TEXAS 2-4-19

TEXAS EDITION

The Daily Schedule of a

SUCCESSFUL REAL ESTATE AGENT

Top Agent Tips and Questions for

CHOOSING YOUR LISTING AGENT

RECONSIDER REFERRAL-ONLY WHEN PLANNING FOR THE FUTURE

COVER STORY

FEATURED AGENTS

POOGLE NARENDRAN LUTE SULLINS

Natasha Simon

TEXAS EDITION

LUTE SULLINS POOGLE NARENDRAN Lute Sullins – Owner of Tejas Real Estate in

personable and people lo

Poogle Narendran always had an interest in real the property, how long the property has been held, Gatesville, also a social 7 Texas 19 status estate, but it wasn’t until he began investing in – has achieved Top Agent and so forth. It’s only when23 I’m convinced of itsperson, so g through a combination of hard work, in-depth marnew relationships is incre property that he realized the industry’s limitless merit do I feel confident suggesting a viewing to ket knowledge, and a warm, personable approach potential. At first, he and his wife purchased a few clients. They appreciate that transparency and are that toward has endeared factor in Lute’s s rental properties as an investment their him to all of his many buyers and never taken aback about what’s next.”Another When listing in The children’s education. Once Pooglesellers witnessed thoseLone Star State’s Coryell County. properties, Poogle draws upon a exceptional tech-forwardlevel of serv Specializing in residential, land and farm and ranch vide exposure – is his empathetic returns, he decided to apply a more active hand approach that blends social media Lute has established a solid reputation as an buyers and sellers. “Whe in investing. Nearly five years sales, ago, he decided with wide-ranging email marketing campaigns to become an agent and shareagent the knowledge that reach his vast sphere of influence.

Visibility who can always be trusted to put his client’s selling, it’s obviously a m he’d earned along the way. Now, Poogle is his in own during every transaction. across the leading online listing platforms andtime there is needs before most of the command of a thriving career, complete with a close connections within his strong client database involved,” he says. “I try reputation for transparency, professionalism, and a Bachelor’s Degree in Finance ensure homes move off the market in order.

Lute, who holds forshort them, to make it as f abiding integrity.

As part of the Rocket Appreciation from Tarleton StatePOOGLE University, originally planned a realProgram friend to them. I’v NATASHA SIMON NARENDRAN LUTEhis SULLINS (RAP), he offers clients access to full-sized guide for t to go into the banking business, as his family owns an aemotional Based in the Dallas - Fort Worth area, Poogle power-washer, chairs, tables, etc., free of a chain of banks in the area. “I started working truck, at a large bank,” about things that an agent might not tra heads a team of four agents that serve clients across four local charge—for any pre or post-moving considerations. he recalls, “but I just wasn’t happy there. It didn’t feel as if it bit of therapist for them.” counties: Dallas County, Collin County, Denton County, and were my calling; I didn’t feel fulfilled.”

Fortuitously, his former Tarrant County. There, he has fostered a business almost entirely Beyond the office, Poogle gives back to his community alongside Sunday testament School teacher, veteran thirty-year Realtor Gaye Sadler, educational Lute is efforts also deeply committed to givin driven by repeat and referral clientele—a to his staying his wife. Together, they sponsor of underprivdecided to sell real estate “Iyouth, didn’t from haveyoung any experiandyear doesthrough so in acollege. wide variety of ways power and the lasting impression he makes.

Toher account for hisbusiness. ileged grade school He ence in that field,”and saysstrategy Lute, “but also It was a perfectinopportunity.

I Vice the Gatesville Chamb success thus far, Poogle cites education, honesty, participates events and serves in a President leadership of capacity for purchased Tejas Real Estate from her, and she’s mentored me, and Directors, and as Governor of the Assoc as some of the key attributes of his working style. “My motto a local DFW organization of those hailing from Southern India. it’s been a perfect situation.

It’s crazy the way it happened, and it’s Army.

Currently, Lute is a Board Memb is focused around trust, integrity, and passion (T.I.P.),” he says.

