TEXAS 2-22-21

TEXAS EDITION

Top Agent Tips and Questions for

7 Simple Tips that are Proven to Help You

STAY AHEAD OF THE COMPETITION

CHOOSING YOUR LISTING AGENT

CREATIVE MEDITATION for the Real Estate Professional

FEATURED AGENTS

PAMELA BUSKE RHONDA COTE MIKKI McDOUGALL JANELLE PERALT

COVER STORY

BRANDEE ESCALANTE

TEXAS EDITION

JANELLE PERALT 7

BRANDEE ESCALANTE

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When Janelle Peralt and her husband 21 Texas Hill Country 26 moved to the more than twenty years ago, they were looking for a certain kind of lifestyle. She keeps that in mind when she’s selling a home.

“Advertising a property is more than just making a cold inventory list of its features.

There’s always a story to tell about the life that would come with it.”

how I

PAMELA BUSKE 29 Janelle a sales

Award-winning Broker Pam Buske – of RE/MAX 1Janelle in Ce Park, Texas – is a hardwork commu for thir dedicated real estate professio with more than threeas Rise deca of experience helping and her Bl m enthusi grateful clients achieve t That vision’s been sharpened sixteen 5K to b RHONDA COTE MIKKI McDOUGALL PAMELA BUSKE JANELLE real estateby goals.

Pamela, whosePERALT background inclu years in the industry, and on occasion has race di years spent in the mortgage industry, is ideally suite MIKKI proven MCDOUGALL essential in saving a client from a bad investto the Red Cross, provide a level of customer service that far transce ment. “I had a repeat client who had gone against all Country Needs Co ofhouse her competition.

Having built her formid of my advice, buyingmuch a small in a neighborhood business on a foundation of honesty with very similar houses.

He bought the lot next door, Theand rest integrity, of her do more than earned stellar reputation as atotru doubled the size of has his square footage, and her basically or dedicated se estate advocate consistently places miles the nea spent a lot of moneyreal to over-improve for who the neightwenty-five CONTENTS borhood.” Many sellers would havefront had to settle for aduring every transact of her clients and center

BRANDEE

loss on the property, but Janelle found a life-buyer. “I

In the near future, J

sold the love storyYOUR ofPamela, the house, the reasons he had for hermember. in w pr 18) SECRET 4) TOP AGENT TIPS AND a former nurse, began journey “I’m in the ESCALANTE making these changes in that neighborhood.” another agent who PRESENTATION WEAPON QUESTIONS FOR CHOOSING of real estate working in the servicing side of the m same values reg gage industry. “Once I caught thethebug, I couldn’t YOUR LISTING AGENT With a business degree in marketing, Janelle is owner it would be a great rid of it,” sheMEDITATION explains. From servicing mortgages, and broker24) of JPCREATIVE Properties, a boutique brokerage in transitioned into loan origination, and soon after be 13) 7 SIMPLE TIPS Kerrville, FOR Texas. For her, the work is its own kind of THE REAL ESTATE really enjoyed that,” Pamela rec THAT ARE PROVEN TO HELP dream. “Every day isclosing different.loans.

I might“Ispend it indoors, PROFESSIONAL “because the lender directly YOU STAY AHEAD OF THE or find myself walking a ranch. I sell everything from closed with the bu backhomes. then, And but that in the eighties. I had re tiny houses to big luxury I getchanged an immense COMPETITION FINDING Adiscovering NICHE enjoyed and I missed the being with the clients. satisfaction27) from IS helping my that, clients, best features of theirafter property, creating a vignette of my youngest child getting remarried, and when MARKET RIGHT FOR YOU?

the kind of life they’ve the going buyer to become a Realtor five,enjoyed, I decidedshowing that I was what they would be getting. I’m so blessed to be able to do this for a living.”

That was in 1996, and since then Pamela has achie

remarkable success. Signing up with RE/MAX in 19

Her clients feel blessed too. Reviews describe her as she has consistently been named a member of “scrupulously honest” and “everything you could ask Phone 310-734-1440 | Fax 310-734-1440 company’s 100% clubthey levelkeep and above (based on hav for in an agent.” That’s one of the reasons mag@topagentmagazine.com | www.topagentmagazine.com earned her over $100k and annually an coming back, and referring to friends family.in commissions) To learn m also included among RE/MAX’s Hall of Fame.

