TEXAS 12-7-20

TEXAS EDITION

PROPERTIES: THE GOOD, THE BAD, AND THE UGLY

SUCCESS-

PRODUCTIVITY KILLERS:

THESE 7 HABITS ARE THE REAL SECRET TO SUCCESS

4 WAYS TO MAKE BETTER USE OF YOUR WORKING HOURS

FEATURED AGENT

HARRISON POLSKY

COVER STORY

IGE JOHNSON

TEXAS EDITION

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IGE JOHNSON

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HARRISON POLSKY

HARRISON P

As an SMU Cox Scho Masters graduate with rience as a commercia agent Harrison Polsky’ has helped him bui successful real estate bu

Now the principal and O N E group at Compass, Harrison coll CONTENTS team of six. He says “O N E group is ba that a collective of real estate talent, eac 4) HOW TO SPEED UP 18) PROPERTIES: THE GOOD, ownBAD, core AND competency, can come together FIRST-TIME HOMEBUYER THE THE UGLY real estate experience for the benefit of cl TRANSACTIONS IGE JOHNSON22) E team is knowledgable across the entire r PRODUCTIVITY KILLERS: 13) SUCCESS–THESE 4trum; WAYSwhile TO MAKE BETTER Harrison and 50% of the gro 7 HABITS ARE THE REAL USE OF YOUR WORKING HOURS on new construction homes and develop SECRET TO SUCCESS the other 50% has a strong resale and rec business. Harrison goes on to say, “Non would be possible without my team; we one.” Last year, their second as a group, Phone 310-734-1440 | Fax 310-734-1440 $64 million in sales, and, despite the im mag@topagentmagazine.com | www.topagentmagazine.com due to COVID-19, they’re on track to ma No portion of this issue may be reproduced in any manner whatsoever without prior of the publisher.

Agent million in 2020 andconsent project over Top $100 Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published development a twentymaterials, Top Agent Magazine cannot be held responsible for opinions expressed or factsprojects supplied by itsinclude authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com. development ($8.5 million sellout), thirty Published in the U.S. communities ($19.8 million sellout), lux priced between $1.2 - $2.4 million, and Top Agent Magazine duplex project ($3.5 million sellout).

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How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 4

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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IGE JOHNSON

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In 2015, Top Agent Ige Johnson obtained her Broker’s License and soon after opened her own RE/MAX franchise in Humble, Texas.

Broker Ige Johnson – Owner of RE/MAX Generation in Humble, Texas – is a consummate, dedicated professional who truly cares about her clients’ best interests. Dynamic, intelligent and incredibly knowledgeable about the real estate industry, Ige has more than earned her reputation as the go-to agent for anyone looking to buy or sell in the Houston 8Copyright Top Agent Magazine

market. With a focus on exceptional customer service and a commitment to maintaining relationships with her clients – even long after the closing table – Ige is a powerful force of nature in the arena of real estate advocacy.

Ige, who currently oversees an equally dedicated team of five other agents and Top Agent Magazine

an administrator, began her career as a schoolteacher, and then moved on to a stint in the mortgage industry, which gave her a financial skillset that provides exceptional value to her buyers and sellers. “I did that for three years,” Top Agent Magazine

recalls Ige, “and then the mortgage industry changed. I didn’t want to go back to teaching, so I got my real estate license.” In 2015, she obtained her Broker’s License and soon after opened her own RE/MAX franchise and was Copyright Top Agent Magazine9

Ige and her team have received a vast numbers of awards and recognitions including their membership in The RE/MAX Hall of Fame, their ranking as being among Texas’ Top 500 Real Estate Teams in 2018, inclusion in the Top 30 Influential Women of Houston and the 2017 Houston Association of Realtors Top 20 Under 40, among many others. soon named RE/MAX Rookie Franchise Office of the Year in 2016.

Currently, Ige and her team can boast that nearly the entirety of their business is based upon returning clients and referrals, a true barometer of excellent customer service in the highly competitive world of real estate. “I think it’s because of my longtime experience in the industry,” says Ige, when asked how she manages to inspire such levels of trust and loyalty amongst her clientele. “We also provide an amazing buying or selling experience for our clients.” For proof of this, one needs to look no further than Zillow.com, on which site Ige is a Premier Agent with a perfect, overall five-star rating, based on scores of glowing testimonials lauding her and her agents.

