TEXAS 4-5-21

TEXAS EDITION

BY THE NUMBERS:

Understanding the True Value of Square Footage

A STEP-BY-STEP GUIDE TO

CONVERTING INTERNET LEADS TO REAL LIFE SALES

RECONSIDER REFERRAL-ONLY WHEN PLANNING FOR THE FUTURE

FEATURED AGENTS

MICHELE COLAFRANCESCO JULIE GROVES MICHELE HARMON COLLETT HALBERT RICKS

COVER STORY

KAYLEE SUTTON

TEXAS EDITION

ky Bohannan is proud to congratulate

Michele Harmon

COLLETT HALBERT RIC

JULIE GROVES MICHELE COLAFRANCESCO Collett Halbert Ricks is based in Kaufman

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Julie has been relationships with Michele Colafrancesco currently sits ata consistent multi-milservice, and works toCreating always exceed 7 13 every 23 24 27 County, TX, and has carved out a niche by ha lion-dollar producer year since she kinds of people the top of an extremely competitive Real her clients’ expectations. “I’ve been inwhile helping started real estate in in mostly 2012. Her realresidential theirmy dream home is one of thetim th dealing rural properEstate Market. Ranked in theintop 5 of this county working with husband, estate took all off after she saw a post about Parker County, last year thiscareer seemingly developing and buyingloves land most for over 20 her work. “So ties around Texas.

Her company, Elsie tra on Facebook from a high school friend best friends have actually been c normal mom of four closed more Halbert than years.

While you see this beautiful home Real Estate, was created by her ea agents for her brokerage. In her $15,000,000 in homeseeking and land sales. sitting atop the river, I’ve also lived on mother 1988. Collett a name When it comes to marketing, w ea year, Michele Julie nearly in surpassed the bro- has made When asked how she first got here, this river in a cramped trailer house!” to multiple MLSs andan s for herself efficient kerage’s topunique agent in sales. as a competent and has a simple answer. Sitting in her She says laughing. “I posts have experienced across websites like Zillow home overlooking the Brazos, she Realtor says, what it takes to restructure debt, build who truly cares about the clients on Today, Julieisis one a broker and owner at 903 Realtor and kids. more. Live video “Work, hard work. This market from the ground up and raise four she works with, both individually and as Realty she manages MICHELE a tight-knit showcasing properties that does not care about yourwhere branding ItJULIE takesGROVES a degree of humility toHALBERT battle for RICKSare poste MICHELE HARMON KAYLEE SUTTON COLLETT A a business leader and team member.

With team of agents consisting of two of her ousagainst social media or an overly calculated image.

It wants a 4.5-million-dollar deal a trustplatforms like COLAFRANCESCO KAYLEE SUTTON le was the in agent almost Last year alone, 21 years theshebusiness, Collett friction free results.” best friends. One wherehas the the parties all and hateInstagram. each other, topped her first year, and the other was her first housesolo agent, closed over $7 million in volume. then go sell to a trailer house in Mineral ov knowledge and experience necessary being featured theonstate of Texas sale client.

Julie anticipates adding a third agent soon.

Priding for herself being a hands-on Wells.

While that sounds funny, that’s by navigate all sorts of transactions and offerdonates to a number of charities and anim Her team a wide swath Texas.

“Pretty Michele loves to drop offcovers care packages, baked of East typically what my daysJulie look like! Oh yeah, and I still in Topagent, Agent Magazine! ness. she Hercares famifo clients aa house, smooth and satisfying experience while efforts.

When she’s not working, muchallanywhere I can get into I’ll go!”

Julie says. goods, and gift cards. “It’s abouther that personal touch pick the kids up for track!” incats th cue animals. She currentlywavering owns fifteen so. a lot of for me. People truly appreciate that.doing I feel like Most of Julie’s business comes from repeat and referral dogs, all coming from different situations, in that hasStewart been Title lost in this industry, so even a handwritten Hearing this from her, it’s easy to see Michele isn’t business – we’ CONTENTS a ahigh percentage of referrals from pastfacegood home.

In her free istime, she enjoys read note orOffice: a small bag ofclients, goodieswith goes long way,” she just another pretty in Brock Texas.

There a grit 281.357.8277 Elsie Halbert Real Estate works hard to get their trans- says.