M Thewhatsoever other reason is that Janelle’s allows No portion of this issue may be reproduced in any manner without prior consentindependence of the publisher.

Top Agent call 830-739-37 significant, however, is the fact that almost the Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published her to tailor her service to the client’s specific needs. or enti visit materials, Top Agent Magazine cannot be held responsible for opinions expressed or bythat its authors.

“I didn’t want to be part of facts a bigsupplied franchise dictates of Pamela’s considerable business is based upon re To subscribe or change address, send inquiry to mag@topagentmagazine.com. clients Published in the U.S.

and referrals, perhaps the most accurate bar eter of the top-of-the-line service she provides.

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“I fight hard for my clients,” says Pamela, when as how she manages to engender such impressive le Top Agent Magazine of trust and loyalty amongst those she works with always make certain they understand every aspec

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

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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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BRANDEE ESCALANTE Top Agent Magazine

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As the leader of The Escalante Group at eXp Realty, Top Agent Brandee Escalante currently serves clients throughout Dallas and the surrounding cities.

With over 22 years in the business, and a track record of superior results and satisfied clients, Brandee Escalante is a real estate force to be reckoned with. Brandee started out in the business right out of college, when she began working in property management. Later on she transitioned into residential real estate, where she quickly 8Copyright Top Agent Magazine

found her true calling. As the leader of The Escalante Group at eXp Realty, she currently serves clients throughout Dallas and the surrounding cities.

Thanks to Brandee’s experience, and her extensive knowledge of the market, she is able to help buyers and sellers Top Agent Magazine

navigate even the trickiest transactions.

Much of her business is largely based on her extensive referral network, built on a foundation of clients who can attest to her work ethic and professionalism.

Her ability to stay calm under pressure, Top Agent Magazine

and showcase expert negotiation skills at the closing table, are traits that always put her clients on top and secure the best outcome in any deal. Another huge part of her success is her team of highly qualified agents who are always ready Copyright Top Agent Magazine9

“We have a wonderful, tight-knit team dynamic, so our clients get a high level of attention. We work really closely together to provide them the best customer service,” Brandee says. to show unwavering dedication to their clients. “We have a wonderful, tight-knit team dynamic, so our clients get a high level of attention. We work really closely together to provide them the best customer service,” she says.

The team’s aggressive marketing techniques have brought in over $55,000,000 in sales volume this year. Through all of Copyright Top Agent Magazine 10

her hard work, what Brandee cherishes the most about her job is the ability to help both agents, and clients, succeed.

“I love training new agents and helping them acclimate to the team. Being able to provide them with good training, and all the necessary resources to help them succeed in this business, has been very fulfilling. I also enjoy helping first time homebuyers because of their enthusiasm Top Agent Magazine

and excitement. Guiding them toward an informed real estate decision and seeing their confidence increase is a beautiful thing to witness, ” she says.

When she’s not working, Brandee is a busy mom to four kids. She loves Top Agent Magazine

quality family time as well as traveling—though that has been temporarily curbed due to COVID-19. Brandee is also a big proponent of being involved in the community, whether in big or small ways. She participates in various local programs and Christmas charity Copyright Top Agent Magazine 11

gift donations, and is looking to get her team involved in more charity work in the near future.

In the future, Brandee’s plan involves more growth in all areas of her business.

She is interested in expanding her team

and opening additional offices to make space for new agents and clients. The Escalante Group is known for being consistently ranked among the top 10% of real estate agents nationwide, and Brandee has high hopes for being able to continue that streak in the next year and beyond.

To learn more about Brandee Escalante please call (214) 675–8545, email brandee.escalante@exprealty.com, or visit theescalantegroup.com www.

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Top Agent Magazine

7 Simple Tips that are Proven to Help You Stay Ahead of the Competition So you’ve created a successful business, congratulations! You probably did it by providing an unsurpassed level of customer service that not only meets customer expectations but exceeds them in a way that has made you stand out from the rest. As anyone can tell you, starting a successful business is not easy.

