TEXAS 8-24-20

TEXAS EDITION

Playing the Real Estate Matchmaker

COVER STORY

RODNEY EILAND FEATURED AGENTS

SUZANNE ALTOBELLO CLIFF FREEMAN TREVOR HEUSER JOHNNIE MORINE

CREATIVE MEDITATION for the Real Estate Professional 5 Lessons from Silicon Valley to

Modernize and Monetize Your Business

TEXAS EDITION

king Inspections is proud to congratulate

CLIFF FREEMAN

SUZANNE ALTOBELLO

JOHNNIE MORINE

Suzanne Altobello began her professional first) and timing. 2. Showin Over the years, Johnnie Morine has made approa 7 career in the cosmetic industry, but after opening of contract appro 13 21 26 29 a name for himself in the Texas real estate service 25 years in the business, which involved he’s ready to grow. open houses, follow uplent with industry—now, re constant travel, Suzanne wanted to pursue communication with us, goo majorit something new. “After theJohnnie purchase of out his career by raising to consider price reduction started repeat my house, I spoke with myfinances Realtorforwho market conditions, and so developers all over the country. suggested, ‘You should go into realtime, estate,’” advice during negotiations.

Over he found himself searching for a Most 3 she recalls. She agreed and went on to getthat suited his entrepreneurial through closing - strictoutstan atten new challenge spirit and passion for mentorship.

After Morine her license in 2004.

With a degree in inteto day activities and guida CLIFF FREEMAN RODNEY EILAND TREVOR HEUSER SUZANNE ALTOBELLO JOHNNIE MORINE real estate, Johnnie decided to and Ithw rior design and a background discovering in art, she also arise, guiding us through dive in and build his own brokerage from the fairnes took a class in staging and is an Accredited and I were very pleased w ground up.

“Right away, I realized the busiStaging Professional.

“My real estate clients as you excelled in all three on being featured for the State of Texas nessfor wasstaging for me,” he says. “Here at The Morine strating Group, knowledge Outside ofand hisinte ca understand that my special eye in Top Agent Magazine! we’ve been building steadily since 2016.

We’re ready to in his community. properties helps their home sell quickly the process. You have been a take the next step.”

Association Re and at a premium price,” she notes. “The with and we would not of hesita writer, having penn most valuable service I CONTENTS offer my buyers is you should the occasion arise Today, Johnnie is the founder of The Morine Group, which breaks down a personalized approach with sincere, high469-209-8130 where he supervises a growing team of 55 Realtors to a successful career Care@VikingInspections.com quality attention to detail to help meet their exact needs.”

Suzanne stays in touch with her clients in assist clients all throughout Dallas, Fort Worth, Houston 4)VikingInspections.com PLAYING THE REAL ESTATE and east Texas.24) 5 STEPS leadership TO ACHIEVE calls, emails, cards–but h By harnessing his phone skills and texts, Looking ahead to th Suzanne now works as a solo agent with Dave Perry Miller method is organizing Happy Hours.

“Befo MATCHMAKER—FOLLOW THESE LONG TERM SUCCESS AS A REAL granular knowledge of the real estate industry, Johnnie for his brokerage. I Results you can count on.

Real Estate, based in Dallas,has Texas, covering the entire used to have client Happy at whic Protection you RULES deserve. perfected aESTATE workflow for his Ibrokerage to handle on toHours his roster of 5 8 DATING TO ENSURE AGENT Metroplex. This year she is nearly due to$60 close $7 million in per and mingle,” she says. “As soon out as this iste million in volume year.

He is currently to build his YOU MATCHvolume YOUR CLIENT and reports that a majority of her business repeat bescale able to to holding those.” looking to add on toishis team and upgo hisback client century mark of on WITH THE PERFECT 5heights.

LESSONS FROM SILICON and referral.HOME Suzanne attributesservice her success her esteemed to evento27) greater is no better way to FOR THEM work ethic as well as her training in relocation. nity he loves.

“I chei “I love What Suzanne loves most about her work VALLEY TO MODERNIZE AND When listing a property, Johnnie and his team offer a agents,” he says. assisting people in easing their transition,” she asserts. “I YOUR to help people.

