TEXAS 9-26-22

TEXAS EDITION

6 THINGS ALL SUCCESSFUL NEGOTIATORS DO

IS FINDING A NICHE MARKET RIGHT FOR YOU?

FEATURED AGENTS

LIS ARIAS MILTON DAILEY MIRIAM VALENCIA NICHELLE RICHARDS TAMARA MORITZ ZACH BACKOR

CONNECT BEYOND REAL ESTATE TO ATTRACT FUTURE CLIENTS COVER STORY

JENNIFER HEDDLESTEN

TEXAS EDITION

MILTON DAILEY

LIS ARIAS

MIRIAM VALENCIA

omes to luxury lodges, farms serves, as they appr es, one would be hard-pressed He even reaches no ou Guided by her commitment to her clients 7 than17 18 to give 21 complete, clientssoset by and and her passion for making a difference, is more experienced agent tionour is Valencia um ailey.

He lives Miriam the lifestyle as helps turn real estate outcomeand giving idea that wethem can amily’s dreams into reality. unter and® outdoorsman, and Miriam was inspired with their property in getalso top dollar LTOR get hercalled real estate license while she want to will Mi a popular TVto program let them kn was researching com lk. Milton to become homebuying programs erty,” Lis ketsays. updates. nack fordecided TAMARA MORITZ for DACA filmrecipients and wanted to help vol NICHELLE RICHARDS JENNIFER LIS ARIAS MILTON DAILEY MIRIAM VALENCIA ZACH BACKOR n 1999 after HEDDLESTEN he started buy her make the process easier. “Ibutrealized that inc rties for hisher TVestate show.

Known for HeHe doesn’t remember it,children, Zach Backor’s He makes sure todeliverin stay in tou and the quality of the stays propchards, finding is a seasoned real agent Tamara in close contact with 22 25 26 there are so many resources out there but Ho mother tells the storyerty. that,When as a young Facebook andto handwritten it’s timeLis to She submit an offer, ath was brokerage, asfor easy as and enjoyis devoted her own 2008 Milton has esta passion helping her by clients hosts anvice, annual customer apprec when boy, he wanted to be a Realtor ebrating life events and for chec she advertising fights for her buyers, helping next door neighbor’sthere wasn’t really anybody She truly believes that a house gether and holiday pie giveaway.

S he grew up. Zach did their start out working see the property isage wo 20 employees in Colorado, agive tophowproducing offer stand outtries while also keepaduated high school,them,” wer much to back wh Miriam recalls.

“So I thought, in sales from his first jobs in restaurants He also usesand the update compan center comfort and happiness outThis newsletters ing price and terms topsends of mind. hat job I of should puroving back to his hometown ent said, “A few yea and retailperson!’” to becoming Real the youngest Facebook pagea along with th ‘Let me be that estate As nd is dedicated to helping everysionally checks in with phone cal same determination is seen with herand other ains. “My parents’ and the She’s very active with store manager at Circuit City.

When he online real estate si Today, Home & Ranch aoften homereach in Colorado ras. this.

With over four how people out as a re sellers, as she goes above and beyond d version right by of them, sogave Miriam the perfect opportunity to for started dating his wife, however, Zach ket new listings. The streng ased in asked Licensed ket was I con to help their property stand out.

Each over and inTexarkana. theif Iapply real estate and looking for a painter plumber, “Ii ndperience mind, along with herorgreat. team, knew he wanted to pursue a career with network often results herNICHELLE experience as aTAMARA high school ZACH BACKOR local ing home receives professional photogram while he worked.” for MORITZ growth as well as buyer during pre-market ndustry, Tamara is a Milton full-service caring and wanting tohe bethehandled there totea hee as and Colorado, ismore anopportunity and boy RICHARDS teacher to educating her clients about the knew instantly that phy, staging if needed, and a thorough a flexible schedule for the future family life he selling inrealevents with the Ro to help anyone looking But to buy, all peogot me $19,000 mo envisioned.

His wife encourage him to pursue campaign.

GivingShe back and being active inprod the l online advertising whatthings she wasreal meantestate. homebuying process. become top heir very own home.

Tamara has For Tamara, photography is a key estate.

He completed the license in 2014. munity are very important to Zach.

Hec CONTENTS hosts open houses also with a lender, so for ple person, Nichelle ome to him for assistance with ing my home.

Af ars ago. support a local them to have all ent toof build manylasting prestigious awards She always emp with thelistings.

