TEXAS 7-25-22

TEXAS EDITION

GOOGLE ADWORDS:

HOW TO MAKE GOOGLE DO THE WORK FOR YOU

A STEP-BY-STEP GUIDE TO

CONVERTING INTERNET LEADS TO REAL LIFE SALES FEATURED AGENTS

LISA ADAMS SABRINA GUNKEL DESIREE GUTIERREZ KELSEY HUDDLESTON JOHANNA NEVARES MICHAEL PARKER RONDA ROSS

RECONSIDER REFERRAL-ONLY WHEN PLANNING FOR THE FUTURE

COVER STORY

HEIDI ALLBRITTON

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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HEIDI ALLBRITTON

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HEIDI ALLBRITTON As a rural lifestyle specialist, Heidi has cultivated a boutique workflow to meet the demands of any transaction – from commercial land development to horse, farm, and ranch properties.

Throughout her life, Heidi Allbritton has always been a cowgirl at heart.

Originally from Colorado, she first took an interest in real estate after relocating to the Houston area and 8

acquiring a property to raise her horses. Inspired by these experiences, she would go on to pursue her license, quickly uncovering a distinct niche in the country homes Top Agent Magazine

and acreage in Houston’s rural communities. Since delving into the business in 2007, she has gone on to author a multi-award-winning career in the local market, with her team having closed well over $100 million in total sales.

Group, powered by Keller Williams Metropolitan, where she and her team assist clients throughout Houston and the surrounding areas. As a rural lifestyle specialist, she has cultivated a boutique workflow to meet the demands of any transaction—from commercial land development to Today, Heidi leads The Allbritton horse, farm, and ranch properties.

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When listing a property, Heidi equips her clients with an expert strategy. After helping them fully prepare for the market, she broadcasts their listing via both the regional MLS and HAR, as well as a highly targeted blend of digital and social media campaigns. Moreover, she utilizes trusted resources like notable horse property and commercial real estate websites to give each client an added advantage.

when assisting her buyers, leveraging her in-depth knowledge of the region to find the right investment for their best interests. In fact, she prefers to keep in touch long after the deals are done through frequent check-ins, non-profit raffles, and her own newly started real estate blog—all to ensure her clients are satisfied with their properties.

Over the years, Heidi has earned a fantastic reputation throughout Texas, Elsewhere, Heidi is just as dedicated with the vast majority of her volume 10

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coming from repeat clients and referrals. Having completed $128 million in volume since 2017, she remains committed to the proven standards that have consistently set her apart in the region. “This business comes down to customer service and market knowledge,” she says. “Because our team specializes in rural properties, we know exactly what our buyers and sellers need to complete their transaction, whether they are searching for the best land financing, detailed land reports, or require further assistance down the road.”

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Outside her career, Heidi is deeply committed to her community. On top of giving to charities, she enjoys supporting and hosting events for her local 4H group. When she’s not with clients or giving back, she can be found tending to her ranch, calf roping, or spending quality time with her family.

Going forward, Heidi has strong plans for the future of her business.

As her volume maintains its steady growth, she intends on expanding her team while scaling the vision

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of thoughtful service that brought her to real estate in the first place.

But most of all, she is excited for all the new clients and opportunities that await. “I love sharing the joys of rural living with my buyers

and sellers,” she says. “Having lived in the countryside for most of my life, I find nothing more rewarding than helping a client find the right property for their goals and needs.”

To learn more about Heidi Allbritton email hallbrittonkw@gmail.com, call (832) 657-4185 or visit theallbrittongroup.com 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 14

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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LISA ADAMS It is amazing what a simple, off-hand, innocuous remark can lead to. Lisa Adams can certainly tell you. When Lisa’s twin daughters were five years old, she and her husband decided to move to the south part of Houston, Texas, and contacted a real estate agent to show her around.