“Whether it’s a first-time“T b MONETIZE BUSINESS comprehensive game-plan, providing their clients withto bementoring relocated to Dallas from the East Coast in 1981 and cannot or relocation, I get a part of and this coac ver 11) TIPS ONimagine BEING A GOOD the tools needed to sell their top of a better place to live.”all When clients first arrive, she home. tionOn that’s sotargeted important to them,” she excl digital andand social media campaigns, they provide personTEAM LEADER takes special care to show them around guides them to 30) WHAT THE FIRST THING alized to each “I client. particular, Johnnie areas she believes they would be mostsupport comfortable. reallyInAFTER As forWORK her local lends involvement, YOU DO SAYS Suzanne is ve his listers an unmatched attention to detail and in-depth believe they appreciate this gesture, and it definitely makes helping people in real estate and in the comm 19) CREATIVE MEDITATION FORunderstanding of ABOUT YOU the industry.

“Pricing your property their move easier,” she notes.

“I sat on the board of the Dave Perry Mill correctly is absolutely crucial,” he says. “You have to THE REAL ESTATE PROFESSIONAL Way Fundraiser. From 2007-2011, I co-c understand a home’s value within the community to It’s no surprise that Suzanne receives stellar reviews.

Association of Realtors Fund Raising Ev maximize its potential.”

Clients Michael and Mary recently wrote of their experiLawn/Oak Cliff Real Estate community. I ence: “When Mary and I made the decision to place our a Board Member of The Artist Outreach, Johnnie and his team are equally focused when assisting Phone 310-734-1440 | Fax 310-734-1440 townhome on the market we discussed whatBy qualities teaches kids math and science through mu their buyers. leaningwe on felt his previous business accomTo learn mo were important in determiningplishments, which agent we shouldroad align he develops maps for his clients to guide mag@topagentmagazine.com | www.topagentmagazine.com M with. We felt that there were them 3 important to the Suzanne’s is to remain onand her The curren through segments the entire transaction—from startgoal to finish. pleast No portion of this issueprocess: may be reproduced in any whatsoever without to prior consent of the publisher.

Topto Agent 1. Preparation formanner theMoreover, listing - determining listing She notes, want always be available he prefers stay in touch with his“Icontacts Magazine is publishedprice,

by Feature Publications GA,(especially Inc. Although precautions taken to ensure theand accuracy of published email morin long after closing toare make sure that they aremy thriving listing photography since we want to move nesses community. www.

materials, Top Agent Magazine cannot be held responsible opinions facts supplied by its authors.

MorineRealtors. andfor satisfied inexpressed their neworhomes.

For his compassionate To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S. To learn more about Suzanne Altobello, please call (214) 335www.

email suzanne@daveperrymiller.com, or visit suzannealtobello https://

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

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Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home.

When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities 4

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day.

In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt Top Agent Magazine

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures.

Make sure to encourage them to take some time before making such a big com-

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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees?

Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with 6

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union!

When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing.

Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

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CLIFF FREEMAN

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CLIFF FREEMAN

It’s never too late to enjoy incredible success. Cliff Freeman may be in the 33rd year of his real estate career, but he is enjoying the most success he has ever experienced as an agent at this very moment in his life. Cliff has built a team in DFW that is on target for a $100 million revenue run rate this year. More importantly, he has built considerable passive income through revenue share which affords him with the time freedom, money freedom, and location freedom he needs to do what he wants, when he wants, where he wants.

Cliff is extremely passionate about helping people enjoy great wealth and success, so he puts in a tremendous amount of effort to ensure that his agent-partners meet, and even exceed, their goals. In the last 8 months of this year, Cliff assembled a team of 35 top agents in the DFW Metroplex. “What I bring to the table for the agents who work with me are proven, tested systems that have worked for me and the thousands of agents I’ve coached around the US and Canada over the last 10 years. I want to deliver such a strong value proposition to my agent-partners that it would be irresponsible to look anywhere else.”