In his free hours, he most enjoys spending time with his family great both share the same whengardening, it comes toand thetraveling ations: Fort Hood Area Habitat for Hum “It’s about the trust between me and mybecause clients, we integrity in being andvalues loved ones, to historic places—from honest with myself and with others, passion isshould all about my Gaye Cambodia to Italy everywhere inand between. wayand the business be run.” still works for and the company Zoning Commission, Texas Associ enthusiasm for real estate. Alongasthe I’m and veryLute detailed and itsway, Broker, is currently in the process of obtaining his Association of Realtors, Texas Young transparent. Whether I’m working clients license. who areTejas selling Looking Poogle his brand’s ownwith Broker’s Real Estate alsoahead, employs fourintends addi- to continue and Gatesville Lions steady Club. or buying, I follow the processtional, very equally methodically and professionals really growth, to share dedicated who with sharehopes Lute and Gaye’shis hard-earned knowledge with emphasize the importance of educating clients on next steps.” aspiring buyers, sellers, and investors alike.he’s “My is to hire ethical business ethos.

When notgoal working, Lute enjoys no In fact, Poogle’s experience as a long-time instructor at Texas and train agents who can be successful in this profession for a and their so time with his wife Kristen A&M especially positions him as resource for clients. long time,” he says. to teachhave others in thischild industry theway.

Ana natural impressive portion of Lute’s business is the result“Iofwant repeat another on the Likewise, he hosts regular investment seminars to share his legal, ethical, and honest way to do real estate.” Now, with half a and referred clients, perhaps the surest indicator of a successful approach to wealth-building through real estate. decade of experience and insight behind him, Poogle Narendran real estate company. When asked to account for this exceptional Lute’s plans for the future include grow considers what he enjoys most about his chosen field. “When level of customer loyalty, Lute grows thoughtful for a moment rificing none of the custom When it comes to listing or hunting for homes, Poogle leaves no you don’t like what you do, you’re not as productive, andexceptional you’re before replying.

“We take a relationship-based approach to our his – and Tejas Real Estate’s – calling detail unaccounted for. “Before I encourage a buyer to consider working for a paycheck,” he says. “I enjoy what I do. I’m pasbusiness,” he says.

“A lot of other agents are just in it for the him, however, is a more noble goal: “I home, I do my research,” he says. “I consider the home ownership, sionate about it. Every day, I look forward to helping others, and duration of the transaction, they get their paycheck and then they leaves a bit of a legacy,” he says.

“W if empty land or apartments are present near vicinity, who built I never stop learning.”

CONTENTS

4) RECONSIDER REFERRALONLY WHEN PLANNING FOR THE FUTURE

17) THE DAILY SCHEDULE OF A SUCCESSFUL REAL ESTATE AGENT

13) 6 METHODS FOR BUILDING BETTER EMAIL LISTS

20) TOP AGENT TIPS AND QUESTIONS FOR CHOOSING YOUR LISTING AGENT

move on. My Broker has always believed in forming lifelong relationships, and her clients always returned to her because she so

business or through community involv this area a better place than it was whe

Phone 888-461-3930 | Fax 310-751-7068 mag@topagentmagazine.com | www.topagentmagazine.com No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials,To Toplearn Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. more about Poogle Narendran, email Poogle@RocketRealtyTX.com, To subscribe or change address, send inquiry to mag@topagentmagazine.com. or call (972) 408 – 7402 about Lute Sullins, visit RocketRealtyTX.com, For more information Published in the U.S. www.

please call 254-216-9599 or Copyright email Top lute@tejasrealestat Agent Magazine 2

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Reconsider Referral-Only When Planning for the Future

A 100% referral rate is a testament of client happiness. But even a 30% referral rate is proof of client satisfaction. It’s all relative, say some agents. One number pays tribute to past success, which is certainly a story worth telling. But the other might better predict the future. Many agents plan for the idea that 4

working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector.

Unless you are clairvoyant enough to flawlessly predict every market change or every

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Many agents plan for the idea that working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector. life change that your clients and referral partners may experience, it’s wise to maintain an active marketing presence. The reasons vary, however, depending on the goals and trajectory of each individual’s business.

If long-term success, a growing team, a legacy or expansion into new areas are not priorities, then working a sphere of influence may be enough for some agents, especially those who may be in the industry mostly for the love of the business. But for a majority of agents, no matter how much they love their work, their real estate and mortgage businesses are careers, first and foremost.

