Texas 6-25-18

TEXAS EDITION

5 Tips to GET NEW CLIENTS GOAL CONTRACTS (A Life Skill from the Old School)

FEATURED AGENT

TRAVIS HITT COVER STORY

SEAN PARKER

3 Mental Tricks that Will TAKE YOUR BUSINESS TO THE NEXT LEVEL Why Millennials are Now the HOTTEST SEGMENT OF THE BUYERS MARKET

TEXAS EDITION

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SEAN PARKER

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TRAVIS HITT

Top Agent Travis Hitt of R Healy and Associates in D Texas has a firm grasp of one key elements of a successful c in real estate: clear and cons communication. That focus on ability to his clients, coupled w wealth of industry knowledge catapulted him to the top of hi fession since he began working TRAVIS HITT buyers and sellers back in With a steady commitment to viding unparalleled client service, Travis has been helping s of clients achieve the American Dream in The Lone Star Sta

CONTENTS 4) 5 TIPS TO GET NEW CLIENTS 13) WHY MILLENNIALS ARE NOW THE HOTTEST SEGMENT OF THE BUYERS MARKET

Travis’ dream of being a Realtor began as early as high sc “My best friend’s father was a broker for RE/MAX,” he exp 19) “He kindGOAL of becameCONTRACTS a mentor to me. I knew then that I wan get(A intoLIFE real estate at some point.” First, however, he enlisted SKILL FROM THE Army and spent five years working in aviation on the Black OLD SCHOOL) helicopter. When he got out of the armed services, he obtain license and began working at New Western Acquisitions, foll TRICKS by22) a stint3atMENTAL RE/MAX and ultimately,THAT his current brokera Rogers and Healy and Associates.

WILL TAKE YOUR BUSINESS

TO THE NEXT LEVEL

Travis’ success in the industry is perhaps best measured b rate of repeat and referral business, which hovers around 9 stunning achievement by any metric. When asked what acc for this level of customer loyalty, he points to the aforement communication as the primary factor: “Having been in the Phone 888-461-3930 | Fax 310-751-7068 tary, I’ve learned that communication is key. So I’ve trans that over into the real estate business. I realize I don’t have c mag@topagentmagazine.com | www.topagentmagazine.com over every situation in this business, but my clients and I ne No portion of this issue may be reproduced in any manner whatsoever prior consent of the publisher.

Agent it’s good o be ablewithout to speak about everything.

SoTopwhether Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published as long as I’m communicating with my clients I find that the materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. much happier. I’m always available to answer their calls, wh To subscribe or change address, send inquiry to mag@topagentmagazine.com. it’s during a transaction or after the transaction.” Travis also p Published in the U.S. great importance on maintaining relationships with his c 2

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5 Tips to Get New Clients If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 4

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

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Become a referral partner with industry peers

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Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

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with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

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Partner up with a Relocation Company

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Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

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Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much 6

house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

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SEAN PARKER Top Agent Magazine

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Sean Parker When it comes to real estate, connecting with people is one of Sean Parker’s greatest skills.

Sean is always himself, with an inner realness and ability to empathize with anyone on many levels. This kind of innate ability to understand others is something that can’t be taught. Anyone who knows him – such as the real estate broker who hired him in 2016 – agrees that, with Sean, these traits are inherent. “In 2016, I needed to leave my previous job. I had to completely change careers,” says Sean, who lives in the San Antonio, TX, area with his wife and children. “When I asked a friend about his real 8Copyright Top Agent Magazine

estate business,” he said, “If you’re going into real estate, you’re working for me!’”

Two months later, Sean was a licensed agent, doing property management plus frequent residential and commercial sales throughout San Antonio and the sprawling rural areas surrounding it. Prior to real estate, Sean served in the U.S. Army and completed several tours overseas. He then took his communication engineering skills to a government contractor, which later led him to a private sector position.

He knows about hard work. “Real estate is all Top Agent Magazine

“I’m pretty straightforward in a likeable way.

I tell my clients the truth as nicely as possible.

Even if it isn’t what they want to hear.” psychology; you have to understand how to talk to people.” While other professionals may advise him to keep things “all business,” Sean knows that buying or selling a house is deeply personal. He relates to them, discovering what they have in common, whether it’s personal trauma, foreclosure, military deployment or Top Agent Magazine

being in a long, happy marriage. This approach helps people open-up to him, which smooths out real estate processes.

