TEXAS 11-2-20

TEXAS EDITION

How to Answer the Inevitable Question:

WHY SHOULD I CHOOSE YOU?

PROPERTIES: The Good, The Bad, and The Ugly

FEATURED AGENTS

DENISE GRAVES MARNIE GREENWOOD

5 Ways to

TRANSFORM RENTERS INTO OWNERS

COVER STORY

MIRNA SMITH

TEXAS EDITION

DENISE GRAVES MARNIE GREENWOOD

Greenwood had a personal “Our clients have confidence Though her caree Sitting at the closing table withMarnie her client, in referring us 9 17 21 brand long abefore her career in real because they know we willMarnie likes Denise Graves has a special gift ready: providestill a great estate, flutes and this has only strengthened outcome for all their friendsher for M bottle of champagne and two crystal andpassion families.” her work ethic, marketing strategies, her charity, Bea from Tiffany’s! What better way to celeand personal connections with clients. jewelry sup brate the next step in their life? What better Outside her career, Denise brings is tremendously Owning the lifestyle brand “Marnie active in her community. Shetals and helps way to ensure that they will think of Denise is always spon-c Rocks” was great for a while, but in soring numerous events for make their own when they are ready for their next real estate area schools, 4H j 2008, Marnie decided that it was time uplifting activity. adventure? After all, elegant touches like livestock rodeo shows and even the beloved to try something new.

“I wanted to even brings a form these are what Denise is known for. dachshund races of Boerne’s Bergesfest. do something that still was custom- Denise is a member of thesoGreater they can enjo Boerne er-based,” she explains. “I really loved well. Marnie also An Art major in college, Denise has always Chamber of Commerce, Boerne Kendall business and I loved creativity, so real with her four child MIRNA her SMITH MARNIEDevelopment GREENWOOD Corporation, wanted a career that balanced lively spirit andDENISE desire GRAVES County Economic San estate was something that sort of fit seeing friends duri to serve her community. Sure enough, she proved a Antonio Board of Realtors, having previously served both of those.” Now, Marnie has been natural in the real estate industry and became one of its on committees in all of these organizations. She is in the real estate industry for about nine years, and Marnie is already ranked num most recognized faces as the CEO of the Graves Group, also a contributor to local public and private causes. as an expert Houston agent working for Compass, real estate agents, as well as nu where she supervises an elite she staffhasthat assist clients When she’s not working with clients or giving back recreated her personal brand and used it to Houston, so her business is sure throughout San Antonio and the Texas Hill Country. to the Deniseinloves to spend continuouslyCONTENTS attract new clients andcommunity, have successful the future.

She quality finds it time fascin In her 19 years in real estate, she has been a consistent with her family by the pool or playing with herim transactions. people and bearound a part of such multi-million dollar producer and a prominent figure in French Bulldogs. and she always makes sure to the Texas Housing market.

When asked what her favorite part of being a real needs and wishes, no matter th 4) HOW TO ANSWER 15) COACHING 9-1-1 Going forward, Denise has stronggrows, ambitions her t estate agent is, Marnie says it is “definitely the business Marniefor wants THE INEVITABLE QUESTION: When listing a home, Denise offers her and clients blend connections future. In theshe months she will people,” thea genuine makesand years a teamahead, of agents.

Her continue advice for WHYand SHOULD I CHOOSE of traditional cutting edge resources, sharing their building on the positive culture and unique boutique with her clients set her apart from your average wake every day and ask you 18) PROPERTIES: THEupGOOD, homes YOU? through both print and digital portals.

An early experience that has helped define career.

“I love agent. Marnie takes the timeTHE to focus on whatever of value toher people, the business BAD, ANDandTHE UGLY adopter of social media marketing, Denise uses outside of seeing people happy knowing I had a part of that,” the client needs and advise them on it, making the the box techniques like Facebook Live streams or watch she continues.

“While process more human and empathetic.