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That is again borne out by the vast numbers of awards and recognitions Ige and her team have received, including their membership in The RE/MAX Hall of Fame, their ranking as being among Texas’ Top 500 Real Estate Teams in 2018, inclusion in the Top 30 Influential Women of Houston and the 2017 Houston Association of Realtors Top 20 Under 40, among many others. Ige herself has earned multiple prestigious industry designations, including the ABR (Accredited Top Agent Magazine

Buyer’s Representative) and the ALSH (Accredited Luxury Home Specialist, to name just two.

There are many factors that come into play when assessing Ige and her team’s success, and chief among them would be her expert, thorough marketing strategies – backed by RE/MAX’s powerhouse support both domestically and internationally – that ensure quick sales for top dollar, not to mention very happy clients.

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Ige’s commitment to her real estate career is concrete, though she does successfully operate two other businesses, a beauty salon and a construction company. She also is an ardent philanthropist, who has dedicated her free time to combating human trafficking.

Ige, whose plans for the future are to continue growing her business – and to also continue training, guiding and mentoring newer agents – has one overarching objective: to keep providing her many clients with the unparalleled customer service that has become synonymous with her name.

For more information about Ige Johnson, please call 281-846-8796 or email Ige@IgeJohnson.com

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Success– These 7 Habits Are the Real Secret to Success What is it that makes some people so successful and others not? Is there a secret recipe one can follow, as easy as baking a cake, which will give them the strength to achieve their ultimate goals and have it all?

The answer is that, in a manner, there is. The trick is in how you think about success and what it means for you. Many people define success as achieving their personal goals, but could this be leading them to look at the world a little too narrowly? The people that are truly successful in every aspect of Top Agent Magazine

their lives don’t stop at simply achieving their personal goals. They succeed in many avenues of their life, including their job, relationships, health, and family just to name a few.

It turns out that ultra-successful people tend to have quite a number of things in common. One main skill many seem to possess is high emotional intelligence, or the ability to manage your emotions so that you can stay calm and focused even in high

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stress situations. Luckily, it seems not all of them are simply born with this ability, but have many strategies they use to help them achieve higher emotional intelligence. Here are seven strategies and habits that will help you achieve success in every area of your life.

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BE COMPOSED The first thing successful people always seem to have under control is their composure. Successful people stay calm and composed when the going gets tough and fingers start pointing. They don’t panic. The secret? They understand that in life things are always changing. It doesn’t matter if something is bad at the moment because that will change soon enough. In this topsy turvy life all you can really do is adapt in order to stay happy and remain in control of how you react.

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BE KNOWLEDGEABLE Have you ever noticed how successful people always seem to have such a wide range of knowledge and interests?

Successful people do know more because they are always working to grow and learn. They strive to constantly increase their self-awareness. If a spare moment exists, then they will fill it with some kind of self-education. They do this because they are passionate about learning new things and ways to improve their life.

Ignore the fear of being judged and ask questions, because that is the only way you can learn. Successful people don’t

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fear asking questions. They fear not asking those questions and growing stagnant.

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BE DELIBERATE It is important to think and reason before you come to a decision. Successful people don’t rush. They seek out advice from other, they think of all the aspects, and sleep on their thoughts before finally making their decision. Your gut instinct can be misleading, and lead you to make a rash decision that you will come to regret later.

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BE CERTAIN, AND SPEAK WITH CONVICTION Successful people speak with certainty.

Unless you communicate your ideas with conviction and certainty, then you will have a hard time getting people to listen to them.

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BE POSITIVE Successful people use positive body language when they are talking to other people. Their tone is enthusiastic, they maintain eye contact, leaning in towards the person speaking to show interest.

Successful people use it to draw those other people in. How you say something can be just as if not more important that what you say to people. Positive body language can completely alter how your speech is perceived by others, and helps to keep attention on you and what you are saying.

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BE MEMORABLE BY LEAVING A STRONG FIRST IMPRESSION You only have once to make a first impression, and they are incredibly important, as they are closely ties to positive body language. You have around 7 seconds to convince a person to like you after you initially meet them. That is how long it takes them to decide when they meet you. After that a person is simply spending the rest of the conversation justifying that initial reaction they had. You can make sure you make a good first impression by having strong posture, a firm handshake, a warm smile, and open shoulders.

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BE FEARLESS Successful people know that to give in to fear is a choice. They don’t let the fear take over, instead focusing on the rush of euphoria that comes with conquering fears.

All of this adds up to having a high emotional intelligence. What helps you to succeed is the ability to control those whirlwind emotions so you can stay calm and focused on actually succeeding. These habits can help you gain a higher emotional intelligence, but as you probably already know, anything involving dealing with your emotions in a healthy manner takes serious work. So, don’t give up if you fail the first time. You must always try and try again.