Happy Bags initiative to prov gets potential buyers can getmarketing pre-approved. selling ranches andincluding farms, asgettingserves Iwho moved tot Miriam primarily northeast and clients, and After his start with another realHouston estate to Colorado, school our children experienc to she the industry sionalfood photographers.

Tamara mar th strong those serves, yation help with food and bl company, Zachdecisions. his business partner Clay security at home. alsoHe active with 4) CONNECT BEYOND 19) 6my THINGS ALL edge can help them make the right was agent there as well. got ay offers something Clients blown away by her ability dential Specialist, Luxury Home surrounding area, with aandfocus onareinlocal Hispanic comisaHe’s about much properties via social mediaso ads as w Lake started Keeping It Realty 2016.

He took Sheep which is community organiz REAL ESTATE TO her ATTRACT SUCCESSFUL .wanting As a full-time agent to deliver results.

One recentlyMonthly said, for mmunity homeless shelters ove cialist, andtothe Coldwell Austin Magazine.

She se purchase aBanker hunting IMiriam will on my home here $25,000 off th munities.

With team, Valencia Properties a coupleproperty, of years the to establish the business before serves as a cooling center, provides ad FUTURE CLIENTS NEGOTIATORS DO years, she has grown her business to “Nichelle was very helpful through the whole transPresident’s Council where she starting to add agents in 2018.

Zach leaned on his tion and hot meals to in n toserves advertise up-and-com (MVP Group), Miriam loves being ofmaterials assistance Miriam is those a real top you onofGroup where tofind put the food plots to will only use Milton for every dadvise shows no signs slowingto down. action.

She was by myin side through everything and she was quick Lis is also hoping to get more involv training skills from his days management and is part of a charity gold event being or ongst the top 7% in productivity The Coldwell Banker systemyear also af o to her community.

“I love being able to get my clients her goals on and Harris counties in Texas, much there to answer any and all of my questions.

We found itetail and how much it would cost to run it,” rest of my life.

He is an awesome gu decided to focus on hiring and mentoring new fund building repairs at Feed My Sh 14) SUCCESS– THESE 23) IS FINDING A 2021. tional andnear national advertising. perfect home fitthe my right needs.

I would recommend onsists of referrals from past clients, agents.

The growth of Humanity thetobrokerage has been phecoming year. keep thrilled to be able tothedetermine for in the future. the right resources and finding connections to going m 7 HABITS ARE THE REAL NICHE MARKET s.

If it’s a cattle ranch, he can what very on top of things going intoforthe rk with Nichelle appreciate the atten-nomenal. her to anystarting family 2018 and friends mine looking to buy After with 9.2ofmillion in TO SUCCESS help people who often get taken advantage of,” Miriam ple that RIGHT FOR YOU? sales and 12 agents, sales volume tripled Zach countsan hunting among his three hobbies rass itatway has, itsin carrying capacity, and every stress about anything on to hisknow end!” she offers. or sell.” how, ageSECRET 20, her parents paid for real estate gful people’s Tamaranearly consistently closes average of million closed in 2019, then doubledwith in he’s not working, what he loves most i says.

She is with experienced in assisting clients everyreal estate agent rthday gift. Upon graduating, she$25 worked for month, with volumes ranging from $500,000-$2 etween. the following two years from $52 million in 2020 time with his family and a circle of clo Throughout the year, Nichelle volunteers for nonsed on building the relationship,” she ess to reach asfrom many This year, Lis is on track to do arou thing DACA to ITIN and more. and it makes mebe Phone 310-734-1440 | Fax 310-734-1440 South Padre Island, until moving to Austin in property.

She shares that she loves the industry million last year. They’ve added satellite The isn’t family a townhouse in North P When Milton working, he’s stay profit organizations and local events, including the has p in touch with them even after clos-to $100 eneed worked in building management in leasing until offices in Austin, San Antonio and Dallas. where Keepingpeople It Realty hasall plans to ence.

I’m very th people and strives to educate on com mag@topagentmagazine.com | www.topagentmagazine.com parade.

She loves staying active outside, a contractor or anything else,wanting I inChristmas achieve their goals in sales volume, yet no matter how es to educate his clients, them to have community.

He’s part of thetime Texark fice.

They enjoy spending on the sitioning to the residential side.

She shares how property, “I’m a people person.”

With her develo No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Top Agent Magazine A large percentage of Miriam’s comes from good referral.” Nichelle will attend and enjoys going out onbusiness the water on the boat.

