TEXAS 12-21-20

TEXAS EDITION

The Daily Schedule of a SUCCESSFUL

REAL ESTATE AGENT 5 Ways to COVER STORY

KIM JOHNSON FEATURED AGENTS

JEFF CABLE SHIRMEL GUMBS-HEYLIGER SHANNON STUPAY

TRANSFORM RENTERS INTO OWNERS Embracing Smart Homes: Does New Technology Really Increase Home Value?

TEXAS EDITION

JEFF CABLE

When Jeff Cable was just 22 years Clients SHANNON STUPAY old, he was recruited by a broker puts th and encouraged to pursue a career transac 7 15 started a chain 22 27 in real estate. “It just shared of events that put me where I am fortuna today,” Jeff explains. He began was pa working for this small company, of state which gave him lots of freedom every c and, as Jeff says, threw him into day or the deep end of a pool. Jeff proved sionalis he could be successful at the and ha SHIRMEL KIM KIM JOHNSON that SHIRMEL SHANNON STUPAY JEFF CABLE job, and GUMBS-HEYLIGER he has now been an agent respect JOHNSON GUMBS-HEYLIGER for 30 years, selling in excess of $300 million in real highly recommend him estate and providing rental income of more than $250 a new home.” million for his clients. He has experience as a broker and a mortgage loan officer and currently works as a As a new member of the solo real estate agent. Jeff recently moved closer to the the Galveston Association coast of Texas and is now serving Galveston addiwardwant to getting I got invo my l “I have a genuine love forin what I do. I really to somore CONTENTS tion to the Houston area.serve my clients,” says Shannon Stupay, taking advantage the that Iofenjoye describon agent the coast.

In on particul my m ing the qualities which make her a top in ing her market.

“Even if I have thirty buyers that I’m Truly down-to-Earth, Jeff abides by his father’s belief things to do are going f 4) 5 WAYS TO TRANSFORM 18) EMBRACING SMART HOMES: Though shebp working atwritten the same time, all myand clients that a handshake is stronger thanwith anyNEW contract. justfeel spending time RENTERS INTO OWNERS DOES TECHNOLOGY Shannon goe like they’re my number one priority.

They know “I consider myself ‘old school’ in many ways. MyHOME to give back to the com REALLY INCREASE VALUE? thatintegrity, I genuinely care, I’lland put them and I’lltournaments do done deals father lived his life with honesty loy- first,fishing and i 13) THE DAILY SCHEDULE whatever I can to help them achieve their goals. the way out alty, traits that I implement into my own life today.” Historical Society.

I’m 24) fueledGOAL by a sense of service and relentless hachie,” she OF A SUCCESSFUL ThisREAL way of living and positivity.” doing business hasCONTRACTS resulted in herself, Shan ESTATE AGENT many repeat clients as well(AasLIFE SKILL FROM a strong referral net- THE “I’mOLD in a little bit of a tr work. Jeff says that he Shannon doesSCHOOL) not started need toher advertise hisa civil regarding looking for a n career as services because he hasengineer. such a loyal established potentially joining forces After aand promotion put her in a management position, she realized group of clients. “Exceeding my client’s expectations changing and adjusting, thatI can whatdo,” she Jeff truly loved was is the best advertising that explains.

He sales Jeff likes most about his j and working with people.

After her believes that communication and consistency are the he explains. “I meet new mother, an avid real estate investor, Phone 310-734-1440 | Fax 310-734-1440 two major characteristics that set him apart from other ties, I get new ideas, and passed away in 2012, Shannon decided agents. No matter the situation, Jeff always makes it a of business.” After 30 ye mag@topagentmagazine.com | www.topagentmagazine.com it was time for a change. “Even though priority to inkeep his clients in excelling the loopprior throughout the established No portion of this issue may be reproduced any manner whatsoever without consent publisher.

Top Agent himself as a w I was in my job,of Ithe was tired entire transaction. decided treatareevery client ifaccuracy estate agent, but he still Magazine is published by Feature Publications GA, Inc.“I Although taken to ensure of published of precautions the to corporate world,” sheasthe explains. materials, Top Agent Magazineitcannot be held responsible for opinions expressed or facts supplied by its authors. was a family member“Iand makeI’dsure were of being flexible and bas thought see that if realthey estate was a fit, To subscribe or change address, send inquiry to mag@topagentmagazine.com. taken care of on that level,” Jeff explains. unique needs.