She says that I do enjoy the puzzle solving of parties 6) to generate additional buzz around anwe’re upcoming making allA theGOOD pieces fall into place, “It feels like family” the by transaction theTIPS end ofON aand trans5 WAYS TO TRANSFORM 22) BEING listing. Through everything, sheaction. keeps the process lightnothing beats the knowledge that I’ve made a client’s Because her clients appreciate this so much, RENTERS INTO OWNERS TEAM LEADER hearted and, most of all, fun! “We make and our transactions dreams comesources true!” of repeats referrals are her primary about the client experience more than anything else,” business. she says. “ By taking all the anxiety and stress out of the equation, we turn our deals intoAs celebrations.” one client shared about their experience, “Marnie and her team were super professional and helped me Phone 310-734-1440 | Fax 310-734-1440 everywhen step of the wayher in both buying my new home Denise is equally compassionate assisting mag@topagentmagazine.com | www.topagentmagazine.com and team, sellingyears my existing buyers. Leaning on her unmatched of expe- one. I also had the luxury of using the Compass Concierge Program, allowing No and portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent rience lifelong knowledge her communities, she Magazine published great

by Feature Publications GA,market.

Inc. areto taken ensure the accuracy of published me to update andAlthough improve my home selltoquicker guides clientsis towards decisions in the For precautions For more about Marnie materials, Top Agent Magazine cannot be held responsible for opinions without expressed having or facts supplied using qualified professionals to be by its authors. her ongoing commitment to service, she has earned an To subscribe or change address, send inquiry to mag@topagentmagazine.com. please call 713-41 responsible until my house sold. I highly exemplary reputation in Texas,financially with the vast majority Published in the U.S. recommend Marnie, William and Compass!” email Marnie.greenwood of her volume coming from repeat clients and referrals.

To learn more about Denise Graves Elsewhere, she was named SABOR’s 2016 Realtor of the please call (210) 260-2176 Year and was ranked #2 Luxury Agent in San Antonio Copyrig email denise@thegravesgroup.com 2 Top Agent Magazine by the San Antonio Business Journal in 2019. “We or visit TheGravesGroup.com truly value expertise and professionalism,” she says.

MIRNA SMITH

www.

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

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How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even 4

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

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same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions.

In real estate, there’s so much to enjoy.

There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones.

There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person Top Agent Magazine

you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

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5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 6

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

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Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

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Collaborate with mortgage professionals to find the right financing opportunities

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Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

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pay monthly in a mortgage—while building a lasting asset.

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Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

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Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

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MIRNA SMITH Top Agent Magazine

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Top Agents Mirna and Jason are a husband and wife team at eXp Realty, where they service clients throughout DFW, the South Fort Worth area and all of West Texas.

Mirna Smith began her career in real estate by handling titles and foreclosures and assisting in the luxury market. She quickly developed a passion for her work, particularly for the ways in which it complimented her entrepreneurial spirit and love of helping others. After attaining her real estate license, Mirna decided to pair up with her husband Jason, also a licensed Realtor, and the couple has been working together ever since. “Right from the start, Jason and I made for the perfect team,” Mirna says. “We do 10 Copyright Top Agent Magazine

everything together, and we truly enjoy building close bonds with our clients.”

Currently, Mirna and Jason are a husband and wife team at eXp Realty, where they service clients throughout DFW, the South Fort Worth area and all of West Texas. Between Jason’s tech savvy marketing skills and Mirna’s almost twenty years of professional real estate experience, the power couple has developed a reliable method to fit the needs of any buyer or seller.

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When listing a home, Mirna and Jason prefer a hands-on approach. After helping their clients prepare their properties for the market, the Smiths then provide a variety of targeted digital campaigns. Above all, Jason’s cutting edge social media strategies and the myriad resources at eXp Realty ensure that their clients will stay Top Agent Magazine

on the forefront of the market. Meanwhile, Mirna provides her expertise in contracts and negotiations to put their clients in the driver’s seat of any transaction.

Elsewhere, Mirna and Jason are equally as dynamic when assisting their buyers, standing 11 Copyright Top Agent Magazine

Mirna and Jason have earned an outstanding reputation around Texas, with the vast majority of their volume coming from either repeat clients or referrals. as strong educational resources and advocates for their needs. In her career, Mirna has seen the ins-and-outs of the housing industry, and she offers that depth of knowledge and expertise to her buyers. “We’re fully dedicated to our clients,” she says. “Our job, most importantly, is to find solutions to whatever issues may arise over the course of a deal.”

For their unwavering commitment to client service, Mirna and Jason have earned an outstanding reputation around Texas, with the vast Copyright Top Agent Magazine 12

majority of their volume coming from either repeat clients or referrals. In fact, they prefer to stay in touch long after closing, treating them as part of the family. “We befriend our clients,” she says. “It’s never about a transaction for us; instead, we’re fostering dedicated relationships to all of our buyers and sellers.”