As a Zach serves an area of central Texas around the going to the beach.

Zach says the life h ormation so they can feel confident the Chamber ofabout Commerce ispossible published bysee Feature Publications GA, Inc. Although precautionsground, are takenFestival, toTamara ensure the accuracy of published materials, Top e, “Allowed me to the city’s development is also passionate the cons rties andshe other events, as her clients Certified Mentor with eXp Realty, she also trains new fe,” says. grows, she will always stay grounde repeat and referral clients, testament tobyHis the strongreal estate is beyond his wilde town of Temple whereexpressed heawas born and raised. through Agent Magazine cannot be held responsible for opinions or facts supplied its authors. hoices.

When it orcomes tohas selling properties, and Milton also has anthisactive tages.”

Tamara notes how she touched a cor- them ortant part ofToher life.

These strong agents, through theirNRA. first three transacof real estate, often learning the architecture subscribe change address, send inquiry toguiding mag@topagentmagazine.com. personal relationships and solid reputation in the One of the about best things about career relationships she builds.

“I always tell my clients that Published in the U.S. at the very beginning, with Nichelle tions.

But much of her time is spent making clients are the most mmunity Austintoasdemonstrate the city was upand over town built have earned him friends a repeat andwhere referral rate dom tohome be partimportant of everything day to th da of homes. his TV inskills a whenever listing’s best he posts tours, showcase they can call me they need anything, and happy, and she wouldn’t have it any other way o understand their needs during the close to 90%.

Zach believes that his clients appretwo daughters since being a dad is som s.

“I film ofthey Real Estate, going out onto and interviews city officials about 2 a lot Top Agent Magazine ciate his genuine nature andwork good they communication. always wanted. or her buyers, she focuses on finding representing residenHard has gotten me to where do!”

Miriam says.

“Whether need any extra Tamara isproduction passionateand about the betterment of her com “I would love to double my keep looking their budget constraints, ty andfor, discussing its qualities,” he says.

This During his free he enjoys goi information about anything or they want talk andtime,254-624-8296 To learn morejust about Zach,to call 254.624.8296 , ®

mailto:mag@topagentmagazine.com

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CONNECT BEYOND

REAL ESTATE

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

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

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

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

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Talk About Your Philanthropic Activities

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

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

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

Your Local Community

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

Use Your Creativity to Connect

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

Share Your Hobbies

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

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

Divulge Interesting Experiences

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

What and Who Inspires You

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

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

that will draw in a broad range of followers.

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

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JENNIFER HEDDLESTEN

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Top Agent Jennifer Heddlesten is one of the most successful REALTORS® in the country. She works as a solo agent with REMAX in the Texas gulf community of Rockport.

One thing about real estate – many aspiring agents find themselves filled with trepidation before getting involved in the business. And rightfully so. Many come to the profession from previous careers in which they were settled into the 9 a.m.-to-5 p.m. lifestyle and waking up to find a direct deposit in their bank account every two weeks. Real estate is different. Real estate means interrupting a weekend 8Copyright Top Agent Magazine

barbecue for a showing. Real estate means working on commission. Jennifer Heddlesten knows. And now she also knows the rewards.

“I always wanted to get my license but was scared to take the leap,” said Jennifer, now an agent with REMAX in the Texas gulf community of Rockport. “I was in print media most of my career. I had a childhood friend who was at Top Agent Magazine

the time very successful in real estate that kept encouraging me that it would be a great fit. He finally convinced me, and I never looked back.

I wish I had done it years before.”

That was eight years ago. Now Jennifer is one of the most successful REALTORS® Top Agent Magazine

in the country. A solo agent with hopes of starting her own team, Jennifer handled 59 transactions last year and was named to Real Trends’ influential America’s Best Real Estate Professionals list. Now in its 10th year, the list honors America’s finest real estate agents and teams from across the country. Almost Copyright Top Agent Magazine9

Jennifer specializes in the luxury home market, working with clients who want a second home or a resort-style property. “I just help people fulfill their dreams.

That’s the greatest feeling in the world.”

24,000 U.S. real estate sales associates from every state are featured. They are the top 1.49 percent of more than 1.6 million licensed REALTORS® nationwide.

“I was very surprised when I made that list and very excited,” said Jennifer, who does not need to pay to generate leads, not with a 90 percent referral rate. She says clients find her “honorable, educational, relatable and Copyright Top Agent Magazine 10

someone who handles the transaction for them from start to finish. One thing is, I answer my phone. That is the No. 1 thing. I get told this all the time by clients who say, ‘You know how many REALTORS® I’ve called who haven’t called me back or answered my calls?’ That’s unfortunate because communication is key.”