“I’m pretty straightforward in a likeable way,” says Sean. “I tell my clients the truth as nicely as possible. Even if it isn’t what they want Copyright Top Agent Magazine9

to hear, it is always better than them finding out later or feeling misinformed. Most seem to appreciate that.” His directness, even if it’s not always good news, particularly resonates with owners of properties he manages. At least 70% of these clients live out of area; many are military. His understanding of clients garnered Sean the coveted San Antonio Board of Realtors Rookie Realtor of The Year in 2017. Given his straightforward but warm style, by 2018 Sean was earning an astounding 85% of his business from referrals. “Everyone tells you your first year is the hardest,” he says. “But everybody who has made it in real estate says Copyright Top Agent Magazine Copyright 10

your second year is the hardest.” By halfway through his second year, Sean had done better than his entire first year.

He chalks up this success to resourcefulness, a love of real estate and the fact that his portfolio is a mix of residential and commercial sales plus property management. For Sean, property management is the mainstay. “Every time the market goes down, rentals go up. When the market is up, there is still a need for rentals.” He enjoys helping people transition between the two. And by giving excellent service to property owners and tenants, he receives referrals from both.

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Business has grown so much that Sean hired his wife to work as his assistant. She not only helps keep the business up-to-date on back-office work, but she is smart and creative with marketing and social media. She is earning her license, as well. “We play off each other’s strengths,” says Sean. “I’m no good on the Top Agent Magazine

phone, but she’s great on the phone. I’ll talk to anybody in person, but she won’t.” And Sean jokes that while he can barely remember his own kids’ names, his wife is able to keep him on-task in sending birthday greetings to his clients. Working together, they market listings with high-quality photography as well as Copyright Top Agent Magazine 11

drone photography and video and the use of a 3-D camera for virtual tours. “The property has to look perfect online; most people nowadays have already made a decision before they step in the house.”

Sean knows he’s found his ideal career and looks forward to becoming a broker one day.

In the meantime, he continues giving back to

the community through various nonprofits including his church and Disabled American Veterans. He does this while still growing his real estate business through honesty, hard work and perseverance, with the support of his wife and three children. He was always told to enjoy what he does in life and now he truly does. Sean states, “I love every aspect of real estate.”

To learn more about Sean Parker visit facebook.com/SeanParkerRealtor, www.

email sparker2404@gmail.com or call 210.833.1652 Copyright Top Agent Magazine 12

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Why Millennials Are Now the Hottest Segment of the Buyers Market

and How You Can Attract Them to Your Home There are many factors when it comes to knowing how to sell your home to the Millennial generation. Millennials are becoming an important part of the buyer market, and to fail to cater to their needs will cut you off from a large and important segment. But, why have Millennials all of a sudden become interested in buying houses when they were perfectly content to rent for the rest of their lives?

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A number of factors contribute to what has recently made Millennials the hottest segment of the Buyers market. One factor is the improved job outlook for Millennials. Millennials took a serious blow during the recession.

Unemployment in this group soared to 14 percent, compared to the 9.6 percent for the population as a whole. But, in recent years that number has been decreasing, with unemployment for Millennials being 9.3 percent this past year.

Rising rents are also contributing to making Millennials more interested in purchasing homes now. Rents have risen so much that buying a home now just makes more sense. Half of all renters spend more than 30 percent of their income on housing. Millennials are becoming increasingly stressed over the constantly increasing financial obligation to something that isn’t even theirs to own.

The near-historic low mortgage rates are luring Millennials towards purchasing a home with their promise of affordability. When compared with the skyrocketing rental rates, buying a house looks even more enticing.

Another factor helping Millennials get over the hump of purchasing a house is the lower down payment requirements. Fannie Mae and Freddie Mac are now offering new loan programs that require as little as a 3 percent down payment. This may just be the last push the Millennials needed to turn toward buying a home rather than rent.

So, now that we’ve established that Millennials are finally joining the Buyers market, the next thing that it is important to understand is what exactly Millennials are looking for in a home. What kind of floorplans do they prefer? What locations are they interested in? Here are some of the essentials that Millennials are looking for in a home: • Updated Kitchens and Baths: Almost everyone wants to buy a

home with new kitchen and bath fixtures, but this is especially true for Millennials Buyers. Millennials are going to spend most of their savings on the down payment and furnishings, leaving little room to update the Kitchen and Bath, which are also the most expensive parts of a home to

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update. Millennials who are on a budget simply won’t have the money to sink into those areas. An updated Kitchen and Bath is sure to bring in a younger crowd.