Published in the U.S. 2

For more information about Jeff Cable, Top Agent Magazine please call 713.560.0300 or email jeffmcable@gm

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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 4

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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KIM JOHNSON

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Top Agent Kim Johnson has become a top producing agent, and has won the Vanguard Award for top individual agent for Central and North Texas this year at RE/MAX. After being shocked by unexpected divorce papers, locked out of her house, having no money in her pocket and a son to take care of, Kim Johnson felt like her world was unraveling. She borrowed just enough money to take her license exam—her only hope for a better life. “If I didn’t pass that test I felt like my life was going to be over,” she says. With the knowledge that her child’s future was riding on the result, Kim cried tears of joy when they finally told her she was a licensed REALTOR®. From 8Copyright Top Agent Magazine

working in multi-housing, to luxury leasing, and later property management, she has certainly had a captivating journey to becoming a real estate agent.

Due to her relentless spirit and perseverance—and the help of her assistant, Mary, who works hard to put plans into motion and help Kim stand above the competition—she has become a top producing agent, and has won the Vanguard Award for top individual agent for Central and North Texas this year at RE/MAX. Top Agent Magazine

The foundation of Kim’s success is based on ethical work, and striving to always be true to her clients. “I’m genuine, honest, hard working, I always puts my clients first, and I always answer my phone. There is no shortcut to success, everyday I get out there and I work as hard as I can,” she says. And part of her authenticity and determination to stay real includes not having a business card. “I never could afford business cards, and to this day I don’t have them. It’s a taboo for me. I Top Agent Magazine

choose to work hard and take care of my clients, and the rest takes care of itself.”

Kim’s marketing strategy includes being hands-on during each photoshoot and creating a video of the home that really tells a story. “I want the person watching to see the potential of the home, and to see everything it has to offer.”

And she relies on Facebook and social media to promote her listings.

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Working in real estate entails a certain passion for helping people, and for Kim that includes empowering women. Having to work from nothing in order to build a business that would support her family, she makes it her mission now to help other single women who are struggling, or who think they can’t do it on their own, and that home ownerCopyright Top Agent Magazine 10

ship is out of reach for them. “I love helping people who come to me thinking they could never afford a home, or can’t get one because their credit is bad.

Especially single women who’ve had a difficult journey and don’t believe it’s possible for them to get a roof over their kids’ heads. I show them that yes we can do this, and we’ll work together Top Agent Magazine

“I don’t live for the money, I live for the people. To this day I don’t know what I earn, I just know I’m the top producer in my area.” as a team to make it happen. I love every aspect of watching people attain the American Dream, which is home ownership.”

Having experienced hard times Kim is very empathetic to others going through similar struggles, which is why she finds it important to stay involved in her community and help as much as possible. She still remembers the times that she had to rely on her church in order to feed her kids.

“I had friends and family help me pay for things until I made that first sale and I was able to pay them back. I would not be where I am today withTop Agent Magazine

out endless help and support. That’s why I choose to help out in any way I can. Sometimes a single mom might need help buying her kids’ school lunch, getting her electric bill paid, or help paying her mortgage for a month.” Kim is also very involved in the athletic programs at the local high school and elementary school. “I don’t do these things to promote my business. I believe that to whom much is given, much is expected. And I just want to see people smile.”

In the future, Kim would love to open up her own boutique brokerage where she could mentor new Copyright Top Agent Magazine 11

agents, because she understands the importance of having supportive people in your corner. “God has truly blessed me. Without faith and the love and support of my children, mom, brother, as well as a broker that took a chance on me when I was working five jobs while being a full time REALTOR®, I wouldn’t be where I am today,” she says. And she only has to look at the journal on her desk to remind

herself of just how far she’s come. Inside, there is a note that reads, “You can do anything. You went from $30 dollars and now you’re here.” She is also determined to always remain focused on her clients, and not get hung up on numbers and sales. “I don’t live for the money, I live for the people. To this day I don’t know what I earn, I just know I’m the top producer in my area.”

To learn more about Kim Johnson email kim@kimsellstexas.com, visit kimsellstexas.com, or call (469) 273–0314 www.

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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.

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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

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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.

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.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.

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SHIRMEL GUMBS-HEYLIGER Top Agent Magazine

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SHIRMEL GUMBS-HEYLIGER

“I was selected as a Top 20 Black Real Estate Professionals by the HBREA and also I was a Finalist for GHBA Prism Awards in the category of Realtor of the Year.”