Now comes the even harder part. Not only sustaining that high level of performance, but continuing to grow and outpace the competition. There is no resting on your laurels in a competitive business market. Companies that stay successful for the longterm, make an active effort to keep on top. Here are just a few ways you can do the same.

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1. Know the competition It’s not enough to know what you excel at or what makes you unique, you need to know what your competitors are offering that makes them stand out. This serves two purposes: it will allow you to more clearly define your differences, or it may help you identify an area that you hadn’t considered before, opening up a potentially new way in which you can excel above the rest.

2. Know your customers You might know your clientele very well, but as economic conditions change, so does your

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customer’s needs. What might have been a priority a year ago, won’t be if we are in the midst of an economic downturn, for example.

As a business owner you should always be evaluating your strategies in every area constantly, knowing what your customer wants and needs from you is key. In fact you should be using your expertise to analyze potential market changes and anticipate those needs to stay ahead of the curve.

3. Have a strong understanding on what makes you unique Once you accomplish the first two, you should have a clear idea of what unique advantage you offer people. This needs to be clear to everyone, so you can then take that idea and run with it. Find your niche and then market yourself with a focus on that idea. If you have a clear thing you’re selling, it is well worth the investment to market yourself to the hilt with that in mind.

5. Think like your competitors One way your competitors looks to gain customers is by potentially taking yours. It goes without saying, you don’t want to let that happen. You’ve probably built great relationships, so really maintain those relationships by not only providing great service, but service that truly goes above and beyond. Find ways to give more to your customers. You might even want to start offering surveys, where your clients can tell you exactly what they’d like to see.This makes your clients not only feel heard, but blown away when you implement any changes they suggest.

6. Look for untapped markets Don’t settle for maintaining what you have, there could be untapped markets out there.

If you don’t get to them, your competitors will. So even if they come eventually, hopefully you’ll already be the dominate force in that market.

4. Keep up to date

7. Be a great boss

This goes for everything from technology to systems, marketing, and even your own personal image. If you have a brick and mortar location, you want to also keep things looking fresh and modern there, as well. First impressions are important for a reason. Everything about your business should tie into your marketing and branding. What are you selling and does everything line up to support that, from your business cards to your social media pages. Remember the key to branding and marketing is a consistent message.

One of the best things you can do to keep ahead of the rest, is by being a company where top talent and motivated newcomers want to be. Be the company that offers more than a competitive paycheck. Be a place that fosters talent, and offers scheduling and compensations packages that appeal more to people who think outside of the box. This will attract more innovative thinkers who value flexibility. Not only will you benefit from their talents, more importantly, your competition won’t.

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Top Agent Magazine

RHONDA COTE

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RHONDA COTE

With experience spanning across real estate as well as the mortgage industry, Rhonda Cote brings knowledge, expertise, and elite customer service to her work as a REALTOR®.

As the founder of the Cote Real Estate Group, she helps clients throughout the Greater Houston area. The team’s professionalism and commitment to getting clients the best results has placed them among the top groups at her brokerage.

“This isn’t just a business to me, I truly enjoy what I do and the people that I work with. I strive to always educate clients throughout this entire process so that they feel confident about the decisions they’re making,” she says.

Technology is an important ingredient in Rhonda’s marketing strategy. As an agent who is keenly aware of the power of social media,

When working with Rhonda, clients are guaranteed a hands-on approach and an innovative plan on how to achieve their real estate goals. Buyers can count on her patience and attention to detail, while sellers can benefit from her negotiation skills and determination to sell their house for the top market price. She also places importance on long-term relationships, and her natural ability to talk to people and forge connections has been a huge advantage in her work.

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she utilizes it as both a tool to keep in contact with clients, and a great means to market her listings in front of the largest audience. Depending on the listing and the needs of her client, she sometimes finds value in more old-fashioned marketing methods, such as hosting an open house.

Her relentless drive to give her clients the optimal results has brought in over $10 million in sales volume this year.