• Big Kitchen with Open Floor Plan: For Millennials, the kitchen has

become the room where they hangout in addition to the family room. This is why having an open space that can transition easily from the kitchen to the TV room is high on the list of things Millennials are looking for in a home. Along a similar vein, Millennials are attracted to an open floor plan rather than one that compartmentalizes the home. This has to do with how Millennials entertain. Millennials want their guests to flow through the rooms and mingle together, rather than be sectioned off in different rooms.

• Home Office: More than 13 million Americans now work from home,

and if you look at the trend, that number is only going to increase as the time goes on. With technology steadily increasing, more Millennials than ever have the flexibility to work from home. But, the home office isn’t just for someone working from home full time. Having a separate space dedicated to work helps people concentrate and focus on work while they are at home. They can separate themselves from the activities going on around the house and have a quiet space where they can set up their workday, plan a presentation, hold a meeting on Skype, or even pay bills.

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• Less Maintenance: Many Millennials work different schedules that

don’t conform to the 9 to 5 workday, as well as full social calendars. This doesn’t leave them much time to clean a big house. Lawn services and low-maintenance front yards are particularly appealing, as they take less responsibility to still keep the curb appeal high.

• Energy-Efficient Appliances: Millennials have been educated on

keeping the Earth clean from the time they were born. They want to do their part to help the environment and appreciate the long-term cost savings that come with it. Energy-efficient appliances and greener ways to heat and cool the home might end up being the tipping point that makes them choose one house over another.

• Hardwood Floors: Millennials don’t have the time or patience to clean

dirty carpets, especially those that own pets. Hardwood and laminate flooring is easy to mop up if there’s been a mess. The more time they can conserve, the better.

• Good Location: Millennial buyers are looking for homes that are in

proximity to public transportation and have a good walking score. Young Millennial buyers without children are more likely to want a location closer to the action of the city, while Millennials with children would prefer more residential areas.

• Technology: Technology rules the Millennial’s life. They do work on

their computers through an Internet connection and solely use cellphones for communication. They are going to ask about how strong the cell service is and about the Internet service provider. While these amenities are out of the seller’s hands, Millennials are still going to ask these questions, and you will need to know how to answer them.

Knowing what Millennials are looking for in a home will ultimately help you make the necessary changes that will attract these buyers to your home.

Since they are the a serious segment of the market now, updating your home to fit their needs will lead to more buyers and better offers. So, get with the times and embrace the Millennial buyer.

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TRAVIS HITT Top Agent Travis Hitt of Rogers Healy and Associates in Dallas, Texas has a firm grasp of one of the key elements of a successful career in real estate: clear and consistent communication. That focus on availability to his clients, coupled with a wealth of industry knowledge, has catapulted him to the top of his profession since he began working with buyers and sellers back in 2012.

With a steady commitment to providing unparalleled client service, Travis has been helping scores of clients achieve the American Dream in The Lone Star State.

Travis’ dream of being a Realtor began as early as high school.

“My best friend’s father was a broker for RE/MAX,” he explains.

“He kind of became a mentor to me. I knew then that I wanted to get into real estate at some point.” First, however, he enlisted in the Army and spent five years working in aviation on the Black Hawk helicopter. When he got out of the armed services, he obtained his license and began working at New Western Acquisitions, followed by a stint at RE/MAX and ultimately, his current brokerage of Rogers and Healy and Associates.

Travis’ success in the industry is perhaps best measured by his rate of repeat and referral business, which hovers around 95%, a stunning achievement by any metric. When asked what accounts for this level of customer loyalty, he points to the aforementioned communication as the primary factor: “Having been in the military, I’ve learned that communication is key. So I’ve transferred that over into the real estate business. I realize I don’t have control over every situation in this business, but my clients and I need to be able to speak about everything. So whether it’s good or bad, as long as I’m communicating with my clients I find that they are much happier. I’m always available to answer their calls, whether it’s during a transaction or after the transaction.” Travis also places great importance on maintaining relationships with his clients

long after the deal is done. “Whether it’s a year or two or three down the road,” says Travis, “I make sure I stay in touch and in front of them.”

Travis’ broad-minded approach to marketing also plays a significant role in his ever-growing success. With a cutting-edge focus on the internet and an intelligent leveraging of social media, he makes sure that as many potential buyers as possible are seeing his listings. “I also work with two companies, one local and one in San Diego that does a lot of international and national marketing,” he explains. “I don’t just do your traditional ‘let’s put it on the MLS’ and only market it locally.” Professional photography and videos are another tool in his highly-effective arsenal.