As a lifelong resident of West Texas, Mirna strives to remain active in her community. She has served on the board of the Greater Fort Worth Home Ownership Committee, and she Top Agent Magazine

has been Vice President of a LULAC chapter and Secretary of NARREP in previous years.

Along with volunteering at her church, she is currently in the process of becoming an active leader in the Women’s Council for Realtors.

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Looking to the future, Mirna and Jason have strong prospects for the upcoming year. In the months ahead, they will continue expanding their client/agent expansion base business to San Antonio, West Texas and recently in Copyright Top Agent Magazine 13

Florida. The Smiths also look forward to facilitating out-of-state transactions and agent growth as well. Most of all, they can’t wait for the prospects and relationships that await them in the months ahead. “My passion has always been

with giving back to those in my community,” Mirna says. “And what better way is there to lend someone a hand than to help realize their dream of homeownership or growth in the real estate industry to bring value to their business?”

To learn more about Mirna Smith call (817) 317-1206, email mirnasmith1206@gmail.com, or visit mirna.texasonlinehomesearch.com www.

Copyright Top Agent Magazine 14

Top Agent Magazine

Coaching 9-1-1

By Walter Sanford

Having a coach can provide the right answers when you need it. Below is an exchange with one of our coaching clients and it provided a little “911” for his current situation: Coaching Client: I went on what I thought was a great listing presentation yesterday. However, the couple would not sign at our meeting. They said they needed to talk. I then felt like something was up.

Walter: On the phone while making the appointment, one of the questions needs to be – “If everything meets with your approval, are you wanting to start the marketing plan tomorrow night when I meet with you?”

Coaching Client: The guy just left me a voicemail saying they loved everything I had to offer; however, they were listing with some schmo that doesn’t do any FRICKIN’ business.

Walter: Always make it your goal to get the signature! Fake that you are Top Agent Magazine

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leaving then do the “Columbo” and say, “So, I can email all answers at the office – what are you thinking about so I can do more research for you?”

Coaching Client: They said they had a personal connection that really suggested that they use this guy. I know them as well and I can hear the conversation: the (name) Team are doing just fine and (name) really needs the business. How in the heck do I fight that?

Walter: Let’s not try to fight until you are sure that’s what happened. Call them back. “(Wife’s name) and I are always trying to improve our services.

Could you help me by letting me know what I could have done differently to earn your business? Was there anything I could have improved on for you?”

Coaching Client: This other guy doesn’t even know how to spell marketing much less apply it! I am as mad as I have been since getting into real estate.

Thanks for any suggestions.

Walter: If that was the REAL reason, you needed to find it out while you were there then counter it by letting them know that more than anything else…an agent makes the difference on the amount a seller nets at the closing. Experience makes a difference in – • A large buyer database • More trust from buyers • More money to spend on marketing • The ability to convert leads into showings by uncovering needs of buyers and demonstrating how your property fulfills them having experience in negotiating • Understanding in how to write contracts to prevent post-closing seller litigation • Having a team who monitors every aspect of the closing successfully • Overcoming objections and challenges in the most cost-effective manner Walter Sanford has been designing and implementing real estate systems for 30 years.

One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with Copyright©, Walter Sanford. All rights reserved. us online at www.waltersanford.com.

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DENISE GRAVES Sitting at the closing table with her client, Denise Graves has a special gift ready: a bottle of champagne and two crystal flutes from Tiffany’s! What better way to celebrate the next step in their life? What better way to ensure that they will think of Denise when they are ready for their next real estate adventure? After all, elegant touches like these are what Denise is known for.

An Art major in college, Denise has always wanted a career that balanced her lively spirit and desire to serve her community. Sure enough, she proved a natural in the real estate industry and became one of its most recognized faces as the CEO of the Graves Group, where she supervises an elite staff that assist clients throughout San Antonio and the Texas Hill Country.

In her 19 years in real estate, she has been a consistent multi-million dollar producer and a prominent figure in the Texas Housing market.

When listing a home, Denise offers her clients a blend of traditional and cutting edge resources, sharing their homes through both print and digital portals. An early adopter of social media marketing, Denise uses outside of the box techniques like Facebook Live streams or watch parties to generate additional buzz around an upcoming listing. Through everything, she keeps the process lighthearted and, most of all, fun! “We make our transactions about the client experience more than anything else,” she says. “ By taking all the anxiety and stress out of the equation, we turn our deals into celebrations.”