Achieving fulfillment and success in real estate doesn’t happen without being dedicated to helping others. Rhonda’s passion for providing the highest level of customer service to each client, and her genuine love of working with people, have made her real estate career very gratifying. “I believe the real key to success is discovering something that you look forward to doing every single day. I have found that with real estate. I can honestly say that I truly love working with people, and I also enjoy looking at different properties, so most of the time my job doesn’t even feel like work,” she says.

Finding time to be involved in her community is important for Rhonda, which is why she participates in various fundraising events for local children’s activities.

Outside of work, she loves spending time at her lake house enjoying the water, hiking, doing yoga, as well as hunting and fishing with her husband and kids.

Moving forward she plans on adding more agents to her team and has already begun to expand into the Austin market.

“I want to keep helping people find the best place for them so that they can get started on the next chapter of their life.”

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To learn more about Rhonda Cote call (832) 767–9517, visit cotereg.com or email rhonda@cotereg.com www.

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Your Secret Presentation Weapon

by Rich Levin

You are at a listing presentation, and Agent: “Do you know the number you know the seller is interviewing one complaint owners, like you, have other agents. Would you like to about their present REALTOR®? distinguish yourself as the best?

Here’s how.

“The agent doesn’t communicate or loses touch. It’s one of the simplest This is on an age-old and proven things and one of the most sales concept that is taught in high- important. I know some of the best level sales training in every major agents in town who sell a lot of corporation. In real estate, it is a homes and have the best intentions, subtlety that most agents simply but they just don’t follow up like don’t build into their skill set. Those they should, and you fall through who learn and use this skill stand out the cracks. and win against the competition.

“I set aside an hour each day just for Have you ever lost a listing and staying in touch with my clients.” could not figure out why? The seller says that they had more confidence “You don’t want to be in the dark, in another agent. This skill is the uncertain and uncomfortable. I reason they will choose you. They want you confident that we are both may not recognize why; they just doing everything we can to get your have more confidence in you. property sold for the most money in the shortest time. “I like to make Sample Seller Script these calls between eleven and Here’s an example. After, I’ll break noon on Thursday mornings. What it down for you so that you can is the best number to reach you at apply it for yourself. that time?”

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Robbins was a twinkle in his AABC: The Breakdown There are four steps to this mother’s eye. Most agents miss the presentation skill. They are subtle mark on this in today’s competitive and easy to learn. You must practice real estate market. To hit a bull’s to be natural with this skill, which I eye, use AABC as your secret weapon. You will begin to notice call AABC. sellers and buyers having more • Step one is the Action you take. In confidence in you, relaxing with the example above, it’s communicating you, and trusting your judgment. regularly.

Sample Buyer Script • Step two is the Advantage you “Would you like to have the bring that differentiates you. In the advantage of seeing the newest example above, it is setting aside an properties on the market, every day?” hour each day.

A – The Action: “Every day—often • Step three is the Benefit to them. twice a day—I will search for propIn the example above, it is making erties that are new to the market.” them certain, comfortable and A – The Advantage: “In our area confident. there are nearly three thousand real • Step four is the Close, which is estate agents. Every day, some of asking for a decision. In the them are placing new property on example above, it is asking for the the market. Within hours, often less, specific number to be reached on a I make sure that you are aware of any and every property that even specific day and time. remotely matches your desires.”

AABC B – The Benefit: “You’ll have the Action: What you do. best opportunity to find the property Advantage: Your distinction. that has the most of what you want Benefit: What’s in it for them? before you are in competition for it, Close: Asking for a decision. and you often get it at the best price.

This has been taught by Fortune 500 Each year, many of the homes I sell Companies decades before Anthony are those fresh listings that have Top Agent Magazine

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only been viewed by my buyers.

It’s fun for me. It’s the best way to give you the competitive edge.”

C – Close: “Do you want me to contact you each day as soon as we become aware of any property in which you may be interested? If I call during the workday with an excellent choice—something that looks perfect—would you be able to come fairly quickly to see it?”

You will find AABC is your secret weapon. While other agents present their same old way, the buyers and sellers to whom you present see, hear, and feel something different, something more. They will more easily sign exclusive contracts with less commission challenges. They will trust you and make your job with them easier, because they strongly believe in your efforts on their behalf.

A Few Subtleties I like to start with a question. Do you know? Have you heard? Would you like?

