TEXAS 2-7-22

TEXAS EDITION

How to Send SMARTER EMAILS

Welcome Home: WORKING WITH RELOCATORS IN TRANSITION

INCORPORATING CHARITABLE GIVING

TOP 4 WAYS TO

IN YOUR REAL ESTATE PRACTICE

JUICE UP YOUR

OPEN HOUSE STRATEGY

FEATURED AGENTS

IMRAN LALANI LISA MITCHELL COVER STORY

KATHY ARMSTRONG

TEXAS EDITION

IMRAN LALANI LISA MITCHELL

Prioritizing When Lisa has After graduating from the University of the client experience, Lisasocial media platforms like Facebook, 7 17 23 has made great strides as anInstagram, and Snapchat be found North Texas with a degree Mitchell in business along giving with agent in the greater Houston area. She hanging out wi and decision science, Imran Lalani built the MLS. Moreover, he reaches out to remembers first becoming interested in the or shopping. Sh a very successful career as field an analyst, and potential after purchasing and selling a homethe hundreds of agents during Christm rising to become a vice president alert them to in 2006. and “I really liked how my agent car-buyers in his sphere toLunches of Lov senior manager for Citi. Butried as aherself, social and how knowledgeable shethe new listing. “I’m good needata connectfree lunc Lisaofexplains. “Eventually I decid-ing with people, and I take the time to person whose work kept himwas,” in front to earn my license.” Today, Lisa worksmake sure I understandWorking towardI a computer all day, the idea ofedbecoming their needs. ® as a solo Realtor with a growing portion hopes to mentor a Realtor® was never far from his mind. also know this area very well, both in of her business consisting of repeats and their fears. “The KATHY ARMSTRONG IMRAN LALANI LISA MITCHELL “I had minoredKATHY in realARMSTRONG estate, so it has terms of what is available and referrals. By putting her buyer’s and selllearn is tothe getadout always been a passion of mine,” Imran explains. vantages of each neighborhood.”

Imran reaches er’s needs first, and always looking out for their best “And I know a lot of agent “And I love helping and meeting new people.

So the outexpectations. to his clients a week or after the to interests, Lisa is able to exceed firstsostarting out.closing So I want them need. succeed.” pla career change made a lot of sense for me.” see if there is anything they HeShe alsoalso stays Understanding that it’s a competitive market, portance in touch with themLisa through cardsofondelivering holidays,exce or comes up with creative solutions to get her clients “It’s not just about buying a ® Imran got his Realtor ’s license in 2016 and today emails alerting them to opportunities in the market towards their goals.

One way she does this is by giv- ing a relationship with those CONTENTS he represents clients in Lewisville sur- that might of interest ing them aand waythe to purchase a home as abe cash buyer. to them. rounding cities in North Texas withaHicor “There’s lot of Realty multiple offer situations happening Group.4) In INCORPORATING 2021 he closed right 56 transactions for “So a instead Always now,” Lisa says. of conscientious my clients los- about finding ways to give 18) HOW TO SEND ingwith outIN on the propertyof they want, I connect with sales volume of $23 million, 100 percent back to his them community, Imran volunteers with CHARITABLE GIVING YOUR SMARTER EMAILS some great lenders who pay cash for a house.

This lets that business from repeat clients or refer- his place of prayers, donates time and resources REAL coming ESTATE PRACTICE stay at the top of the offer table.” For her sellrals. That client confidence them is largely the product to help special-needsHOME: children, and participates in 20) WELCOME ers, she also makes sure they’re staying competitive of Imran’s low-key approach and the years marketing drives year.RELOCATORS He is also part of a small offering strategic plans that each help them 13) TOP 4 WAYSbyTO JUICE UP of food WORKING WITH experience he has in both the real estate industry group that donates stand out.

“I offer professional and vid-both time and resources to YOUR OPEN HOUSE STRATEGY INphotography TRANSITION and the financial sector. “I don’t consider myself peopleoninsocial need.media,” When he’s not working or giving eography in addition to aadvertising she offering says. “I also open houses.” sales person. I’m a consultant, myhost experback, Imran loves spending time with his family, tise so clients can make informed decisions.” especially his 2-year old daughter.

