TEXAS 12-6-21

TEXAS EDITION

Uncommon Contact:

CONNECTING WITH CLIENTELE THROUGH SOCIAL MEDIA

5 TIPS TO GET NEW CLIENTS Top Agent Tips and Questions for

CHOOSING YOUR LISTING AGENT

FEATURED AGENTS

TAMARA EDWARDS LISA DYER CAMI HOBBS DAVID JOHNSTON JACQUELINE O'NEILL LEE TROWBRIDGE

COVER STORY

KATHLEEN HUNNICUTT

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

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Top Agent Magazine

TEXAS EDITION

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LISA KATHLEEN DYER HUNNICUTT LEE TROWBRIDGE TAMARA TAMARA EDWARDS CAMI HOBBS DAVID JOHNSTON

KATHLEEN HUNNICUTT

EDWARDS

elocated from Virginia media management to ensure every property anda more.

Cami Hobbs began her realDavid estate career 23 began his real estate Realtor.com, Zillow, Trulia, Johnston show lot of We initiative. When we create LEE 25 31 move, she decided to is advertised to the26 widest possible markets. 29 as a loan originator for a bank in also use metrics and promote flyers, our we’re using slick or heavy cardstock listings years ago, but her interest journey in the business r career as an elemen“My clients know ‘Dyer Gets it Done,’” says TROWBRIDGE California in 1989. During his 20 years on every social media platform.” for a different feel and look that conveys began much earlier than that, in her childet a salesperson who Lisa. She keeps at the ready an exhaustive list What inspired you ® there, David rose all the info you’d see on a MLS printout, hood. “My grandfather was a Realtor in to the position of National uild their home, and of local builders, contractors, investors, landgo portrayal into realofestate Manager a more representative to Denton,” Cami recalls. “I Loan always wanted and managed the bank’s Community involvementbutis inimportant or him during his two scapers, marketing professionals, interior ® $120 billion loan theyproperty love towe’re con- marketing.” to be a Realtor too, and so I followed in portfolio, directly report- Cami and her team, and the Honestly, I had ne hortly after that, their designers, homeWhen stagers, photographers. the president of the bank. theand tribute to helping local schools via fundhis footsteps and got into ing thetobusiness.

I it before 2001, w Lisa, suggesting she crisis hit, David recalls, “With raisers and events. CamiCommunity involvement is important to has also served quickly realized®that I lovedmortgage helping people Donna Stott, and M make a great Realtor .

Lisa undertakes complex market analysis the experience David and hisand team. They have particiof Denton, from all walks of life, whether they’reI had through mortgage, I on the United Way board approached me out she even became an to price houses correctly and implements a decided to get into pated backpack drives with the local the in Leadership going through a divorce or celebrating a real estate sales. I joined she has also been through Oahu, Hawaii. r agent. Through all specialized marketing plan for each client.

Better Homes & Gardens Gary Greene in Denton YMCA, helped O'NEILL out with Sunshine Kids, Earl LISA DYER CAMI HOBBS DAVID JOHNSTON JACQUELINE program through the local Chamber new marriage, or any other change in their ret. Years before, she When selling a home, she throws open through my work 2012, and I’ve forworking three years, is not or David has been a crew life. I just enjoy helping people.”

The restbeen with them ever since.” of Commerce. When she and ng into real estate and completed houses during the entire time that home is on the marogist.

They wanted to be their forhunting, with Rebuilding Houstonme Together, a local“buyer fishing, and spendis history, and ever since her start, Cami has excelled giving back, Cami enjoysleader work, though she never followed ket, to increase visibility.

As ofhis thisteam year,serve her volume has program helping families in need to rehab their homes.

Based in League City, David and the offered to pay for training, dues, weekly c ing time with her husband at the lake. at helping her clients achieve their real estate goals.

CONTENTS t due to the 2008 recession. This grown to over inHouston annual sales; however, surrounding area and$10 themillion greater market.

The she sharing, an escrow assistant, the minimu ew encouragement, Lisa, who is is motivated most bythrough the service of the job. team set themselves apart theircomponent follow-up and Above all, David “Ino likeprospecting, the satisfaction helpleadssays, andofcommissio towith continue Cami now heads her own team, Cami’s Elite Real Looking to the future, Cami says, “I want er, decided it was4) time.

“I jumped “I TIPS justtolove helping people,” says.

“Purchasing TOP AGENT AND 23) CONTACT: dedication staying in touch with Lisa clients.