The Action can be very simple. It is your Advantage—the way you do it differently—that makes the distinction.

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The Benefit is always more money, the best time frame, and/or more ease and convenience. That is WIIFT: What’s In It for Them.

The Close is critical. In addition to confirming their agreement, it makes them an active participant in the process.

In my work, I occasionally accompany Agents on listing presentations—Agents who take over a hundred listings a year. Once they begin to apply AABC, they immediately express that they feel, hear, and see the difference in the way their clients responded to them.

This is an advanced skill that raises your effectiveness and enhances your relationships and your results.

It requires preparation and practice.

It is a secret weapon that can shift your work and your career into the next gear.

Rich Levin is one of the most successful Real Estate coaches in the nation by virtue of the measurable results of his clients and creator of the Real Estate Hierarchy of Success, a working model for understanding and planning your business.

Copyright©, Rich Levin. All rights reserved.

Top Agent Magazine

MIKKI MCDOUGALL

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MIKKI MCDOUGALL

Top Agent Mikki McDougall’s focus on providing top-of-the-line customer service, coupled with her personable nature, has translated into an exceptional reputation as a trusted real estate advisor.

Broker Associate Mikki McDougall – of eXp Realty in Odessa, Texas – is a hardworking, dedicated real estate professional who truly cares about achieving positive outcomes for her many grateful buyers and sellers.

Mikki’s focus on providing top-of-the-line customer service, coupled with her personable nature, has translated into her exceptional reputation as a trusted real estate advisor who consistently places the needs of her clients front and center during every transaction. Additionally, Mikki – a Top Producer and Shareholder with eXp, is one of the company’s ICON Agents.

Mikki began her career as a licensed agent in 2008, 22

following a lengthy stint working for a new construction builder in Amarillo. Prior to signing on with eXp Realty, Mikki owned or co-owned two real estate agencies, providing her with a depth and breadth of industry knowledge that has set her head and shoulders above most of her competition in the real estate business. This knowledge has also resulted in a thriving business that is comprised almost entirely of repeat clients and referrals, a sure indicator of the excellent service she provides. “I’ve had the pleasure of working with several families for many years,” she says, “and now I get to work with their children and grandchildren, and even their parents.”

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One major factor in Mikki’s success is the fact that she strives to build solid, honest relationships with all of her buyers and sellers. “The majority of my clients become my friends,” she says. Another would be her commitment to continually educating herself about the ever-changing real estate industry, and she has earned multiple prestigious designations that include the GRI, e-Pro, TAHS and the SFR. Perhaps the best evidence of the amazing service Mikki provides can be found in the overwhelmingly positive reviews she has received for her work, including this one from Zillow.com, on which site she holds a perfect, five-star overall rating: “Mikki was an outstanding Realtor, she knew exactly what we were looking for in a new home. Mikki not only helped us find the perfect home but also helped us sell our previous house. Mikki made herself available whenever we needed her, she listened to us, she was patient and understanding. I would highly recommend her to anyone looking to buy or sell, she is knowledgeable at what she does and knows how to get the job done.”

“It’s incredibly rewarding to be able to help people achieve their next life milestone,” says Mikki, when asked what she likes most about her job. “I love being part of their journey. I love working with them to find the right home at the right price, including all the neighborhood amenities that matter.”

When she’s not working, Mikki enjoys being with her husband Will, visiting the Texas Hill Country, where they enjoy hiking and fishing. She also gives back to her community in a variety of ways, including volunteering at the Odessa Boys and Girls Club. Also, Mikki spent 2020 as her local MLS Chairman, and has been promoted to an Executive Director position for 2021.

Mikki’s plans for the future include growing her already considerable business, and to continue training newer agents as a Certified Mentor while also helping to expand eXp Realty. Above all, however, remains her primary objective: to continue providing her customers with the incredible customer service that has long been her calling card.

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For more about Mikki McDougall, please call 432-631-5381 or email MikkiSellsTexas@gmail.com

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Creative Meditation

for the Real Estate Professional The real estate world can be an industry of intense emotional and psychological pressure. Deadlines, meetings, employee needs, client needs and a hundred other items on which one needs to focus on a daily basis can create an environment that is not only not conducive to mental well-being, but can be outright detrimental.