After relocating to Houston, Texas from the U.S. Virgin Islands and purchasing a home, Shirmel Gumbs-Heyliger assisted a family friend in finding a house as well. As they were searching for different homes and negotiating prices, something clicked and she had an epiphany that this would be her new career. “I realized, oh, wow, I love this, I can do this.” Shirmel has now been a licensed Realtor for 3.5 years in the Houston area, and even after such a short amount of time, she has garnered numerous broker and industry accolades, to include Multi-Million Dollar Top Producer and GHBA Million Dollar Circle winner.

with Active Duty deployments. She loves helping her clients achieve their goal of homeownership, and she continues to assist with any issues that arise after the transaction is over, because the Service doesn’t stop after the Sale. Shirmel begins any client relationship with a foundation of trust and honesty, and throughout the journey, she makes sure to be there for them wholeheartedly. Like her slogan says, she guides her

When asked what sets her apart from other real estate agents, Shirmel says, “When I work with my clients, it’s all about them” and “I make sure that everything I do is in their best interest,” which is drawn from her experience as a Family Assistance Center Coordinator enabling military families to cope 16

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clients all the way through the process, from their first contact to the welcome mat. This is reflected in the fact that approximately 80% of her business is repeat and referrals from clients whom she’s previously assisted.

Her clients can easily tell that Shirmel has a uniquely strong work ethic and level of integrity. As one former client shared in a review, “I strongly recommend Shirmel because she is very positive and sincere about her job. She was there for us to aid and answer every question and satisfy all our concerns. We felt very at ease with her because she is trustworthy. She represents her clients well and is definitely there for your interest only. I loved the experience with her.”

Shirmel says that her favorite part about working in real estate is “Just helping people.” She explains, “Honestly, that’s really what I enjoy.” Her mindset of service for others makes her a standout Realtor in Houston, and she plans to continue growing her impact on the community. Within the next five years, Shirmel says she wants to establish “a team of likeminded agents who I can help mentor, foster, and grow.” Eventually, she wants to take this a step farther and get her broker’s license. “Being able to educate someone on the process of buying and getting them to the closing table is so gratifying,” Shirmel says, and it is clear that she will continue doing so well into the future.

Though working in real estate can be hectic, Shirmel says, “I do find a balance between my passion, my family and community service.” She is a member of the Houston Black Real Estate Association and has also worked with the Women’s Council of Realtors on different events. She enjoys contributing to both the Houston community and her hometown in the Virgin Islands, which has included partnering with various organizations, running a Toys for Tots charity drive as well as establishing a scholarship fund for deserving High School seniors. When she has free time, Shirmel’s favorite things to do include spending time with family, cooking, riding bikes, and going to new local restaurants.

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For more about Shirmel Gumbs-Heyliger, please call 832-775-3310 or email info@soldbyshirmel.com Copyright Top Agent Magazine 17

Embracing Smart Homes:

Does New Technology Really Increase Home Value?

Technology and innovation move at a lightning-fast clip, so it can be hard to keep up with all the smart-home trends sweeping the market at a given time. From smart thermostats to security systems accessed through an app on your phone—there are endless options to customize and update your home for the modern era. But which, if any, of these smart home products add 18

value to property in a significant, worthwhile capacity? Especially with new generations of the same products released in quick succession, it can be hard to determine whether it’s worth it to take the plunge. With that in mind, we’ve conducted a deep-dive into the smart home options out there that make the most sense for your bottom line and real estate investments.

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Smart home amenities range in price and return.

There are certain smart home products that won’t break the bank while still adding lovely touches and time-saving features to your space. For instance, a smart thermostat may not run more than a few hundred dollars, but it can take so much of the guesswork and analog nuisance out of programming your home’s internal environment. That said, buyers selling properties with mid-range amenities like this can’t expect a windfall in return. While smart home features can certainly lure buyers and give the sense that a home is attractively modern (and thus move-in ready), it doesn’t mean that you’ll be reaping a sizable monetary reward for your foresight. Conversely, this reality doesn’t mean those smart options

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are without value entirely; it just means that the value of smart home options may be apparent in a different capacity, like luring a particular buyer or creating a desirable, sleek image for a property headed to market.

On the other hand, larger scale smart home amenities that are being left behind for the buyer—like a smart refrigerator or wired sound throughout the property—may be able to lure particular buyers who value high-end details. While it can be difficult to state definitively the value of smart home options, the rule tends to be that the more you put in, the higher the likelihood you’ll reap the investment you sow. Focus your smart home options on home appliances first, then work your way toward security, thermostat, and entertainment options.

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Smart home amenities capture the attention of buyers

Agents must know how to pitch the value of smart home options

Even if you have mostly opted for small or mid-range smart home options, you can still benefit from their presence in a property—even if they don’t inflate your bottom line as a result. Smart home amenities have the power to focus the attention of buyers, sending a clear signal that the previous owners were tech-forward and made an effort to upgrade the property for the contemporary era. Millennial or Gen Z buyers especially value these up-to-date modifications, and the presence of these desirable gadgets can create added interest and drive up value naturally. Likewise, featuring these options in listing photography can also drive interest from younger or high-end buyers looking for move-in ready spaces.

