VIRGINIA 1-24-22

VIRGINIA EDITION

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TIPS TO GET NEW CLIENTS

5 WAYS to Transform Renters Into Owners

FEATURED AGENT

6 HABITS

TC COOKSLEY

of HIGHLY PRODUCTIVE AGENTS

3 WAYS

to Make Your Workspace Work For You COVER STORY

COURTNEY MILLER

VIRGINIA EDITION

T.C. COOKSLEY

T.C. Cooksley has the breadth of expe“I am honest, and I provide 7 20 rience, the market perspective, and the alized service,” T.C. says. “ passion for helping others to make her one win-win situations for peo of the Top Agents in her area. She began outside of the box. Even her journey in real estate in the 1980s when isn’t conventional, we make she worked in mortgage banking. From willing to negotiate and go t there, T.C. gained invaluable experience clients to help them across th with mortgage lending, closings, property management, and commercial real estate Organized and attentive, T development. She earned her Broker’s touch with her past clients lo license in North Carolina before making ing through cards, emails, and the move to Virginia, where sheMILLER is now an Associate “Some past clients become friends,” T. COURTNEY TC COOKSLEY Broker and Manager for Federa, a new real estate comwe’ll stay in touch through seeing each oth pany. “I made the move to Federa because they are very of our shared interests.” To market her technology driven,” T.C. says. “They have developed implements comprehensive campaigns great tools and programs to help ourCONTENTS clients. We have a and digital media. She also leverages h flat fee listing program for sellers, which has been savprofessional network to spread the word. H ing our clients a lot of money. I’m excited to be part of have led to remarkable success: T.C.’s p 4)a 5business TIPS that TOshares GETmy customer-oriented approach.”

16) 5 WAYS TO over three million every volume averages

NEW CLIENTS

TRANSFORM RENTERS Now the head of a team of dedicated professionals,INTO T.C. OWNERS What T.C. loves most about what she do manages a group includes contractors and morther clients. “I find a lot of fulfillment from 14) 3 WAYS TOthat MAKE gage lenders.

Serving Culpeper, Fredericksburg,21) and 6 HABITS clients,” T.C. YOUR WORKSPACE OFsays. “I love mentoring other Haymarket, questions. My priority is to do everyth WORK FORVirginia, YOU T.C. is hands-on with her clients HIGHLYingPRODUCTIVE and with her team, providing expert service andAGENTS menresponsibly, and with the clients’ best inte

torship. Committed to her professional excellence, T.C. has earned numerous designations over the course of Dedicated to her community, T.C. se her exceptional career. She is a Certified Distressed Treasurer for a women’s business group Property Expert, a Military Relocation Professional, a and volunteers for an organization of loca Master 310-734-1440 Certified Negotiations Expert, and a Graduate ness owners. She is also active in her chu Phone | Fax 310-734-1440 of the Realtor Institute, among many more. What drives community events. When T.C. is not busy mag@topagentmagazine.com | www.topagentmagazine.com T.C. is her desire to help her clients successfully naviclients or giving back her time, she loves No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine the real estate process,GA,whether they are purchasing spend time with her family. isgate published

by Feature Publications Inc. Although precautions are taken to ensure the accuracy of published materials, Top or selling a cannot home.be held responsible for opinions expressed or facts supplied by its authors.

Agent Magazine To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Looking to the future, T.C. has no plans to Published in the U.S. Almost all of T.C.’s business stems from referrals, a tesShe hopes to expand to other states as a B tament to the exceptional customer care she provides. build teams in new areas. “I want to do mo Many of her clients seek her out again, returning for teaching, and mentorship, while staying h Top Agent Magazine T.C.’s attentive, transparent, and individualized service. clients and agents,” T.C. says.

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5 Tips to Get New Clients

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If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

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

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

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Become a referral partner with industry peers

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Cold Call Expired and FSBO Listings

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

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

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

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

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

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

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

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3

Partner up with a Relocation Company

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Become a Builder’s Realtor® of choice

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

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

This can be a real score for any Realtor®.

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

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

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

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

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Create a Website that Offers Real Value to Potential Clients

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

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

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

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COURTNEY MILLER

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“I’m really down to Earth,” Top Agent Courtney Miller explains. “I’m not a suit and tie kind of agent.

