TEXAS 3-22-21

TEXAS EDITION

Welcome Home: WORKING WITH RELOCATORS IN TRANSITION

INCORPORATING CHARITABLE GIVING

IN YOUR REAL ESTATE PRACTICE

CREATIVE WAYS TO

SAY THANK YOU

COVER STORY

TODD GROSSMAN FEATURED AGENTS

MICHAEL BORREL AUSTIN KILLIAN

Grossman & Jones Group

TEXAS EDITION

MICHAEL BORREL AUSTIN KILLIAN

Austin Killian experience “I learned early on that communication is – top agent with Scott his clients’ lives. “This is such a big decision fli 7 17 23 RealBorrel, Estate to intelligentl very important,” says Michael a topin the Dallas/Fort Worth for them,” he says. “They’re trusting me to market – is“One a hardworking, intelligent and agent with Keller Williams Realty. might need help them through a major transaction, and to of the reasons people switch from knowledgeable agent to there’s always a happy ending.home Someone deeply real estate profeswithout agent is a lack of communication.

I don’t either sells their home or purchases their sional who is truly committed to providcontractor. “H want that to ever be the ing reason someone home.

There’s never a sad ending.

Ever. It his clients with top-notch customer homes,” he ex walks away from me, because that’s somemight sound cliché, but it’s very true.” service. Austin works diligently to help his questions abou thing I directly control. I make a point of many buyers and sellers achieve their real home to make responding quickly and efficiently.”

Outside of working hard for his clients, estate goals, and in the process, develops to ease their w Michael volunteers as a basketball coach and trusting relationships with Born and raised in Houston,long-lasting Texas, Michael with JCC Houston Maccabi, an Olympicthem.

With his focus on placing his clients’ Additional is proud to serve his hometown and the competition youth fac TODD GROSSMAN MICHAEL BORREL style sports AUSTIN KILLIANfor Jewish needs his commission he Michael has when assessi surrounding areas. He began hisbefore professional journey check, and teens. coaches and mentors the participants. than earned his stellar anteam excellent story would in the energy industry, butmore he was always interested in reputation Most years,asthe travels to success play against teams frombe h and reliable real estate advocate. and his thorough, m pursuing real estate and investing in properties.

“It was other cities, states, and countries.

“Australia, Israel,skillful Los something I wanted to do for a while,” he says. Four Angeles,” he says. “We’ve goneing all sorts of places.

It’s a exemplary profession years ago, he decided to make the change.

In 2018, he lot of fun.”

He also loves to spend time his and family Austin began his journey in real estate while still through with videos savvy won Rookie of the Year, beating out over other newof North and getTexas. outside“My whenever attending the 300 University fatherpossible. to gain maximum expos agents, and has continued to excel since. CONTENTS Grossman & Jones Group owns aever brokerage in Dallas/Fort Worth, but it was a Combined, these translate Michael is keeping his options open when it comes to professor of mine in the college real estate program not to mention happy clie While he does welcome and often works with new future plans. He is extremely happy with the way his who really piqued my interest in the business,” he and refer others. clients, the majority of Michael’s business is built from business has grown, and he enjoys learning about all recalls. few class I went andthat bought 4) and INCORPORATING CREATIVE WAYS SAY repeat referral business.

Along“A with hisweeks stellarinto and that18) the opportunities real estateTO has to offer. “I’m just my first home in the little college town of Denton, When he’s CHARITABLE IN YOUR YOU so much right now,” henot clear communication, GIVING Michael credits his authentic THANK enjoying everything says.working “I’m and that’s when it all really started for me.”

Six years Austin enjoys nothing mo enthusiasm for the industry for why his clients keep having fun and get to work with great people.

I’m living REAL ESTATE PRACTICE whose passions and alsoworking includeinrenovating returning to him. “I love on, whatAustin I do, I– have a candid the moment.” vating homes, and he also 20) WELCOME WORKING and flipping homesMichael – has built a solid business onHOME: a through a variety of metho approach, and I don’t sell people on anything,” 13) TOP TOthat, JUICE WITH RELOCATORS explains.

“They 4 canWAYS clearly see and soUP they feel foundation of honesty and integrity, a business that IN the TRANSIlocal elderly populatio comfortable me.” HOUSE continues to grow year after year.