As part of his mentoring and growth strategies for his agent-partners, Cliff shuns traditional, outdated business models. Instead, he focuses on preeminence through strategic marketing, lead generation, and finding innovative ways of growing the business. With over 30 years of experience as an agent, as well as a background in mortgages, Cliff has a deep knowledge and expertise to share with his agent-partners and clients.

Agent-partners on Cliff’s team get access to best-of-breed lead generation and conversion services as well as qualified appointments set for them by highly-trained inside sales agents; giving them incredible opportunities to build their business: “We’re 8

heavily focused on social media, in-person and virtual open houses, and state-of-the-art property marketing technology to serve both our partners and our clients. While we incorporate a lot of the traditional methods, we execute them at a level that nobody else does. When you’re batting 100% on all levels, then you’re going to crush it...and that’s what we do.” He also gives his agent-partners a competitive advantage over the competition by providing a proprietary, predictive price modeling tool and best-of-class property home search software for them to use in their business.

While Cliff has enjoyed tremendous success at various times in his career, he has also survived some very tough seasons in his life and business. During the Great Recession (2007-09), his life was in a much different place than it is now. At the time, he was freshly divorced with two young children, no money, and no place to live. He ended up moving in with his mother to become her caregiver and started his real estate business again from the ground up: “I was literally at square one again, in my 50’s, during one of the worst real estate markets in history.

What’s worse is that I was concerned that I would outlive my money and rely on my children to take care of me.” Making things even tougher, Cliff’s mother, a hugely successful agent herself in the 1970s and 80s, died while he was trying to rebuild his life and business. “It was one of the lowest points in my life and quitting wasn’t an option. I burned the boats.”

In 2010 and 2011, as the real estate market started to recover, Cliff’s business began to take off. He was selling a significant number of houses consistently and he was getting noticed by agents from around the country. He took on the role of Elite Coach for some of the top national real estate coaching companies in North America and soon built a stable of high-producing Copyright Top Agent Magazine

individual agents and teams. “My expertise is quite deep, and it’s not just local. I’ve learned it by helping agents across North America grow their businesses.”

By 2015, Cliff was a top real estate coach in North America, using his “virtual brokerage” to partner with agents across the U.S. and Canada and generate massive quantities of leads using Pay Per Click and IDX websites. Cliff had positioned himself among his peers as an expert marketer and lead generator. All of this has served his current team well as he’s grown it over the last three years: “We do things that no other agents do in terms of marketing, and things that really help us sell top of the market.”

Today, Cliff is not only one of the top agents in the DFW area, but also internationally with eXp Realty, LLC (NASDAQ: EXPI). He is ranked number four in revenue share out of 31,000 agents worldwide. “Our Founder, Glenn Sanford, is my hero. I love eXp because it gives every agent the opportunity to earn income and stock no matter what’s happening in the real estate market. It’s the only real estate enterprise that provides agents with the legitimate opportunity to create generation wealth for their families.”

Cliff is also a huge fan because his business did not skip a beat during the three months when the pandemic shut down the United States. “Those three months were some of the busiest spring months that I’ve ever experienced.” The unfair advantage is that eXp offers a “no brick and mortar” cloud brokerage system giving agents the platform to work effectively and efficiently with clients no matter where they are or what’s happening in the world outside.

Outside of work, Cliff is involved in various charities and his team recently started a scholarship fund for the local high school’s golf team, where his son played. He also has a wildly popular Facebook podcast—Cliff’s Notes—featuring guests who are leaders and influencers in the real estate community.

“I created the show to really give our audience a lot of value.

Our reach is primarily real estate agents from all walks of life, and we arm them with the tips, tricks, and tactics to explode their business.”

When he is not busy working and giving back, Cliff enjoys traveling, playing golf, and spending time with his wife, Karen, son, Cliff III, and daughter, Caroline, who also work alongside him.

Cliff’s plans involve further expanding the business and growing the team to 100 agents. But his primary focus remains helping people, “I have been really blessed in this business.

My goal now is to light as many candles as I can before I’m done here. The more people I can help by assisting them and helping them reach their dreams, the brighter it’s going to be for me when I finally get to heaven. That’s what gets me out of bed every day.”