“I got it f Mobile: 713.591.3319 and other real estate on here. business and marketing. says. Similarly, that isclients also why she chooses to companies. be a factor that has gotten her I imagine the future is completed in a bright timely and puts all of my son. We ha Fax: 281.357.8217 solo agent and not rely on the helpactions of an assistant or pretty forfashion, this Top Agent.

RECONSIDER REFERRAL19) NUMBERS: their effort into itpersonable as BY easyTHE as possible for thefuture, cli- Julie’s things done.” g hernot laid-back personality and Looking to the number-one a4) team.

“I’m a busy Julie agent,credits but I’m too busy to making Email: Becky Bohannan becky.bohannan@stewart.com foran keeping clients coming back toher work with business.

She hopes answer phone calls. Iapproach don’t have assistant helping Michele, offices at HBSgrow Real her Estate, in Weatherford.

A to add a cou Web: Development Officer www.stewart.com/houston ent.

Collett gets 95% of business from repeats and ONLY WHEN PLANNING FOR UNDERSTANDING THE TRUE FM 2920, Suite Tomball, TX 77377 Tomball Office herE, my again referring her. “Whatunique you see is whatthat offers agentsAppraisal to her team, seeing In an her opportunity to me, or14080 anyone else doing job.and I referrals, oversee everything brokerage and Brokerage. free tim tangible proof that herOF customer satisfaction THE FUTURE VALUE SQUARE FOOTAGE you get.”

Julie says “I put people at ease.

I show up as experience of her success in mentoring new a myself to make sure that my clients get the exceptional kids, going to t is a top priority, and that she and her team consistently myself, not trying to portray myself as something I’m service they deserve. supporting sch get results. not. I think people appreciate that.”

11) HOW TO MAKE YOUR 25) A STEP-BY-STEP GUIDE TO Christma For Michele, it’s the people she gets to help on the does Her go-getter energy ensures Julie’s clients are COMMUTE CONVERTING INTERNET way that truly makePRODUCTIVE her passionate about interacting her work.that with When clients, Collett makes doubly LEADS mote philanthr taken care of as she guides them through the home-buy“I love to help people. I’m sure everyone says that, TO REAL LIFE SALES sure that shethisisphone meeting needs and work- future, Collett “I will from their 6:30 inunique the but I genuinely love ing the process. interaction withanswer my clients. towards their benefit.

She wants first and foremost and continuing morning todreams 10ing at night, know that.”

Seeing people finally make their comeand truemy is aclients unique experience. When someoneto hasmake been saving to every client comfortable and to establish trust and most of all every effort able stay in touch with all her buy a home for many Julie years makes and they are finally to the with them tofrom onset. “I put clients’ interests first. their dreams! pasthelp, clients in a really variety ways. A client history datamake it happen with my there’s noofgreater It’s not regular about the money factorJulie for me, it’s about develbase helps email newsletters. feeling me.”

Phonefor310-734-1440 | Faxgenerate 310-734-1440 a genuine with often picks a oping few clients at randomrelationship to call and check in the client,” Collett mag@topagentmagazine.com | www.topagentmagazine.com with.

But her daily interactions on social media do the A huge part of what makes Michele’s drumclient-focused beat says. Her has Michele given her a great For service more about Colafrancesco Find out more atTop 903realty.net, 700creditrepair most toreproduced help maintain a personal connection.

“You canconsent so a client and product focused M.O. No differently portion of thisisissue may be in any manner whatsoever without prior of the publisher.

Agent please call (817) 980–2635, deal of success in the industry throughout her career, Connect and facebook.com/bestrealtorineasttexas. see what their lives industry, are like, get a glimpse Magazine published by Publications GA, Inc. and Although areinto taken to ensure the accuracy of published With her isbackground inFeature the insurance she they precautions email Michele@hbs.property, and good will from her customer via phone at: 903 452 8915, and email julie@903 materials, Top the Agent Magazine be held responsible for opinions or facts supplied by its authors. www.hbs.property/?aios_agent=michele-colafrancesco my life.cannot build aprovided rapport thatimmense way,” Julie expressed explains. understands importance ofWe high-quality customer or visit her website here www.

www.

www.

To subscribe or change address, send base inquiry as to mag@topagentmagazine.com. well.

Published in the U.S.