Let’s start with the team-builders and mentors. Agents and brokers who are building teams are wise to invest in business marketing, advertising and community outreach. Ty Hutchins, who owns and operates Ty & Company Real Estate in Colorado’s Front Range, says that, while she could personally live off referrals alone, her goal is to build up her agents. “I do the marketing piece for my team, so I can help them succeed,” she says. That marketing includes running commercials on TV and in movies theatres, as well as lead generation that identifies potential buyers, sellers and Top Agent Magazine

investors between the Colorado Springs and Denver markets. Her team’s goal, she adds, is to promote their reputation of being honest, hardworking professionals with the reach of a major brand but the personalized approach of a boutique.

Then there are the growers. Khrista Jarvis and Nicole Jung of The Khrista Jarvis Team in the San Francisco Bay Area, are on a considerable growth track. “We’re the #1 team in our area and the top team in Compass Real Estate nationally,” explains Khrista. While high marks for service on behalf of their clients have led them to these heights, they know that they must continue to evolve and market their brand. “We do a good deal of social media marketing for our listings and for our business,” she says. Their names, therefore, are frequently linked to sentiments of trust, dependability and market knowledge, both in their marketing and in their reviews.

Next, there are those who weathered the worst of times. Susan Roche entered real estate sales in 2003, following several years of property management in North Carolina.

The key to her sustained triumphs through major market swings lies in her long-range planning. “If the market starts to dip or fall,

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I have safety nets in place,” says Susan Roche, team leader of Simply Real Estate, based in Charlotte. “When it’s a seller’s market, I still plan for a buyer’s market and when it’s a buyer’s market I plan for a seller’s market..” In other words, no matter how comfortable her existing work may feel, she networks consistently. She also employs a full-time marketing director who leads several projects including ongoing research, events and social media exposure in addition to listings marketing. By staying ahead of market changes, Susan knows she can unfailingly represent her clients’ best interests while still maintaining a safety net for her business.

Even professionals with more than three decades’ experience and deep referral networks know the importance of business

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marketing. Cathy Richards, co-owner with Nancy Dalaska of Epic-Wasatch Homes in Park City, UT, entered real estate in 1987 and still draws at least a fifth of her business from lead generation, social media marketing and community outreach. Her business partner, Nancy, adds that real estate is about much more than their own business. “We love collaborating and brainstorming with other agents to help them prosper,” says Nancy. “We believe the healthier the market, the better we all are.”

Regardless of market conditions, even the best reputation can’t guarantee long-term success. To sustain and grow, it’s wise to feed your business by increasing exposure, remaining flexible and maintaining systems for customer service, networking, research, marketing and lead-generation.

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Natasha Simon

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“I make everything as efficient as possible— You have to get from point A to point B with minimal bloodshed. I’m a waymaker, and all of my people close. I always joke with my clients, ‘The only reason you won’t close is if you decide you don’t want to anymore.’”

a Masters in Computer Science. That’s a lot of school already.” But the draw of real estate was too much, and Natasha was soon helping her husband’s clients just as a hobby. Finally, in 2012 he convinced her to get her license and she quickly passed her exam the first time, becoming a REALTOR® after having years of unofficial experience.

Natasha Simon didn’t intend to become a Top Agent. Originally an engineer for a Fortune 500 company, her husband was a loan officer, and through him she saw the excitement of the real estate industry first hand. He urged her to take the plunge, but she was reluctant. “I didn’t want to go back to school!” she recalls. “I have an Associates in Business, I have a Bachelors in Computer Information Systems and I have 8 Copyright Top Agent Magazine

That experience, combined with her business and computer science backgrounds, makes Natasha a boon to her clients west of Houston, Texas. “I make everything as efficient as possible,” she says. “You have to get from point A to point B with minimal bloodshed. I’m a waymaker, and all of my people close. I always joke with my clients, ‘The only reason you won’t close is if you decide you don’t want to anymore.’”

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Being a waymaker means perseverance, something Natasha knows well. In high school she was a benchwarmer on the basketball team, but she kept working and grew to become one of Houston’s top three point shooters. When she went to grad school for Top Agent Magazine

Computer Science Natasha was initially overwhelmed - “I cried through my first semester, it was like Latin to me,” she says - but she stuck with it and did the work. “I ended up graduating second in my class with a 3.875 GPA,” she says.

