TEXAS 5-3-21

TEXAS EDITION

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HABITS OF HIGHLY PRODUCTIVE AGENTS 3 MENTAL TRICKS THAT WILL TAKE YOUR BUSINESS TO THE NEXT LEVEL FEATURED AGENTS

SHARON SELINE WRIGHT Connect Beyond Real Estate

TO ATTRACT FUTURE CLIENTS COVER STORY

7 REASONS WHY YOUR PROSPECTS AREN'T TURNING INTO CLIENTS

JULIE T. DURAN-RAMIREZ

TEXAS EDITION

SHARON SELINE WRIGHT For Sharon Seline Wright, entering 19 the real estate industry was a9natural transition. After serving as an executive in the retail business, and consulting for corporations, she was well-equipped to flourish as an agent in the greater Houston region. After 20 years of continuous growth, Sharon now leads SSW Fine Properties Group, where she specializes in selling and listing all types of homes. By providing superior service and thorough communication, T DURAN-RAMIREZ Sharon JULIE exceeds expectations and SHARON SELINE WRIGHT maintains a high referral rate.

engaging marketing campaigns, properties being sold in the sho possible. One client who has bo sold with Sharon said, “Best RE in Houston. I’ve used Sharon my personal home (buying an 2 homes). I’ve also used Sh investment properties in Housto honest, hard working, personab tiger when it comes to closing you need one they don’t come b

When Sharon isn’t working, she back to the community throug and charities. “Because I had “I think what keeps my clients coming back to me is child born early, I’m a very big supporter of my customer service,” she says.

Sharon goes above Children’s NICU,” she says. “I did a fund CONTENTS and beyond to assist them, even helping them with my birthday for them on Facebook, where tasks unrelated to real estate. “I step outside the box the amount I thought I was going to donate.”

4) 3 MENTAL THAT 6 HABITS OF and even TRICKS helped a client buy an engagement16) ring for Sharon’s philanthropic efforts are focused on his girlfriend week.” Recognizing that buying or from cancer research to reading programs. D WILL TAKE YOURlastBUSINESS HIGHLY PRODUCTIVE a property is one of the most important decisions TO THE selling NEXT LEVEL AGENTSfree time, she’s hanging out with family, wor a person will make in their lifetime, Sharon takes her or planting the seeds for her future growth. job seriously, and aims to build lasting relationships 6) 7 REASONS WHY 21)I’m CONNECT BEYOND with everyone she serves. “I have a big heart, “Looking ahead, I want to pass my business YOUR PROSPECTS AREN'T REAL ESTATE TO ATTRACT observant and I listen closely to what my clients are son Allen Saper and my Operations Directo saying.”

It’s CLIENTS Sharon’s genuinely caring demeanor that Nguyen,” Sharon says. But in the meantim TURNING INTO FUTURE CLIENTS helps her become close with her buyers and sellers. loving every minute of her work. “I love the During the pandemic, Sharon checked in to make sure care about them so much, and it’s so reward her clients were okay, and during the freeze that hit able to help them.”

Texas in early 2021, Sharon told them how to wrap their pipes. “I called one of them,” Sharon says.

Phone 310-734-1440 | Faxevery 310-734-1440 “I worry about them, I don’t even think about real mag@topagentmagazine.com | www.topagentmagazine.com estate in those moments. I just want them to feel at No portion of ease this issue be reproduced in any for manner whatsoever without prior consent of the publisher. Top Agent Magazine andmay know that I’m there them.” is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

During each transaction, Sharon guides her buyers and To subscribe or change address, send inquiry to mag@topagentmagazine.com. sellers Published in the U.S. throughout, leaving no question unanswered.

For her buyers, this means understanding what they are looking for on a deep level, and never ceasing the search until it’s found. Meanwhile, her sellers enjoy

T. DURAN-RAMIREZ 2

For more about Sharon Seline Wrig please call 713-824-6166 or email sswfineproperties@gmail.c Top Agent Magazine

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3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic. Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next 4

level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

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1

Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique. Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead. Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

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Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibilities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client.

This may seem obvious, but one of the best ways to clarify your communication and ensure your com-

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plete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

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Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game.

If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do.

The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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7 Reasons Why Your Prospects Aren’t Turning Into Clients Real estate experts suggest prospecting daily so that your sales pipeline never runs dry.