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One way that Collett treats her clients well is with her prompt, effective communication. She takes pride in Top Agent Magazine her availability and the clarity with which she explains the ins and outs of real estate to her clients. “I work

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

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Reconsider Referral-Only When Planning for the Future

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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MICHELE HARMON Top Agent Magazine

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MICHELE HARMON

After a successful career in reseller marketing at Compaq computers, and ten years as a stay-athome mom, Michele Harmon was looking for a new challenge. She found it in real estate.

She got licensed for Texas in 2012 and began working for RE/MAX, with the aim of providing top-notch customer service for her clients in the northwest Houston area. Today she heads a team of nine agents as the owner and senior listing specialist of the Michele Harmon Team, and could not be happier. “This work feels so good. I love that we get to help people in such a meaningful way, whether they’re buying their first home or selling a home at a profit to buy their dream home. I also feel blessed to get to manage a team of nine strong women and help them fulfill their own dreams. None of my goals could have been 8

accomplished without the strong team that I have behind me.”

Michele’s efforts have been well rewarded. Over the last nine years she’s received many honors, including RE/MAX’s Hall of Fame award, the Lifetime Achievement, the Diamond Club award and Top 20 Teams in Texas. Her team has over 200 million in total sales, and their goal for 2021 is 55 million. Over sixty percent of her clients are now repeat and referrals.

That customer loyalty no doubt results from the standard of customer service Michele and her team provide. “We go above and beyond. Our agents pay attention to every detail and are there for clients every step of the way. My goal is to provide a stress-free experience while negotiating Top Agent Magazine

the best deal possible for them. We also have systems and processes for every step of the transaction to ensure that it runs smoothly.”

Her relationship with clients doesn’t end at the closing table. Michele and her team host client parties and reach out to them throughout the year.

“We do a lot of little things that are fun,” she explains. “Every Friday we’ll do a pop by where we drop off gifts with ten clients and referrals. On St. Patrick’s Day we’ll send over 600 clients a lotto ticket with a fun note wishing them the ‘luck of the Irish.’ On Easter we ‘egg’ them, giving them an egg hunt in their front yard, which their children really love. On Halloween we drop off goody bags with a note letting them know they’ve been ‘Booed’ by the Michele Harmon Team. All of this is just to let them know how much we appreciate them. We love staying in touch with clients and developing life-long relationships with them.”

Michele also supports her local community, providing two $1500 scholarships every year to seniors from different local high schools. She supports local businesses as well. Her team does free coffee days where people can screenshot a picture of her post that day on their social media page and take it to that week’s local coffee shop for a free cup of coffee.

Time off is spent with family or exercising. “I married my high school sweetheart and love hanging out with him and our two children. They’re both in college, so that time is increasingly precious. I also work out as much as I can. I ran my first marathon last year and since COVID have become a Peloton fanatic. I love riding my bike or running on my treadmill or attending any of the strength classes.”

Michele wants to continue to grow her business, but is cautious about becoming too large. “We’d like to add a couple more buyer’s agents every year, as long as it doesn’t hamper our ability to offer the same exceptional experience our clients have come to expect. We’ll welcome people that share our work ethic and commitment to customer service.”

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To learn more about Michele Harmon, please call 713-818-1330 or email Michele@micheleharmonteam.com 9

Becky Bohannan is proud to congratulate

Michele Harmon

on being featured for the state of Texas in Top Agent Magazine!

Stewart Title Office: 281.357.8277 Mobile: 713.591.3319 Fax: 281.357.8217 Becky Bohannan Business Development Officer Tomball Office

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Email: becky.bohannan@stewart.com Web: www.stewart.com/houston 14080 FM 2920, Suite E, Tomball, TX 77377

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How to Make Your Commute Productive The highest caliber business owners and entrepreneurs utilize every minute of their day.

Though this may be a lofty goal, there are certainly ways to make our daily routines more efficient and productive. Consider the morning and evening commute—time blocks that are accounted for every day. For some of us, daily commutes may mean a lengthy drive through gridlock traffic, or perhaps just a quick fifteen-minute crosstown excursion. However short or long your commute may be, there are ways to maximize this component of your daily routine and reap the rewards.

With that in mind, take a look at some ideas below to inject some energy and productivity into your daily commute.