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Natasha has always been an underdog, and that’s why she’s drawn to other underdogs. She mentors young people from her husband’s old neighborhood, Kashmere Gardens in Houston.

“I want to show these kids how to kick butt with perseverance,” she says. “And now some of them are interested in being REALTORS®.”

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That underdog quality continues to this day; Natasha has been a huge success as a REALTOR®… while working a second career as an engineer. Even working two careers she was able to close over 50 deals in 2018, all while still being a Supermom. But in October she decided to focus fully on real estate.

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“I have four kids and a husband,” she said.

“The two careers were wearing on me. I knew God would give me a sign when it was time to quit engineering… and within two weeks of quitting I had 13 contracts. If ever there was a sign, that was one!”

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When you hear a top agent say “they do numbers”, you automatically assume they are speaking of sales volume. When Natasha says “she does numbers”, she is referencing the thousands of dollars she saves buyers and sellers on every deal. Her analytic background in engineering as well as her knowledge of the mortgage Copyright Top Agent Magazine 11

industry and her innate perseverance gives her a fierce advantage and makes her unstoppable.

With her real estate career ramping up to the next level, Natasha looks towards the future. She’s building a team to support her - and who she can support. “My vision is to be able to employ people who never would otherwise have this opportunity,” she says.”I want to enable people to accomplish the things I have accomplished,

and to share my success. Sharing success makes my heart happy. The truth is that I just love to help people.”

On every transaction she gives her clients courage, faith and strength to endure the many obstacles of closing on their home. She always asks them “Do you pray?” Of course the answer is “Yes”. Then she says “If you pray, don’t worry and if you worry don’t pray.”

To find out more about Natasha Simon, visit natashasimonrealtor.com, call 281-804-1720 or email natasha.the.txrealtor@gmail.com www.

https://business.facebook.com/brandiprattrealtor/

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Top Agent Magazine

6 Methods for Building Better Email Lists

By Kendra Lee

Email lists can be a blessing or a curse. When they’re composed of real email addresses of people in your target micro-segment, and those people recognize you or your company by name, an email list is an invaluable lead generation resource. When the list is filled with contacts who don’t know of you or your company, i.e. a cold list, lead generation can be though – really tough. Likewise, if your list is populated with fake, inactive, or irrelevant accounts you’re at risk of being banned by your email software provider.

Not surprisingly, I hear from clients all the time asking how to build an email list that will get results for their campaigns.

Should they purchase? Should they attempt to build their own?

Remember that with email list building your goal is to build a list of people within your micro-segment, so quality is more important than quantity. The more similar the contacts, the easier it is to tailor your nurturing and lead generation content to their specific needs.

Here are six methods that will help you build a quality email list.

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1

Nurturing and lead generation activities: When you engage in social media, nurturing activities, SEO, and Adwords, those mediums provide forums for you to drive people to your website, start a conversation via a social channel, attend an event you’re hosting, and add people to your list. People who respond really do want to be part of your list.

2

Membership organizations: Whether it’s through industry associations, mastermind groups, or networking events, these types of organizations provide an excellent means for collecting contact information. Generally, people will update or provide their own information because they want other members to have easy access to them so you know the data is current.

3

Shared lists: By finding a peer who targets a similar microsegment with a non-competitive offering, you may be able to forge a partnership in which you promote to each other’s lists. This happens frequently within the high tech space, with consultants, and with professional services organization where they understand the value of collaboration.

4

Research the web and build your own: Increasingly, we’re seeing companies comb LinkedIn, Zoominfo. com, InsideView.com, DiscoverOrg.com and other websites for contact information, and then follow-up with companies to confirm the validity of that information. This approach is time consuming, but it can be very effective. A client who we coached through this process recently got a 41% open rate on their email nurturing campaign. I really like DiscoverOrg for the detailed information they have if you’re selling in the IT or telecom industry.

5

Purchase lists: There are numerous companies that sell email lists, but you need to be careful which vendor you buy from

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and how much you spend. Prices typically range from hundreds to several thousand dollars depending on list specificity and size.