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To learn more about Cliff Freeman email cliff.freeman@exprealty.com, visit CliffFreeman.TV, or call 469-804-0000 www.

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Viking Inspections is proud to congratulate

CLIFF FREEMAN

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

469-209-8130 Care@VikingInspections.com VikingInspections.com www.

Results you can count on.

Protection you deserve.

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Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader.

1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really Top Agent Magazine

important to figure out where they best fit into the operation. Having every team member be an ‘expert’ in their part of the process leads to seamless transactions and a business that runs like a well-oiled machine.

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Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to…

2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results.

Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future.

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Don’t forget to always take in what you can do to be a better team leader as well.

3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers.

Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business.

4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either.

Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business.

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RODNEY EILAND

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Top Agent Rodney Eiland oversees a team of agents at Rubicon Home Team at Century 21 Mike Bowman, Inc. serving clients in Keller, Texas and the surrounding areas.

Rodney Eiland – Lead of the Rubicon Home Team at Century 21 Mike Bowman, Inc. in Keller, Texas – has achieved Top Agent status through a combination of hard work, perseverance, industry knowledge and a true desire to provide his clients with excellent customer service. Additionally, his intelligent and thoughtful approach to every aspect of real estate has translated into happy and grateful buyers and 14 Copyright Top Agent Magazine

sellers and a thriving and ever-expanding business.

Prior to entering the world of real estate, Rodney was a brick-and-mortar business owner for twenty-five plus years.

“Automotive Accessories was my main business for years,” he remembers. “Then I spent almost seven years traveling coast to coast working with and developing sales Top Agent Magazine

teams for a marketing company.” In 2012, Rodney obtained his real estate license. “I got involved in real estate probably because I had seen too many real estate shows on television,” he recalls with wry amusement.

“I had always had an attraction to the process and thought it looked like a semi easy Top Agent Magazine

and interesting career. Once I got involved in it, however, I realized that it was a job you really had to follow through on.”

Follow through on it he did, Rodney now oversees a team of agents, all of whom share his client-first business ethos. Currently, 15 Copyright Top Agent Magazine

“In today’s world where the majority of buyers use online resources to search for their new home, we know we have to constantly use creative ways to make our client’s listing stand out as being ‘The One’.” the majority of Rodney’s business is based on referrals and positive word of mouth, a powerful signifier of the amazing service he provides. “I believe it’s because I have a unique view of how the real estate system works,” explains Rodney, when asked how he has managed to achieve that impressive level of trust and loyalty. “All agents tell their client that they’ll be well taken Copyright Top Agent Magazine 16

care of, and that’s the industry norm. As a team, we strive to rise above that expectation, utilizing an innate understanding of the psychology of the sales process. In today’s world where the majority of buyers use online resources to search for their new home, we know we have to constantly use creative ways to make our client’s listing stand out as being ‘The One’.”

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There are many other reasons for Rodney’s ever-growing success story, including his expert negotiation skills, his commitment to forging long-lasting relationships with his clients, and the aforementioned intelligent and thoughtful marketing strategies.

Rodney, who exclusively utilizes high-end Top Agent Magazine

photography, says of his approach, “I don’t think of myself as selling a house, I think of myself marketing a product specifically to the one end buyer.”

When he’s not busy making his customers happy, Rodney enjoys nothing more than Copyright Top Agent Magazine 17

spending time with his family, including his two young grandchildren. He is also – despite his professed introversion – deeply involved with his community’s social committee, where he oversees a neighborhood of over seven hundred homes.

Rodney – who plans on growing his business and hiring additional agents to whom

he will provide mentorship – truly enjoys his job. While he loves the smiles on the faces of those who he has helped achieve their real estate goals, he also loves the unique challenges that being a REALTOR® presents. “I really like having a task and coming up with an innovate way to solve a problem and complete the job so that everyone benefits at the end.”

For more information about Rodney Eiland, call 972-755-9332 or email rodney@rubiconhometeam.com

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Creative Meditation

for the Real Estate Professional The real estate world can be an industry of intense emotional and psychological pressure. Deadlines, meetings, employee needs, client needs and a hundred other items on which one needs to focus on a daily basis can create an environment that is not only not conducive to mental well-being, but can be outright detrimental.