“We were looking at homes and I mentioned about wanting to get a part-time job, and the agent said, ‘Well I happen to need a part-time assistant.’ I started working for her and the schedule fit for my kids. I just love to look at homes and I’m a people person, so it really fit,” Lisa said. “Six months later she said, ‘Well why don’t you get your license and help me with our buyers?’ I was like, No problem! A few years later I decided to go out on my own, but I had a great mentor and teacher. She was a former schoolteacher so I had the best of the best to teach me real estate.”

Now Lisa is in her 22nd year in the business and is a solo REALTOR® with Martha Turner Sotheby’s Realty in the Houston area, including Cypress, Huntsville and anywhere in the metropolitan area. Her volume has consistently been more than $5 million annually for the last five to six years, including $7.2 million last year. She’s done it with a copious amount of repeat and referral business that makes up the bulk, if not all, of her client list.

“I think it’s because I’m not a high-pressure salesperson. I’m definitely the kind of person that says, ‘If this home is not going to fit for you then it’s not going to fit for me.’ I don’t push people when they’re making a huge financial decision for them and their family,” said Lisa, who said she benefits from Sotheby’s

being a respected worldwide company, with listings marketed on more than 700 websites, in different countries for those relocating, and in different languages. “I like to be thorough. I like to point out the things that might bother somebody, like it’s a busy street, that they might not think about. I’m very easy to work with. I like the different people that I meet. I like to talk about what they like, what their lives are like, and I try to put that puzzle together. I like to look at houses and pick them apart.”

When she’s not working, Lisa enjoys cruises as part of her love of travel, takes care of her elderly parents, is a grandmother now herself, and is devoted to her family. Her generous community support skews toward the swim community in Houston, including stores that specialize in swimwear and equipment, summer swim leagues, and the U.S. National Team. There’s a particularly good reason for that, though – Lisa’s two daughters are both world-class swimmers. One reached the U.S. Olympic trials; the other, Cammile represented the United States in both the 2012 London Olympics and the 2016 Games in Rio de Janeiro. As for the future, Lisa’s mantra is to “Just keep going.”

“I want to keep going and take whatever this market is offering us now and continue to move forward,” she said. “I’d like to better my presentations and knowledge of the market and where it’s going. That’s the good thing about Sotheby’s, they help with keeping us informed -- not just the Houston area but the whole country. And I’d like to continue to be an agent you can call whenever you want and ask me whatever you want. If I don’t know it, I’ll find out.”

Contact Lisa Adams at 281-330-4342 or through email at Lisa.adams@sothebys.realty Her profile is sothebysrealty.com/eng/associate/180-a-83661-65053220/lisa-adams www.

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SABRINA GUNKEL Having come to real estate from a corporate career in sales and marketing, Sabrina Gunkel brings with her an unparalleled dedication to customer service and a determination to help clients find the real estate solution that’s right for them. After life threw a couple of curveballs in the form of a son born with a medical condition and a layoff from her corporate job, Sabrina recalls, “I went into real estate to have the flexibility to be more available for my son’s doctor’s appointments, and after a 15 year corporate career I was ready to start a business of my own.” So Sabrina got her license in 2016, going full-time in 2020 just as the coronavirus pandemic triggered another upheaval. It turned out to have been the right move, because now Sabrina has opened her own brokerage and is building a team of like-minded agents to help her clients seize the day and turn their real estate dreams into reality!

As broker of Carpe Diem Real Estate, Sabrina leads a team that serves the entire Dallas-Fort Worth area with a focus on the area around Lake Ray Hubbard, including the communities of Rockwall, Heath, Forney, Rowlett, Royse City and others. Known for being a luxury area with a unique lakeside feel, the area appeals to a diverse range of buyers, Sabrina says. “Lake Ray Hubbard brings something unique to our area and draws many out-of-state buyers as well as people from Dallas. We get a lot of publicity for our sailing charters, yacht clubs and golf clubs, as well as great shopping and boutique restaurants downtown. We are just 30 minutes from downtown Dallas, so a lot of people who work in Dallas want to have the great lakeside lifestyle here and commute in. It’s a great area, and I love living here!”

