TEXAS 9-13-21

TEXAS EDITION

5TO CONTENT

FRESH NEW APPROACHES

MARKETING

HOW TO SPEED UP FIRST-TIME HOMEBUYER TRANSACTIONS

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EASY AT-HOME DIY PROJECTS TO INCREASE PROPERTY VALUE

FEATURED AGENTS

KATIE SALDIVAR & BRIAN OWEN

4 WAYS TO WIN THE BATTLE

COVER STORY

KIM WALT

AGAINST PROCRASTINATION

TEXAS EDITION

KATIE SALDIVAR & Katie Saldivar and Brian Owen recently teamed up in their real estate ventures. They met when Brian was starting out in his real estate career, having just moved to North Texas after being a police officer in California for almost KIM WALT KATIE SALDIVAR 15 years. “I knew I still & BRIAN OWEN wanted to work with people and help people,” Brian recalls. “Real estate had always been in the back of my mind and I just never had the opportunity to do it.

CONTENTS I soon fell in love with it, because I’m still able to help people, just in a different way.”

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4) HOW TO SPEED UP FIRST-TIME HOMEBUYER TRANSACTIONS 14) 3 EASY AT-HOME DIY PROJECTS TO INCREASE PROPERTY VALUE

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19) 5 FRESH NEW

When Brian approached KatieTO about hosting an open APPROACHES house for a home she listed, the two found that their CONTENT MARKETING skills and experience were a perfect fit. “We worked well together and knew that at one point, we’d do 22) 4 WAYS TO WIN well to team up,” Katie says. “It’s great for us both to THE BATTLE AGAINST have a like-minded sounding board. My experience PROCRASTINATION paired with Brian and his social media skills really helps push the team to that next level. It’s been a phenomenal partnership.”

Katie and Brian head the Saldivar & Owen Realty Group Phone 310-734-1440 | Fax 310-734-1440 at Compass. Their team serves the Dallas-Fort Worth mag@topagentmagazine.com | www.topagentmagazine.com

area. Almost all of their business comes from repeat

No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine and referral anaccuracy impressive feat materials, that speaks is published by Feature Publications GA, Inc. Although precautions are taken clients, to ensure the of published Top to the Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. trust and confidence they inspire. “We tell people all the To subscribe or change address, send inquiry to mag@topagentmagazine.com. time that we’re in the customer service industry, it just Published in the U.S.

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happens to involve houses,” Katie explains. “For us it’s all about building those relationships. If we’re working hard and being diligent enough on Top the Agent relationship side, Magazine we know that the business will come.”

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How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 4

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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KIM WALT Top Agent Magazine

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KIM WALT “I’m dedicated to my clients, and I work hard to make them happy. I cater to each individual’s needs, because everyone is unique and it’s important to take the time to learn what it is they’re really looking for.”

For the past 21 years Kim Walt has been helping buyers and sellers navigate the Houston real estate market. Kim’s career in real estate grew organically from helping a good Realtor® friend of hers with advertising, marketing, and 8

preparing contracts. After quickly falling in love with the transaction process and the gratifying feeling of helping to connect people with their dream homes, she decided to obtain a license and start her own business.

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Kim prides herself on her strong work ethic, service-oriented approach, and making the transaction process as simple as possible for her clients. She attributes her success to her ability to connect with them and carefully listen to their needs. It’s due to this personal approach, as well as her integrity and attention to detail, that the majority of her business comes from repeat and referral sources.

“I’m dedicated to my clients, and I work hard to make them happy. I cater to each individual’s needs, because everyone is Top Agent Magazine

unique and it’s important to take the time to learn what it is they’re really looking for. I’m a true perfectionist who doesn’t let anything slip through the cracks. Most importantly, I put my clients interests first, which is something they appreciate,” she explains. Thanks to her commitment and attentive approach to client care, Kim has been recognized by the Society of Distinguished Real Estate Professionals as a Top 2% Agent in Customer Service.

Completing an average of 50 to 60 9

transactions per year, Kim is savvy with her marketing and determined to always get her clients the best deal. “With the current market, you really don’t have to do much to sell a home. But I’m still doing everything the same way and making sure

that each listing gets heavy promotion on my social media pages like Facebook and Instagram as well as my website,” she says.