“We use a UNCOMMON inga people and exceeding their expectations. When growing, continue to help people, and help have build been up a fool to refuse. I was for Estate Group at Keller Williams. Along with five would bers. “Within three weeks, I finhome is one the biggest decisions in life.

CRM, and we do of a very good job with it,made because we It isI so think about real estate and what goes into it, it’s QUESTIONS FOR CHOOSING CONNECTING agents who love to work in the sameWITH manner.CLIENTELE Ideals also in a short time and acqui buyer’s agents and three assistants, Cami services countless month later, I aced the tests and special that canteam be there fortotally my clients and help have someone onIour who’s dedicated to them about problem solving. I pride myself on being a good building my Oklahoma business so three years and before sta all of her clients’ needs.

Cami andAGENT her team serve the plan to continue YOUR LISTING THROUGH SOCIAL MEDIA license in just that,”navigate David explains.

“We have a very robust social problem solver and creative thinker, and being able to this momentous experience.”

Above all, North Texas area, and she is also licensed in Oklahoma, that it meshes with my Texas business.”

Having four brokers thereintoreal help me at an media campaign, we use landing pages and squeeze overcome the obstacles that can happen estate 5 TIPS GET NEW 27) A STEP-BY-STEP GUIDE TO Cami says, “I will continue helping truly my clients.

My serving the 14) southern part of TO that state. priceless. pages,When and we a lot Lisa of great Youofneed transactions.” Looking to the future, David says, “We’d not post working, is thecontent.

President the Rotary siness since June 2018 as a solo favorite partleads of CONVERTING real estatelike is happy clients!”

CLIENTSareas.someone to help located capture and the team. We’re LEADS a competitive group, and Clubdedicated of Champions, inthose Justin.

They engage to growINTERNET Texas, and the surrounding A solid 70% of Cami’s business comes from repeat movein them to conversion.” we’reLIFE always tryingsets to get better and How achieve eferrals now make up over 60% many philanthropic activities, like community outTO REAL SALES What you apart? aremore, you diffe and referral clients, an YOU impressive feat that speaks DOING BUSINESS while always putting our clients first.” reach, volunteer events, and fundraisers. She formally a is known as 20) caring ARE and comto the trust and confidenceWhen she inspires.

“Our clients I do notCAN view DO real estate it comes marketingDevelopment listings, David and 5 THINGS ASsuccess YOUto ON 30) YOU TO as my “job,” bu served on thetoEconomic Corporation for utes much of her her FACEBOOK? keep coming back becausehisofteam our customer service, field and ministry” that God has called me use of a Justin, comprehensive approach to ensure and now serves on the Planning and YOUR BIGGEST GOALS you educate someone, they can the City ACHIEVE and the feedback and communication we provide,” reveal HIS love and goodness, and as a r optimum exposure.

“Online When is where of people Zoning Commission. not95% working, she spends ns,” Lisa says. “Also, my clients Cami explains. conduct their home searches, and the number one thing approach things like a “salesperson.” My re never just a transaction.” One time with her family, relaxes, and plays with her dog about online promotion is professional photography,” a blessing to EVERYONE I interact wit and cat. For the future of her business, Lisa plans to ikens Lisa to an angel in disguise.

Maintaining relationships with “We past| Fax clients is Phone 310-734-1440 310-734-1440 he says. use professional photography solidify always relationships with past clients, growtomore as stifies, “My experience with Lisa clients or connections. I am always looki important, and Cami and her teamthe continue to follow market listing and put the propertyrepeat in its best light. “I am a selling agent, and increase business. partnerships with insurance and improve as a person and as an agent. I am mag@topagentmagazine.com |primarily www.topagentmagazine.com up with clients after the transaction is complete.

We market on socialtoUsing media, very thankful everybody who Facebook, has helpedbeme along al piece of our puzzle.” by the money but by the desire to help othe the resources available through Keller Williams, they cause that’s where thesays. eyeballs are.”

That’s inmany addition No portion of this issuethe mayway,” be reproduced in“I any manner whatsoever without prior consent of the publisher. Top Agent Lisa have formed important estate the canaccuracy be VERY costly if one doesn’t h stay in touch with is clients monthly newsletters, tovia using Boost by Homespotter, as well as theprecautions team’s published by Feature Publications GA, Inc. Although are taken to ensure of published relationships, and I appreciate my broker’s guidance. th past clients, Magazine Lisa texts, makes sary information or representation. holiday cards, and emails. own targeted advertising.

Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. ows people on materials, social media.

To Most importantly, I am so thankful to my clients and To subscribe or change address, send inquiry to mag@topagentmagazine.com. Published in the U.S. ses a Facebook business account. the opportunities they have given me. Without them, Offline, David and theand team use more traditional When it comes to marketing their listings, Cami When did you move to Corpus Christi? oys a team dedicated to her social I wouldn’t have a business at all.” techniques such astoJust Listed postcards, flyers, open her team use a comprehensive approach ensure Andmore howabout hard was it toJohnston, start all over?

To find out David Top Agent Magazine houses, and broker tours, but he says, “When we look 3 optimum exposure. “We market through every please call 832-525-4332, outdo more Cami Hobbs, I moved in August of 2009 due to military o methods, trybest to figure out To howfind we can it about avenue,” Camireach says. “Keller Williams haswethe You can outattothose Lisa at: 540-446-8401, email at david.johnston@garygreene.com call (940) 391-1614,giving you all the details of how I started w

JACQUELIN

Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers.

Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent.

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 4

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Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce.

Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to agents’ opinions.

How will you market the property? Each

Top Agent has a unique set of online or local marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however.

You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours.

What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price.

They’ll also educate you on how best to balance both market time and list price relative to sales histories your area.

Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements.

Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

How will you help with staging? Some Top Agents will pay for part or

all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches.

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What attributes of the property will you want to highlight? Each Top

Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!

What is your approach to Open Houses? How many agent-only Open

Houses will your Top Agent want to host? How many truly Open Houses?

Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

Who will be our primary point(s) of contact from your office? This

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client.

Either approach is wonderful; you get to decide what suits you.

Now, let’s list!

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KATHLEEN HUNNICUTT Top Agent Magazine

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Top Agent Kathleen Hunnicutt of Huntex Properties assists clients throughout Greenville and the surrounding counties.

NICK VLASIDIS

KATHLEEN HUNNICUTT 8Copyright Top Agent Magazine

A graduate of Texas A&M University and longtime Greenville resident, Kathleen Hunnicutt began her career in customer service, but soon took an interest in real estate while her husband was an agent. Seeking a fresh opportunity that still spoke to her passion for helping others, she decided to pursue her license—and the rest is history. Today, Kathleen is a Realtor for Huntex Properties where she assists clients throughout Greenville and the surrounding counties. In the eleven years since launching her career, she has developed a truly boutique process to serve buyers and sellers alike.

When listing a property, Kathleen takes a hands-on approach. Starting out, she helps her clients fully prepare their home for the market, providing Top Agent Magazine

them with photography and drone photography services and ensuring each house shines in all its promotional materials. She also connects her sellers to a diverse network of contractors should they need any Top Agent Magazine

repairs or alterations made to their property prior to listing. From there, she broadcasts each home to a blend of targeted digital and social media campaigns, as well as those in her extensive professional sphere. But Copyright Top Agent Magazine9

along the way, Kathleen maintains open channels of communication with her clients, catering her process to their needs. “I take on the challenges that arise in a deal because real estate isn’t always easy,” she says. “Red flags and hurdles come up all the time, and not every house is turnkey; however, there’s always a way to work something out and find a solution that works for my clients.”

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But Kathleen is just as proactive when assisting her buyers, leaning on her acute knowledge of the region to carefully guide them to the right home for their best interests.

Over the years, she has earned a fantastic reputation throughout Texas, as evidenced by her strong rate of repeat clients and referrals. But while averaging over $6 million in annual volume, she remains focused on Top Agent Magazine

“We all need connection. Buying a house should be a fun experience; after all, these are the places where we make our memories. Whether I’m helping a buyer or seller move on to the next chapter of their life, I enjoy building the relationship.” what matters most: the client experience.

“We all need connection. Buying a house should be a fun experience; after all, these are the places where we make our memories. Whether I’m helping a buyer or seller move on to the next chapter of their life, I enjoy building the relationship.”

Outside her career, Kathleen is tremendously active in her community. On top of Top Agent Magazine

participating in outreach events through her church, she has also been deeply involved with the area school system. Moreover, she created the booster club for the GHS Iron Lions Solar Car Team, a program that gives burgeoning engineers an opportunity to build and race their own solar car. When she’s not with clients or giving back, she can be found spending quality time with her family and friends.