Learning to quiet the mind has been the focus of meditation for millennia. While those not familiar with the concept of meditation may instinctively think of yoga mats, incense, and chanting when the word “meditation” arises, there are in fact, many forms of meditation that can integrate quite Top Agent Magazine

easily into the daily hustle & bustle world of the busy real estate agent.

First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening 19

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts.

These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument.

Here are some examples of meditations you can try.

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For when you’re driving, download and listen to any number of audio Guided Meditations available on the internet. YouTube has a generous selection of these, many of which are geared towards success in business.

2 Repeating a mantra can be very calm-

ing, particularly when you are trying to rid yourself of negative, self-defeating thoughts. It doesn’t matter what words you choose, as long as you feel good about your choice. “I am a success” or “I will approach all of my clients with love today” are two examples. Whatever works for you and gets you into the desired mindset.

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3 Something as simple as listening to pleasant music in your car can be considered meditation, provided it brings you to a place of comfort as opposed to one of spiritual discordance.

4 The most important thing, however, is to take time to find gratitude in everything you do. Count your blessings, be grateful the exciting career in real estate you have built for yourself.

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis.

When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity.

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TREVOR HEUSER Top Agent Magazine

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TREVOR HEUSER

After 6 seasons with the Corpus Christi IceRays of the North American Hockey League, Trevor Heuser suffered his second season ending injury, and decided it was time for a change. Having worked alongside his cousin during his off-season, he decided to pursue his passion in real estate.

Fast forward 3 years later and Trevor is currently in his third year as a real estate agent, alongside his assistant Deborah, with Realty Austin This business is far from just a job for Trevor, it’s his passion. Even though just last year he sold 49 homes for over $15 million, he prioritizes his client’s experience above anything else.

“Helping clients sell or buy a home is a passion of mine. Too frequently people hire an agent and don’t get the promises and results they signed up for. I pride myself on always being honest with my clients. I might not tell them what they want to hear, but I tell them what they need to hear,” 22

he says. And as a result of his customer based approach, it’s no surprise that he received both the Platinum 50 Top 500 and Five Star Rising Star Award for his customer satisfaction.

In order to stay in touch with clients, Trevor enjoys dropping in on them with thoughtful gifts during their quarterly pop-bys. He also sends out monthly postcards as well as a newsletter to keep them up to date on their homes value and market

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in their area. Trevor feels keeping an open and active line of communication is something that sets him apart from other agents.

“I want my clients to know I’m always available to help, whether it’s regarding real estate or not. Anyone we work with has a relationship that goes far beyond the closing table.”

Trevor’s very mindful when it comes to helping clients invest in the right type of home. He believes it’s crucial for clients to get a home they not only love, but also the right home for their future plans and goals. The best part of the experience for him is simply seeing his clients happy. “My favorite part of what I’m doing is the end result. There is nothing more fulfilling than seeing one of my clients genuinely happy on the day of closing.”

Charity and giving back are two important concepts for Trevor. A part of each one of his transactions are donated to charity of his choice through Realty Austin. Outside of work he loves to relax and watch sports, especially his beloved Texas Longhorns and Dallas Stars. He also enjoys spending time on the lake fishing and wakeboarding.

After making the switch to Realty Austin earlier this year, Trevor plans to continue growing his business on his own terms. “I want my business to be very personal. Both Deborah and I feel passionate about the experience our clients have while working with us. It’s important they feel they can always trust us and we have their best interests in mind.” Looking into the future, Trevor strives to have a 100% referral-based business. “In my opinion, a referral is the best compliment you can receive. I want to deliver an experience and level of service that makes my clients want to refer their friends and family to me, and know they are in good hands.”

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To learn more about Trevor Heuser email trevorheuser@realtyaustin.com, visit realtyaustin.com/agents/Trevor-Heuser, or call (512) 998-5111 www.

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5 Steps to Achieve Long Term Success as a Real Estate Agent Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business.