I get personal with my clients and let them know I’ll do everything possible to achieve their goals.” agent. “My coworker and I realized it was a similar line of work to what we were doing, and a light bulb went off,” she says. Wanting no limits to her growth, Courtney decided to earn her real estate license. Today she’s in her fifth year as a full-time agent, and shows no signs of slowing down.

Courtney Miller’s passion for helping others has allowed her to become a top agent in the Hampton Roads region of Virginia.

She started off working in property management after graduating from Virginia State University with a bachelor’s degree in Hospitality Management. She soon realized the opportunities real estate presents when she was processing an application by an 8Copyright Top Agent Magazine

Much of Courtney’s business consists of repeats and referrals, as clients are blown away by her ability to meet their needs.

“I’m really down to Earth,” she explains.

“I’m not a suit and tie kind of agent. I get personal with my clients and let them know I’ll do everything possible to achieve their goals.” When she works with a first time home buyer, Courtney loves to share her experience in purchasing her first house.

“Many people are credit challenged, and I went through a similar situation when I was buying. So I tell them that it’s normal for Top Agent Magazine

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“Courtney is awesome! She is very professional and shows great knowledge of the real estate business. As a first time home buyer, I had many questions, and Courtney was great at helping me to understand everything every step of the way.”

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some people and I explain the process to the point where they can understand it easily.” This guidance is present in her work with sellers as well, with Courtney preparing them for each step and ensuring every question is answered. Utilizing the latest advertising methods, Courtney is able to sell properties for top dollar in the shortest amount of time possible.

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Past buyers and sellers love to tell their friends and family about their experiences with Courtney. One buyer recently said, “Courtney is awesome! She is very professional and shows great knowledge of the real estate business. As a first time home buyer, I had many questions, and Courtney was great at helping me to understand everything every step of the way.” A seller Top Agent Magazine

wrote, “Courtney is extremely professional, she explains everything clearly, if she was unable to give us answers right away she ALWAYS got back to us. She had great Top Agent Magazine

recommendations. She ensured we were in the loop about everything that was going on. Overall it was a very smooth process thanks to Courtney!”

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As a member of the Alpha Kappa Alpha sorority, Courtney frequently gives back to the community. “I also donate clothes to a nonprofit called Natasha House, which is an organization that supports abused women and children.” During her off hours, she’s spending time with family and friends or watching Netflix.

After spending a couple years on a team, Courtney is now a solo agent and hopes to create her own group. “I’ve always had that vision of starting my own team, because I have a talent for training people and I’m extremely patient,” she says. Ultimately, she wants to help as many people as possible achieve their real estate dreams. “I just love showing my clients that we can reach their goals, it is so exciting.”

For more about Courtney Miller, please call 757-871-9079 or email cmiller.varealty@gmail.com

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3 Ways to Make Your Workspace Work for You Productivity experts agree that a curated workspace positively impacts productivity and mood, but oftentimes we settle for bland desks and cubicles that lack personalized details or considerations for workflow. Why miss out on the opportunity to optimize your surroundings when it could brighten your day—and boost your performance? Keep in mind some of these tactics to make your workspace your own and reap the benefits along the way.

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DETERMINE YOUR WORKING STYLE AND DECORATE ACCORDINGLY For the creative set, a colorful and art-filled workspace can inspire fresh ideas and reduce stress. Likewise, casual yet aesthetically pleasing furniture, accessories, and décor set an inviting yet functional mood. A pop of color from an office tool—even something as basic as a stapler—can inject a sense of fun and modernism into your daily tasks. For the more analytical, right-brained worker, clean

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lines and zero clutter go a long way. A few well-chosen personal photos in tasteful, unassuming frames can provide a motivating connection to the world beyond the office, while accessories and supplies that are sleek, monochrome, and contemporary inspire a sense of calm efficiency.

BUILD A WORKSPACE WITH YOUR DAILY ROUTINE IN MIND If you find yourself spending hours on the phone per day, or assembling stacks of documents and brochures, or even coming and going from the office with frequency—there are simple adjustments you can make to your workspace that will save you time and energy. If you sit for long hours—responding to e-mails or making calls—try incorporating an ergonomic chair or keyboard wrist-pad to maximize comfort. If you spend a long time assembling presentation materials, then file organizers, trays, and easy-to-pull labels can shave valuable time off your efforts. Lastly, those who step out for frequent meetings can reduce the hassle of being on-the-go by making your space mindfully organized—a coatrack and a dish for your keys by the door, an auto-brew coffeemaker, or an easily edited whiteboard calendar can make jet-setting simpler.