Remember that smart home features are relatively fresh to the market. While some new construction properties are equipped with these smart amenities, just as many homes on the market don’t offer these upgrades and modern flairs. This means that many buyers, of all ages even, aren’t familiar with the benefits and perks of these options, let alone how they’re operated. Before you can derive value from a smart home or smart home features, you’ll need to understand a product’s proper usage, cost, and benefits. Do your homework regarding what smart home features can offer in terms time or cost savings, and be able to show prospective buyers how easy these objects are to use, as well. Do both, and you’ll be in proper command of what smart home features can offer buyers and pitch them accordingly.

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SHANNON STUPAY

“I have a genuine love for what I do. I really want to serve my clients,” says Shannon Stupay, describing the qualities which make her a top agent in her market. “Even if I have thirty buyers that I’m working with at the same time, all my clients feel like they’re my number one priority. They know that I genuinely care, I’ll put them first, and I’ll do whatever I can to help them achieve their goals.

I’m fueled by a sense of service and relentless positivity.”

so I got my license in 2013, jumped in, and found that I enjoyed it. I was good at it. I’m also carrying on my mom’s legacy.”

Though she primarily serves the Dallas Metroplex, Shannon goes where her clients want to be. “I’ve done deals in Frisco, Prosper, McKinney, and all the way out to Fort Worth, Arlington, and Waxahachie,” she says. As a Californian-turned-Texan herself, Shannon is excited to help clients relocate

Shannon started her career as a civil engineer. After a promotion put her in a management position, she realized that what she truly loved was sales and working with people. After her mother, an avid real estate investor, passed away in 2012, Shannon decided it was time for a change. “Even though I was excelling in my job, I was tired of the corporate world,” she explains.

“I thought I’d see if real estate was a fit, 22

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to the region. “This is home now,” she says, and she hopes clients will find their future homes here as well. Nearly seventy-five percent of Shannon’s business comes from referrals. “I serve my clients during the transaction and after the transaction,” says Shannon. “I’m all about creating clients for life and ultimately loving on those clients, which in turn creates referrals. That’s what I do.”

When she isn’t hard at work serving her clients to the very best of her ability, Shannon loves spending time with her family.

“I have a two-year-old son and a baby on the way in February,” she says. “When I have down time, I love taking my son to the park. Family always comes first.” She and her family love getting outdoors and playing sports. “Running, biking, anything like that,” says Shannon. She also enjoys playing piano, an instrument she began learning as a child.

Looking to the future, Shannon has big plans in the works. She utilizes showing assistants, a newer take on more traditional real estate practices. “Showing assistants are a little different than bringing on a buyers’ agent and feeding them leads. This is closer to a concierge service,” she says.

These assistants help host open houses and show buyers when Shannon is double-booked and cannot make it. Shannon plans to add more showing assistants to her team in the coming months as well as hire on a marketing specialist to up her already strong social media presence.

When asked about her favorite part of working in real estate, Shannon doesn’t hesitate to answer. “Every day and every deal are different. I love solving problems, learning, and helping clients realize their dreams of home ownership.”

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To learn more about Shannon Stupay, call 469-662-5366, visit shannonstupay.com, or email shannon@shannonstupay.com www.

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Goal Contracts

By Barry Eisen

(A Life Skill from the Old School) A few months ago I spoke at a real estate sales meeting in an office where I’ve spoken and taught seminars for many years. As soon as I was finished, an agent, who had transferred into this office about a year before, standing in the back of the room, graciously offered a glowing testimonial about my seminar he had taken ten years ago. He talked of a number meaningful changes for the better he had experienced in his life since that seminar. Then he took out 24

of his pocket a small number of 3 by 5 cards and held them up like he was holding the Holy Grail. Of all the internal and external techniques he was exposed to in the seminar, these cards (Goal Contracts) were his game changer.

I stopped guessing years ago, which ideas or systems I teach will be best or most appreciated. We all perceive ideas so differently. Generally, feedback I get in coaching sessions is Top Agent Magazine

that the biggest issue for most, who are not fulfilling their own personal promises, is lack of focus, not lack of ability or planning. There are lots of good ideas available to shake a person out of the Limbo they’ve created. Here’s one that has worked for many. If you like the idea, don’t just acknowledge it as a “nice idea.”

Do it for a month. Get past the initial new/awkward/judgmental stage. Then decide whether this is an idea worth continuing or not. Come from KNOWING, not second-guessing. 3. On the second line, answer the You have everything to gain and time question. What is the specific nothing to lose.