Jennifer specializes in the luxury home market, working with clients who want a second Top Agent Magazine

home or a resort-style property. She advertises in several magazines as well as online, choosing a platform that befits the property and noting that “it takes a little extra effort when trying to sell a million-dollar home. I just help people fulfill their dreams. That’s Top Agent Magazine

the greatest feeling in the world. People get so excited. whether it’s their first home or buying a luxury home on the water.”

Jennifer is also active in the community, serving as a director for the 100 Club, which Copyright Top Agent Magazine 11

supports local law enforcement agencies, as well as a county foundation that aids children in the Child Protective Services system with whatever is needed beyond what the state can cover, including food, medicine, clothing, and education. In her downtime, she loves to fish, garden and travel. Most of all, she has come to embrace real estate after initially being wary.

“Real estate is not a selfish business. You must be willing to put yourself out there and take on the stress of your clients and other professionals you work with, and work through problems and do your due diligence,” she said. “Don’t be selfish. You’re not going to be successful unless you’re dedicated to work seven days a week, any hour of the day.”

Contact Jennifer Heddlesten at 979-236-7619, email jenni.bythesea@gmail.com or read more about her at jenniferh2.remax.com https://

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Success– These 7 Habits Are the Real Secret to Success What is it that makes some people so successful and others not? Is there a secret recipe one can follow, as easy as baking a cake, which will give them the strength to achieve their ultimate goals and have it all?

The answer is that, in a manner, there is. The trick is in how you think about success and what it means for you. Many people define success as achieving their personal goals, but could this be leading them to look at the world a little too narrowly? The people that are truly successful in every aspect of 14

their lives don’t stop at simply achieving their personal goals. They succeed in many avenues of their life, including their job, relationships, health, and family just to name a few.

It turns out that ultra-successful people tend to have quite a number of things in common. One main skill many seem to possess is high emotional intelligence, or the ability to manage your emotions so that you can stay calm and focused even in high

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stress situations. Luckily, it seems not all of them are simply born with this ability, but have many strategies they use to help them achieve higher emotional intelligence. Here are seven strategies and habits that will help you achieve success in every area of your life.

1

BE COMPOSED The first thing successful people always seem to have under control is their composure. Successful people stay calm and composed when the going gets tough and fingers start pointing. They don’t panic. The secret? They understand that in life things are always changing. It doesn’t matter if something is bad at the moment because that will change soon enough. In this topsy turvy life all you can really do is adapt in order to stay happy and remain in control of how you react.

2

BE KNOWLEDGEABLE Have you ever noticed how successful people always seem to have such a wide range of knowledge and interests?

Successful people do know more because they are always working to grow and learn. They strive to constantly increase their self-awareness. If a spare moment exists, then they will fill it with some kind of self-education. They do this because they are passionate about learning new things and ways to improve their life.

Ignore the fear of being judged and ask questions, because that is the only way you can learn. Successful people don’t

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fear asking questions. They fear not asking those questions and growing stagnant.

3

BE DELIBERATE It is important to think and reason before you come to a decision. Successful people don’t rush. They seek out advice from other, they think of all the aspects, and sleep on their thoughts before finally making their decision. Your gut instinct can be misleading, and lead you to make a rash decision that you will come to regret later.

4

BE CERTAIN, AND SPEAK WITH CONVICTION Successful people speak with certainty.

Unless you communicate your ideas with conviction and certainty, then you will have a hard time getting people to listen to them.

5

BE POSITIVE Successful people use positive body language when they are talking to other people. Their tone is enthusiastic, they maintain eye contact, leaning in towards the person speaking to show interest.

Successful people use it to draw those other people in. How you say something can be just as if not more important that what you say to people. Positive body language can completely alter how your speech is perceived by others, and helps to keep attention on you and what you are saying.

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BE MEMORABLE BY LEAVING A STRONG FIRST IMPRESSION You only have once to make a first impression, and they are incredibly important, as they are closely ties to positive body language. You have around 7 seconds to convince a person to like you after you initially meet them. That is how long it takes them to decide when they meet you. After that a person is simply spending the rest of the conversation justifying that initial reaction they had. You can make sure you make a good first impression by having strong posture, a firm handshake, a warm smile, and open shoulders.