Those who work with Lisa tend to spread the word as they truly enjoy their time together. One Phone 310-734-1440about | Faxher, 310-734-1440 Imran has built strong relationships with all of said, the “Lisa Imran recently passed past buyer recently represented me andhis Broker’s exam and looks mag@topagentmagazine.com | www.topagentmagazine.com area’s builders, as well as with rangeweofbought pro- our forward getting his license soon. Going formya broad wife when home. to It was a great No portion of this him issue may be reproduced in any whatsoever without consent the publisher.

Top Agent fessionals to assist in making sure hismanner clients ward he prior wants to ofopen his own brokerage where experience.

She explained every step of the process Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published made us feel important.

She was hire, always available receive materials, whatever theyMagazine needand during and after the he can and mentor aspiring agents who Top Agent cannot be held responsible for opinions expressed or train, facts supplied by its authors. when we needed her.

I will be recommending her to To subscribe or change address, to mag@topagentmagazine.com. transaction.

When it comes tosend hisinquiry listings, Imran share his passion for offering top-notch service to Published in the U.S. all my friends and family.” Another wrote, “Lisa is a advises sellers on how to stage their home to appeal clients. “Building relationships is what real estate top notch agent. She is thorough and listens to her clito the contemporary buyer,ent’s andneeds. then She launches a is allkind, about. want to help both my clients and the is professional, andI courteous For more information comprehensive marketing campaign that includes agents I bring on realize their dreams.” and knows how to work well with other professionals please call 8 2 Top Agent Magazine to get the job done for her clients! I highly recommend or email lisa@mitc using Lisa when buying or selling your home!”

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

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 4

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

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Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless Top Agent Magazine

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

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the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

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consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

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KATHY ARMSTRONG

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KATHY ARMSTRONG Kathy’s laser focus on providing her many clients with top-of-the-line customer service has translated into a stellar reputation as an honest advocate for anyone looking to buy or sell a home.

Top Agent Kathy Armstrong – Lead of Madrina Home Team at Keller Williams Cedar Park – is a hardworking, intelligent and deeply committed real estate professional who consistently focuses 8

on what is best for her many buyers and sellers. Kathy’s laser focus on providing her many clients with top-of-the-line customer service has endeared her to her many customers and has translated into a Top Agent Magazine

stellar reputation as an honest advocate for anyone looking to buy or sell a home in the Austin, Texas market.

“I lived in the Austin area in the early nineties,” recalls Kathy, when asked how she got her start in the real estate industry.

“Then I moved away in 1992 when my husband at the time took a job in another state. When that marriage ended, I decided I wanted to live in Austin again, Top Agent Magazine

because I love it here. That was in 2014, and I had to figure out a way to make a living so I could support my children. It was my daughter who suggested I give real estate a try. I figured it would be an opportunity to have a flexible schedule since I still had children in school. So, I got my license, and it has ended up being an excellent career path for me.”

Kathy found success almost immediately, 9

and currently she oversees a team that includes two other equally dedicated agents and a transaction coordinator.

As evidence of the amazing customer service she and her team provide their clients, more than 90% of their overall business is based upon referrals and returning clients, an impressive feat by any measure but even more so in the highly competitive world of real estate.

“I think a lot of that has to do with the fact that we’re very in tune with our clients emotionally,” says Kathy, when asked how she has managed to inspire so much

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trust and loyalty amongst those she works with. “We’re able to help people meet their needs and answer their questions.

We are also a full-service agency, and we offer everything from handymen, stagers, painters and any other tradesmen to get your home ready to go on the market.”

There are many other factors that come into play when assessing Kathy’s rapid ascent in the real estate industry. Chief among them would be her intelligent, comprehensive marketing strategies and her fierce negotiation abilities. Combined, these translate into fast sales for

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top dollar, not to mention happy – and returning and referring – customers.