Kim’s love of helping people is the main factor that continues to drive her passion

Kim has been recognized by the Society of Distinguished Real Estate Professionals as a Top 2% Agent in Customer Service.

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for real estate. “I really enjoy helping people make their dreams come true. Interacting with clients is by far my favorite part of the job. Sometimes I’m actually a little sad when they find their perfect house, because I know that I won’t get to see them as much anymore,” she jokes.

Outside of work Kim is involved with various local organizations, including a women’s shelter. She’s also done close to 250 fundraisers in the last 30 years for a variety of medical causes as well as student Top Agent Magazine

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scholarships. Her favorite way to spend her free time is by traveling and seeing her grandbaby.

At this time, Kim has no plans to change the trajectory of her business. “I’ve been

successfully working in real estate for many years, so I plan to continue to do things the way I’ve always done them.

My main priority is ensuring client satisfaction and helping people open the door to the next chapter of their life.”

To learn more about Kim Walt, email kimwalt@comcast.net, visit houstonrealestatepro.com or call (713) 248 – 8076. www.

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3 Easy At-Home DIY Projects to Increase Property Value Most homeowners have a lengthy list of chores and bit projects they intend to accomplish around the house. Oftentimes, those to-do items are completed piecemeal over a long stretch of time, or else sometimes not at all. However, when it comes time to prepare a home for market, all those tasks begin to pile-up and overwhelm. The 14

list of things to do before the photographer comes or the first open house is held might seem endless, but not if you tackle just a few things here and there as you go. These sorts of projects—easy, DIY, at-home tasks you can accomplish in a few hours or less, with tools you most likely have on hand— go a long way with marginal effort.

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Complete a quick rehab of closets and storage areas Many agents advise clients to declutter and depersonalize their spaces ahead of professional photography and home showings. The idea is to provide prospective buyers with a neutral palette. Not only does this allow them to imagine their own lives unfolding within those four walls, but it also helps make a home’s square footage stand out. One way to add visual space to your home without calling in the contractor is to declutter common storage areas and closets. When buyers can get a complete look at a closet’s capacity, or a pantry’s depth, or the garage’s full functional potential, they get a better sense of a home’s potential and thus, its value.

In that vein, consider decluttering and cleaning your high-traffic storage spaces: the garage, pantries, closets, attics, and basements. Besides, organizing and discarding unwanted items help you prep for a move anyway, while giving potential buyers a peak at how spacious your home really is.

Add easy curb appeal with a bit of sweat equity Sure, curb appeal can arrive in the form of a new mailbox, pathway lighting, or updated house numbers, but it can also come cheaper than that. Curb extends to the upkeep of your lawn, landscaping, and home’s façade, and there are plenty of ways Top Agent Magazine

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you can give these zones a refresh without spending anything but time. Keeping your front and back yard green and uniform adds a lux layer to exterior square footage.

Likewise, polishing the outside of your windows, trimming hedges, and sweeping the walkway can make a tidy and wellcared for first impression. There are other measures you can take too. Planting wildflower seeds in empty beds, or collecting some landscaping rocks to frame mulched areas can add a bit of character to your residence. Repainting the front door, ensuring trees are trimmed, and keeping back patios 16

neat and uncluttered also underscore a home at its finest, which is ripe for buyers to snatch up.

Transform tiled spaces into sparkling clean surfaces.

Bathrooms and kitchens are where sellers can stand to add plenty of value in the process of selling a home. While pricey renovations might be out of the question for some, there are still affordable and time-effective ways you can transform for these spaces for the better. Cleaning,

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bleaching, or redoing your tile grout—in either kitchens, bathrooms, or other tiled spaces—can give these high-trafficked areas a new lease on life. Ensuring windows, mirrors, stainless steel appliances and backsplashes are streak-free and polished also demonstrate to buyers that your home is well-cared for and practically move-in ready. Sometimes, the devil is in the details. You might consider relining drawers, changing out knobs and fixtures,

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or else decluttering cabinets and shelves for a fresher look.