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BE FEARLESS Successful people know that to give in to fear is a choice. They don’t let the fear take over, instead focusing on the rush of euphoria that comes with conquering fears.

All of this adds up to having a high emotional intelligence. What helps you to succeed is the ability to control those whirlwind emotions so you can stay calm and focused on actually succeeding. These habits can help you gain a higher emotional intelligence, but as you probably already know, anything involving dealing with your emotions in a healthy manner takes serious work. So, don’t give up if you fail the first time. You must always try and try again.

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LIS ARIAS Having grown up surrounded by and eventually working for her family’s car dealership business, REALTOR® Lisbeth Arias always had a knack for sales. When it came time to buy her own home, she realized how enjoyable the process was and how much she loved looking at homes and the real estate process. With this in mind, Lis decided to switch from selling cars to selling homes three years ago.

Having already built up a very strong sphere of influence in her community with her car sales experience, she was quick to find success in her new field and thrilled to be able to contribute in such a meaningful way in people’s lives. “I want to use my business to reach as many people as I can and help them achieve their goals in both home ownership and in life,” she says.

Lis currently works on a team representing residential and commercial properties in the Dallas Fort Worth metroplex. With top-level concierge service from the inspection to the closing table, Lis provides clients with an experience that they can write home about. She’s bilingual, communicating in both English and Spanish and has a local’s perspective on every neighborhood she sells in. Around 95% of her clients come from referrals and repeat clients, many of whom Lis now considers to be friends. To show her appreciation to the people who work with her, she goes out her way to send holiday cards, sing happy birthday to clients, and send videos through text to show them houses.

is to give our clients the best possible outcome that we can bring them. We want to get top dollar for their property,” Lis says.

Lis is devoted to her community and tries to give back wherever she can.

She’s very active with her church and along with her team, she participates in events with the Rotary Club. They also support a local marathon and help with food and blanket drives for homeless shelters over the holidays.

Lis is also hoping to get more involved with Habitat for Humanity in the near future.

This year, Lis is on track to do around $14 million in sales volume, yet no matter how big her business grows, she will always stay grounded. “God, family, and friends are the most important things in my life.

Hard work has gotten me to where I am today and now I’m able to use what I’ve learned to make an impact. Seeing my clients faces at the closing table makes everything worth it.”

As far as formalized marketing strategies go, Lis and her team prepare every property before having high-quality photos taken. They do video walkthroughs of listings and use reverse prospecting to find leads. “Through marketing our listings, our goal Top Agent Magazine

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Contact Lis at 214-284-6717, email lis@lissyestates.com or visit lisbetharias.jpar.com www.

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MILTON DAILEY When it comes to luxury lodges, farms and ranches, one would be hard-pressed to find a more experienced agent than Milton Dailey. He lives the lifestyle as an avid hunter and outdoorsman, and even hosts a popular TV program called Man vs Elk. Milton decided to become an agent in 1999 after he started filming properties for his TV show. He started his own brokerage, and by 2008 he had over 20 employees in Colorado, before moving back to his hometown in Arkansas. Today, Home & Ranch Sales is based in Texarkana. Licensed in Arkansas and Colorado, Milton is an expert in all things real estate. But people often come to him for assistance with buying or selling ranches and farms, as his knowledge can help them make the right decisions.

“If you’re wanting to purchase a hunting property, I will be able to advise you on where to put the food plots to attract whitetail and how much it would cost to run it,” he explains. If it’s a cattle ranch, he can determine what type of grass it has, its carrying capacity, and every detail in between.

Milton loves to educate his clients, wanting them to have all the information possible so they can feel confident in their choices. When it comes to selling properties, he utilizes his TV skills to demonstrate a listing’s best features. “I film a lot of Real Estate, going out onto the property and discussing its qualities,” he says. This allows potential buyers to truly envision living there, giving them a better sense of the home and property before they visit. Milton takes the time to understand his buyers’ needs and determines a plan of action to accomplish those goals. Throughout each step, he’s patient and hands-on, only wanting what’s best for them. This approach leads to lasting relationships with those he

serves, as they appreciate his insights.

He even reaches out after the transaction is complete, sending them emails and giving them ideas about what to do with their property in the future. Milton will also let them know about any market updates.

Known for delivering exceptional service, Milton has established himself as a top producing agent. One recent client said, “A few years ago I was selling a home in Colorado at the time the market was great. I contacted Mr. Dailey, and boy he handled everything. He also got me $19,000 more than I was asking for my home. After we moved from Colorado, I moved to Texas, and he also was my agent there as well. He got me a reduced price on my home here for $25,000 off their asking price. I will only use Milton for every real estate deal for the rest of my life. He is an awesome guy to work with and very on top of things going into the deal so you don’t stress about anything on his end!”