When she’s not working, Kathy enjoys nothing more than spending time with her four daughters. She is also a self-professed Top Agent Magazine

sports nerd who enjoys football and professional soccer. Additionally, she is passionate about making pottery. Kathy is also an avid philanthropist who gives back to her community through a variety of charitable organizations, including Key 11

to Free, which combats human trafficking and for which she hosts cooking seminars to raise funds for them.

Looking to the future, Kathy’s plans are to continue growing her already-thriving

business while sacrificing none of the incredible customer service that has long been synonymous with her name. “Our overall goal is to make sure that every person we work with feels taken care of and that their needs are met,” says Kathy.

For more information about Kathy Armstrong, call 703-939-1803 or email KathyRussArmstrong@gmail.com

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Top 4 Ways to Juice Up Your Open House Strategy

by Rob Flitton

I go to open houses, but not just because of my profession or interest in architecture and interior design. I go to open houses to see how effective real estate agents are at selling. It has been rather eyeopening because there is very little selling going on—the average open house strategy needs work.

1.Build a Dynamic Open House Booklet After they leave, open house visitors will discard a one-page for-sale info sheet naming a home’s features. But they will keep, and possibly use, a 6 or 8 page booklet loaded with interesting items that directly solve problems for them.

Perhaps “selling” is considered an outdated skill, or that it feels socially awkward for agents to be regarded as a salesperson. But if you’re a real estate agent, you are a salesperson. At most of the open houses I go, I see money floating out the door every time a visitor leaves because of the agent’s inability or refusal to sell.

It will require some strategic thought to nail the content and design, but perhaps include: (i) descriptives about the benefits of buying the property you’re showing, and not just data, (ii) compelling reasons why they should consider working with you along with a web link to search for listings on your website, (iii) a web link telling them how to get a prompt, written estimate on the value of their home, or to find out what other homes in their neighborhood sold for, (iv) possible discounts on real estate related services—maybe a reduction in fees from your preferred lender, or a reduced home inspection price, (v) possible discounts on non real estate related items.

An open house is a lucrative opportunity to find buyer or seller clients –selling the listing itself may also be the goal, but an agent should not pass up this chance.

There are 4 distinct strategies an agent can immediately employ to juice up their open houses and get awesome leads.

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youcombine combinethis thisdynamic dynamic booklet booklet If Ifyou withproperly properly trained trained closing closing lan lanwith guage,asastouched touchedupon upon below, below, itit is is guage, somethingthe the average average person person will will something eitherkeep keepand anduse useororpass pass along along to to either someonethey theyknow. know.AAwell well designed designed someone booklet canbring bringyou youaalot lotof ofbusiness. business. booklet can

data—and interesting data—andthey theyare arevoid voidofofinteresting or problem-solving problem-solvinginformation. information.

the14 square footage, and the standard

Top Agent Magazine neighborhood is very appealing.

2.Work 2.Work The TheNeighborhood Neighborhood A A few few days daysprior priortotoyour youropen openhouse, house, find the names and addresses (from find the names and addresses (from tax 2020 tax records—or records—orelsewhere) elsewhere)of,of,say, say, homes in each direction from the homes in each direction from the Pre-internet, both open houses for open house.

Pre-internet, both resale listings, andopen modelhouses homes for for open house. resale and model homes for For the cost of postage and some new listings, construction, relied on strategic For the costmail of apostage some new construction, relied on strategic postcardand to these collateral materials (handouts).

Vis- sweat-equity, sweat-equity, mail a postcard collateral materials (handouts). homeowners inviting them to to these the itors were ostensibly looking at Vis sev-- 80 ostensibly looking at sev 80 homeowners inviting them to itors were eral competitors at the same time, so open house and offering somethingthe eral competitors at thehad same time,the so unique open house and offering something collateral materials to have and compelling—perhaps a collateral hadback to have the drawing unique or and compelling—perhaps power tomaterials bring them to your giveaway for those willing a giveaway willing power to great bring call themtoback to your drawing provideortheir opinionfor onthose the asking site—a action, eye- to of the their homeopinion (and theon entry catching color,call identification the price to provide the card, asking site—a great to action, ofeyecourse, net(and youthe their email benefitscolor, of buying your product. price of thewill home entry card, catching identification of the of address and will phone People of course, netnumber). you their email benefits of buying your product.