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Looking ahead, Kathleen has strong plans for the future of her business. With her volume maintaining its steady growth, she looks forward to furthering her work with new agents, providing guidance and mentorship to the next generation of Realtors. “We’re all

in this together,” she says. “No matter who we are, we’re all in the game to help people buy and sell houses and get them to the closing table. So if I can help other agents learn how to serve people well, it makes us all look better.”

To learn more about Kathleen Hunnicutt email kathleen@huntexproperties.com, visit huntexproperties.com or call 903-366-1365 www.

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Lacie Lee is proud to congratulate

Kathleen Hunnicutt

on being featured for the State of Texas in Top Agent Magazine!

_

LACIE LEE

friendleeloans.com 817-729-6247 Loansbylacie@gmail.com www.

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5 Tips to Get New Clients If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 14

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

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Become a referral partner with industry peers

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Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

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with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

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3

Partner up with a Relocation Company

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Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

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Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much 16

house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

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Top Agent Magazine

LEE TROWBRIDGE

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LEE TROWBRIDGE

Before starting her career in real estate, Lee Trowbridge worked in sales for a decade, earning a great deal of wisdom and experience in the process. In 2017, she got married, and wanted to find something more flexible. She had always been fascinated by the world of real estate and decided to take the plunge, and as it turns out, the industry was an excellent fit for her. Lee has been busy building an impressive career as a full-time Realtor® in the Dallas-Fort Worth area by offering phenomenal personalized service to clients across the metroplex.

A generous person who genuinely cares about her clients’ experience, Lee goes the extra mile to get to know her clients and their needs. She aims to come up with a plan tailored to each individual client, then work 18

hard to enact that plan and find them their dream home. “I love developing organic, mutually beneficial relationships with my clients,” Lee says. “My Clients are the lifeblood of my work, and everything I do is meant to further their best interests.” Lee’s relationships with her clients last long past the closing date, and she gets a lot of her business through repeats and referrals from satisfied clients.

Lee places a high value on knowledge and is big on education - she spends a lot of her free time taking optional real estate classes to enhance her understanding of the finer details, and loves learning about the technical side of contracts. She is a true expert in her craft, and uses that expertise to get consistently positive results for her clients.

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“A big part of my method for helping my clients involves keeping them informed, and to do that, I need to be an expert in my craft,” Lee says. “It’s very important to me to be knowledgeable and educated to make sure I can pass on those benefits to my clients.” Lee’s skill in negotiating contracts makes her a valuable asset and an agent anyone would want on their side when buying or selling a home.

When it comes to her marketing strategy, Lee uses a wide variety of methods to bring widespread exposure to her listings, including open houses, email campaigns, and social media advertising. She uses professional photography and videography to highlight the strengths of each home. Lee closed $8.4M in total sales volume last year and is projecting to reach somewhere between $12M and $13M by the end of 2021, and she hopes to continue increasing her production volume as the years go on.

In her free time, Lee loves traveling and doing projects around the house with her husband. As a long-time resident of the Dallas-Fort Worth area, she is involved with her community and participates in her Brokerage’s “Give Back” events at places like the North Texas Food Bank. She is passionate about helping Veterans and volunteers through the Salvation Army Angel Tree Program. For the future of her business, Lee hopes to start a Team and develop a more structured business model. If you’re looking for a Realtor® who truly wants the best for her clients, get in touch with Lee Trowbridge today!

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You can contact Lee at (214) 264-9803 or lee@rogershealy.com, and you can visit her website at LeeGetsItDone.com for more information. www.

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Are You Doing Business As YOU On Facebook?

Are you ‘Doing Business As YOU’ on your personal Facebook page? In other words, are you posting your business content from your personal page?

Yesterday a REALTOR® asked us, “Why should I bother with a company Facebook page? Can’t I just post everything from my profile page?”

The answer lies in what we call division of content. As you may be aware, social media began as just that… social. It was never truly intended for business use.

Over time, as businesses began to see the potential in reaching the masses in a new way, they began to intrude on this communication. Today, it is widely accepted that business will be conducted on all social platforms, but the manner in which we do so (and in which we are received) is still a touchy subject at times.

We believe it’s important to be transparent on social media. Draw the line between communicating as the Person and the Professional. Not only does this help you keep your content separate and appropriate, it also gives the control to your network of family, friends, colleagues, acquaintances and customers.