So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

1

FIND A MENTOR

Once you get your license and hang your sign at a Brokerage, you’ll find that you’re pretty much on your own. That’s why it’s a good idea for new agents to find a large Brokerage that offers in-house training and mentorship or a boutique brokerage that has more seasoned agents who are eager to take a new agent under their wing. Being able to shadow a more experienced agent is invaluable and allows you to mirror what you’ve seen and run through the numerous scenarios that will arise when you are representing a client.

2

CONTINUOUS TRAINING

This is a business that is constantly changing, so it’s smart to always stay ahead of the curve when it comes to new technological innovations and systems. There are even numerous online resources, where you can keep up on your trade, such as blogs by top producing agents that are a treasure trove of information. A confident agent with an in-depth knowledge of the business is one that easily earns the trust of their client, leading to repeat and referral business, which will be the bread and butter of your business.

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3

BUILD A STRONG ONLINE PRESENCE

Yes, referrals are the basis of your business, but building a strong online presence and marketing yourself to new clients is also important, especially before you’ve built up a strong referral base. Facebook, Snapchat, Instagram, and other social media tools are great way to get leads both for your listings and for yourself. It’s even a good idea to buy several domain names when you start, so that when you’re ready to build a website, you can ensure you have the names you want. Obviously the internet is also a great resource to find leads. Before you find a niche for yourself, it’s important to take advantage of every avenue there is. A lot of successful agents started off doing things no one else wanted to take on like foreclosures, expired listings or lower priced homes. But as you’ll find out, helping those who need it most is a great way to build a loyal client base, that will not only come back to you when they are ready to sell or buy again, but will be your biggest cheerleaders when it comes to referring you to friends and family.

4

BUILD A SOLID FOUNDATION

5

SET GOALS

One thing you’ll find in this business is that doing a lot of work up top, will lead to a more successful outcome down the road. That goes for marketing plans for your listings, as well as your business as a whole. It might not be the fun part, but it will allow you to one day focus on what you do best, dealing with your clients. Set up your CRM and the other systems you want to use from the get go. Getting these things established before you’re hopefully a busy agent is the best time to really learn them and decide what’s best for you.

Once you build a strong foundation and are establishing your client base, it’s important to continually set goals that help you implement your business strategy.

You can even invest in a real estate coach if you need someone to hold you accountable. It’s also important to constantly reevaluate what you’re doing. Set up a monthly audit, where you go over what is and what isn’t working. As we mentioned above, this is a fluid business and things are constantly changing, the same can be said of your business. What worked a year ago, might be losing you money as your business grows.

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SUZANNE ALTOBELLO Suzanne Altobello began her professional career in the cosmetic industry, but after 25 years in the business, which involved constant travel, Suzanne wanted to pursue something new. “After the purchase of my house, I spoke with my Realtor who suggested, ‘You should go into real estate,’” she recalls. She agreed and went on to get her license in 2004. With a degree in interior design and a background in art, she also took a class in staging and is an Accredited Staging Professional. “My real estate clients understand that my special eye for staging properties helps their home sell quickly and at a premium price,” she notes. “The most valuable service I offer my buyers is a personalized approach with sincere, highquality attention to detail to help meet their exact needs.”

Suzanne now works as a solo agent with Dave Perry Miller Real Estate, based in Dallas, Texas, covering the entire Metroplex. This year she is due to close $7 million in volume and reports that a majority of her business is repeat and referral. Suzanne attributes her success to her esteemed work ethic as well as her training in relocation. “I love assisting people in easing their transition,” she asserts. “I relocated to Dallas from the East Coast in 1981 and cannot imagine a better place to live.” When clients first arrive, she takes special care to show them around and guides them to areas she believes they would be most comfortable. “I really believe they appreciate this gesture, and it definitely makes their move easier,” she notes.

It’s no surprise that Suzanne receives stellar reviews.