Yet at open houses today, I primarily are generally nosy and like toPeople be address and phone number). bland houses information dis- validated, so asking theirlike opinion are generally nosyforand to be Yetseeat open today, sheets I primarily cussing features—the listing price, on something hap pening in their own see bland information sheets dis- validated, so asking for their opinion very appealing. the square footage, andlisting the standard on somethingishap pening in their own cussing features—the price, neighborhood

And, it is best to mail them again right after the open house to talk about what happened.

“From our Saturday open house, we discovered 3 qualified and eager buyers that are now looking for a home in this neighborhood—if you would like to know what your home is worth for these buyers to consider, please give me a call.”

dynamic booklet and say: “Please enjoy our open house, and am hoping you’ll do me a favor. This booklet is loaded with great information about, and if you become interested at some point in buying or selling, would you please call and give me the opportunity to earn your business? Or if you happen to know someone now who is looking now, would you kindly pass this booklet onto them?”

Also, adding on door-knocking or If they reply with a “don’t know” type flyer-hanging to your mailings boosts of answer this usually means they are your neighborhood equity even more. indeed looking but are just not ready yet to reveal this to you, so you will 3.Close and Qualify need to work to make a connection.

Engage every single visitor in closing Good consultative sales connections dialogue, because every single visitor are made when you can make them feel you’re not pushy and are able to is there for a reason. directly resolve their problem.

While smiling, with shoulders erect, and maintaining suitable distance, A “yes” type of response is great, but look them in the eye and offer your you should take the qualifying step of handshake while stating your full asking them if they’re working with another agent. If they are, the dyname and company—and then ask: namic booklet comes in handy again: “Are you out looking to buy a home “If for any reason your agent is today?” unavailable to show you homes, I can be reached at the phone number in There are 4 categories of answers, this booklet. Plus, it contains fantastic and any answer they provide is an resources for searching online and a opportunity to get to the marrow of discount on financing.” what they need. There are “nos”, “don’t knows,” “yeses,” and “other.” If you can’t get a sandwich, get a bite.

If they are definitive about looking, If they reply with a “no” variety of and don’t have an agent, then they are answer, then you can hand them your available for you to work with and Top Agent Magazine

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here again you need the right type of closing and qualifying dialogue.

The goal here is to evoke from them their home-buying goals so that you can match and narrow down to a single opportunity. It’s a mistake to present multiple listings to a buyer at once. Ask broad questions and then narrowing questions followed up by “if-then” questions.

Example: “What types of functions do you want in your new home, or activities near your neighborhood?”

Followed by something like, “is the number or size of bedrooms important to you?” Followed by, “so if I can show you the kind of home we just described, are you ready to go see it and possibly make an offer?”

4.Have Interactive Tech Tools Onsite It is the worst feeling to engage someone as a potential client at an open house and then have no tools available to solve their problem— don’t assume they aren’t going to want to do business right away.

If you’re engaging a potential buyer, you better be able to instantly gratify their desire to see viable homes online so internet access and an easily view-able screen are necessary. They may ask you to go see other homes in-person, so you need to have a coagent available to either show them those homes, or spell you off as host while you do. You may be asked to write up an offer for them so you will need the tools and ability to create and e-sign documents.

Naturally, any objections or “nos” you receive in this process are just fan- When a potential listing client is in tastic opportunities to learn about their front of you, you need to be able to needs and earn a connected trust. show them recent comparable sales and may even be asked to list their The “other” thing they might tell you home and will need the tools and is that they’re not a buyer at all, but a ability to create and e-sign documents potential seller. Potential sellers often for taking that listing. go to open houses to find out how their home stacks up, but are you It happens sometimes—but it never aware what the number one reason happens if you’re not ready. they attend open houses is?

Potential sellers go to open houses to Rob Flitton is a Seattle Real Estate Mardirectly or indirectly interview you, a keting specialist helping independent agents to increase their income. Email Rob potential listing agent. And they hire robflitton@gmail.com at any time or call/ confident, prepared professionals. text him at 206-612-2314.