But sometimes all that effort doesn’t translate into results. If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

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1. You’re Too Slow The Association of Real Estate License Law Officials estimates that there are about 2 million active real estate licensees in the United States alone. Of course, not all these individuals are working in the same markets. Nonetheless, that

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If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

means that realtors face a lot of competition. If you are slow to respond to messages from prospective clients, someone else is sure to beat you to it. As a rule of thumb, it’s best to return calls and emails within 24 hours.

If you’re too busy working with active clients to return the phone calls and emails of prospective clients, consider hiring a real estate assistant who can help take administrative or marketing tasks off your plate.

2. They Don’t Trust You There are different reasons why a client might not trust you, some of which overlap with others on this list. When a client asks you a question, do you answer it directly or do you sidestep it?

Do you have testimonials and reviews from happy clients publicly available? Do you have an online presence? Social proof of your skills and knowledge is key.

3. You Don’t Seem Knowledgeable Enough Is your client constantly coming to you with new listings or marketing ideas rather than the Top Agent Magazine

other way around? Do they mention real estate and finance terms you’ve never heard of or ask you questions you’ve never thought to ask yourself? Every agent starts somewhere, but if this seems to be a pattern, it’s one clients will pick up on too.

Your clients want to know that you will add value to their home buying or selling experience, and part of that value is your expertise and passion.

4. You Have No Web Presence It’s not enough to be on Zillow or have a Facebook page. There are clients who don’t use these platforms, and at the end of the day, you don’t own the content or your access to it. Both platforms could suddenly go out of business and any following you’ve gained could be lost.

It doesn’t cost much to create and maintain a website today. If customization matters little to you, sometimes you can even get up and running for free. At the very least, it’s a good idea to invest in a domain name because yourwebsite. wordpress.com looks a lot less professional than yourwebsite.com.

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5. You Don’t Seem to Care When clients don’t think you care, it usually means they don’t feel like you are listening.

You may have systems, processes, and a proven marketing strategy. You may like to get right down to business, but to your client, this isn’t just business—it’s their life and their family’s livelihood.

When your client tells you what’s important to them, they want to make sure that you really hear them. Make sure your body language conveys that. Slow down. Shut your office door.

Make eye contact, nod your head, and pause before you speak so that they understand that you’ve put thought into your words—that they aren’t simply lines from a script.

6. You Use Too Much Jargon Remember that your clients don’t speak real estate. At most, they might buy or sell a home once every few years. They hired you to be their advocate and may even expect you to be a bit of a teacher too. Use layman’s terms so that your

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client fully understands how the two of you will work together.

7. Your Target Audience Is Everyone Your clients are home buyers and sellers, yes, but who is your ideal client? Some specialties you might consider are college students and recent graduates, working professionals, military families, seniors, CEOs, or other high-profile clients.

As a newer agent, your target audience might be anyone who will hire you, but over time, you might find that you click more with certain clients, that their lifestyle is similar to yours, or that their goals align with your mission. Whatever the reason, marketing your business to this “ideal client” rather than every potential client will make selling your services easier.

Remember: It’s within your power to alleviate your client’s concerns, but understanding why your prospects aren’t turning into clients is a good start.

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JULIE T. DURAN-RAMIREZ Top Agent Magazine

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Top Agent Julie T Duran-Ramirez with eXp Realty, specializes in the new construction and land acquisition markets, serving clients throughout North Texas.

When Julie T Duran-Ramirez and her husband were looking to purchase a home, she had no idea that the process would inspire her to start a career in real estate.

After realizing the type of difference she could make in people’s lives, she quickly got her license and began her real estate journey. As a REALTOR® with eXp Realty, Julie specializes in the new construction and land acquisition markets, serving clients throughout North Texas.

Coming up on three years in the business, Julie experienced a fairly quick success rate, going from 40 sold units last year, to a projected 100 units this year. She credits her real estate accomplishments to her solid work ethic and willingness to learn and grow. “I am very diligent in my 10 Copyright Top Agent Magazine

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approach to business. I meet with every builder individually and learn all about their houses and what separates them from other builders, and why a buyer would be interested in their product.

Even though I am very familiar with the big builders, I currently focus on working with the smaller builders, which has truly Top Agent Magazine

educated me on everything development entails from the ground up,” she says.