They get to decide whether to ‘like’ or ‘follow’ your company page. They get to decide whether they want to see your business related posts. User control is the #1 reason you need a business page if you’re conducting business on Facebook. Wouldn’t you rather have a willing and engaged audience over a forced, potentially reluctant one? We have personally eliminated many of the ‘DBA’ offenders from our news feeds and you have likely done the same.

As in all controversial social media topics, there is some gray area. And that gray area is often subjective, so consider this post food for thought and decide for yourself. We try our best to keep professional content on our business pages, with a couple of exceptions: 1. Philanthropic Promotion: We’re in favor of posting anything that will help an organization in need on both your personal and business pages. Nonprofits often have little to no marketing budget and rely on all of us to promote their good works, so we believe that’s a good line to cross (as long as it’s about the organization, and not you).

2. Recognition Tagging: Facebook does not allow you to tag an individual on your business page. Yes, there are some tricky work-arounds, but they are inconsistent at best. So when it’s truly important for us to recognize and tag an individual, especially someone who has done something nice for us (inviting us as guests on their radio show or podcast, for instance), we will generally post that on the business page first, then share it from our personal pages, along with a comment recognizing and tagging the individual(s) or business who helped us.

Either way (personal or business), remember to be true to the social aspect. Our participation on social media should be about giving, helping, recognizing and connecting…especially when it comes to your business.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

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TAMARA EDWARDS Top Agent Magazine

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TAMARA EDWARDS As her tagline suggests, Tamara strives to be “The People’s Realtor®” in her care for each client. “I’m a people person. I love customer service and being totally hands on,” Tamara says. “I’m the agent who shows up early and I’m the agent who stays up late.” Tamara got her start in real estate as a transaction coordinator for a local investor. When she leveled up to take an assistant position, her inside view of the industry made her want to make the leap to fulltime realty. “I had the energy, education, and support to hit the ground running,” Tamara remembers. She became licensed in 2014 and has been helping clients successfully navigate their transactions ever since.

Today, Tamara is a Realtor® with Champions Real Estate Group in Spring, Texas, serving Houston and the surrounding areas. Currently, over seventy percent of her business derives from repeat and referral clients. Tamara credits her integrity and patience with creating a foundation of trust as she guides her clients through the transaction process, educating them around the ins and outs along the way. “I often learn how much a client didn’t know about the process and see how much they appreciate that someone spent time educating them on the necessary background, so they really understand how to sell their home or purchase their first home,” she explains. Tamara’s service to her clients doesn’t stop at the close of a transaction. Building off the relationships she fosters, Tamara often follows up with phone calls to see how past clients are enjoying their home and stays engaged in their daily lives through social media interactions. Utilizing the assistance of a CRM system, she never forgets a birthday, anniversary, or holiday, and shares out new listings, keeping Tamara top-of-mind for when past clients consider their next move.

she engages a robust supplementary digital rollout. Each listing features on realty sites like Zillow and Redfin, while boosted ads across a wide range of social media platforms put Tamara’s listings right at a buyer’s fingertips. It’s a multi-stream strategy that has garnered Tamara multiple offers on every recent listing and over a million dollars in average annual sales volume.

As a Realtor® who cares about her community, Tamara is passionate about investing in the youth. She recently helped with a back-to-school drive, putting together hundreds of essential school supplies. She also volunteers and donates to The Houston Food Bank, assists at community food-drives, provides mentoring for junior-high girls, and hosts classes at her local church on self-improvement for youths needing redirection. When she’s not working or giving back, Tamara cherishes unwinding at home with a good movie and enjoying time with her family. Looking to the future, Tamara is poised to become a licensed broker. She aspires to establish a family-size brokerage and to continue to invest in the high level of care for each client that has been her trademark of excellence in service and has made her The People’s Realtor® from day one.

Find out more at thepeoplerealtor.com.

Connect with Tamara via phone at (281) 895-3219 and via email at tamara@thepeoplerealtor.com. www.

When it comes to marketing, Tamara utilizes a variety of methods to reach the right buyer. Once a property posts to the Houston Association of Realtors® MLS, 22

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Uncommon Contact:

Connecting with Clientele Through Social Media Social media is one of the newest and most powerful tools in an agent or mortgage professional’s arsenal. With just a few keystrokes, you can stay top-of-mind with buyers, sellers, and borrowers near and far, past and present. The key is knowing how to use these mediums to your advantage, working smarter instead of harder to keep the thread of professional relationships intact. With that in mind, here are a few ways you can maximize the pull and power of social media by shifting just a few of your ideas and practices for the better.