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IMRAN LALANI After graduating from the University of North Texas with a degree in business and decision science, Imran Lalani built a very successful career as an analyst, rising to become a vice president and senior manager for Citi. But as a social person whose work kept him in front of a computer all day, the idea of becoming a Realtor® was never far from his mind.

“I had minored in real estate, so it has always been a passion of mine,” Imran explains.

“And I love helping and meeting new people. So the career change made a lot of sense for me.”

Imran got his Realtor®’s license in 2016 and today he represents clients in Lewisville and the surrounding cities in North Texas with Hicor Realty Group. In 2021 he closed 56 transactions for a sales volume of $23 million, with 100 percent of that business coming from repeat clients or referrals. That client confidence is largely the product of Imran’s low-key approach and the years of experience he has in both the real estate industry and the financial sector. “I don’t consider myself a sales person. I’m a consultant, offering my expertise so clients can make informed decisions.”

Imran has built strong relationships with all of the area’s builders, as well as with a broad range of professionals to assist him in making sure his clients receive whatever they need during and after the transaction. When it comes to his listings, Imran advises sellers on how to stage their home to appeal to the contemporary buyer, and then launches a comprehensive marketing campaign that includes

social media platforms like Facebook, Instagram, and Snapchat along with the MLS. Moreover, he reaches out to the hundreds of agents and potential buyers in his sphere to alert them to the new listing. “I’m good at connecting with people, and I take the time to make sure I understand their needs. I also know this area very well, both in terms of what is available and the advantages of each neighborhood.” Imran reaches out to his clients a week or so after the closing to see if there is anything they need. He also stays in touch with them through cards on holidays, or emails alerting them to opportunities in the market that might be of interest to them.

Always conscientious about finding ways to give back to his community, Imran volunteers with his place of prayers, donates time and resources to help special-needs children, and participates in food drives each year. He is also part of a small group that donates both time and resources to people in need. When he’s not working or giving back, Imran loves spending time with his family, especially his 2-year old daughter.

Imran recently passed his Broker’s exam and looks forward to getting his license soon. Going forward he wants to open his own brokerage where he can hire, train, and mentor aspiring agents who share his passion for offering top-notch service to clients. “Building relationships is what real estate is all about. I want to help both my clients and the agents I bring on realize their dreams.”

Contact Imran at 214-392-5222 or email realestatebylalani@gmail.com.

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How To Send

SMARTER EMAILS

Email is a great tool for agents to use when trying to stay in touch with their past clients, as well as for reaching out to prospective clients. However, used incorrectly it can make your attempts to reach out seem like spam. The secret to using email effectively is making sure that everything you send out does one thing: ensure that you remain relevant to your contacts. To do this you have to get personal. Personalization will go far to ensure that your contacts are actually clicking on your emails. This means that if you do reply on an automated drip email campaign to build business, you need to customize your content so that it delivers something meaningful to each individual recipient. Here are some steps that will help you do exactly that:

1. SEND A WELCOME EMAIL TO

NEW CLIENTS AND PROSPECTS Rather than simply add new contacts to your automated email drip campaign, make sure to send each new contact receives a warm welcome as well. Sending a welcome email along with adding new contacts to your drip campaign is proven to be 86 percent more effective at catching your contact’s attention. Let them know they are welcome and that you appreciate their interest.

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2. NURTURE YOUR RELATIONSHIP

THROUGH YOUR EMAIL To let your potential client know that you are thinking about them by sending them useful content that relates to the process of buying or selling a house. Some great topics include credit score information, ways to save money, regular market updates, what buying in your market is like, information about the neighborhood, tips on how they can prepare their home for sale, and other relevant information. A great way to

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add to these emails’ punch is to time them so that they coincide with what that individual is going through and dealing with at that time on their path through the buying or selling process.

3. CELEBRATE IMPORTANT DATES

Everyone loves to be noticed and appreciated.

Schedule emails to go to each client that celebrate their purchase anniversary or birthday.