Sabrina and her team set themselves apart through their customer service. They use technology to help them work with out-of-state buyers, a situation Sabrina can relate to, having once been in the same position herself. “I moved to Texas from out of state 10 years ago, 16

so I know the stress of moving from outof-state,” Sabrina says. “I’ve been able to relate to my clients on that level, and I know what it takes to make it easier and less stressful for them.”

That same commitment to service applies to all of the team’s interactions with clients. “Our motto is ‘Integrity first, profits second,’ and all of my agents abide by that,” Sabrina explains. “Coming out of the industry I was in, I was always training teams on customer service, and it’s always service first with us. We take care of the client and we’re available to answer their questions.”

In the future, Sabrina looks forward to continuing to build her team while upholding those same standards of excellence. “My goal is to have a boutique brokerage of no more than 50 agents, because I want my team to be made up of people with the same values as us, who want to be involved in their community. It is important to me to have people in my brokerage with those same values. I want to have a community-based brokerage that continues to put integrity before profits.”

To find out more about Sabrina Gunkel you can call 469-863-1982, email realtorsabrinag@gmail.com, or visit carpediemrealtors.com www.

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4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent In the world of real estate, there are always new agents joining the ranks. Even if you’ve been practicing for just a few short years, you’ve likely learned your fair share of lesson along the way. As an agent, much of your working philosophy is derived from first-hand experience and your work on the ground. This means that new agents are less prepared for the inevitable curveballs of the industry. That’s where you come in.

While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thoughtTop Agent Magazine

fully explore and demonstrate their own ideologies, practices, and rationale. With that in mind, take a look at some of the benefits of mentorship below, and you’ll get a sense of why counseling new agents can be a boon to your own business.

Teaching lessons to others reinforces your own professional values.

Showing the ropes to young agents is a great way to brush-up on your foundational skills.

Verbalizing and demonstrating processes, or walking through the rationale behind negotiation tactics—all cause mentors to think through their established practices and outline in detail why they’ve chosen this route over an

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alternative. This helps older agents fine-tune their routines, while getting back in touch with the critical thinking that went into constructing those habits.

Mentorships allows you to see the big picture.

surely sharpen your ability as the head of a team. What’s more, you’ll be building skills of empathy, understanding, teaching, and constructive criticism. Working on those skills will better your practice and your ability to lead in your office.

After a lengthy industry tenure, it’s not uncommon for battle-worn agents to lose some steam and begin to burn out. By devoting some time to mentoring up-and-coming agents, you’ll get back in touch with your early days, remembering the excitement, the trials, and the hard lessons gleaned. Spending time with the next generation of real estate professionals can reinvigorate your practice, as seeing the business from the eyes of an eager amateur can inject energy into your working life.

You’ll benefit from seeing things from a new perspective.

Just as working with young agents can help you remember your career’s big picture, you may also benefit from working alongside someone with a new perspective. Young agents bring a different set of skills and awareness to their work, and established agents can benefit from a fresh take. If technology isn’t your strong suit, or you’re interested in tapping the Millennial homebuyer market, working with a younger agent is an excellent way to see through fresh eyes.

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can 18

While some may balk at the time commitment or energy required to take on a mentee or two, you might consider it an act of ongoing education or professional development. While your mentee will undoubtedly benefit from access to your expertise, there’s certainly much to be gained from taking the time to cultivate tomorrow’s real estate leaders.

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DESIREE GUTIERREZ Born in El Paso and a longtime resident of Austin, Desiree Gutierrez would take a winding road to her current status as a top producing Texas REALTOR®. For years, she ran a boutique luxury shortterm rental company between Austin and Los Angeles; however, when her dear friend and business partner tragically passed away, she found herself seeking a new direction in life. Falling back on her foundations in wellness therapy and holistic medicine, she went searching for a career path that better spoke to her compassionate personality and entrepreneurial spirit. After connecting with a leading Broker in the area, she decided the time was right to join his team at COMPASS Real Estate, where she went on to rank among the Top 3% of regional producers within her first year. She’s been going strong ever since.