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Not everything has to be about business.

While your relationship with a client or fellow vendor began over the course of business, your relationship going forward doesn’t have to be limited. One of the great things about social media is that’s it’s social. Not every comment, post, or communication has to revolve around your business, its metrics, or turning a sale. In fact, you should do your best to branch out and curate a brand and online identity that’s about who you are and

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the lifestyle you’re authentically interested in living. In that vein, consider interacting with clients in an organically-driven way, encouraging them during life’s milestones, reaching out with a local event, restaurant, or news item that’s relevant to their interests or neighborhood. The goal is to be a persistent presence in their lives without feeling like a talking head. Engage as you would like to be engaged with, as a human being with interests and needs and boundaries. Keep that personal thread in mind and your dynamic will shift from past business contact to present resource.

Expand your medium.

Many Realtors are comfortable on Facebook as an interactive meeting to connect with clients, but there are several other mediums where you can connect with clients both past and present, as well as future. Particularly when courting Millennial clientele, the fastest-growing segment of the buying market, a presence on Instagram and Snapchat are key to finding new faces, demonstrating hot properties, and creating an interactive brand as an agent. Not only does this help when you’re listing a property and seeking potential buyers, but it also serves as a perusable portfolio of your work and real estate prowess. You can also use these mediums to interact with clients on an outlet they might feel most comfortable in. Liking pictures, commenting, streaming Instagram Live home tours and Stories are all ways you can build engagement by simply spreading your social media presence around. Likewise, 24

these photo and video driven mediums are popular for home design ideas, and before and after renovation pictures. When you expand from Facebook into these new platforms, you’ll already have plenty of visual content ready to be transferred and consumed by an expanded audience.

Don’t just react.

Create your own content.

It’s easy enough to post a link to a new listing, or retweet a helpful article on real estate news. Creating your own organic content is a different story, but worth its weight in gold when it comes to luring engagement, ranking higher in search fields, and overall crafting an interactive presence for yourself and your business online—which is where more than 90% of homebuyers and sellers begin their process. Creating your own content can seem risky, or else like no one is listening in a digital world already crowded with information. However, original content is sure to boost personal engagement with your social media pages, guaranteed.

Instead of recycling content, consider posting a video with a Q+A theme for first-time homebuyers, or perhaps posting a live tour of a new listing will perk up your clientele surfing at home.

No matter how you decide to expand your social media presence when it comes to interacting with clients, consistency is key.

Find the ways that work best for you and stick to them, and you’ll watch your audience and business grow in tandem.

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LISA DYER In 2017, Lisa Dyer relocated from Virginia to Texas. With this move, she decided to leave a fourteen-year career as an elementary teacher. Lisa met a salesperson who helped the family build their home, and then began to work for him during his two days off a week. Shortly after that, their lender approached Lisa, suggesting she had what it takes to make a great Realtor®.

After seven months, she even became an assistant for another agent. Through all this, Lisa had a secret. Years before, she had dreamed of getting into real estate and completed all her license classwork, though she never followed through with the test due to the 2008 recession. This time, after all the new encouragement, Lisa, who is usually not a risk-taker, decided it was time. “I jumped right in,” she remembers. “Within three weeks, I finished the classes. A month later, I aced the tests and entered the market.”

Lisa has been in business since June 2018 as a solo agent serving Justin, Texas, and the surrounding areas.

Repeat clients and referrals now make up over 60% of her clientele. Lisa is known as caring and compassionate and attributes much of her success to her background. “When you educate someone, they can make better decisions,” Lisa says. “Also, my clients know I care. They are never just a transaction.” One client review online likens Lisa to an angel in disguise.

Another reviewer testifies, “My experience with Lisa was amazing. Her partnerships with insurance and lenders were a crucial piece of our puzzle.”

To stay in touch with past clients, Lisa texts, makes phone calls, and follows people on social media. To market listings, she uses a Facebook business account.

In addition, she employs a team dedicated to her social

media management to ensure every property is advertised to the widest possible markets.

“My clients know ‘Dyer Gets it Done,’” says Lisa. She keeps at the ready an exhaustive list of local builders, contractors, investors, landscapers, marketing professionals, interior designers, home stagers, and photographers.

Lisa undertakes complex market analysis to price houses correctly and implements a specialized marketing plan for each client.

When selling a home, she throws open houses during the entire time that home is on the market, to increase visibility. As of this year, her volume has grown to over $10 million in annual sales; however, she is motivated most by the service component of the job.