Make sure you include a personal note and your own wishes that the year ahead goes well for them. If you’ve been a bit out of touch with your contacts, you might want to send them a friendly hello.

4.

MOBILE-FRIENDLY EMAILS With our phones being akin to mini computers, most people read their emails on their phone these days. So, it is particularly important to make sure that your emails are rendering well on the smaller screens. If you want to make any kind of impact, you have to run a mobile-friendly email campaign in today’s world. You are going to lose a lot of your audience if they can’t read your email on their phones.

5.

TRACK THE PERFORMANCE OF YOUR EMAILS AND ALTER ACCORDINGLY The best way to make sure your emails are being read and making the kind of impact you desire is to consistently monitor the analytics,

and see what your readers are actually clicking on and what elements are most popular with your contacts. Going forward you can alter different elements of your email campaign such as content, images, graphics, and even smaller elements like your subject line to draw in more clicks from your readers, and cater to what grabs their attention.

You also want to follow a targeted email strategy. The best way to do this is segment your email list based on the data from your CRM and the demographics of your contacts. Different clients are going to be interested in different content. Long-time clients looking to buy a second home or possibly downsize are going to be interested in completely different content than your first-time buyers. A good way to filter your contacts is by looking at which ones are looking to buy or sell, how far along in the process they are, as well as other important information about them.

6.

DON’T SPAM UNDER ANY CIRCUMSTANCES You probably already know that flooding your clients’ emails is big no-no. However, different people have different ideas about what is too much contact. One great way to approach this problem is to ask your clients whether they would prefer weekly, monthly, or occasional emails from you. This way you can cater to each client’s preference.

The emails you send your clients can often be a double-edged sword when it comes to how well they work to bring in business. Following these simple rules will help your emails be as successful as they can possibly be, and will make your contacts much happier with you. So, don’t just send out emails without doing your homework about how to do it right. Your email campaigns can be a powerful tool if you know how to create and utilize them in the right manner.

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Welcome Home:

Working with Relocators in Transition People stage moves for all sorts of reasons.

From the joyous and pre-planned, to the unfortunate and unexpected, new chapters begin with the help of an agent. When you’re working with buyers from a different region, state, or country, the typical complications of a transaction can be compounded. So, what’s a savvy agent to do?

For starters, envision the big picture. Relocators have extra obstacles between them and 20

their dream home. They don’t necessarily know which neighborhoods are ideal for their lifestyle, what they should budget for utilities, what type of homeowner’s insurance is ideal, or how they can tour, let alone close, on a house from afar. All in all, it’s a tall order, but if you can manage a relocation transaction successfully, you could tap into a sizable pool of clientele. Think of it this way: if you’re the shining star of a relocator’s moving process, their word-of-mouth praise could be

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exponential. Likewise, a winning reputation within that client’s corporate sphere could lead to lucrative, stable referrals and partnerships for years to come. Here are a few key ways to help clients navigate the relocation process with minimal stress and maximum results.

Create a full-scale timeline for you and your client that makes expectations clear.

Moving is already one of life’s biggest stressors, but relocations have a dozen more moving parts that your average deal. Consider creating a master-plan of sorts to help you and your client visualize the steps required to achieve success in the midst of a relocation.

Even from afar, your client will be able to refer to the roadmap you’ve set. Likewise, this makes sure you and your client are on the same page regarding expectations, timelines, and checklists. Assemble an articulated, overarching gameplan also helps demystify the process and lower stress. Instead of clients wondering what’s next, what’s needed, who to call, and when to be ready—handy guidelines of your own devising will be at their fingertips.

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Attune your communication style so that nothing goes overlooked or miscommunicated.

Establish early on how your client prefers to communicate and which methods should be excluded. Also, make sure to outline what timeframes are ideal to communicate in, and how often they expect to hear from you with status updates or follow-ups. Some clients might prefer a more hands-off approach that lets you manage most details behind the scenes with updates only when progress is made. Most clients in the midst of a serious relocation, however, will prefer to be in touch more frequently. Customizing is key. If they prefer text messages and emails over calls, that’s a helpful detail to know from the outset. If they prefer face-to-face video chats or can only speak after business hours—those are also key parameters to work within. The less mystery and hassle, the better.