While the financial rewards of his chosen profession are not inconsiderable, Travis’ primary satisfaction comes from the more personal side of what he does for a living. “I want my clients to remember that the experience was fun,” he says. “I want them to have a good time.” His genial personality also figures into the equation. “Whether my client is buying a $100,000 home or a luxury home,” he explains, “I like to cater to the personalities I’m working with. I’m able to shift my personality to really gel with the person I’m working with.”

When he’s not at work, Travis can be found spending time with his fiancé and his four dogs. “We love going to the dog park,” he enthuses. Biking, exercising and spending time outdoors are other passions. He is also actively involved with giving back to his community, and is involved with multiple philanthropic efforts, including his company’s Roger Healy Associates Gives Back program, which donates money to multiple local charities.

As for the future, Travis’ plans are to continue growing his business in an organic way, with a focus on the excellent client service that has become his hallmark. “I like to think of myself as a different kind of Realtor,” he says. “I don’t like to say I’m my client’s local Realtor, I like to say that I’m my client’s forever Realtor.”

For more information about Travis Hitt, please call 469 - 525 - 0175 or email TravisHitt@RogersHealy.com Top Agent Magazine

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Goal Contracts

By Barry Eisen

(A Life Skill from the Old School) A few months ago I spoke at a real estate sales meeting in an office where I’ve spoken and taught seminars for many years. As soon as I was finished, an agent, who had transferred into this office about a year before, standing in the back of the room, graciously offered a glowing testimonial about my seminar he had taken ten years ago. He talked of a number meaningful changes for the better he had experienced in his life since that seminar. Then he took out Top Agent Magazine

of his pocket a small number of 3 by 5 cards and held them up like he was holding the Holy Grail. Of all the internal and external techniques he was exposed to in the seminar, these cards (Goal Contracts) were his game changer.

I stopped guessing years ago, which ideas or systems I teach will be best or most appreciated. We all perceive ideas so differently. Generally, feedback I get in coaching sessions is 19

that the biggest issue for most, who are not fulfilling their own personal promises, is lack of focus, not lack of ability or planning. There are lots of good ideas available to shake a person out of the Limbo they’ve created. Here’s one that has worked for many. If you like the idea, don’t just acknowledge it as a “nice idea.”

Do it for a month. Get past the initial new/awkward/judgmental stage. Then decide whether this is an idea worth continuing or not. Come from KNOWING, not second-guessing. 3. On the second line, answer the You have everything to gain and time question. What is the specific nothing to lose.

TARGET or DUE DATE for that goal to be accomplished? (A specific The Goal Contract date creates a sense of urgency.)

Get as many 3 X 5 cards for as many 4. On the third line of each card selected personal/business goals answer the HOW? question. This is the action step, where the rubber you’d like to accomplish. meets the road. How are you going 1. Create 4 horizontal lines across to get from where you are to where each card with a few spaces in you are going? Dig deeper than the lazy answer: “If I knew what to do between each.

I’d be doing it!” If you’ve crossed the street by yourself a few times You have everything to already, chances are you know what gain and nothing to lose. you need to do. Write this down in a few words on the third line.

2. On the top line of each card answer the question WHAT? What 5. On the bottom line of each card, is that card’s goal? Write that goal SIGN YOUR NAME. As simple and on the top line (e.g. Weigh 150 lbs., perhaps silly as this may seem, we $200,000, run a 42 minute 10K, etc). have been conditioned to live up to 20

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you feel self conscious), on your office and home office desk, etc.

Just the physical act of moving the cards, subconsciously reinforces what the cards represent. Since most of our attitudes and actions are subconsciously motivated, you will feel more immediately compelled to make the better, usually more 6. Stick a small piece of double productive decision. sided tape on the back of each card.

This is a little idea that can play big 7. Carry these cards with you in getting you to another level. through the travels of your day. In Because it’s easy to do, it becomes your pocket or handbag, carry case, easy to NOT do. Do it, you’ll like it! on the dashboard of your car (not when you have others with you, if Copyright©, Barry Eisen.

responsibilities we sign for (mortgages, insurance, credit cards, cars, etc). Personal and business goals don’t generally fall into that category. A small action can have a huge impact. As you sign your name, feel the responsibility of your commitment.

Barry Eisen teaches personal development seminars and coaches Southern California top producing rEALtOrS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 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 22

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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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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