“I just love helping people,” Lisa says. “Purchasing a home is one of the biggest decisions made in life. It is so special that I can be there for my clients and help them navigate this momentous experience.”

When not working, Lisa is the President of the Rotary Club of Champions, located in Justin. They engage in many philanthropic activities, like community outreach, volunteer events, and fundraisers. She formally served on the Economic Development Corporation for the City of Justin, and now serves on the Planning and Zoning Commission. When not working, she spends time with her family, relaxes, and plays with her dog and cat. For the future of her business, Lisa plans to solidify relationships with past clients, grow more as a selling agent, and increase repeat business. “I am very thankful to everybody who has helped me along the way,” Lisa says. “I have formed many important relationships, and I appreciate my broker’s guidance.

Most importantly, I am so thankful to my clients and the opportunities they have given me. Without them, I wouldn’t have a business at all.”

You can reach out to Lisa at: 540-446-8401, www.lisadyer.com and RealtorLisaDyer@gmail.com

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CAMI HOBBS Cami Hobbs began her real estate career 23 years ago, but her interest in the business began much earlier than that, in her childhood. “My grandfather was a Realtor® in Denton,” Cami recalls. “I always wanted to be a Realtor® too, and so I followed in his footsteps and got into the business. I quickly realized that I loved helping people from all walks of life, whether they’re going through a divorce or celebrating a new marriage, or any other change in their life. I just enjoy helping people.” The rest is history, and ever since her start, Cami has excelled at helping her clients achieve their real estate goals.

Cami now heads her own team, Cami’s Elite Real Estate Group at Keller Williams. Along with five buyer’s agents and three assistants, Cami services all of her clients’ needs. Cami and her team serve the North Texas area, and she is also licensed in Oklahoma, serving the southern part of that state.

A solid 70% of Cami’s business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence she inspires. “Our clients keep coming back because of our customer service, and the feedback and communication we provide,” Cami explains.

Realtor.com, Zillow, Trulia, and more. We also use metrics and promote our listings on every social media platform.”

Community involvement is important to Cami and her team, and they love to contribute to helping local schools via fundraisers and events. Cami has also served on the United Way board of Denton, and she has also been through the Leadership Denton program through the local Chamber of Commerce. When she is not working or giving back, Cami enjoys fishing, hunting, and spending time with her husband at the lake.

Looking to the future, Cami says, “I want to continue growing, continue to help people, and help build up agents who love to work in the same manner. I also plan to continue building my Oklahoma business so that it meshes with my Texas business.” Above all, Cami says, “I will continue helping my clients. My favorite part of real estate is happy clients!”

Maintaining relationships with past clients is important, and Cami and her team continue to follow up with clients after the transaction is complete. Using the resources available through Keller Williams, they stay in touch with clients via monthly newsletters, holiday cards, and emails.

When it comes to marketing their listings, Cami and her team use a comprehensive approach to ensure optimum exposure. “We market through every avenue,” Cami says. “Keller Williams has the best technology out there. We market on the MLS and in a variety of publications. I market my land listings on LandsOfAmerica.com, and all my listings go out to 26

To find out more about Cami Hobbs, call (940) 391-1614, email at cami@realestatedenton.biz or visit calloncami.com www.

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A Step-by-Step Guide to

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

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

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

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

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

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

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when 28

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

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

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

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DAVID JOHNSTON David Johnston began his real estate journey as a loan originator for a bank in California in 1989. During his 20 years there, David rose to the position of National Loan Manager and managed the bank’s $120 billion loan portfolio, directly reporting to the president of the bank. When the mortgage crisis hit, David recalls, “With the experience I had through mortgage, I decided to get into real estate sales. I joined Better Homes & Gardens Gary Greene in 2012, and I’ve been with them ever since.”

Based in League City, David and his team serve the surrounding area and the greater Houston market. The team set themselves apart through their follow-up and dedication to staying in touch with clients. “We use a CRM, and we do a very good job with it, because we have someone on our team who’s totally dedicated to that,” David explains. “We have a very robust social media campaign, we use landing pages and squeeze pages, and we post a lot of great content. You need someone dedicated to help capture those leads and move them to conversion.”

When it comes to marketing listings, David and his team use a comprehensive approach to ensure optimum exposure. “Online is where 95% of people conduct their home searches, and the number one thing about online promotion is professional photography,” he says. “We always use professional photography to market the listing and put the property in its best light.