No matter the challenges ahead as you prepare your home for sale, completing a few small tasks every weekend or so can put you miles ahead of the competition.

Without spending a dime, you can add serious value to your home’s bottom line, setting you up for success as you begin your own home-shopping adventure.

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KATIE SALDIVAR & BRIAN OWEN Katie Saldivar and Brian Owen recently teamed up in their real estate ventures. They met when Brian was starting out in his real estate career, having just moved to North Texas after being a police officer in California for almost 15 years. “I knew I still wanted to work with people and help people,” Brian recalls. “Real estate had always been in the back of my mind and I just never had the opportunity to do it.

I soon fell in love with it, because I’m still able to help people, just in a different way.”

When Brian approached Katie about hosting an open house for a home she listed, the two found that their skills and experience were a perfect fit. “We worked well together and knew that at one point, we’d do well to team up,” Katie says. “It’s great for us both to have a like-minded sounding board. My experience paired with Brian and his social media skills really helps push the team to that next level. It’s been a phenomenal partnership.”

Katie and Brian head the Saldivar & Owen Realty Group at Compass. Their team serves the Dallas-Fort Worth area. Almost all of their business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence they inspire. “We tell people all the time that we’re in the customer service industry, it just happens to involve houses,” Katie explains. “For us it’s all about building those relationships. If we’re working hard and being diligent enough on the relationship side, we know that the business will come.”

When it comes to marketing their listings, Brian and Katie develop a comprehensive strategy for each individual property. “Everyone buys their home online now,” Katie says, “so Brian and I believe in providing the gold standard of online marketing. Since every home is different and every client is different, we customize our marketing plan on a case-by-case basis to fit that exact property.”

Community involvement is important to Brian and Katie. Brian’s background in law enforcement inspires him to give back by providing law enforcement with a credit on their closing costs, as well as donating a portion of his commission on every transaction to local police departments. They also donate to the Shop With a Cop program he helped create with now retired chief of police, Daniel Carolla. The program takes underprivileged kids shopping with officers from Lake Dallas Police Department and allows them to pick out presents during Christmas season. Katie is active with veteran organizations like the Gary Sinise Foundation, and she served on the board of Cloud 9 Charities helping to raise funds to support many local efforts to help those who are unable to help themselves. She and Brian are always looking for more ways to give back.

Katie and Brian look forward to continuing to help people through making their real estate dreams come true. “I wholeheartedly love what I do,” Katie says.

“I think it’s important for agents to recognize that people are inviting us into the most intimate parts of their lives. It’s such an honor to be in that space and have that kind of trust and faith put in you.”

“The biggest thing for me is trust,” Brian says. “We want our clients to feel so comfortable with their transaction that they’re excited to tell their friends and family how great of a process it was. That’s always our goal.”

To find out more about Katie Saldivar and Brian Owen, call 682.561.0435 (Katie) or 760.885.7159 (Brian), email katie.saldivar@compass.com or info@brianowenre.com or visit brianowenre.com www.

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5 Fresh New Approaches to Content Marketing A couple of weeks ago we were conducting a workshop when we were asked two excellent questions about content marketing:

• People

don’t want to hear from a roofing company every day. So how do you produce fresh and interesting content for social media that goes beyond your core services and yet ties back to your business?

• Can

you extend your social media presence and content to include personal things (like your hobbies) and how does that affect your overall business image?

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The workshop attendee who asked the first question was right. Almost no one wants to hear from any company every day… especially if all the content is about products and services…and yes, even if they’re giving helpful tips and information. Does that mean you should stop producing excellent daily content related to your business? No, of course not! Content is created for two reasons.

First, to provide knowledge, expertise and even entertainment to your ideal customers in order to achieve top of mind awareness as an authority in your industry. And second, to produce SEO-rich results that keep you at the top of search engines. You must strike a

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balance between the two, and try to include content that draws people in by being super interesting and entertaining….and yes, sometimes personal.