Today, Desiree is a member of The Speed & Neuren Group, powered by COMPASS Real Estate, where she assists clients throughout Central Austin and the surrounding communities. There, she has established a proven workflow around the core values of openness, integrity, and expertise, allowing her to meet the needs of any buyer or seller.

When listing a property, Desiree prefers an outsidethe-box approach. Right from the start, she works with her clients to uncover the unique story of their property. While sharing their listing via a mix of highly targeted digital and social media campaigns, she also hosts brunches, dance parties, art shows, or yoga gatherings at the property to better highlight its personality. Through it all, though, she is there for her clients, ensuring a seamless transaction catered to their needs.

But Desiree is just as helpful when assisting her buyers, drawing from her in-depth knowledge of the region to locate the right investment for their best interests.

Over the years, she has earned a fantastic reputation throughout Texas, with the near entirety of her volume coming from repeat clients and referrals. As her volume maintains its steady growth, she is most fulfilled by the lasting connections she has been able to forge through real estate. “My clients have gone on to become some of my best friends,” she says. “That’s what makes our business so beautiful. Whether I’m attending a client’s wedding or leading a breathwork event at their home, real estate creates a terrific opportunity to bring people together.”

Outside of real estate, Desiree is dedicated to her community. On top of supporting Tankproof, an organization that provides swimming lessons and food security to children in-need, she enjoys volunteering for local events and organizations throughout the year. When she’s not strengthening bonds within the Austin area, she can be found teaching breathwork, practicing yoga, or maintaining the joyous lifestyle that has consistently set her apart.

Looking ahead, Desiree has exciting plans for the future of her business. As she scales her reach and deepens her role as a community resource in Austin, she looks forward to hosting an upcoming real estate show on Bravo networks and expanding her work with new construction. In the meantime, though, she can’t wait to welcome even more newcomers into her thriving Austin community. “Movement is everything for me,” she says. “At the end of the day, there could be nothing more fulfilling than sharing my passion for life, real estate, and forming personal connections with others.”

Contact Desiree Gutierrez at 512-641-4831 or email desiree.gutierrez@compass.com Photo by Richelle Monae Top Agent Magazine

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Google AdWords:

How To Make Google Do the Work for You There is no denying that the internet is the first place a buyer begins looking for a new home in this digital age. Knowing how to put the powerful tools available on the internet to work for you can give you a decided advantage when it comes to attracting prospective buyers to your listings, as well as you as an agent. Google is easily one of the major superpowers of the internet, and they have one of the most powerful advertising tools available. Knowing how to utilize Google AdWords in the correct manner can make your internet advertising immensely powerful and possibly your best way to reach prospective buyers.

Google AdWords is also extremely cost-effective. This multifaceted tool gives you much more control over your advertising campaign than other more traditional methods. You can target specific audiences, choose the specific search terms, also known as keywords, that will bring up your ad in someone’s search results, and you can set a budget for each campaign that will dictate it’s reach and how long the campaign will run. Here are some tips for how to put Google AdWords to work for you.

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ent websites. You want to set yourself apart from every other real estate website users are viewing in their search for a house.

MAKE SURE YOUR ADS ARE GOING TO SEND USERS TO A SITE THAT WILL CAPTURE THEIR ATTENTION

You can spend an infinite amount of money on Google advertising campaigns, but if those ads don’t send users to a site that will capture and hold their interest, then you’ve just wasted all that money. Don’t put your cart before the horse. Make sure you are considering exactly where these ads are going to send users. To set up your website for success, at the very least you want to make sure users are greeted by clear call-to-action, such as a message that will encourage them to sign up for your newsletter or subscribe to your blog. You want to set up your website to maximize and capture the leads the ad campaign sends your way.