Clients Michael and Mary recently wrote of their experience: “When Mary and I made the decision to place our townhome on the market we discussed what qualities we felt were important in determining which agent we should align with. We felt that there were 3 important segments to the process: 1. Preparation for the listing - determining listing price, listing photography (especially since we want to move

first) and timing. 2. Showing phase through opening of contract - appropriate amount of open houses, follow up with brokers, constant communication with us, good timing on when to consider price reductions to react to the market conditions, and solid collaborative advice during negotiations. 3. Contract phase through closing - strict attention to detail day to day activities and guidance when issues arise, guiding us through the process. Mary and I were very pleased with selecting you as you excelled in all three phases demonstrating knowledge and integrity throughout the process. You have been a pleasure to work with and we would not hesitate to recommend you should the occasion arise.”

Suzanne stays in touch with her clients in the usual ways– phone calls, emails, texts, cards–but her most favorite method is organizing Happy Hours. “Before the pandemic, I used to have client Happy Hours at which we could relax and mingle,” she says. “As soon as this is all over, I hope to be able to go back to holding those.”

What Suzanne loves most about her work is her opportunity to help people. “Whether it’s a first-time buyer, retirement, or relocation, I get to be a part of this very special transaction that’s so important to them,” she exclaims.

As for her local involvement, Suzanne is very active. “I love helping people in real estate and in the community,” she says.

“I sat on the board of the Dave Perry Miller Intown United Way Fundraiser. From 2007-2011, I co-chaired MetroTex Association of Realtors Fund Raising Event for the Oak Lawn/Oak Cliff Real Estate community. In 2017 I became a Board Member of The Artist Outreach, a non-profit that teaches kids math and science through music and art.”

Suzanne’s goal is to remain on her current path to success.

She notes, “I want to always be available to help local businesses and my community.

To learn more about Suzanne Altobello, please call (214) 335-8219 email suzanne@daveperrymiller.com, or visit suzannealtobello.com https://

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5 Lessons from Silicon Valley to Modernize and Monetize Your Business Silicon Valley may be the region for disruptors, tech entrepreneurs, and futurists, but even the most forward-thinking, abstract companies are still businesses that have to keep tabs on their bottom line. There’s much to learn from America’s fastest-growing sector, and even if Silicon Top Agent Magazine

Valley seems like a world unto its own, there are key lessons prime for adaption in your own endeavors. Below, consider a few ways to translate the trends and teachings of Silicon Valley for your own business, and reap the rewards in the process.

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1. Diversify your value Real estate is a business built on relationships, but your relationships will go stale if the only thing you communicate is you interest in making a sale. In order to sustain relationships for the long term, you’ve got to remain valuable to your clients beyond the transaction. Serve as a local resource, not just a salesperson or real estate expert. Ensure your marketing materials, social media presence, and communications offer useful, relevant, and original content your clients will benefit from. What’s more, vary your communications so that every time you reach out it’s not just about new business or a referral.

2. Company culture matters Silicon Valley tech giants always emphasize the importance of company culture—not just as a way of drawing and retaining talent, but also as a way to appeal to clientele. What are your company’s values? What do you stand for? How you’re positioned in the marketplace is becoming just as important as what you do and how well you do it. Your company culture is part of your branding, and your brand should feel clear and composed to clients eyeing your services.

3.Think big picture More and more, clients want to have an experience, not just a transaction. When it comes to buying a home, this means they care more about a property’s bedroom and bathroom count. As an agent, consider showcasing properties in terms of lifestyle. What neighborhood amenities are nearby? What opportunities are there for community involvement? How does public 28

transportation stack up in the area? Before making the purchase of a lifetime, clients want to envision a complete lifestyle.

4. Leverage multiple platforms By now, you probably recognize that social media is not afterthought. Your social media presence should fit your brand and voice, interact across platforms, and actively engage with your audience. In other words, if you want to reap the benefits of social media, it’s not enough to post a few times a month and walk away. Active engagement means responding to comments, interacting with your followers’ profiles, and posting original content beyond a sales pitch.

Likewise, you’ll want to be active across multiple social media platforms and ensure that your profiles are interconnected. That way, you’ll be working from a unified voice and brand.