To help answer those content questions above, here are five different types of content (beyond the traditional stuff) that can give your brand a fresh, unique and balanced approach:

1. PHILANTHROPIC Your community efforts say a lot about who you are, and people will make an extra effort to do business with you as a result of this connection. We’ve consulted business owners who are very hesitant to promote these efforts because they don’t want it to seem as though they are exploiting the charities and organizations—and most especially because they don’t do it for the promotional aspects. They do it to give back. I ask you to keep this in mind. Nonprofit and charitable organizations very often have small marketing budgets. Not only do they rely on outside marketing forces to promote their initiatives, they would likely be forced to close their doors without that support. That means that when someone with a strong brand and presence promotes them, it’s a highly trusted and personal connection, and you can’t buy that kind of support. In other words, they not only need you to promote them, they want you to promote them. But your instincts are correct. It’s not about you. So just make sure your entire content focuses on the organization you’re helping, what they do for the community and how 20

others can join in the cause. Then it becomes a huge win for all.

2. HOBBIES You bungee jumped from four of the tallest bridges in the U.S. In your spare time, you go fly fishing. You love playing chef and use only locally grown, organic foods. Your friends are always begging you to go to Vegas with your card shark talents. You’ve done mission work in Africa and would like to start your own group. You almost played professional baseball. You have an insane talent for gardening design or bass guitar.

Your family works at a soup kitchen once a month. Ok…you get the picture. And two more words. Reality TV. People are interesting…and people are interested in interesting people. We remember others based on these unique traits. And most of all, people love the story behind the face. Don’t be afraid to share your hobbies. Quite often, it’s the first thing that will personally connect you to a prospect.

3. CREATIVE CONNECTION This one is perhaps our favorite. While we can’t imagine seeing something come across our news feed from a landscaping company every day, imagine this for a moment. What are we always told to remember in this hectic world? Stop and smell the roses, right? So what if…a landscaping company posted a beautiful flower each day, just to remind you to ‘stop and smell the roses’. And at the bottom of that photo (small print), you included

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the type of flower and type of environment needed to make it flourish (moist soil, full sun, etc.). And then, of course, watermarked it with your logo….and a title like, “Sam’s Daily Reminder: It’s Time to Stop & Smell the Roses”. You could even include some great, thought-provoking quotes. It has the personal connection (Sam), the business connection (flowers & logo watermark) and a cool creative connector (pause the meetings and paperwork to take a moment and appreciate life by noticing this beautiful flower). This is a great idea for staying ‘top of mind’ and connecting business with the kind of creative messaging people wouldn’t mind seeing every day.

4. EXPERIENCES This one is similar to hobbies from the personal aspect, but instead of something that identifies us like our hobbies, our experiences are random happenings that can have great interest and meaning to our audience.

Whether you have a unique experience buying a new car or a fateful conversation with a stranger in the airport, if you feel it ties into a life lesson or business lesson you’d like to share, by all means do. The lesson is to keep your radar up 24/7. Any experiences you have which relate to your

ideal customer are an opportunity to connect beyond the business world. And when we do that, we become a part of the family.

5. INFLUENCERS “Show me your friends and I’ll show you your future”. You’ve probably heard that saying, and the same is true whether you are a teenager or a business owner. Maybe you’ve learned a lot of your business knowledge from Bill Gates, Steve Jobs or Warren Buffet…or you like to quote Benjamin Franklin. Perhaps you have some mentors you’d like to recognize and tell why they’re important to you. Sharing the people and things that influence us is what makes us human. No matter how successful your business, you didn’t get there alone. People and circumstances shaped you along the way. Recognizing others for their contribution in our lives, large or small, is important in staying connected and grounded.

We hope these five types of content help you to put a fresh spin on what you share with your audience, whether personal or professional. We believe you must have the combination of both to build an incredible brand.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

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4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making.

Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting 22

work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With

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that in mind, take a look at a few tricks below to jumpstart your motivation and nix the lastminute time crunch. After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client.

Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed. If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your Top Agent Magazine

list can inspire you to continue on to the next item in the spirit of productivity.

3. Work in Windows If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.

4. Switch Up Your Environment If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses. Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done.

There’s no one way to overcome procrastination.

In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

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