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Listen to the latest industry-centric podcasts or audiobooks Whether you drive, bike, walk, or take public transportation, a commute is the perfect time to tune into an industry-oriented podcast or audiobook as a way of building your skills or getting into the zone for the day. Instead of letting your commute time be passive, you can process insights from leading industry professionals, or develop your skillset on a topic you haven’t yet made time for. Perhaps you’d like to develop your social media presence, or maybe you’d like to tap into the millennial homebuyer market—whatever the case may be, there is audio material out there suited to your interests. What’s more, podcasts are free and easy to incorporate on your smartphone or

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tablet, and there are ample audiobook subscription services out there that make regular listenership cost effective.

Create a mental to-do list to get a head-start on your day, or to prepare for tomorrow Getting your thoughts in order with a straightforward to-do list can help you dive in once you make it to your desk, or serve as a conclusive mental routine to end your work day.

If you drive to and from work and don’t have your hands free, don’t fret. Speaking your to-do list aloud can help you detangle your thoughts and tasks by vocalizing them. You can also try breaking down your to-do list by verbalizing the day’s goals, the week’s goals, and the month’s goals as a way of structuring priorities. If your commute is hands-free, you can incorporate a variety of apps that serve as custom-made todo lists that’ll organizationally map your duties for the day. In either case, use your commute window to identify and name the tasks ahead of you, and you’ll be able to hit the ground running when the time comes to perform.

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Tend to your personal commitments and planning A productive commute can boost your professional performance, but it can also serve your personal growth and out-of-the-office responsibilities, as well. Perhaps you can think out and plan your meals for the week so that you don’t come home burnt out and with nothing in mind for dinner. Maybe you check in with a relative or partner and catch up for a spare twenty minutes.

Not only does this eliminate a few items off of your personal to-do list, it can actually give you a more focused mind at the office. If your personal life is in good order, you’ll be able to devote your full attention to work tasks.

As the old saying goes, there are only so many hours in a day. If you added up all the minutes spent commuting around town, how many hours would amount? Though the trek to and from the office is an engrained part of professional life, it doesn’t have to be a drag. Account for those spare commute windows in productive ways, and in only a month you’ll have devoted a significant portion of your time to bettering yourself as a person and a professional.

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KAYLEE SUTTON Top Agent Magazine

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KAYLEE SUTTON Top Agent Kaylee Sutton’s specialized market is the buying and selling of undeveloped land where she works with a lot of investors and homebuilders.

Kaylee Sutton got an early start on her real estate career – she was a Realtor®’s Assistant at age 16, graduated high school a year early, and graduated a year early from Texas State with a marketing degree to get into the business as fast as 14Copyright Top Agent Magazine

possible. Kaylee grew up with real estate.

Her father is a real estate broker in Seattle and has been in the industry for years, and Kaylee knew she wanted to follow in his footsteps from a young age. The drive that Kaylee has in her career is second to none, Top Agent Magazine

and at 23 years old, she has built a stalwart career from the ground up.

Self-branded as the “Texas Land Lady”, Kaylee’s specialized market is the buying Top Agent Magazine

and selling of undeveloped land. She works with a lot of investors and homebuilders, and helps a lot of people out with owner finance. “I know a lot about land,” Kaylee says. “In real estate, everything Copyright Top Agent Magazine15

starts with land, and goes up from there.”

She has kept herself busy through this philosophy, selling over 1,000 acres over the last year while juggling 20 transactions a month for the majority of that time period! “I’ve hit a lot of milestones for my age,” she admits. Kaylee’s output is incredibly impressive, especially considering her young age, and she shows no signs of slowing down.

Kaylee exhibits great skill in organizing

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her very busy schedule, and she works hard to maintain efficient communication with all of her clients. She knows that delivering information clearly and succinctly to her clients is paramount in both enabling a satisfying and enjoyable experience for her clients and keeping her transactions going through on time.

She even has two bilingual agents on her team to assist the many Spanish-speaking clients in need of real estate service in Texas. Over the course of her career,

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“I know a lot about land,” Kaylee says. “In real estate, everything starts with land, and goes up from there.”

She has kept herself busy selling over 1,000 acres over the last year while juggling 20 transactions a month for the majority of that time period.

Kaylee has fine-tuned her ability to keep her affairs in order and keep her clients happy, and now she is reaping the benefits – she gets a large chunk of her steady business through repeats and referrals from satisfied customers.