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Properties: The Good, The Bad, And The Ugly

by Denise Lones

I was shocked. There it was. An expensive property near a busy intersection that had stayed on the market for almost a year.

I asked one of my agents, “Why hasn’t this one sold?”

But none of these are reasons to put this property on the back shelf. In fact, there is a market for every market, no matter its location or condition. Too often, we make the mistake of shortchanging sellers who don’t have manicured lawns on cul-de-sacs with perfect houses. We prejudge our own listings to the detriment of the people we’re supposed to be serving.

He said, “Because it’s a dog. Look at it. Nobody wants those turrets that stick out like that. And besides, it’s at that intersection where there’s traffic all day long.”

I’ve been there. I’ve driven to properties hoping for a terraced I couldn’t believe what I was masterpiece with a stunning garden, hearing. This agent had “classified” and then felt that sick dropping this property in his own mind as feeling in the pit of my stomach something that wasn’t worth the when I finally saw it. trouble to market—pretending to service his customer while doing What do most agents do? They’re nothing. True, it wasn’t as beautiful polite, they take the listing, and they or pristine as surrounding neigh- get out of there fast. They rely too borhoods. True, it was in a not-so- much on their own opinion of the prime location. True, it could use property rather than pulling statistics to determine its true market value. some handyman work.

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OR they tell the seller, “This house isn’t going to sell unless you change the carpet, fix the paint, install new roofing, etc.”

Beware! This could lead into a legal nightmare. While on the surface this agent is giving generic advice, what if the seller does everything the agent suggests—and the house still doesn’t sell? That agent might want to call a good lawyer.

If a property needs work, that’s never a reason it won’t sell. There are investors, handypersons, contractors, and do-it-yourselfers who love these properties. Go to your local real estate investment club meeting and you’ll find people searching frantically for such properties. Advertise it as a “Handyman’s Special.” Target these people directly. You may be amazed how many of them are out there.

Here’s the truth: Every property— True, you may have to advise the good, bad, and ugly—will sell if seller they won’t get top-dollar if priced right. It is always about price. a lot of work needs to be done.

There is always someone in the But this is the true issue here—not market ready and willing to buy the work itself. It’s always about right now for the right price. price.

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Let’s talk ugly. A house is in pristine condition, but has a rather peculiar look. Well, I have news for you: Just because you think a house is ugly doesn’t mean there isn’t someone out there who will say, “This is the home I’ve been looking for all my life!”

cannot tell you how many times my jaw dropped when someone told me, “Perfect! We love it!” So, I’ve learned never to judge a house by its paint job, landscaping, or design.

You have a job to do: sell the house at top-market price. You are hired to be the market expert. Sellers don’t Did you know there are people out have the time to do so themselves. there who prefer ugly houses? Yes, That’s why you have a career. ugly houses! Some people don’t care about the outside of a property. It’s always the market that They’re only interested in the determines what sells. No matter the inside, where they know they will shape, size, or condition. And you be spending most of their time. are not in charge of the market, These are people who don’t buy to which as always is based on supply impress others, but rather to please and demand. Whatever is in demand themselves. Thank goodness for will sell, whether it’s a beachfront these people. Without them, we’d mansion or a shack in the woods. Be creative. Use your marketing to have to tear down half the planet! target people who truly want these I’ve seen houses that look like properties. But most importantly, something from a Stephen King price the property correctly for the novel sell overnight while another market. that could be on the cover of Home and Garden languishes on the market Know thy market and thou shalt for weeks. Why? Because somebody know what sells—good, bad, or ugly. wanted that house. Period.

You are not the world’s taste critic. Copyright©, Denise Lones.

You cannot tell what people want. I All rights reserved.

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HARRISON POLSKY As an SMU Cox School of Business Masters graduate with previous experience as a commercial analyst, sales agent Harrison Polsky’s unique skillset has helped him build a thriving, successful real estate business.

Now the principal and team leader of O N E group at Compass, Harrison collaborates with a team of six. He says “O N E group is based on a vision that a collective of real estate talent, each bringing their own core competency, can come together to optimize the real estate experience for the benefit of clients.” The O N E team is knowledgable across the entire real estate spectrum; while Harrison and 50% of the group concentrate on new construction homes and development projects, the other 50% has a strong resale and recreational home business. Harrison goes on to say, “None of what I do would be possible without my team; we truly work as one.” Last year, their second as a group, they closed on $64 million in sales, and, despite the impact of delays due to COVID-19, they’re on track to match that number in 2020 and project over $100 million for 2021. New development projects include a twenty-unit townhouse development ($8.5 million sellout), thirty-six patio home communities ($19.8 million sellout), luxury spec homes priced between $1.2 - $2.4 million, and a four-building duplex project ($3.5 million sellout).

