting at ground zero. Everything from the buyers, to the sellers, and obviously, the properties themselves, will take a new approach.

One of the key ways it is different is that the feeling of exclusivity truly matters. You will be doing more targeted marketing through high-end networking groups as wealthier clients tend to be more comfortable when Top Agent Magazine

you come recommended by people they trust to have the highest standards. There are no mass-marketed open houses. It’s all about private showings. Although professional, one-on-one service is key in this business no matter what the price point, wealthier buyers are accustomed to concierge-style service, and the way to stand out from the rest is to provide service that goes above and beyond what even they expect.

13

LOOK THE PART If you’re thinking of going the luxury route, creating high-end branding and marketing yourself properly is of the utmost importance.

That includes your own personal look. You and your business will need a total makeover, or at least a major upgrade. It might even be time to buy that new car you’ve always wanted. It is also key that all of your marketing materials are high end. So start gathering a stable of highly-trained professionals,

photographers, and stagers as every aspect of the service network you’ll be providing complements the brand that you’re selling.

It’s well worth the time to get all of this nailed down and seamless before you even think of entering the luxury market. Another good investment? You want to have an indepth knowledge of all the latest real estate technologies and innovations. Don’t just look the part, actually be on the cutting edge.

SELL THE LIFESTYLE Yes, you’re selling a home, but you’re also selling a lifestyle, which in luxury is almost more important. When someone is spending millions of dollars on a home, they want to see the fabulous life they will be living in their new digs. Really highlight amazing party spaces, unique one of kind features,

and amenities. As with anything of value, things that make a property rare, will automatically make it more appealing to people who can afford the best. It also helps people connect more emotionally with a home, giving it even more value than if you just try and sell it as a good investment.

NETWORKING, NETWORKING, NETWORKING Networking is an important aspect of this business at every level, but it a vital tool in the luxury market. Most of your referrals and targeted marketing will be done through luxury agent exclusive networking groups. In addition to that, it is even more important in this segment of the business to be actively

14

involved in your community through volunteering and supporting local charitable events. You will not only build a stellar reputation, but you’ll also be giving back to the community you represent, and ultimately, integrity is what it’s all about in this business.

Top Agent Magazine

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

Top Agent Magazine

15

Laughs!

We’re still here!

Making the workplace happy is what we do.

A Graham Harrop Cartoon can enhance office materials, training manuals and add zing to that worrying power point presentation.

Graham Harrop Cartoons

Companies large and small call on award-winning cartoonist Graham

the power Harrop to create unique, funPutting and of humour to work memorable cartoons especially for them…

for you!

Working with you to highlight aspects of your organization or celebrate that special someone, Graham is just an email away! gtoonist@shaw.ca

grahamharrop.com

16

Top Agent Magazine

The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar.

Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first.

Top Agent Magazine

The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.”

You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result.

Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

Top Agent Magazine

17

should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed.

It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead.

1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments.

1.5 hours – Spend this time prospecting and appointment setting.

1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

18

.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines.

8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive.

As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

Top Agent Magazine

Top Agent Magazine

ALICIA GILSON & MELISSA SANDERS Alicia Gilson and Melissa Sanders of the Heart & Home Team with Integrity Real Estate Group have built a successful business serving west Texas by combining their spirit of collaboration and teamwork with a robust digital marketing presence and unwavering dedication. “People can see how well we work together. I feel like we’re not just a team, we’re best friends – pretty much family.

That team approach is what people feel when they work with us: we’re on your team, and we work together to achieve your goals.”

Originally, Melissa graduated with a degree in communications and pursued a real estate career after becoming licensed in 2010. Alicia, after working as a secretary in an optometrist’s office, became a licensed REALTOR® in 2017 and worked as a solo agent with Integrity before a chance encounter joined the duo. “I had been with Integrity for almost two years, same for Melissa, and one day I had a listing in Midland and I was asking people in our brokerage to help with an open house, and Melissa was the only one who stepped up and said ‘Yes.’ After meeting at the open house, and chatting about our children and our goals, we realized … ‘We should’ve been friends years ago!’” Since that destined open house almost four years ago, the pair has worked together serving Midland and Odessa, Texas, and they currently boast a book of business that is over ninety percent repeat and referral clients. Their recent growth has them celebrating a combined $5 million in total volume for 2021, and they have already cleared that mark by November of 2022.

The team attributes their tremendous success to a collaborative approach that has created deeply intertwined personal and professional lives. “We hang out at work, and outside of work – we’ve taken vacations together, and our husbands get along with each other. We’re just a good match.