Focused on creating long lasting relationships with clients, Julie is proud to say that 90% of her business comes by way of referral. “I think my clients can see the gratification that I feel from 11 Copyright Top Agent Magazine

“I think my clients can see the gratification that I feel from helping them, and they realize I always have their best interest in mind.” helping them, and they realize I always have their best interest in mind. They also appreciate my knowledge, and the fact that I’ve grown in a relatively short span of time, and I plan on continuing to grow. They know that I work very closely with the developers and have in-depth information about the planning Copyright Top Agent Magazine 12

stages, and the architecture and design of the houses. I think that gives them reassurance that I know exactly what I’m talking about when it comes to the property they are hoping to purchase, and I can give them all the necessary information to make a decision that benefits them,” she says.

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Julie’s marketing approach is centered around staying on top of the latest and greatest in technology and social media. She markets her listings through YouTube, Instagram, Facebook and even TikTok. “I’ve gotten a lot of traffic through TikTok recently, so that’s been Top Agent Magazine

really fun. I enjoy finding new ways to connect with buyers,” she says.

When she’s not working, Julie likes to do fun projects around her own house. As a former firefighter—and a mother of a son who’s currently a firefighter— Julie Copyright Top Agent Magazine 13

has partnered with mortgage lenders that offer special financing options and Home Town Hero incentives to help support first responders when buying a new construction home.

Going forward Julie is excited to continue growing her business. In the future she would also like to become an investor and start flipping and renting properties. “Eventually I would love to open up my own construction company and build amazing custom homes.”

To learn more about Julie T Duran-Ramirez email julie@duran-realtygroup.com, or call (682) 201–0211

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6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 16

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day.

Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as Top Agent Magazine

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it.

As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list.

You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second.

We all do it!

Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do Top Agent Magazine

4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful.

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova17

tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news?

Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 18

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business.

Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about.

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SHARON SELINE WRIGHT For Sharon Seline Wright, entering the real estate industry was a natural transition. After serving as an executive in the retail business, and consulting for corporations, she was well-equipped to flourish as an agent in the greater Houston region. After 20 years of continuous growth, Sharon now leads SSW Fine Properties Group, where she specializes in selling and listing all types of homes. By providing superior service and thorough communication, Sharon exceeds expectations and maintains a high referral rate.

“I think what keeps my clients coming back to me is my customer service,” she says. Sharon goes above and beyond to assist them, even helping them with tasks unrelated to real estate. “I step outside the box and even helped a client buy an engagement ring for his girlfriend last week.” Recognizing that buying or selling a property is one of the most important decisions a person will make in their lifetime, Sharon takes her job seriously, and aims to build lasting relationships with everyone she serves. “I have a big heart, I’m observant and I listen closely to what my clients are saying.” It’s Sharon’s genuinely caring demeanor that helps her become close with her buyers and sellers.

During the pandemic, Sharon checked in to make sure her clients were okay, and during the freeze that hit Texas in early 2021, Sharon told them how to wrap their pipes. “I called every one of them,” Sharon says.

“I worry about them, I don’t even think about real estate in those moments. I just want them to feel at ease and know that I’m there for them.”

During each transaction, Sharon guides her buyers and sellers throughout, leaving no question unanswered.

For her buyers, this means understanding what they are looking for on a deep level, and never ceasing the search until it’s found. Meanwhile, her sellers enjoy Top Agent Magazine

engaging marketing campaigns, with their properties being sold in the shortest time possible. One client who has bought and sold with Sharon said, “Best REALTOR® in Houston. I’ve used Sharon twice for my personal home (buying and selling 2 homes). I’ve also used Sharon for investment properties in Houston. She is honest, hard working, personable and a tiger when it comes to closing a deal. If you need one they don’t come better.”

When Sharon isn’t working, she’s giving back to the community through events and charities. “Because I had a grandchild born early, I’m a very big supporter of the Texas Children’s NICU,” she says. “I did a fundraiser for my birthday for them on Facebook, where I tripled the amount I thought I was going to donate.” Most of Sharon’s philanthropic efforts are focused on children, from cancer research to reading programs. During any free time, she’s hanging out with family, working out, or planting the seeds for her future growth.

“Looking ahead, I want to pass my business on to my son Allen Saper and my Operations Director Daniel Nguyen,” Sharon says. But in the meantime, she’s loving every minute of her work. “I love the people. I care about them so much, and it’s so rewarding to be able to help them.”

For more about Sharon Seline Wright, please call 713-824-6166 or email sswfineproperties@gmail.com Copyright Top Agent Magazine 19

Laughs!