Harrison’s success is a credit to his understanding of the marketplace, his analytical approach, and his communication style. With over eight years of experience, he not only knows what is going on in the market, he also has a solid sense of trends and where things are going.

When assessing a property, he uses methodology such as pro forma and regression modeling, taking into account factors like land values and build costs, to estimate true value and likely days on market. And when it comes to communication, Harrison jokingly says, “With the number of iPhones I’ve broken down from high usage, I won’t stop buying Apple stock anytime soon.”

Adapting as situations require, Harrison and his team market properties through a combination of old school Top Agent Magazine

and new age digital methods, including texts, calls, emails, a large (and growing) cooperative network of other agents, and, of course, social media, The result is well-established relationships with builders and developers with whom Harrison does business year after year. He and his team receive many referrals, and as for repeat customers, Harrison reports that clients he’s sold property to “have never used another agent.”

Outside of work, Harrison is active in his community as a member of the Calyx Club and as a volunteer at his daughter’s school, Highland Park Presbyterian. He runs and practices yoga every morning, enjoys cooking, and, when conditions permit, likes to travel with his family.

Harrison acknowledges his job takes up most of his time, but thankfully, he loves what he does. “It’s a sport and I want to have Tom Brady longevity,” he says. Harrison likes the challenges that come with development sales—reassessing conditions, readjusting strategies and designs, and maintaining open communication with everyone involved. And he looks forward to growing his business. Future plans include hiring agents he can mold and shape, bringing in large deals for the team to work on, and eventually, moving into building on his own.

For more information, call 214.663.0162, visit compass.com/agents/harrison-preston-polsky or email harrison.polsky@compass.com www.

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Productivity Killers: 4 Ways to Make Better Use of Your Working Hours

Even on the busiest of days, it can be hard not to get distracted by social media, smartphones, chatty colleagues, or personal to-do list items. So how do you keep your professional blinders on and power through your tasks with efficiency? Practice these four tips and witness your productivity skyrocket—easing stress and bringing renewed energy to your daily duties.

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1. Create a sense of peace and quiet The office may not be your idea of a tranquil oasis, but for most, focus requires quiet and calm to best lend attention to the task at hand. If you find yourself seated next to talkative coworkers or in the center of a bustling office atrium, consider noise can-

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celing headphones, earplugs, or carving out an empty conference room for your work day. Turning the volume down creates fewer chances for disruption, allowing you to make the best use of your time.

4.Take your smartphone off the table

2. Organize your workspace A messy work area breeds anxiety and distraction, but a clean and organized desk inspires efficiency. If you’ve got a busy day ahead, take fifteen minutes and organize your workspace: gather miscellaneous papers into their proper place, dispose of out-of-date or unnecessary documents, or give your keyboard a dusting. Not only does cleaning and organizing your workspace prepare you for the work ahead, it also helps you transition to a productive, goal-oriented mindset.

3.Create a goal-oriented reward system Coffee breaks, coworker catch-up, and social media check-ins tend to break up our workflow on an hourly basis. Instead of trying to go cold turkey on these workplace routines, reframe them as rewards.

For every to-do list item you complete, allow yourself a fives minute treat, whether that’s a fresh cup of coffee or a walk around the block. Not only will creating a reward Top Agent Magazine

system help you stay motivated throughout the day, it will also provide you with much-needed mental breaks that actually boost long-term productivity.

The number one productivity killer in this day and age? Smartphones. With access to endless social media portals, web browsing, text conversations, and games, smartphones are one-stop shops for distractions. While you may not want to delete apps from your phone, try leaving your smartphone in a locked desk drawer until your next break, or safely in your car. By simply putting your smartphone out of your line of sight, the impulse to distract yourself is muted.

Even though technology and the modern office create ample opportunity for distraction, making these few small adjustments can go a long way in safeguarding your productivity. After all, a productive day allows you to enjoy your time at home and outside the office, without the worry of incomplete tasks and looming deadlines darkening your day. Keep these productivity tricks in mind as you mount your daily to-do list and you’ll be thanking yourself tomorrow.

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