When Milton isn’t working, he’s staying involved in the community. He’s part of the Texarkana Twice as Nice Festival, the Chamber of Commerce, Ducks Unlimited and NRA. Milton also has an active YouTube channel where he posts home tours, showcases small businesses, and interviews city officials about local happenings.

During his free time, he enjoys going out on his pontoon boat with his grandkids.

Milton Dailey is sole owner of Home & Ranch Sales and Trophy Media Group, LLC. He plans to hire dozens of agents and continue assisting people with their real estate goals. Milton is living his dream, and can’t wait to see his business grow.

For more information about Milton Dailey, please call 870-648-6070 or email miltondailey@gmail.com 18

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6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities.

Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize Top Agent Magazine

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

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have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations.

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4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage.

Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

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MIRIAM VALENCIA Guided by her commitment to her clients and her passion for making a difference, Miriam Valencia helps turn real estate dreams into reality. Miriam was inspired to get her real estate license while she was researching homebuying programs for DACA recipients and wanted to help make the process easier. “I realized that there are so many resources out there but there wasn’t really anybody advertising them,” Miriam recalls. “So I thought, ‘Let me be that person!’” Real estate gave Miriam the perfect opportunity to apply her experience as a high school teacher to educating her clients about the homebuying process.

Miriam primarily serves northeast Houston and surrounding area, with a focus on local Hispanic communities. With her team, the Miriam Valencia Properties Group (MVP Group), Miriam loves being of assistance to her community. “I love being able to get my clients the right resources and finding the right connections to help people who often get taken advantage of,” Miriam says. She is experienced in assisting clients with everything from DACA to ITIN and more.

A large percentage of Miriam’s business comes from repeat and referral clients, a testament to the strong relationships she builds. “I always tell my clients that they can call me whenever they need anything, and they do!” Miriam says. “Whether they need any extra information about anything or they just want to talk and say hi, I love getting to be personal with my clients. I hope they see me as a real person in their lives, not just their REALTOR® helping them buy a house.”

When it comes to marketing, Miriam promotes her listings heavily on social media to ensure optimum exposure. She works with a professional photographer and videographer to highlight a property’s unique appeal.

That’s in addition to open houses every weekend. It’s

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no wonder Miriam’s business is growing so strongly, with over $9 million in volume in 2021.

Miriam and her team give back to their community whenever possible. Miriam volunteers for numerous local causes, including a Christmas toy drive, the Houston Food Bank, and a fashion show for children and adults with disabilities.

As for what the future holds, Miriam looks forward to growing her team and mentoring agents. “I want to do a good job for my team members so that they will eventually become top producers,” Miriam says. “My goal is for them to have all the knowledge and resources to help our clients, and to understand that being a REALTOR® is about so much more than selling houses.”

Miriam is a top producer and plans to continue hitting her goals year after year. “I’m so thankful and want to keep going for my community,” she says. “I want people to know that I am working hard for them. Being a real estate agent has really opened my eyes to the world, and it makes me happy to feel that I am making a difference. I’m very thankful and happy to be where I am!”

Contact Miriam Valencia at 346.233.6958 email miriamvalenciarealtor@gmail.com or visit nextgen.realestate/agent/miriam-valencia www.

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NICHELLE RICHARDS For Nichelle Richards, finding her dream career path was as easy as knocking on her next door neighbor’s door. “When I graduated high school, I didn’t know what job I should pursue,” she explains. “My parents’ REALTOR® lived right by them, so one day I walked over and asked if I could shadow him while he worked.”

Afterwards, she knew instantly that real estate was what she was meant to do. A true people person, Nichelle loves that she gets to build lasting relationships with those she serves, and that every day offers something new and exciting. As a full-time agent for the past six years, she has grown her business to great heights, and shows no signs of slowing down.

Serving Galveston and Harris counties in Texas, much of her business consists of referrals from past clients, as those who work with Nichelle appreciate the attention and support she offers.