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CONNECT BEYOND

REAL ESTATE

to Attract Future Clients What kind of content are you sharing on your blog, website, and social media? Does most of it have something to do with buying or selling a home? While sharing the latest market information or tips on how to qualify for a mortgage, or when someone should buy or sell is important and demonstrates your value as a REALTOR®, it shouldn’t be the only subject you cover. If you only focus on real estate, you’ll be missing the chance to connect with future clients that might not be ready to move just yet. By sharing a lot

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of industry-heavy content, you are only going to appeal to those who are currently in the market rather than a broad base of potential clients.

To pull in those other future clients you want to provide fresh, interesting content that will appeal to those possible future clients that aren’t quite ready to move yet. However, you also want to still tie this content back into your business goals.

So, how do you share content that will speak to a wider audience, but also still be relevant to your business?

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n

Talk About Your Philanthropic Activities

The philanthropic work you do to support your community says a great deal about who you are as a person. Many people will be attracted to working with you because of the charitable works you are involved with. While you may be hesitant to share these efforts because you feel it may come across as bragging, you also need to remember that sharing information about the charitable organizations you support will actually help those organizations. Many of them have small marketing budgets, so any free exposure you can give them helps to promote their cause.

In fact, they want and need you to promote them.

And you can promote them without coming across as a braggart. Focus your content entirely on the organization. Talk about why you support them, how they help the community, and how others can also get involved. This turns what could have been bragging into something that benefits everyone. n

Your Local Community

We humans are connected to each other through our community – our local sports teams, parks, churches, schools, and much more. What better way is there to connect with people in your community than to talk about your community? Demonstrate that you are an expert on your community, and bring that community to your followers. Share information about a local event; perhaps even share the actual event through live-stream video. Interview city officials to get the low-down on the latest development project. Share information with your followers about things they didn’t know about their community. Consult with local historians or the historical society to share interesting information about your community that your followers will want to read. You could even turn it into a series of podcasts or videos. n

Use Your Creativity to Connect

Find creative ways to engage your followers on the topic of real estate. Try engaging your followers in an interactive project such as posting photos of interesting front doors. Doors are the entry point into our homes as well as our private lives. The way we adorn our front door can give someone a sense of our style and personality. Ask followers to submit photos and choose one to post each Friday. Make sure to watermark each photo with your logo at the bottom and include an inspirational quote that ties back to the importance of home. You could also ask your followers to provide a little story or caption to go along with the photo that tells something about them and their home. These kinds of projects are interesting and unique, and clearly connect back to your business. n

Share Your Hobbies

Are you an adrenalin junkie who has bungee jumped from some of the tallest bridges in the world? Are you a foodie that grows your own organic vegetables and fruit? Do you have a 22

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secret passion for photography? Everyone has hobbies that they enjoy outside of work. When you look past the surface people become quite interesting. People also happen to find interesting people interesting, and tend to remember people based on their distinctive traits. We humans love discovering a person’s behind the scenes story, the mind behind the face. While you don’t want to talk too much about yourself, sharing pieces of your personal life and things that interest you can be a great way to connect with followers. By sharing interesting facts about your life, you will find that many followers will feel a strong, personal connection to you based on your hobbies and personal interests. n

Divulge Interesting Experiences

This is somewhat similar to the idea of sharing your hobbies. Sharing some of your more interesting personal experiences such as a fateful conversation with a stranger or an exciting adventure you had while in another country can be a great way to connect with followers as long as it also relates to some kind of life or business lesson. Talk about experiences you’ve had with clients or purchasing your own home. Experiences that relate to your business are great ways to connect with future clients in a manner that goes beyond the world of business. n

What and Who Inspires You

No matter what you’ve chosen to spend your life doing, you didn’t get there alone. You may have had a mentor that made a special impact on your life or someone already in the business that you looked up to and who perhaps inspired you to get into real estate. You may have found inspiration through a love of architecture or design. People want to know why others do the things they do. Sharing who or what influences you in your personal and business life is a great way to connect with followers. Recognizing that you didn’t get to where you are now by yourself shows humility, and talking about those people that had an influence on you shows others that you stay connected to the world and people around you.

Connecting with potential clients is something that is essential to any REALTOR’S® business. If you’re doing the work to create interesting blog posts and make those connections, you want to make sure that you’re sharing the right kind of content to draw in those future clients. It takes a lot more than simply providing the latest market news. To get the most out of what you share, you need to provide a wide array of interesting content Top Agent Magazine

that will draw in a broad range of followers.

Providing the right kind of content can make all the difference when it comes to connecting with future clients and building the right kind of relationship with them right from the start. Connecting through your website or social media and sharing more than just real estate advice will help you build confidence and trust with future clients before you even meet them.

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