Our clients know that one of us is available twenty-four hours a day, and they can call or text any time.” The tremendous workload created by working as a pair may seem daunting, but Alicia insists that the benefits far outstrip any downsides. “Melissa and I handle 100% of our transactions on our own – we don’t outsource any part of the process. I think that sets us apart, since there aren’t a bunch of other people involved in our transactions, our clients know who they’re working with.”

In addition to their white glove level of service, the pair goes to great lengths to broadly market their listings to garner competitive offers for every client. “We are very big on social media, and we’ve gotten into the TikTok game where we do virtual tours, along with tons and tons of advertising on Facebook and Instagram.” By pairing their combined digital footprint with a tireless work ethic, Alicia and Melissa are poised to continue their upward trajectory, and they are excited to share their prosperity with the greater community. “Every year we’ve grown in business and volume, and we plan to continue doing just that. We like to celebrate by working with Christmas in Action to rehabilitate a house for a veteran, or other community member in need. And we’re really involved in our kid’s schools – especially right now with all the sickness going on – donating supplies to my daughter’s school has been big for me.”

To learn more about Alicia Gilson and Melissa Sanders, email aliciagilson@gmail.com or melissa1101sanders@gmail.com, or call 432-276-0344 or 432-559-8053 Top Agent Magazine

Copyright Top Agent Magazine 19

Welcome Home:

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

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

For starters, envision the big picture. Relocators have extra obstacles between them and 20

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

Top Agent Magazine ®

Top Agent Magazine

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

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

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

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

Top Agent Magazine

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

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

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

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

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

Top Agent Magazine ®

21

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

Think outside the box when weighing variables.

Relocations aren’t your typical transaction.

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

Are there time zone differences to factor in?

22

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

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

Top Agent Magazine ®

Top Agent Magazine

SIMI GILANI A resident of Round Rock for more than 20 years, Simi Gilani has always been passionate about helping others. Starting out, she would build a successful career as a parole officer in Travis County, where she cultivated the tireless work ethic that she would later need to excel as a REALTOR®.

Seeking a new opportunity that better spoke to her people skills, she decided to switch tracks and pursue her real estate license in 2013, gaining three listings in her first month as an agent. Sure enough, the rest is history, as she has gone on to establish a network of satisfied clients that spans the State of Texas.

Today, Simi is a REALTOR® with BHGRE Homecity where she assists clients throughout Austin, Round Rock, Houston, Dallas, and the surrounding communities. As the top producer on her team and a leading agent in the Austin area, she has established a distinct process to meet the demands of any transaction, from buyers and sellers to new construction or military relocations.

When listing a property, Simi is there for her clients each step of the way. After helping them fully prepare their home for the market, she shares it via both the regional MLS and a highly targeted blend of digital and social media campaigns. Along the way, she also utilizes her extensive sphere of influence to ensure a seamless transaction throughout.

Elsewhere, Simi is just as attentive when assisting her buyers, drawing from her acute knowledge of the region to uncover the right investment for their best interests.

In fact, she enjoys keeping in touch long after the deals are done to cultivate an ongoing relationship and make sure her clients are thriving in their new homes. Over the years, she has earned a fantastic reputation throughout Texas, as evidenced by her strong rate of repeat clients and referrals.

Having completed $19 million in volume in 2021 alone, Simi remains committed to the lasting standards Top Agent Magazine

that have set her apart. “To succeed in any industry, you must show your clients that you understand their wants and needs,” she says. “When I work with a buyer or seller, I don’t focus on winning their business; rather, I want to find out precisely what they’re looking for and offer them sound guidance. First and foremost, we need to respect and understand each other.”

Outside of real estate, Simi is dedicated to her community, regularly volunteering at her local hospice centers and homes for the elderly. When she’s not with clients or giving back, she can be found spending time with her husband and daughter, taking her two dogs for a walk, or traveling the world, having recently returned from a trip to Morocco.

Simi has a clear vision for the future of her business.

Now recognized as a preferred listing agent for Saratoga Homes, a top builder in her region, she intends on expanding her relationships with area builders. In the meantime, she looks forward to scaling her boutique model of service all throughout Texas. “Whenever a client calls on me, I truly feel alive,” she says. “This is my passion. In real estate, I never feel as though I’m working, and I’m so thankful to share that sense of joy and enthusiasm with my clients.”

For more information about Simi Gilani, please email SGilani@homecity.com, visit homecity.com or call (512) 694-2982

Top Agent Magazine ®

www.

Copyright Top Agent Magazine 23

mailto:mag@topagentmagazine.com

24

Top Agent Magazine