One warning: Expect higher bounce rates with these lists and negotiate for that issue when you purchase. To avoid high bounce rates, look for a list company that validates the information. In this way I’ve been very pleased with ExchangeLeads for new lists and validation of current lists. If you don’t have any list, this may be the way to get started.

6

Trade information for information: Sites like ExchangeLeads and Data.com community give you credit for providing contact information for companies you’ve worked with in the past. As you earn credit, you can use it to acquire lists for free. These services generally have a fee option as well, and the data integrity is dependent upon users keeping it current.

Again, look for companies that validate data to reduce bounce rates and wasted time. I really like ExchangeLeads for trading information as well as purchasing it.

Ultimately, my advice would be to focus as much on the organic list building methods (#s 1-4) as possible, and supplement with the purchased methods (#s 5 and 6) when necessary. If you start with a purchased list, plan to nurture it and build your recognition.

Don’t toss it away if you don’t get immediate results.

At the end of the day, you want to strive for list quality over list quantity. Pushing your messaging out to unwitting, uninterested, or unsuspecting prospects won’t do anything to help you close more deals.

Contact details for Kendra Lee: Phone: 303-741-6636 (Old fashioned, but very effective.) Email: Info@klagroup.com (Yes, I get every one of these personally.) Twitter: @KendraLeeKLA (And I do follow all direct messages on Twitter!) KLA Group is a sales consulting and training firm focused on helping clients get more customers in the Small and Midmarket Business (SMB) segment through lead generation, prospecting, hiring and onboarding strategies.

Copyright©, Kendra Lee. All rights reserved.

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The Daily Schedule

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

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

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

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

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

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

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

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

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

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

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

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

1.5 hours – Spend this time prospecting and appointment setting.

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

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

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

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

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

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POOGLE NARENDRAN Poogle Narendran always had an interest in real estate, but it wasn’t until he began investing in property that he realized the industry’s limitless potential. At first, he and his wife purchased a few rental properties as an investment toward their children’s education. Once Poogle witnessed those returns, he decided to apply a more active hand in investing. Nearly five years ago, he decided to become an agent and share the knowledge he’d earned along the way. Now, Poogle is in command of a thriving career, complete with a reputation for transparency, professionalism, and abiding integrity.

Based in the Dallas - Fort Worth area, Poogle heads a team of four agents that serve clients across four local counties: Dallas County, Collin County, Denton County, and Tarrant County. There, he has fostered a business almost entirely driven by repeat and referral clientele—a testament to his staying power and the lasting impression he makes. To account for his success thus far, Poogle cites education, honesty, and strategy as some of the key attributes of his working style. “My motto is focused around trust, integrity, and passion (T.I.P.),” he says.

“It’s about the trust between me and my clients, integrity in being honest with myself and with others, and passion is all about my enthusiasm for real estate. Along the way, I’m very detailed and transparent. Whether I’m working with clients who are selling or buying, I follow the process very methodically and really emphasize the importance of educating clients on next steps.”

In fact, Poogle’s experience as a long-time instructor at Texas A&M especially positions him as a natural resource for clients.

Likewise, he hosts regular investment seminars to share his approach to wealth-building through real estate.

When it comes to listing or hunting for homes, Poogle leaves no detail unaccounted for. “Before I encourage a buyer to consider home, I do my research,” he says. “I consider the home ownership, if empty land or apartments are present near vicinity, who built

the property, how long the property has been held, and so forth. It’s only when I’m convinced of its merit do I feel confident suggesting a viewing to clients. They appreciate that transparency and are never taken aback about what’s next.” When listing properties, Poogle draws upon a tech-forward approach that blends social media exposure with wide-ranging email marketing campaigns that reach his vast sphere of influence. Visibility across the leading online listing platforms and close connections within his strong client database ensure homes move off the market in short order.

As part of the Rocket Appreciation Program (RAP), he offers his clients access to a full-sized truck, power-washer, chairs, tables, etc., free of charge—for any pre or post-moving considerations.

Beyond the office, Poogle gives back to his community alongside his wife. Together, they sponsor educational efforts of underprivileged youth, from young grade school year through college. He also participates in events and serves in a leadership capacity for a local DFW organization of those hailing from Southern India.

In his free hours, he most enjoys spending time with his family and loved ones, gardening, and traveling to historic places—from Cambodia to Italy and everywhere in between.