Kaylee’s personal drive to pursue is largely due to her desire to help other people. She gets a lot personal fulfillment from helping her clients and giving back to her community. “I’m able to help people accomplish one of the biggest achievements of their lives in home ownership. It’s a very memorable Top Agent Magazine

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experience for all of us. Having that power and ability to help someone make their dreams a reality – you can’t put a price on it.” Kaylee’s generous spirit has made her a stellar young Realtor®, and she hopes to keep making waves in the industry for years to come.

Kaylee hopes to continue to thrive in land development and acquisition in the future, as well as branch out into other areas. For the long-term, she hopes to own her own brokerage one day. If you’re in need of real estate service in Texas, don’t hesitate to contact Kaylee Sutton today!

To learn more about Kaylee Sutton call (512) 470-4237, visit landuptx.com, or email kayleecansell@gmail.com.

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By the Numbers:

Understanding the True Value of Square Footage Measuring the square footage of a property may seem like an objective and straightforward task, but you’d be surprised at how many agents and homebuyers misunderstand this pivotal figure.

True square footage provides homebuyers a concrete understanding of their prospective domain, but here’s the problem: the rules to determine a home’s square footage are not always uniform across the board. What’s more, much of Top Agent Magazine

a home’s value is determined by its size, so accuracy is certainly important. While many real estate agents have their own systems for determining or confirming a home’s true square footage, it doesn’t hurt to update your practices and become an expert on the subject. After all, you may learn a few techniques that could add value to a listing, or better prepare you in guiding house-hunters on the lookout.

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1. Do your due diligence Most towns and cities have a local records department where floorplans and blueprints are kept on file. It’s worth noting that these records don’t typically include any subsequent additions or remodels on a property, but they still give archive hunters a legal baseline when outlining a property’s square footage. Oftentimes, a straightforward online search of a city or county’s records office can pull the information necessary, or else agents can poke around in person to uncover informative blueprints at the records office. Either way, access to original blueprints or floorplans is a great tool for determining livable square footage. As a bonus,

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original blueprints and floorplans—especially in historic properties—can be intriguing visual aids for prospective buyers, as well.

2. Know the rules While there aren’t universal standards when it comes to measuring square footage, there are general guidelines that can help determine square footage in an authentic way. Per the American National Standards Institute (ANSI), here are the official recommendations for measuring a home’s real square footage: n

Called “below grade spaces,” basements and sunrooms beyond a home’s typical

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living quarters do not count toward a home’s true square footage. According to ANSI, even big draws like finished basements don’t count toward a property’s Gross Living Area. Of course, even below grade spaces have their own desirable value and should be outlined as such on listings. n

n

Did you know the space inside closets and on stairways counts toward a home’s square footage? Even if these areas are relatively small, they still add to a property’s calculable square footage.

When recording square footage, ANSI actually suggests performing measurements from a property’s exterior—though this method does not account for the

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thickness of exterior walls, which could skew square footage numbers. n

Just like below grade spaces, a garage, a pool house, or even a guest house should not be included in a property’s Gross Living Area. The rationale at work here is this: if you must go outside to access additional living areas, then they are beyond the square footage scope of the primary dwelling and should not be included in a home’s Gross Living Area.

3. Double-check by doing the dirty work Buyers and sellers have or will make a sizable investment in a property, so isn’t it fair to double-check all the relevant facts and figures

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when it comes to true square footage? If you want to take on the endeavor yourself, here are a few helpful steps to take. n

First, you’ll need a few things to get started, including a tape measure that can measure at least 100 ft., graph paper, and a pencil.

n

Next, choose a room to start measuring wall-by-wall. Measure Wall 1, then proceed to assign each square on the gridded paper a corresponding measurement, rounding to the nearest tenth of a foot for the sake of clarity.

n

From there, draw out the wall you measured and measure the remaining walls in the

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room. Once you’ve completed the room’s measurements, multiply the room’s length and width to determine its square footage. n

As you go measure throughout the home, using your own system to scale, you will construct a failsafe floorplan.

Mastering your craft is everything, and the real estate industry is no different. Every now and again, it’s worthwhile to update your well of information, take matters into your own hands, and continue to innovate with the industry. While square footage may not seem like the juiciest starting off point for such a venture, never forget: mastery of technical knowledge is a sure sign of expertise.

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MICHELE COLAFRANCESCO Michele Colafrancesco currently sits at the top of an extremely competitive Real Estate Market. Ranked in the top 5 of Parker County, last year this seemingly normal mom of four closed more than $15,000,000 in home and land sales.