Denise is equally compassionate when assisting her buyers. Leaning on her unmatched team, years of experience and lifelong knowledge of her communities, she guides clients towards great decisions in the market. For her ongoing commitment to service, she has earned an exemplary reputation in Texas, with the vast majority of her volume coming from repeat clients and referrals.

Elsewhere, she was named SABOR’s 2016 Realtor of the Year and was ranked #2 Luxury Agent in San Antonio by the San Antonio Business Journal in 2019. “We truly value expertise and professionalism,” she says.

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“Our clients have confidence in referring us because they know we will provide a great outcome for all their friends and families.”

Outside her career, Denise is tremendously active in her community. She is always sponsoring numerous events for area schools, 4H livestock rodeo shows and even the beloved dachshund races of Boerne’s Bergesfest.

Denise is a member of the Greater Boerne Chamber of Commerce, Boerne Kendall County Economic Development Corporation, San Antonio Board of Realtors, having previously served on committees in all of these organizations. She is also a contributor to local public and private causes.

When she’s not working with clients or giving back to the community, Denise loves to spend quality time with her family by the pool or playing around with her French Bulldogs.

Going forward, Denise has strong ambitions for her future. In the months and years ahead, she will continue building on the positive culture and unique boutique experience that has helped define her career. “I love seeing people happy and knowing I had a part of that,” she continues. “While I do enjoy the puzzle solving of the transaction and making all the pieces fall into place, nothing beats the knowledge that I’ve made a client’s dreams come true!”

To learn more about Denise Graves please call (210) 260-2176 email denise@thegravesgroup.com or visit TheGravesGroup.com www.

Copyright Top Agent Magazine 17

Properties: The Good, The Bad, And The Ugly

by Denise Lones

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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MARNIE GREENWOOD Marnie Greenwood had a personal brand long before her career in real estate, and this has only strengthened her work ethic, marketing strategies, and personal connections with clients.

Owning the lifestyle brand “Marnie Rocks” was great for a while, but in 2008, Marnie decided that it was time to try something new. “I wanted to do something that still was customer-based,” she explains. “I really loved business and I loved creativity, so real estate was something that sort of fit both of those.” Now, Marnie has been in the real estate industry for about nine years, and as an expert Houston agent working for Compass, she has recreated her personal brand and used it to continuously attract new clients and have successful transactions.

When asked what her favorite part of being a real estate agent is, Marnie says it is “definitely the people,” and the genuine connections she makes with her clients set her apart from your average agent. Marnie takes the time to focus on whatever the client needs and advise them on it, making the process more human and empathetic. She says that “It feels like we’re family” by the end of a transaction. Because her clients appreciate this so much, repeats and referrals are her primary sources of business.

As one client shared about their experience, “Marnie and her team were super professional and helped me every step of the way in both buying my new home and selling my existing one. I also had the luxury of using the Compass Concierge Program, allowing me to update and improve my home to sell quicker using qualified professionals without having to be financially responsible until my house sold. I highly recommend Marnie, William and Compass!”

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Though her career path has changed, Marnie still likes to reconnect with her passion for Marnie Rocks through her charity, Beading Cancer. She brings jewelry supplies to local hospitals and helps children with cancer make their own jewelry as a fun and uplifting activity. Sometimes, Marnie even brings a former client as a guest so they can enjoy the experience as well. Marnie also loves spending time with her four children, doing yoga, and seeing friends during her free time.

Marnie is already ranked number 13 of all Texas real estate agents, as well as number 8 in the city of Houston, so her business is sure to grow and progress in the future. She finds it fascinating to get to know people and be a part of such important life changes, and she always makes sure to prioritize the client’s needs and wishes, no matter the transaction. As her business grows, Marnie wants to expand by building a team of agents. Her advice for all agents is, “If you wake up every day and ask yourself how you can be of value to people, the business will follow.”

For more about Marnie Greenwood, please call 713-416-8402 or email Marnie.greenwood@compass.com Copyright Top Agent Magazine 21

Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader.

1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really 22

important to figure out where they best fit into the operation. Having every team member be an ‘expert’ in their part of the process leads to seamless transactions and a business that runs like a well-oiled machine.

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Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to…

2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results.

Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future.

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Don’t forget to always take in what you can do to be a better team leader as well.

3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers.

Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business.

4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either.

Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business.

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Top Agent Magazine