YOURwith OPEN STRATEGY TION

TODD GROSSMAN

Austin has big plans for

Along with leveraging anCurrently MLS and overseeing other traditional a small but equally dedicated which include growing his methods, Michael markets most of his listings via social team, Austin’s business is comprised nearly two-thirds out into the Austin mark media. “We do a lot of steadicam and drone videos to of repeat clients, referrals and positive word of mouth, his overarching objective Phonethrough 310-734-1440 | Fax 310-734-1440 take people the homes,” Michael says. “My a significant achievement clients with the very best c clientsmag@topagentmagazine.com conduct their searches online, especially rightby any measure, but more so | www.topagentmagazine.com the highly the Dallas/Fort Worth mar now with coronavirus. Weinprovide thesecompetitive stedicam andworld of real estate. “I think No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Top Agent that’s I’mtour very droneMagazine tours toisgive a much morebecause immersive of aupfront with people,” says published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published Austin, when how has managed generate love meeting new peopl home.materials, BuyersTop canAgent get the real feel and versus just Magazine cannot beeffect heldasked responsible forhe opinions expressed orto facts supplied by its“I authors. such send impressive levels of trust and loyalty. “I try to the process,” he says, “an clicking around.”or change address, To subscribe inquiry to mag@topagentmagazine.com.

Published in the U.S.

treat every client – whether it’s a small purchase or a

I just want my clients to

call buying his officea at When asked what he likeslarge most one about– his job, Michael exactly the same.” For more about Michael Borrel, they’re house n 713-461-9393 or his cell phone at 281-813-9532, laughs and says, “That could take an hour!” What he truly know they can always cal or email Michael.Borrel@kw.com loves, though, is the immeasurable impact he makes on Another reason would be the fact that Austin’s and that they can trust me.

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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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TODD GROSSMAN Grossman & Jones Group

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Grossman & Jones Group Top Agent Todd Grossman manages The Grossman & Jones Group and works alongside his business partner, Michelle Jones at Compass in Austin, Texas.

Todd Grossman has always had an entrepreneurial mindset. In Las Vegas, he rose through the corporate ranks of the hotel industry. Unsatisfied with the work, he purchased a mobile detailing business on a graveyard shift at the hotel, which brought 8 Copyright Top Agent Magazine

him into contact with many Realtors®.

Inspired to earn his license, Todd made it his goal to sell seven million dollars in his first year. “I didn’t know at the time how I was going to achieve that goal,” Todd says. “But I did. And the rest is history.”

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At Compass in Austin, Texas, Todd manages The Grossman & Jones Group and works alongside his business partner, Michelle Jones. Though they specialize in the luxury waterfront market, Todd works at every price point. This past year, he and Top Agent Magazine

Michelle completed over $80,000,000.00 dollars in volume, representing about sixty transactions.

Having built a stellar reputation, Todd works solely with repeat clients and from Copyright Top Agent Magazine 9

referrals. “I believe what keeps clients coming back is my honesty and integrity,” Todd says. “I have a listen-first mentality. And with twenty two years in the business, I’ve been in the trenches. I have the experience to know how to get it done.”

Experience is not the only thing that sets Todd apart. “It’s one notch in the belt,” Todd says. “I think the others are reliability and communication. Clients don’t think I ever sleep because I answer

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texts and emails within minutes. I listen.

I communicate. That’s what makes my clients refer me. Commission checks don’t matter to me. We’re all working because we need to put food on our family’s table. That comes second however.

Taking care of the client comes first and the rest will follow.”

Todd and his team use a comprehensive marketing strategy that pairs traditional print advertising with digital resources to give their clients wide visibility. “What

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has truly set us apart is our full-time social media hire,” Todd says. “We are in the day and age where it doesn’t matter if you have one dollar or a million, everyone is going to the same place to search.”

With extensive digital campaigns that leverage the national and international resources of Compass, Todd is able to reach buyers far and wide.

Active in the community, Todd volunteers regularly with the Boys and Girls Club and RBI Austin, a baseball organization that serves under-priviledged Top Agent Magazine

kids. A dedicated father and family man, Todd spends his limited free time with his wife, Nina, his son Alec, and his daughter, Abrianna. “I dreamed of being a father,” Todd says, “so even back when I didn’t have an assistant or a team, I prioritized showing up for my kids. What has kept me going in this career is having a team, which allows me to focus on the things that really help my clients, like negotiating their contracts, and also to be there for my family in the way that I want. Life balance is so important.”

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For the future, Todd plans to take each day as it comes. “We’re going to continue to grow our team in a respectable manner,” Todd says. “We want agents with experience who

can flourish on their own. We are the supporting cast to our agents. We want to be at the point where someone picks up the phone in our area, and they don’t think of anyone else.”

To find out more about Todd Grossman, call 512.919.6524, email todd.grossman@compass.com or visit LuxeHomesAustin.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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MICHAEL BORREL “I learned early on that communication is very important,” says Michael Borrel, a top agent with Keller Williams Realty. “One of the reasons people switch from agent to agent is a lack of communication. I don’t want that to ever be the reason someone walks away from me, because that’s something I directly control. I make a point of responding quickly and efficiently.”

Born and raised in Houston, Texas, Michael is proud to serve his hometown and the surrounding areas. He began his professional journey in the energy industry, but he was always interested in pursuing real estate and investing in properties. “It was something I wanted to do for a while,” he says. Four years ago, he decided to make the change. In 2018, he won Rookie of the Year, beating out over 300 other new agents, and has continued to excel ever since.