Learning to quiet the mind has been the focus of meditation for millennia. While those not familiar with the concept of meditation may instinctively think of yoga mats, incense, and chanting when the word “meditation” arises, there are in fact, many forms of meditation that can integrate quite 24

easily into the daily hustle & bustle world of the busy real estate agent.

First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening Top Agent Magazine

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts.

These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument.

Here are some examples of meditations you can try.

1

For when you’re driving, download and listen to any number of audio Guided Meditations available on the internet. YouTube has a generous selection of these, many of which are geared towards success in business.

2 Repeating a mantra can be very calm-

ing, particularly when you are trying to rid yourself of negative, self-defeating thoughts. It doesn’t matter what words you choose, as long as you feel good about your choice. “I am a success” or “I will approach all of my clients with love today” are two examples. Whatever works for you and gets you into the desired mindset.

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3 Something as simple as listening to pleasant music in your car can be considered meditation, provided it brings you to a place of comfort as opposed to one of spiritual discordance.

4 The most important thing, however, is to take time to find gratitude in everything you do. Count your blessings, be grateful the exciting career in real estate you have built for yourself.

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis.

When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity.

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PAMELA BUSKE Award-winning Broker Pamela Buske – of RE/MAX 1 in Cedar Park, Texas – is a hardworking, dedicated real estate professional with more than three decades of experience helping her many grateful clients achieve their real estate goals. Pamela, whose background includes years spent in the mortgage industry, is ideally suited to provide a level of customer service that far transcends much of her competition. Having built her formidable business on a foundation of honesty and integrity, she has more than earned her stellar reputation as a trusted real estate advocate who consistently places the needs of her clients front and center during every transaction.

Pamela, a former nurse, began her journey in the world of real estate working in the servicing side of the mortgage industry. “Once I caught the bug, I couldn’t get rid of it,” she explains. From servicing mortgages, she transitioned into loan origination, and soon after began closing loans. “I really enjoyed that,” Pamela recalls, “because the lender directly closed with the buyers back then, but that changed in the eighties. I had really enjoyed that, and I missed being with the clients. So, after getting remarried, and when my youngest child was five, I decided that I was going to become a Realtor.”

That was in 1996, and since then Pamela has achieved remarkable success. Signing up with RE/MAX in 1998, she has consistently been named a member of that company’s 100% club level and above (based on having earned over $100k annually in commissions) and is also included among RE/MAX’s Hall of Fame. More significant, however, is the fact that almost the entirety of Pamela’s considerable business is based upon repeat clients and referrals, perhaps the most accurate barometer of the top-of-the-line service she provides.

“I fight hard for my clients,” says Pamela, when asked how she manages to engender such impressive levels of trust and loyalty amongst those she works with. “I always make certain they understand every aspect of 26

the transaction. I hold their hands throughout, and never pass them off to a buyer’s agent or anyone else. I treat them as if they’re my own family.”

Another factor that plays a large role in Pamela’s continuing success story would be her expert, thorough marketing strategies, complimented by the exceptional support provided by RE/MAX 1. “We have fantastic, automated marketing systems, and a lot of additional tools that also allow me to reach international buyers.”

All of this combined translates into fast sales for top dollar, not to mention happy – and returning and referring – clients. “I’ve worked with many of the children of parents I’ve sold homes to,” says Pamela, who currently holds a perfect, five-star overall rating on Zillow.com.

When she’s not working, Pamela enjoys nothing more than being with her family and spending precious time spoiling her young grandchildren.

“My goal,” says Pamela, “is to guide my clients through the transaction process, with them knowing that I have their back. I think of it as my duty to make certain they are comfortable and confident. I believe my background in sales, marketing, escrow and mortgage offers my clients a wealth of knowledge to draw upon while engaging in what might be the largest sale, or purchase, they will ever make.”

For more information about Pamela Buske, please call 512-704-4672 or email Pam@PamBuske.com Copyright Top Agent Magazine

Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach.

If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche.