TARGET or DUE DATE for that goal to be accomplished? (A specific The Goal Contract date creates a sense of urgency.)

Get as many 3 X 5 cards for as many 4. On the third line of each card selected personal/business goals answer the HOW? question. This is the action step, where the rubber you’d like to accomplish. meets the road. How are you going 1. Create 4 horizontal lines across to get from where you are to where each card with a few spaces in you are going? Dig deeper than the lazy answer: “If I knew what to do between each.

I’d be doing it!” If you’ve crossed the street by yourself a few times You have everything to already, chances are you know what gain and nothing to lose. you need to do. Write this down in a few words on the third line.

2. On the top line of each card answer the question WHAT? What 5. On the bottom line of each card, is that card’s goal? Write that goal SIGN YOUR NAME. As simple and on the top line (e.g. Weigh 150 lbs., perhaps silly as this may seem, we $200,000, run a 42 minute 10K, etc). have been conditioned to live up to Top Agent Magazine

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you feel self conscious), on your office and home office desk, etc.

Just the physical act of moving the cards, subconsciously reinforces what the cards represent. Since most of our attitudes and actions are subconsciously motivated, you will feel more immediately compelled to make the better, usually more 6. Stick a small piece of double productive decision. sided tape on the back of each card.

This is a little idea that can play big 7. Carry these cards with you in getting you to another level. through the travels of your day. In Because it’s easy to do, it becomes your pocket or handbag, carry case, easy to NOT do. Do it, you’ll like it! on the dashboard of your car (not when you have others with you, if Copyright©, Barry Eisen.

responsibilities we sign for (mortgages, insurance, credit cards, cars, etc). Personal and business goals don’t generally fall into that category. A small action can have a huge impact. As you sign your name, feel the responsibility of your commitment.

Barry Eisen teaches personal development seminars and coaches Southern California top producing rEALtOrS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 26

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JEFF CABLE When Jeff Cable was just 22 years old, he was recruited by a broker and encouraged to pursue a career in real estate. “It just started a chain of events that put me where I am today,” Jeff explains. He began working for this small company, which gave him lots of freedom and, as Jeff says, threw him into the deep end of a pool. Jeff proved that he could be successful at the job, and he has now been an agent for 30 years, selling in excess of $300 million in real estate and providing rental income of more than $250 million for his clients. He has experience as a broker and a mortgage loan officer and currently works as a solo real estate agent. Jeff recently moved closer to the coast of Texas and is now serving Galveston in addition to the Houston area.

Truly down-to-Earth, Jeff abides by his father’s belief that a handshake is stronger than any written contract.

“I consider myself ‘old school’ in many ways. My father lived his life with integrity, honesty and loyalty, traits that I implement into my own life today.”

This way of living and doing business has resulted in many repeat clients as well as a strong referral network. Jeff says that he does not need to advertise his services because he has such a loyal and established group of clients. “Exceeding my client’s expectations is the best advertising that I can do,” Jeff explains. He believes that communication and consistency are the two major characteristics that set him apart from other agents. No matter the situation, Jeff always makes it a priority to keep his clients in the loop throughout the entire transaction. “I decided to treat every client as if it was a family member and make sure that they were taken care of on that level,” Jeff explains.

Clients can tell that Jeff always puts their needs at the heart of any transaction. As one former client shared in a review, “We are very fortunate having found Jeff! He was patient as we moved from out of state and made sure to answer every call no matter what time of day or night it was. His professionalism, philanthropy, honesty, and hard work ethic are much respected and appreciated. I would highly recommend him to anyone searching for a new home.”

As a new member of the Galveston community and the Galveston Association of Realtors, Jeff looks forward to getting more involved with organizations and taking advantage of the opportunities to get outside on the coast. In particular, some of Jeff’s favorite things to do are going fishing, going scuba diving, and just spending time by the water. He also hopes to give back to the community through sponsoring fishing tournaments and working with the Galveston Historical Society.

“I’m in a little bit of a transition period,” Jeff says, regarding looking for a new office in Galveston and potentially joining forces with a partner. This constant changing and adjusting, however, is actually what Jeff likes most about his job. “Every day is different,” he explains. “I meet new people, I view new properties, I get new ideas, and it’s not a cookie-cutter type of business.” After 30 years in the business, Jeff has established himself as a well-known, trustworthy real estate agent, but he still understands the importance of being flexible and basing his work on his clients’ unique needs.

For more information about Jeff Cable, please call 713.560.0300 or email jeffmcable@gmail.com Top Agent Magazine

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