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BUILD CUSTOMIZED OR CUSTOM-MADE WEBSITES RATHER THAN TEMPLATE WEBSITES It is easy and tempting to use template websites, or to offer your agents template websites if you are a real estate manager or broker. While this offers a cost-effective solution to providing every agent with a website, it does little to set you or your agents apart and capture the attention of users that are used to seeing a wealth of differ-

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MAKE SURE YOU ARE OFFERING VALUE ON YOUR WEBSITE

Don’t simply use your website as a kind of brag sheet. Let users know what makes your particular services valuable to them. Highlight your expertise in a certain location through tools such as blog posts, providing market updates, or giving pertinent information on a unique type of property. This will ensure that your online advertising campaigns are much more successful.

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LOCATION IS EVERYTHING!

Location is everything in real estate, and the same holds true for Google AdWords. You can target specific locations in your ad campaign. While one approach is to focus on the area around your location, a more advanced approach would be to link AdWords campaigns to your Google My Business account. This is a Google service that includes your address in the ad, allowing people to then click on it and see exactly where you are located on a map.

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USE GOOGLE ADWORDS IN YOUR CAMPAIGN TO EXPAND YOUR BUSINESS IN GENERAL

Focus an AdWords campaign on expanding your business by incorporating specific zip codes and neighborhoods that will help you establish a presence in an area where you would like to increase your real estate business. Making sure that your ad appears in search results that are related to the real estate in a specific area will help shape the image and brand of your business as well as bring in new leads.

HARNESS THE POWER OF DATA

When you run a Google AdWords campaign Google Analytics captures a wealth of information about your target client demographic.

You can gain real insight into your online visitors, such as when they visit, what they do and look at on your site once they get there, and what search terms they use. You can use all of this information to grow your business. Use Google Analytics to determine which users (location, gender, age) are utilizing specific aspects of your site, such as looking at multiple listings, reading your blog, etc. You can then use this information to target these specific demographics in your AdWord campaigns, Gmail ads, the Google Display Network, and other advertising.

Using the internet to help advertise your business and your listings is one of the smartest moves you can make as an agent in this modern age. However, you don’t want to simply go into the process blind or you’re wasting a lot of potential resources and data that could make all the difference. To reap the benefits of Google AdWords, you must apply an intelligent strategy to using these campaigns.

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KELSEY HUDDLESTON Born and raised in the Marble Falls area, Kelsey Huddleston has always been passionate about empowering those in her community. She would first take an interest in real estate through her mother, Zina Rodenbeck, an award winning Broker in the region. After learning the business from the ground up while serving under Zina as her assistant, Kelsey was inspired to pursue her own license and join her team as an agent in 2016. In the years since, she has found quick success, leveraging her roots in the region to establish a network of satisfied clients and colleagues that spans the Texas Hill Country.

Today, Kelsey is a REALTOR® with Zina & Co. Real Estate, where she assists clients throughout the entire Highland Lakes area. Combining her acute knowledge of the region with her outgoing personality, she has cultivated a boutique process to meet the needs of any buyer or seller.

When listing a property, Kelsey draws from the diverse resources at Zina & Co. Real Estate to give her clients an added advantage. Starting out, she helps her sellers fully prepare their home for the market, providing them with a suite of professional photography services. From there, she captures a robust sphere of influence through six regional MLS systems and a targeted blend of digital and social media campaigns, all in the leadup to the standout open house showing. Moreover, she utilizes proven outlets like print campaigns and virtual tours to ensure a seamless transaction.

Elsewhere, Kelsey is just as attentive when assisting her buyers, thoughtfully guiding them to the right investment for their needs. In fact, she keeps in touch long after the deals are done through frequent check-ins and even gifts

during the holiday season, all to make sure her clients are thriving in their new homes.

“Having spent most of my life in the Marble Falls area, I love helping my clients find precisely what they’re looking for,” she says. “Beyond that knowledgeability, I provide them with the best customer service possible—no matter what.”

Over the years, Kelsey has earned a fantastic reputation throughout the Hill Country, with the majority of her volume coming from repeat clients and referrals. Having completed 30 transactions and over $8 million in volume in 2021 alone, she remains committed to the lasting standards that continue to set her apart.