“I’m really focused on building the relationship,” she explains. “I keep in touch with them even after closing. So if they need a contractor or anything else, I can give them a good referral.” Nichelle will attend their birthday parties and other events, as her clients become an important part of her life. These strong connections start at the very beginning, with Nichelle taking the time to understand their needs during the initial meeting. For her buyers, she focuses on finding out what they’re looking for, their budget constraints, and their long-term goals. She’ll develop a plan to find a home that ticks all the boxes, in an area that suits their lifestyle. Nichelle takes all aspects into consideration, including the local schools if they have

children, and the quality of the property. When it’s time to submit an offer, she fights for her buyers, helping their offer stand out while also keeping price and terms top of mind. This same determination is seen with her sellers, as she goes above and beyond to help their property stand out. Each home receives professional photography, staging if needed, and a thorough online advertising campaign. She hosts open houses with a lender, so potential buyers can get pre-approved.

Clients are blown away by her ability to deliver results. One recently said, “Nichelle was very helpful through the whole transaction. She was by my side through everything and there to answer any and all of my questions. We found the perfect home to fit my needs. I would recommend her to any family and friends of mine looking to buy or sell.”

Throughout the year, Nichelle volunteers for nonprofit organizations and local events, including the Christmas parade. She loves staying active outside, and enjoys going out on the water on the boat. As a Certified Mentor with eXp Realty, she also trains new agents, guiding them through their first three transactions. But much of her time is spent making clients happy, and she wouldn’t have it any other way “I would love to double my production and keep growing to the point where I can have a team of agents underneath me,” she explains. “I just love assisting my clients, holding their hand through the process, and being part of every step.”

For more information about Nichelle Richards, please call 832-421-1427 or email nichelle@soldbynichelle.com

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Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach.

If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche.

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Despite the benefits of taking on a specialty, it’s still something that only a small percentage of Realtors® do, which means you have a great opportunity to get in on the ground floor in your area by being ahead of what is sure to be a looming real estate trend.

You want to claim your stake on the niche that best fits not only your passions, but something that fills a void in your market.

If this all sounds good to you, the next step is finding your niche! Here are a few things you need to consider:

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 23

In addition to creating a thriving business, finding a niche may even unlock a hidden passion. Does your area have a large historic home inventory? Are you passionate about helping first time home buyers realize their dreams?

Having a personal connection to what you specialize in is always a great way to start out. If you’re passionate about something, you’re almost guaranteed to have the work ethic it takes to have success in a niche market. Once you hone in on a niche, make sure the market data backs up your focus.

Another approach is changing with the market. If you’re truly an expert in a few areas of the business, it might be good to have sort of a revolving niche. In a down market you might specialize in short sales and foreclosures.

When things pick up, you may take your innovative approaches and start applying them to luxury homes.

Whether you take the consistent niche approach or the flexible one, it’s really all about figuring out what best suits you and your market.

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 24

are numerous demographics that truly need expert real estate advice. Be the one to fill it.

You can also focus on a particular neighborhood or gated community. Helping people navigate the ins and outs of a particular HOA can be a lifesaver.

Are you already serving a niche?

Of course, sometimes you may already have a niche and are unaware of it. Maybe you are already dealing with a lot of first-time homebuyers. Look over your sales records and see what might already be there, then make it official.

Figure out why you’re drawn to that area and then nail down the reasons you’ve excelled with that niche and use it to create a marketing plan and branding.

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you.

There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients.

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TAMARA MORITZ Tamara Moritz is a seasoned real estate agent with a special passion for helping her clients find “home.” She truly believes that a house symbolizes the center of comfort and happiness for a family and is dedicated to helping everyone create their version of this. With over four decades of experience in the real estate and development industry, Tamara is a full-service agent prepared to help anyone looking to buy, sell, or build their very own home. Tamara has been the recipient of many prestigious awards for her dedication to the industry including Certified Residential Specialist, Luxury Home Marketing Specialist, and the Coldwell Banker International President’s Council where she was ranked amongst the top 7% in productivity worldwide for 2021.

Tamara stays in close contact with past clients.

She hosts an annual customer appreciation get-together and holiday pie giveaway. She regularly sends out newsletters and updates and occasionally checks in with a phone call. She shares how people often reach out as a resource, even looking for a painter or plumber, “It’s all part of caring and wanting to be there to help people.”

For Tamara, photography is a key component of marketing listings. She always employs professional photographers. Tamara markets current properties via social media ads as well as in the Austin Monthly Magazine. She sends out area materials to advertise up-and-coming listings.

The Coldwell Banker system also offers international and national advertising.