We market on social media, primarily Facebook, because that’s where the eyeballs are.” That’s in addition to using Boost by Homespotter, as well as the team’s own targeted advertising.

Offline, David and the team use more traditional techniques such as Just Listed postcards, flyers, open houses, and broker tours, but he says, “When we look at those methods, we try to figure out how we can do it better than everyone else. Often, agents will just give out an MLS printout at an open house, which doesn’t Top Agent Magazine

show a lot of initiative. When we create flyers, we’re using slick or heavy cardstock for a different feel and look that conveys all the info you’d see on a MLS printout, but in a more representative portrayal of the property we’re marketing.”

Community involvement is important to David and his team. They have participated in backpack drives with the local YMCA, helped out with Sunshine Kids, and for three years, David has been a crew leader for with Rebuilding Houston Together, a local program helping families in need to rehab their homes.

Above all, David says, “I like the satisfaction of helping people and exceeding their expectations. When I think about real estate and what goes into it, it’s about problem solving. I pride myself on being a good problem solver and creative thinker, and being able to overcome the obstacles that can happen in real estate transactions.” Looking to the future, David says, “We’d like to grow the team. We’re a competitive group, and we’re always trying to get better and achieve more, while always putting our clients first.”

To find out more about David Johnston, please call 832-525-4332, email at david.johnston@garygreene.com or visit BetterLivingRealtyGroup.com www.

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Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes.

Try and catch yourself when you’re wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is.

You don’t want to be running on empty when it really matters.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things.

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never thought were possible.

The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require self-reflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them.

Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE MORE POSITIVE

BE WILLING TO LEARN

Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver.

This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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JACQUELINE O'NEILL |AKA “JACI-O” | LIC. #0618758 What inspired you to go into real estate?

Honestly, I had never considered it before 2001, when Mike and Donna Stott, and Mike’s parents, approached me out of the blue in Oahu, Hawaii. Earlier, I had them through my work as a cosmetologist. They wanted me to be their “buyer’s agent,” and offered to pay for training, dues, weekly coaching, profit sharing, an escrow assistant, the minimum wage, ALL leads with no prospecting, and commissions! Honestly, I would have been a fool to refuse. I was fortunate to close countless deals in a short time and acquired my broker license in just three years and before starting a family.

Having four brokers there to help me at any moment was truly priceless.

What sets you apart? How are you different?

I do not view real estate as my “job,” but the “mission field and ministry” that God has called me to in order to reveal HIS love and goodness, and as a result, I do not approach things like a “salesperson.” My focus is to be a blessing to EVERYONE I interact with, not just my clients or connections. I am always looking for ways to improve as a person and as an agent. I am not motivated by the money but by the desire to help others. Buying real estate can be VERY costly if one doesn’t have the necessary information or representation.

Over the years, I have met so many wonderful people, clients, agents, and brokers. I aim to be pleasant to work with and a “team player.” I am not money-focused; I am relationship-focused.

What are you focusing on at this point in your career?

My goal is to build a small team that I can encourage, train, and share my experience with. I have always been a “Mother hen” and would like to raise real estate agents known for their character, professionalism, and kindness.

My husband was my first (and favorite) team member.

Would you like to share anything about your personal life and family?

ABSOLUTELY! I have four children, and my husband has three. We are a blended, multiracial family, which is a blessing. We can teach others that skin color isn’t what matters, but LOVE. We have five dogs and homes in Houston and Corpus Christi. I love beach volleyball, reading, and writing. My husband and I are writing and editing books, with a goal on going into ministry and public service.

Any last words?

If you want to get into real estate, get a GOOD mentor and focus on people rather than “closing the deal.” Do not use “scripts.” Be genuine. If you aren’t experienced, be honest, and if you are, be humble.

When did you move to Corpus Christi?

And how hard was it to start all over?

I moved in August of 2009 due to military orders. Without giving you all the details of how I started working in this city, I was called out of the blue AGAIN by a friend who wanted a realtor for their new brokerage. Shortly after starting, I signed up for Trulia for $100 a month, and within a year, had sold approximately $6 million. This was truly an answer to prayer because I DO NOT like to solicit. I prayed that God would give me favor so I would do exceptionally well to the point it would perplex others. HE DID! This “jump-start” enabled me to build relationships, and as a result, my online and community presence grew.

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You can reach Jacqueline at 361-947-8003 or JC@JcorpuschristiRE.com 31 Copyright Top Agent Magazine

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