Outside of real estate, Kelsey is dedicated to her community. Alongside her colleagues at Zina & Co. Real Estate, she sponsors a variety of events and organizations surrounding the Highland Lakes region, including Pink Out Breast Cancer Awareness, Teacher Appreciation at local schools, Spicewood PTO, local youth sponsorships, CASA of Highland Lakes’ Christmas for Kids events, youth softball, and many more. When she’s not with clients or giving back, she can be found traveling, spending time with friends and family, taking her dog for a walk, or enjoying all the lovely scenery the Hill Country has to offer.

As for the future, Kelsey has strong plans for her business. Having already exceeded last year’s volume in 2022, she looks forward to scaling the compassionate approach that brought her to real estate in the first place. “In our business, you meet someone new every single day,” she says. “But that’s what keeps our work so exciting and interesting: Every day is different, and every transaction is an opportunity to learn something new while helping my clients realize their dreams.”

For more about Kelsey Huddleston, email realtor.kelsey@gmail.com, visit Kelsey.zinasells.com or call (512) 265-4455.

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JOHANNA NEVARES Real Estate is Johanna’s second career, after having worked in elementary education for fifteen years. Her aunt is a broker and got her set on the right path of what courses to take. Just to be careful, she spent her first year doing real estate part time, but soon realized that was the path she wanted to take and went full time three years ago. Now she works as a solo agent covering the central Texas region through Keller Williams.

As a teacher, she already had a huge sphere of influence. Former students from ten years back, the parents of students and colleagues she had met through the school system came to her looking for a real estate agent, or referred her to friends she knew. Now, up to half of her clientele comes through word of mouth of her services. People who may have been wary about using a Realtor® have no problem working with Mrs. Nevares, who gained their trust as a teacher. As the school system generates clients for her, she’s more than happy to give back. Former colleagues are now administrators, and she uses those connections to set up teacher appreciation days and sponsored lunches. During Johanna’s Give Back Mission of 2022, she has given back over $10,000 to area schools.

a text, she’s in constant contact with past clients that have become friends face to face, and making herself known through her self-funded events that are designed to bring people together. Johanna is always available, well after a transaction closes, looking to help any way she can and asking what else she can do for her clients.

2021 brought Johanna over $3 million in transactions, and for 2022, she’s looking to hit $10 million with the help of some nice big ticket properties she’s working on. Her communication skills from years in education allow her to communicate with people from any background and come to an understanding of what everyone needs. She’s truly proud of the agent she’s become and is starting to think about assembling a team of agents who can amplify her business to the next level. Once she gets that team rolling, she’ll have a little more time to enjoy some sports, keep up her CrossFit routines and spend a bit more time with her wife and children. Until then, she’s thankful for everything in her life that brought her to the position she’s in now – the position she knows she’s truly meant to be in.

Johanna considers herself “irrationally generous”, always figuring the best ways to give back to the community and friends and that help her out. She lives a modest life and is more than happy to raffle off a gift card or tickets to the latest big music festival to see the smile on someone else’s face.

To get that smile on her client’s faces, she’ll do everything she can to secure the best deal for each transaction.

From social media marketing on all of the major platforms to online advertising deals she can get through Keller Williams, Johanna works to get the most valuable eyes on her listings. If she’s not reaching out with 24

For more info, call 512-923-4569, email jo.nevares@kw.com or visit jo-nevares.kw.com https://

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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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MICHAEL PARKER Throughout his 15 years of experience in real estate, Michael Parker has built strong relationships and a business that helps his clients accomplish their goals no matter what the market throws at them. “I like helping people, and I especially like the challenges that real estate brings,” Michael says. “No deal is ever the same, and they all have their unique problems to solve. I like the challenge of keeping up with the times and working with all sorts of different personalities to get things done.”

“It’s genuine, and I’m reaching out because I really do care.”

When it comes to marketing his listings, Michael uses technology in a way that’s carefully considered to get clients’ homes optimum exposure. Michael’s knowledge and experience allows him to put a state of the art marketing plan together to get the clients home sold as quickly and efficiently as possible. He believes that having the best quality photography is essential to selling a listing, and he markets via e-flyers as well as the MLS and social media. The results speak to the success of his approach, and Michael averages between $5-6 million in volume yearly.