Tamara shares how, at age 20, her parents paid for real estate school as a birthday gift. Upon graduating, she worked for developers in South Padre Island, until moving to Austin in 1985. Here, she worked in building management in leasing until eventually transitioning to the residential side. She shares how this experience, “Allowed me to see the city’s development from its early stages.” Tamara notes how she has touched a corner of every community in Austin as the city was built up over the last 40 years.

Tamara consistently closes an average of three listings each month, with volumes ranging from $500,000-$2,000,000 per property. She shares that she loves the industry because of the people and strives to educate people on all components of a property, “I’m a people person.” With her development background, Tamara is also passionate about the construction side of real estate, often learning about the architecture and structure of homes.

Having worked in the industry since her early twenties, Tamara “grew up in real estate,” and has a wealth of knowledge to offer her clientele. She currently works as a solo agent under Coldwell Banker. Tamara specializes in working with newer real estate agents, partnering alongside them to teach the business.

Tamara is passionate about the betterment of her community. She shares how she worked with her local elementary school to create a mentorship program through the Academy 4 program. This organization connects students to a positive influence in their lives and encourages them to make big plans for their future.

Tamara is also active in her church community, and volunteers at the local garden, Area Foodbank, and Habitat for Humanity.

45% of Tamara’s clientele is repeat and referral business.

Friends and family often refer Tamara due to their positive experience. Tamara says, “For me, it’s not about making money - it’s about education.” She continues, “I don’t care if you are a first-time homebuyer, or this is your 20th home.

I want to help you understand the intricacies of real estate.”

Tamara is dedicated to fully immersing herself in every transaction. She attends every meeting and oversees the entire process, all while educating her clients and mentees on current market happenings.

Outside of work, Tamara shares, “My husband and I love bay fishing.” They often spend time at Rockport, or the beach, just relaxing on the water. Tamara can often be found gardening and just being outside.

Tamara’s plan for the future is to “keep educating homebuyers.”

She shares how she intends to continue working with current clients as well as people who just moved to the area to help them find their dream homes.

To get in touch with Tamara, email Tamara.Moritz@CBUnited.com, call (512) 422-3706 or visit AustinAreaPropertiesForSale.com www.

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ZACH BACKOR He doesn’t remember it, but Zach Backor’s mother tells the story that, as a young boy, he wanted to be a Realtor® when he grew up. Zach did start out working in sales from his first jobs in restaurants and retail to becoming the youngest store manager at Circuit City. When he started dating his wife, however, Zach knew he wanted to pursue a career with more opportunity for growth as well as a flexible schedule for the future family life he envisioned. His wife encourage him to pursue real estate. He completed the license in 2014.

After getting his start with another real estate company, Zach and his business partner Clay Lake started Keeping It Realty in 2016. He took a couple of years to establish the business before starting to add agents in 2018. Zach leaned on his training skills from his days in management and decided to focus on hiring and mentoring new agents. The growth of the brokerage has been phenomenal. After starting 2018 with 9.2 million in sales and 12 agents, sales volume nearly tripled with $25 million closed in 2019, then doubled in the following two years from $52 million in 2020 to $100 million last year. They’ve added satellite offices in Austin, San Antonio and Dallas.

Zach serves an area of central Texas around the town of Temple where he was born and raised. His personal relationships and solid reputation in the town have earned him a repeat and referral rate close to 90%. Zach believes that his clients appreciate his genuine nature and good communication.

He makes sure to stay in touch through Facebook and handwritten notes celebrating life events and checking in to see how the property is working out.

He also uses the company’s active Facebook page along with their website and other online real estate sites to market new listings. The strength of their local network often results in finding a buyer during the pre-market stage.

Giving back and being active in the local community are very important to Zach. He volunteers with the Happy Bags initiative to provide bags of food to school children who experience food insecurity at home. He’s also active with Feed My Sheep which is a community organization that serves as a cooling center, provides adult education and serves hot meals to those in need. Zach is part of a charity gold event being organized to fund building repairs at Feed My Sheep in the coming year.

Zach counts hunting among his hobbies but, when he’s not working, what he loves most is spending time with his family and a circle of close friends.

The family has a townhouse in North Padre Island where Keeping It Realty has plans to add an office. They enjoy spending time on the coast and going to the beach. Zach says the life he has built through real estate is beyond his wildest dreams.

One of the best things about this career is the freedom to be part of everything day to day with his two daughters since being a dad is something he always wanted.

To learn more about Zach, call 254.624.8296 254-624-8296 , email zachary.backor@hotmail.com or visit his website: zacharybackor.keepingitrealtytx.com www.

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Laughs!

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