When asked how she got here, Michele has a simple answer. Sitting in her unique home overlooking the Brazos, she says, “Work, hard work. This market is one that does not care about your branding or an overly calculated image. It wants friction free results.”

Priding herself on being a hands-on agent, Michele loves to drop off care packages, baked goods, and gift cards. “It’s all about that personal touch for me. People truly appreciate that. I feel like a lot of that has been lost in this industry, so even a handwritten note or a small bag of goodies goes a long way,” she says. Similarly, that is also why she chooses to be a solo agent and not rely on the help of an assistant or a team. “I’m a busy agent, but I’m not too busy to answer phone calls. I don’t have an assistant helping me, or anyone else doing my job. I oversee everything myself to make sure that my clients get the exceptional service they deserve.

service, and works to always exceed her clients’ expectations. “I’ve been in this county working with my husband, developing and buying land for over 20 years. While you see this beautiful home sitting atop the river, I’ve also lived on this river in a cramped trailer house!”

She says laughing. “I have experienced what it takes to restructure debt, build from the ground up and raise four kids.

It takes a degree of humility to battle for a 4.5-million-dollar deal against a trust where the parties all hate each other, then go sell a trailer house in Mineral Wells. While that sounds funny, that’s typically what my days look like! Oh yeah, and I still pick the kids up for track!”

Hearing this from her, it’s easy to see Michele isn’t just another pretty face in Brock Texas. There is a grit factor that has gotten her here. I imagine the future is pretty bright for this Top Agent.

Michele, offices at HBS Real Estate, in Weatherford. A unique brokerage that offers Appraisal and Brokerage.

For Michele, it’s the people she gets to help on the way that truly make her passionate about her work.

“I love to help people. I’m sure everyone says that, but I genuinely love the interaction with my clients.

Seeing people finally make their dreams come true is a unique experience. When someone has been saving to buy a home for many years and they are finally able to make it happen with my help, there’s really no greater feeling for me.”

A huge part of what makes Michele’s drum beat so differently is a client and product focused M.O. With her background in the insurance industry, she understands the importance of high-quality customer Top Agent Magazine

For more about Michele Colafrancesco please call (817) 980–2635, email Michele@hbs.property, www.hbs.property/?aios_agent=michele-colafrancesco or visit her website here 23 Copyright Top Agent Magazine

JULIE GROVES Julie has been a consistent multi-million-dollar producer every year since she started in real estate in 2012. Her real estate career took off after she saw a post on Facebook from a high school friend seeking agents for her brokerage. In her first year, Julie nearly surpassed the brokerage’s top agent in sales.

Today, Julie is a broker and owner at 903 Realty where she manages a tight-knit team of agents consisting of two of her best friends. One was the agent she almost topped her first year, and the other was her first housesale client. Julie anticipates adding a third agent soon.

Her team covers a wide swath of East Texas. “Pretty much anywhere I can get into a house, I’ll go!” Julie says.

Most of Julie’s business comes from repeat and referral clients, with a high percentage of referrals from past clients and other real estate companies.

Julie credits her laid-back personality and personable approach for keeping clients coming back to work with her again and referring her. “What you see is what you get.” Julie says “I put people at ease. I show up as myself, not trying to portray myself as something I’m not. I think people appreciate that.”

Creating relationships with different kinds of people while helping them find their dream home is one of the things Julie loves most about her work. “Some of my best friends have actually been clients.”

When it comes to marketing, each listing posts to multiple MLSs and syndicates across websites like Zillow, Trulia, Realtor and more. Live video streams showcasing properties are posted to various social media platforms like Facebook and Instagram. Last year alone, Julie, as a solo agent, closed over $7 million in volume.

Julie donates to a number of charities and animal rescue efforts. When she’s not working, she cares for her rescue animals. She currently owns fifteen cats and five dogs, all coming from different situations, in need of a good home. In her free time, she enjoys reading books on business and marketing.

Looking to the future, Julie’s number-one goal is to grow her business. She hopes to add a couple more agents to her team, seeing an opportunity to share the experience of her success in mentoring new agents.

Her go-getter energy ensures that Julie’s clients are taken care of as she guides them through the home-buying process. “I will answer this phone from 6:30 in the morning to 10 at night, and my clients know that.”