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Despite the benefits of taking on a specialty, it’s still something that only a small percentage of Realtors® do, which means you have a great opportunity to get in on the ground floor in your area by being ahead of what is sure to be a looming real estate trend.

You want to claim your stake on the niche that best fits not only your passions, but something that fills a void in your market.

If this all sounds good to you, the next step is finding your niche! Here are a few things you need to consider:

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 27

In addition to creating a thriving business, finding a niche may even unlock a hidden passion. Does your area have a large historic home inventory? Are you passionate about helping first time home buyers realize their dreams?

Having a personal connection to what you specialize in is always a great way to start out. If you’re passionate about something, you’re almost guaranteed to have the work ethic it takes to have success in a niche market. Once you hone in on a niche, make sure the market data backs up your focus.

Another approach is changing with the market. If you’re truly an expert in a few areas of the business, it might be good to have sort of a revolving niche. In a down market you might specialize in short sales and foreclosures.

When things pick up, you may take your innovative approaches and start applying them to luxury homes.

Whether you take the consistent niche approach or the flexible one, it’s really all about figuring out what best suits you and your market.

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 28

are numerous demographics that truly need expert real estate advice. Be the one to fill it.

You can also focus on a particular neighborhood or gated community. Helping people navigate the ins and outs of a particular HOA can be a lifesaver.

Are you already serving a niche?

Of course, sometimes you may already have a niche and are unaware of it. Maybe you are already dealing with a lot of first-time homebuyers. Look over your sales records and see what might already be there, then make it official.

Figure out why you’re drawn to that area and then nail down the reasons you’ve excelled with that niche and use it to create a marketing plan and branding.

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you.

There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients.

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JANELLE PERALT When Janelle Peralt and her husband moved to the Texas Hill Country more than twenty years ago, they were looking for a certain kind of lifestyle. She keeps that in mind when she’s selling a home.

“Advertising a property is more than just making a cold inventory list of its features.

There’s always a story to tell about the life that would come with it.”

That vision’s been sharpened by sixteen years in the industry, and on occasion has proven essential in saving a client from a bad investment. “I had a repeat client who had gone against all of my advice, buying a small house in a neighborhood with very similar houses. He bought the lot next door, doubled the size of his square footage, and basically spent a lot of money to over-improve for the neighborhood.” Many sellers would have had to settle for a loss on the property, but Janelle found a life-buyer. “I sold the love story of the house, the reasons he had for making these changes in that neighborhood.”

With a business degree in marketing, Janelle is owner and broker of JP Properties, a boutique brokerage in Kerrville, Texas. For her, the work is its own kind of dream. “Every day is different. I might spend it indoors, or find myself walking a ranch. I sell everything from tiny houses to big luxury homes. And I get an immense satisfaction from helping my clients, discovering the best features of their property, creating a vignette of the kind of life they’ve enjoyed, showing the buyer what they would be getting. I’m so blessed to be able to do this for a living.”

Her clients feel blessed too. Reviews describe her as “scrupulously honest” and “everything you could ask for in an agent.” That’s one of the reasons they keep coming back, and referring her to friends and family.

The other reason is that Janelle’s independence allows her to tailor her service to the client’s specific needs.

“I didn’t want to be part of a big franchise that dictates Top Agent Magazine

how I serve my customers.” Last year, Janelle closed thirty-five transactions, with a sales volume of ten million.

Janelle contributes a good bit of time to community service. She’s been a Rotarian for thirteen years, supporting causes such as Rise Against Hunger, First Responders, and Blue Santa, to name a few. A fitness enthusiast, she also founded the Harper 5K to benefit the Harper PTO, serving as race director for seven years. She donates to the Red Cross, Kerrville Pets Alive, and the Hill Country Needs Council.

The rest of her downtime is spent with her family, or dedicated to self-care. She loves to run, logging twenty-five miles a week. She also enjoys yoga.

In the near future, Janelle hopes to take on another team member. “I’m in preliminary talks about bringing over another agent who serves a different market. We share the same values regarding customer service, so I think it would be a great fit. It’s very exciting.”

To learn more about Janelle Peralt, call 830-739-3755, email jperalt@icloud.com or visit jppropertiestx.com

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