5. Reputations rule the roost Never underestimate the power of word-ofmouth marketing and testimonials. If you haven’t asked for feedback from past clients, and you aren’t sharing positive testimonials and reviews—you’re missing out on one of the most powerful tools at an agent’s disposal. You can pitch the virtues of your working style all day long, but those courting your business want to hear about positive experiences from the client’s perspective.

If you want to take your business to the next level and maximize the twenty-first century values of a company on the rise, look to the lessons of Silicon Valley to get your start. There are always opportunities to innovate, and doing so will help you break from your routine and stand apart from the pack.

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JOHNNIE MORINE Over the years, Johnnie Morine has made a name for himself in the Texas real estate industry—now, he’s ready to grow.

Johnnie started out his career by raising finances for developers all over the country.

Over time, he found himself searching for a new challenge that suited his entrepreneurial spirit and passion for mentorship. After discovering real estate, Johnnie decided to dive in and build his own brokerage from the ground up. “Right away, I realized the business was for me,” he says. “Here at The Morine Group, we’ve been building steadily since 2016. We’re ready to take the next step.”

Today, Johnnie is the founder of The Morine Group, where he supervises a growing team of 55 Realtors to assist clients all throughout Dallas, Fort Worth, Houston and east Texas. By harnessing his leadership skills and granular knowledge of the real estate industry, Johnnie has perfected a workflow for his brokerage to handle nearly $60 million in volume per year. He is currently looking to add on to his team and scale up his client service to even greater heights.

When listing a property, Johnnie and his team offer a comprehensive game-plan, providing their clients with all the tools needed to sell their home. On top of targeted digital and social media campaigns, they provide personalized support to each client. In particular, Johnnie lends his listers an unmatched attention to detail and in-depth understanding of the industry. “Pricing your property correctly is absolutely crucial,” he says. “You have to understand a home’s value within the community to maximize its potential.”

Johnnie and his team are equally focused when assisting their buyers. By leaning on his previous business accomplishments, he develops road maps for his clients to guide them through the entire transaction—from start to finish.

Moreover, he prefers to stay in touch with his contacts long after closing to make sure that they are thriving and satisfied in their new homes. For his compassionate Top Agent Magazine

approach and unwavering commitment to service, Johnnie has won himself an excellent reputation around Texas, with the vast majority of his volume coming from either repeat clients or referrals.

Most importantly, Johnnie cites the outstanding culture he has fostered at The Morine Group. “Culture matters. My agents and I will always stand by our work ethic, fairness and reputation.”

Outside of his career, Johnnie plays an active role in his community. On top of serving on the National Association of Real Estate Brokers, he is a prolific writer, having penned the book Mastering Your Special which breaks down the key personality traits needed for a successful career.

Looking ahead to the future, Johnnie has strong ambitions for his brokerage. In the months ahead, he will be adding on to his roster of 55 multicultural agents and continuing to build out his team, with his eyes set on hitting the century mark of one-hundred agents. For Johnnie, there is no better way to give back to the industry and community he loves. “I cherish the opportunity to help emerging agents,” he says. “There’s nothing more rewarding than mentoring and coaching other Realtors to success.”

To learn more about Johnnie Morine and The Morine Group, REALTORS

www.

please call 817-266-6629, email morinegroup@gmail.com, or visit MorineRealtors.com, apply at TMGRApply.com www.

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What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives.

But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling.

With that in mind, see how you fare when it comes to post-workday habits...

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Break a Sweat After a long day of work, is your first instinct to strap on your sneakers and take off on a run? Do you stop off at the local yoga studio for an extended stretch? Maybe you head to the weight room to pump some iron. Whatever your exercise pick, if you’re inclined to sweat it out at the end of a long day, you’re likely a routine-oriented profes-

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sional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active. This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul.

Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge.

This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option.

Just make sure that you establish some foundational boundaries so that you maintain an Top Agent Magazine

appropriate, healthy balance between your time at work and your time at home with the loved ones and hobbies you cherish. If making way for downtime isn’t easy, try penciling it in the way you would a work engagement. Dinner with a friend, a date night with a significant other, or a solo movie fest can be readily added to your calendar, and thus built in to your regimented schedule.

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine.

Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress.

In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance.

People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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