Julie makes every effort to stay in touch with all her past clients in a variety of ways. A client history database helps generate regular email newsletters. Julie often picks a few clients at random to call and check in with. But her daily interactions on social media do the most to help maintain a personal connection. “You can see what their lives are like, and they get a glimpse into my life. We build a rapport that way,” Julie explains.

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Find out more at 903realty.net, 700creditrepair.com, and facebook.com/bestrealtorineasttexas. Connect with Julie via phone at: 903 452 8915, and email julie@903realty.ne www.

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A Step-by-Step Guide to

Converting Internet Leads to Real Life Sales In the era of apps, instantaneous social platforms, and text messaging, it’s little surprise that the modern homebuyer begins his or her search for real estate representation online.

Even if you’ve got a top-notch website or an influential social media presence, how do you connect with web surfers who have yet to commit to the services you offer? Take a look below to learn a few key techniques to bridge the gap between digital interest and real-world sales.

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RESPONSIVENESS IS KEY Like it or not, our digital culture relishes immediacy and instant gratification. With that in mind, be sure to stay on top of online interest forms, e-mails, or newsletter signups. Don’t let an online lead go to waste by taking too long to engage and follow-up.

Things move fast, and it’s easy for potential clientele to forget which websites they’ve visited. Even if your lead isn’t ready to commit then and there, you demonstrate your

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Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION When online back-and-forth goes stale, communication drops off quickly. If you’re following up via e-mail, social media, or text, be sure to keep topics focused squarely on the potential client. Ask open-ended questions to give your lead the opportunity to loosen up and engage on a personal level. There’s no better way to cement a digital lead than to take a pointed interest in the specifics of their situation. Doing so transforms the impersonal invisibility of the internet into a true connection.

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when 26

adding value to your follow-up technique: incorporate area promotions and access to local events, make a date for coffee, or offer a brief consultation free of charge to make the first move.

DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease.

Digital leads don’t have to be difficult to capture. The internet plays a powerful role in funneling modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.

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COLLETT HALBERT RICKS Collett Halbert Ricks is based in Kaufman County, TX, and has carved out a niche by dealing in mostly rural residential properties all around Texas. Her company, Elsie Halbert Real Estate, was created by her mother in 1988. Collett has made a name for herself as a competent and efficient Realtor who truly cares about the clients she works with, both individually and as a business leader and team member. With 21 years in the business, Collett has the knowledge and experience necessary to navigate all sorts of transactions and offer her clients a smooth and satisfying experience while doing so.

Elsie Halbert Real Estate works hard to get their transactions completed in a timely fashion, and puts all of their effort into making it as easy as possible for the client. Collett gets 95% of her business from repeats and referrals, tangible proof that her customer satisfaction is a top priority, and that she and her team consistently get results.

When interacting with clients, Collett makes doubly sure that she is meeting their unique needs and working towards their benefit. She wants first and foremost to make every client comfortable and to establish trust with them from the onset. “I put clients’ interests first.

It’s not about the money factor for me, it’s about developing a genuine relationship with the client,” Collett says. Her client-focused service has given her a great deal of success in the industry throughout her career, and provided immense good will from her customer base as well.

One way that Collett treats her clients well is with her prompt, effective communication. She takes pride in her availability and the clarity with which she explains the ins and outs of real estate to her clients. “I work 24/7. When someone calls, I’m either going to answer or get back to them as soon as I can,” Collett says. “I Top Agent Magazine

make sure my clients understand what’s happening, and let them know ahead of time what will take place during their transaction.” The care that Collett takes to ease her clients’ fears and provide them with a solid foundation of understanding and expectations makes her a Realtor anyone would want on their side.

As a seasoned real estate veteran and the leader of a team that’s been around for over thirty years, Collett is never taken by surprise when doing real estate business. Her family lives and breathes the industry, never wavering in their deftness and skill. “It’s a company business – we’ve been here for over 30 years,” Collett says. “I got it from my mom and I will pass it down to my son. We have the experience and chemistry to get things done.”

In her free time, Collett spends time with her grandkids, going to their little league games, and she enjoys supporting school teams across the county. She also does Christmas toy drives and other activities to promote philanthropy and community outreach. For the future, Collett hopes to see her business keep growing and continuing to be a major part of the community, and most of all to keep helping people find the home of their dreams!

Contact Collett Halbert Ricks at (214) 729-8695 or email at collett_ricks@hotmail.com 27 Copyright Top Agent Magazine

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