Be a local resource with vetted recommendations and vendors on-hand.

Relocating homeowners may not know the best neighborhoods and their amenities, or where the best school districts are, which areas are high-traffic, or where their dollar might stretch a little further. Identifying your clients’ goals can help narrow this field, but you’ll also want to be careful not to overwhelm them with information. After all, they’re taking on a huge life transition and making a move as an outsider. You’ll want to serve as a onestop-shop who can remove some steps and stress from their organizational obligations.

Have a contractor who can get a head-start on home projects while clients make the move?

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Excellent. Or, perhaps you can provide an out-of-state agent referral so that clients can sell their existing property in a timeline that works in conjunction with their new purchase. Make yourself a community expert and a connector, and you’ve won a client— and their referrals—for much longer than a single transaction.

Think outside the box when weighing variables.

Relocations aren’t your typical transaction.

You’ll need to do a bit more planning to avoid pitfalls along the way. For instance, have you considered how you’ll tour homes with clients if they live hundreds of miles away?

Are there time zone differences to factor in?

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If clients are relocating from another country, are there any special visa or naturalization considerations? How will their belongings travel? Are there pets to relocate? There are plenty of questions to ask and plan for, but the key is to be communicative and thorough up front. The more information and planning time you have, the smoother the transition will go.

There are certified real estate agent designations you can pursue that set you apart for your experience when it comes to relocations, but in lieu of those—arm yourself with the planning details and methods that will make your client a raving fan. In the process, you’ll up your game, create a happy client, and hopefully field similar business for years to come.

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Top Agent Magazine

LISA MITCHELL Prioritizing the client experience, Lisa Mitchell has made great strides as an agent in the greater Houston area. She remembers first becoming interested in the field after purchasing and selling a home in 2006. “I really liked how my agent carried herself, and how knowledgeable she was,” Lisa explains. “Eventually I decided to earn my license.” Today, Lisa works as a solo Realtor® with a growing portion of her business consisting of repeats and referrals. By putting her buyer’s and seller’s needs first, and always looking out for their best interests, Lisa is able to exceed expectations.

Understanding that it’s a competitive market, Lisa comes up with creative solutions to get her clients towards their goals. One way she does this is by giving them a way to purchase a home as a cash buyer.

“There’s a lot of multiple offer situations happening right now,” Lisa says. “So instead of my clients losing out on the property they want, I connect them with some great lenders who pay cash for a house. This lets them stay at the top of the offer table.” For her sellers, she also makes sure they’re staying competitive by offering strategic marketing plans that help them stand out. “I offer professional photography and videography in addition to advertising on social media,” she says. “I also host open houses.”

Those who work with Lisa tend to spread the word about her, as they truly enjoy their time together. One past buyer recently said, “Lisa represented me and my wife when we bought our home. It was a great experience. She explained every step of the process and made us feel important. She was always available when we needed her. I will be recommending her to all my friends and family.” Another wrote, “Lisa is a top notch agent. She is thorough and listens to her client’s needs. She is professional, kind, and courteous and knows how to work well with other professionals to get the job done for her clients! I highly recommend using Lisa when buying or selling your home!”

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When Lisa has any free time, she can be found giving back to her community, hanging out with her children, traveling or shopping. She donates gifts to children during Christmas and is involved with Lunches of Love, which gives children in need a free lunch.

Working towards her broker’s license, Lisa hopes to mentor newer agents and alleviate their fears. “The only way you’re going to learn is to get out there and do it,” Lisa says.

“And I know a lot of agents are scared when they’re first starting out. So I want to concentrate on helping them succeed.” She also plans to instill in them the importance of delivering exceptional customer service.

“It’s not just about buying and selling. It’s about building a relationship with those we serve.”

For more information about Lisa Mitchell, please call 832-228-4779 or email lisa@mitchellproperties.net 23

mailto:mag@topagentmagazine.com

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