Michael is a licensed Associate Broker, serving greater Galveston County and the surrounding area. His rate of repeat and referral business is 85% and growing as people keep coming back to work with him again. He credits his honest and forthright way of doing business for his continued success.

“Clients appreciate that I’m trustworthy and loyal,” Michael says. “I also have great relationships with my peers, and we mutually respect one another.

Other local agents and I are always there to help one another, which benefits our clients.”

Outside of real estate, Michael enjoys spending time with his family. A father of three kids, he coaches his son’s little league team and also likes golf, fishing, and hunting.

In the future, Michael plans to continue growing his business and serving his clients. “I love the relationship part of real estate, and the challenge that every deal brings. Especially in a challenging market, using my sales skills and the relationships I’ve built over the last 15 years with local agents to get an accepted offer is so rewarding. No matter what we’ve been through, when I get to see my client at the closing and give them the keys to their new home, it’s a great feeling.”

With such a referral-based business, Michael is dedicated to staying in touch and top-of-mind with past clients. He maintains strong relationships by reaching out with a simple phone call to check in on clients and their families. “I stay in touch more as a friend, not as somebody trying to sell you something,” Michael explains.

To find out more about Michael Parker, you can call him at 281-543-1778 or email mparkrealtor@gmail.com.

You can find him online at har.com/michael-parker www.

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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 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 responsibil28

ities 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 complete 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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RONDA ROSS Ronda Ross is passionate about architectural design and has a degree in International Marketing from Texas State University. After working in business development and supply chain management in the oil and gas industry for several years, she switched to real estate full time. Ronda has been a licensed real estate agent for ten years and is the broker-owner of Texas Living Company.

She and her team of six agents specialize in relocation, new construction, and builder developments in and around Houston, TX. Thanks to her knowledge and experience, Ronda can provide her clients with the best possible service and help them find their perfect homes.

When it comes to real estate, Ronda is in a league of her own. With an impressive 98% referral rate from past or repeat clients, she is one of the most successful agents in the business. Ronda attributes her success to her excellent communication and relationship management skills. She always keeps in touch with her clients after every transaction, ensuring that they are happy with the outcome. “I’ve been to clients’ weddings, I’ve been to their kids’ birthday parties… Clients truly become family.” What sets Ronda apart is her honesty and dedication to customer service. Her clients can tell that she cares about their best interests and will always work hard to get them the best deal possible.

Ronda is passionate about marketing and believes each listing should have a tailored approach. She uses different marketing tools for each property, including social media and video marketing. She also has a wide network of brokers and agents in varying states and countries, which ensures maximum exposure for her listings. In addition, Ronda belongs to several mastermind groups for independent broker-owners, where members market their properties to one another.

This year, she estimates that she will complete over 60 transactions. Above all, Ronda loves meeting new people through her work.

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Ronda is committed to giving back to her community and making a difference in the lives of others. She regularly donates funds to the Texas Children’s Hospital and volunteers her time to the Houston Food Bank. She is also dedicated to promoting and being a sponsor for Candlelighters, a non-profit organization that serves families of children with cancer. Ronda’s team recently completed an ad campaign and attended the Texas Rodeo to raise funds for children’s scholarships. When time permits, Ronda enjoys exploring Houston and going to the gym.

“I love to go to the gym and work out.” She also likes trying new restaurants and loves the food scene! New eateries are poping up so quickly that she finds it hard to keep up.

Looking ahead, Ronda would like to not only add more agents to her team but also expand to new locations.

“The reason why I called it Texas Living Company is because the end goal is to have a brokerage location in all the major cities of Texas.” Ronda’s commitment to her community is evident in everything she does, and she is an exemplary agent that others can look up to.

Contact her today to get started on your home-buying or selling journey!

To learn more about Ronda Ross email rondarossrealty@gmail.com, call (713) 557-1936, or visit texaslivingcompany.com www.

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