While he does welcome and often works with new clients, the majority of Michael’s business is built from repeat and referral business. Along with his stellar and clear communication, Michael credits his authentic enthusiasm for the industry for why his clients keep returning to him. “I love what I do, I have a candid approach, and I don’t sell people on anything,” Michael explains. “They can clearly see that, and so they feel comfortable with me.”

his clients’ lives. “This is such a big decision for them,” he says. “They’re trusting me to help them through a major transaction, and there’s always a happy ending. Someone either sells their home or purchases their home. There’s never a sad ending. Ever. It might sound cliché, but it’s very true.”

Outside of working hard for his clients, Michael volunteers as a basketball coach with JCC Houston Maccabi, an Olympicstyle sports competition for Jewish youth and teens. Michael coaches and mentors the participants.

Most years, the team travels to play against teams from other cities, states, and countries. “Australia, Israel, Los Angeles,” he says. “We’ve gone all sorts of places. It’s a lot of fun.” He also loves to spend time with his family and get outside whenever possible.

Michael is keeping his options open when it comes to future plans. He is extremely happy with the way his business has grown, and he enjoys learning about all the opportunities that real estate has to offer. “I’m just enjoying everything so much right now,” he says. “I’m having fun and get to work with great people. I’m living and working in the moment.”

Along with leveraging an MLS and other traditional methods, Michael markets most of his listings via social media. “We do a lot of steadicam and drone videos to take people through the homes,” Michael says. “My clients conduct their searches online, especially right now with coronavirus. We provide these stedicam and drone tours to give a much more immersive tour of a home. Buyers can get the real feel and effect versus just clicking around.”

When asked what he likes most about his job, Michael laughs and says, “That could take an hour!” What he truly loves, though, is the immeasurable impact he makes on Top Agent Magazine

For more about Michael Borrel, call his office at 713-461-9393 or his cell phone at 281-813-9532, or email Michael.Borrel@kw.com 17 Copyright Top Agent Magazine

Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

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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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AUSTIN KILLIAN Austin Killian – top agent with Scott Real Estate in the Dallas/Fort Worth market – is a hardworking, intelligent and deeply knowledgeable real estate professional who is truly committed to providing his clients with top-notch customer service. Austin works diligently to help his many buyers and sellers achieve their real estate goals, and in the process, develops long-lasting and trusting relationships with them. With his focus on placing his clients’ needs before his commission check, he has more than earned his stellar reputation as an excellent and reliable real estate advocate.

Austin began his journey in real estate while still attending the University of North Texas. “My father owns a brokerage in Dallas/Fort Worth, but it was a professor of mine in the college real estate program who really piqued my interest in the business,” he recalls. “A few weeks into that class I went and bought my first home in the little college town of Denton, and that’s when it all really started for me.” Six years on, Austin – whose passions also include renovating and flipping homes – has built a solid business on a foundation of honesty and integrity, a business that continues to grow year after year.

Currently overseeing a small but equally dedicated team, Austin’s business is comprised nearly two-thirds of repeat clients, referrals and positive word of mouth, a significant achievement by any measure, but more so in the highly competitive world of real estate. “I think that’s because I’m very upfront with people,” says Austin, when asked how he has managed to generate such impressive levels of trust and loyalty. “I try to treat every client – whether it’s a small purchase or a large one – exactly the same.”

Another reason would be the fact that Austin’s

experience flipping homes allows him to intelligently advise clients on what might need to be done to a pre-owned home without the expense of calling in a contractor. “Having flipped seven or eight homes,” he explains, “I can answer their questions about what needs to be done to a home to make it more livable for them, and to ease their worries a bit.”

Additional factors that come into play when assessing Austin’s phenomenal success story would be his expert negotiation skills and his thorough, skillful marketing strategies, including exemplary professional photography, short walkthrough videos and savvy utilization of social media to gain maximum exposure for his many listings.

Combined, these translate into fast sales for top dollar, not to mention happy clients who continue to return and refer others.

When he’s not working hard making clients happy, Austin enjoys nothing more than traveling and renovating homes, and he also gives back to his community through a variety of methods, including his support of the local elderly population via his church.

Austin has big plans for the future of his business, which include growing his team and slowly branching out into the Austin market. Above all, however, is his overarching objective: to continue providing his clients with the very best customer service available in the Dallas/Fort Worth market.

“I love meeting new people and guiding them through the process,” he says, “and not just sell them a house.

I just want my clients to feel comfortable, whether they’re buying a house now or in a year. I let them know they can always call me if they need anything, and that they can trust me.”

For more information about Austin Killian, please call 817-521-2306 or email Austin@AustinKillian.com Top Agent Magazine

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