Looking ahead, Poogle intends to continue his brand’s steady growth, with hopes to share his hard-earned knowledge with aspiring buyers, sellers, and investors alike. “My goal is to hire and train agents who can be successful in this profession for a long time,” he says. “I want to teach others in this industry the legal, ethical, and honest way to do real estate.” Now, with half a decade of experience and insight behind him, Poogle Narendran considers what he enjoys most about his chosen field. “When you don’t like what you do, you’re not as productive, and you’re working for a paycheck,” he says. “I enjoy what I do. I’m passionate about it. Every day, I look forward to helping others, and I never stop learning.”

To learn more about Poogle Narendran, email Poogle@RocketRealtyTX.com, visit RocketRealtyTX.com, or call (972) 408 – 7402 www.

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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: 20

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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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Top Agent Magazine

LUTE SULLINS Lute Sullins – Owner of Tejas Real Estate in Gatesville, Texas – has achieved Top Agent status through a combination of hard work, in-depth market knowledge, and a warm, personable approach that has endeared him to all of his many buyers and sellers in The Lone Star State’s Coryell County.

Specializing in residential, land and farm and ranch sales, Lute has established a solid reputation as an agent who can always be trusted to put his client’s needs before his own during every transaction.

Lute, who holds a Bachelor’s Degree in Finance from Tarleton State University, originally planned to go into the banking business, as his family owns a chain of banks in the area. “I started working at a large bank,” he recalls, “but I just wasn’t happy there. It didn’t feel as if it were my calling; I didn’t feel fulfilled.” Fortuitously, his former Sunday School teacher, veteran thirty-year Realtor Gaye Sadler, decided to sell her real estate business. “I didn’t have any experience in that field,” says Lute, “but It was a perfect opportunity. I purchased Tejas Real Estate from her, and she’s mentored me, and it’s been a perfect situation. It’s crazy the way it happened, and it’s great because we both share the same values when it comes to the way the business should be run.” Gaye still works for the company as its Broker, and Lute is currently in the process of obtaining his own Broker’s license. Tejas Real Estate also employs four additional, equally dedicated professionals who share Lute and Gaye’s ethical business ethos.

An impressive portion of Lute’s business is the result of repeat and referred clients, perhaps the surest indicator of a successful real estate company. When asked to account for this exceptional level of customer loyalty, Lute grows thoughtful for a moment before replying. “We take a relationship-based approach to our business,” he says. “A lot of other agents are just in it for the duration of the transaction, they get their paycheck and then they move on. My Broker has always believed in forming lifelong relationships, and her clients always returned to her because she so

personable and people love being around her. I’m also a social person, so getting to constantly create new relationships is incredibly fulfilling to me.”

Another factor in Lute’s success – in addition to the exceptional level of service he and his team provide – is his empathetic approach to dealing with buyers and sellers. “Whether my client is buying or selling, it’s obviously a major financial decision, so most of the time there is going to be a lot of stress involved,” he says. “I try to make it as easy as I can for them, to make it as fun as possible, and to be a real friend to them. I’ve often had to be a bit of an emotional guide for them, and sometimes talk about things that an agent might not traditionally talk about, be a bit of therapist for them.”

Lute is also deeply committed to giving back to his community, and does so in a wide variety of ways, including serving as the Vice President of the Gatesville Chamber of Commerce Board of Directors, and as Governor of the Association of the United States Army. Currently, Lute is a Board Member of the following associations: Fort Hood Area Habitat for Humanity, Gatesville Planning and Zoning Commission, Texas Association of Realtors, National Association of Realtors, Texas Young Professionals Committee, and Gatesville Lions Club.

When he’s not working, Lute enjoys nothing more than spending time with his wife Kristen and their son Grant. The couple also have another child on the way.

Lute’s plans for the future include growing his business while sacrificing none of the exceptional customer service that has become his – and Tejas Real Estate’s – calling card. Most important to him, however, is a more noble goal: “I want to do something that leaves a bit of a legacy,” he says. “Whether that’s through my business or through community involvement, I just want to leave this area a better place than it was when I found it.”

For more information about Lute Sullins, please call 254-216-9599 or email lute@tejasrealestate.com Top Agent Magazine

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