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ADD EASY DETAILS THAT ENRICH YOUR WORKING EXPERIENCE While organization and décor can rally productivity and mood, there are also a few extra details you can introduce to your workspace to improve the quality of your working life.

Healthy, easy to grab-and-go snacks—think nuts, homemade trail mix, and fresh fruit— can keep your energy up without the sugar crush or guilt. If there’s a window nearby, a hard-to-kill plant like a philodendron or a fern not only cleanse the air around you, but also provide a welcome connection to the natural world. Being prepared in a pinch is another great way to make your workspace work for you: a spare tie, a tube of lip balm, hand sanitizer, or a box of Band-Aids can save you a trip to the store when an unexpected need arises.

While we take great pains to make our homes our sanctuaries—complete with the decorations, furniture, and food we favor—we often overlook our work areas, even though we spend a sizable portion of our week sitting at the same desk. Challenge yourself to add a few of these personalizing, productivity-boosting details to your work area and bring the comfort of home to your working life.

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5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 16

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

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Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

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Collaborate with mortgage professionals to find the right financing opportunities

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Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

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pay monthly in a mortgage—while building a lasting asset.

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Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

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Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

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Laughs!

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T.C. COOKSLEY T.C. Cooksley has the breadth of experience, the market perspective, and the passion for helping others to make her one of the Top Agents in her area. She began her journey in real estate in the 1980s when she worked in mortgage banking. From there, T.C. gained invaluable experience with mortgage lending, closings, property management, and commercial real estate development. She earned her Broker’s license in North Carolina before making the move to Virginia, where she is now an Associate Broker and Manager for Federa, a new real estate company. “I made the move to Federa because they are very technology driven,” T.C. says. “They have developed great tools and programs to help our clients. We have a flat fee listing program for sellers, which has been saving our clients a lot of money. I’m excited to be part of a business that shares my customer-oriented approach.”

Now the head of a team of dedicated professionals, T.C. manages a group that includes contractors and mortgage lenders. Serving Culpeper, Fredericksburg, and Haymarket, Virginia, T.C. is hands-on with her clients and with her team, providing expert service and mentorship. Committed to her professional excellence, T.C. has earned numerous designations over the course of her exceptional career. She is a Certified Distressed Property Expert, a Military Relocation Professional, a Master Certified Negotiations Expert, and a Graduate of the Realtor Institute, among many more. What drives T.C. is her desire to help her clients successfully navigate the real estate process, whether they are purchasing or selling a home.

Almost all of T.C.’s business stems from referrals, a testament to the exceptional customer care she provides.

Many of her clients seek her out again, returning for T.C.’s attentive, transparent, and individualized service.

“I am honest, and I provide very personalized service,” T.C. says. “I try to make win-win situations for people. I think outside of the box. Even when a deal isn’t conventional, we make it work. I’m willing to negotiate and go to bat for my clients to help them across the finish line.”

Organized and attentive, T.C. stays in touch with her past clients long after closing through cards, emails, and phone calls.

“Some past clients become friends,” T.C. says, “so we’ll stay in touch through seeing each other or because of our shared interests.” To market her listings, T.C. implements comprehensive campaigns across social and digital media. She also leverages her extensive professional network to spread the word. Her strategies have led to remarkable success: T.C.’s personal sales volume averages over three million every year.

What T.C. loves most about what she does is helping her clients. “I find a lot of fulfillment from serving my clients,” T.C. says. “I love mentoring others and answering questions. My priority is to do everything ethically, responsibly, and with the clients’ best interest at heart.”

Dedicated to her community, T.C. serves as the Treasurer for a women’s business group in Culpeper and volunteers for an organization of local small business owners. She is also active in her church and their community events. When T.C. is not busy helping her clients or giving back her time, she loves to travel and spend time with her family.

Looking to the future, T.C. has no plans to slow down.

She hopes to expand to other states as a Broker and to build teams in new areas. “I want to do more managing, teaching, and mentorship, while staying hands-on with clients and agents,” T.C. says.

To find out more about T.C. Cooksley, please call 540-455-1086, email realtorTCcooksley@gmail.com, or visit culpepercountyhomepros.com http://

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6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things Top Agent Magazine

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day.

Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as 21

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it.

As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list.

You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second.

We all do it!

Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do 22

4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful.

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innovaTop Agent Magazine

tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news?

Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out Top Agent Magazine

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business.

Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about.

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