VIRGINIA 3-21-22

VIRGINIA EDITION

Playing the Real Estate Matchmaker

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TIPS TO MAKE NEW HIRES A LONG-LASTING SUCCESS

SUCCESSTHESE 7 HABITS ARE THE REAL SECRET TO SUCCESS

FEATURED AGENTS

BRE CAMPBELL JEFF & ALLISON HANCOCK TEIN HLWA

COVER STORY

KIM GEDDIS

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

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Playing the Real Estate Matchmaker –

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

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

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

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

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

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

Be Genuine, Not Superficial

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

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

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

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

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

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

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

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

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

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

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

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

Celebrate the Happy Union!

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

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

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

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KIM GEDDIS

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New Homes Specialist and Top Agent Kim Geddis of Napier Realtors ERA, serves Richmond, Virginia, and the surrounding areas, offering top-tier customer care and exceptional service. transition of selling their home, brings me a lot of pride. My positive client feedback means the world.”

Kim Geddis harbors a deep passion for serving her clients and helping them achieve their real estate dreams. She began her journey in the industry in 2005 in New Jersey after transitioning from a career as a hairdresser. “I was always interested in real estate,” Kim says. “I love meeting and helping people. Helping my clients with the biggest purchase of their lives, or with the 8Copyright Top Agent Magazine

Now a Realtor with Napier Realtors ERA, Kim has a thriving resale business. She is also a New Homes Specialist, working extensively with developers and builders as well as individual clients. She serves Richmond, Virginia, and the surrounding areas, offering top-tier customer care and exceptional service. To help her manage her thriving business, Kim has started to build a team, including an administrative assistant who is in the process of earning her real estate license.

With her dedication, skill, and high standards of professionalism, it is no surprise that Kim’s repeat client and referral rate sits at 80%, a testament to her personable and attentive approach. “When I moved to Top Agent Magazine

Richmond in 2009, I didn’t know anyone,” Kim says. “My goal was to create and build a business based on referrals and repeat clients, and that’s exactly what I’ve done. It is the highest form of praise when my clients refer me to family and friends or seek my Top Agent Magazine

services again. I try to treat every client like they’re my only client.”

Offering services that go above and beyond the average Realtor, Kim is exceptionally attentive and responsive. “I love what I do Copyright Top Agent Magazine9

“I love what I do because I love making a real estate transaction a smooth and happy process for people,” Kim says. “I try to eliminate as much stress as possible and take the guessing out of the process for people.” because I love making a real estate transaction a smooth and happy process for people,” Kim says. “I try to eliminate as much stress as possible and take the guessing out of the process for people.” Kim offers an array of services and surrounds herself with other toptier professionals, from contractors, attorneys, and lenders, to photographers and staging Copyright Top Agent Magazine 10

companies. “My aim is to be a resource for my clients for all of their real estate needs,” Kim says, “both before and after closing.”

Kim’s attentiveness extends to how she keeps in touch with past clients, sending out informational emails as well as a magazine six times a year. “I always want to provide Top Agent Magazine

my clients with useful information,” Kim says. To market her clients’ listings, Kim leverages her strong social media presence and her extensive professional network, providing every property with wide visibility, no matter the price point. Kim also Top Agent Magazine

implements geo-marketing to spread the word, taking advantage of every resource available to her through ERA. Kim’s innovative and comprehensive strategy has paid off: she averages between eleven to thirteen million in annual sales volume.

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Dedicated to her clients as well as her community, Kim is active in her church. She also participates in organized community drives through ERA. When Kim is not busy helping clients or giving back her time, she loves to spend time with her family, visiting their beach home in South Carolina. She is also an avid runner.

Proud of what she has built, Kim plans to continue with the practices that have helped her cultivate a thriving business. With an eye towards sustainable systems, Kim plans to grow her team in ways that will support her ability to do more of what she loves most, which is working face to face with her clients.

“It’s been such a fulfilling career,” Kim says.

“I look forward to many more great years.”

For more about Kim Geddis, call 804-972-3809 or 804-794-4531, email Kim.Geddis@NapierERA.com, or visit KimGeddis.com www.

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Gordon, Dodson, Gordon & Rowlett is proud to congratulate

KIM GEDDIS

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

GORDON, DODSON, GORDON & ROWLETT THOMAS L. GORDON, ESQUIRE (804) 748-8153 | gordondodson.com www.

10303 Memory Lane, Suite 101, Post Office Box 130, Chesterfield, Virginia 23832 Top Agent Magazine

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Success– These 7 Habits Are the Real Secret to Success What makes somesome people so sucWhat isisit itthatthat makes people so cessful andand others not? successful others not?Is Isthere thereaa secret secret recipe recipe one one can can follow, follow, as as easy easy as as baking baking aa cake, cake, which which will will give give them them the the strength strength to to achieve achieve their their ultimate ultimate goals goals and and have have ititall? all?

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

don’t stop stop at at simply simply achieving achieving their lives don’t their personal goals. goals. They They succeed succeedin inmany many job,job, reavenues of of their theirlife, life,including includingtheir their lationships, health, andand family just to name relationships, health, family just to a few.a few. name ultra-successful people tend It turns turnsout outthatthat ultra-successful people to have quite quite a number of things in comtend to have a number of things in mon. One One main main skill many possess common. skill seem many toseem to is high emotional intelligence, or the abilpossess is high emotional intelligence, or ity to manage your emotions so that you the ability to manage your emotions so can you staycan calm focused even even in high that stayand calm and focused in

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high 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.

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BE COMPOSED The first thing successful people always seem to have under control is their composure. Successful people stay calmand 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’tmatter 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.

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BE KNOWLEDGEABLE Have you ever noticed how successful people always seem to have such awide range of knowledge and interests? Successful people do know more because they are always working to grow and learn. They strive to constantly increasetheir 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.

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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 others, 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.

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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.

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BE POSITIVE Successful people use positive body language when they are talking to draw other people in. 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 BE MEMORABLE BY LEAVING A STRONG LEAVING A STRONG FIRST IMPRESSION FIRST IMPRESSION You only have once to make a first impresYou only haveare oneincredibly time to make a firstas sion, and they important, impression, and they importthey are closely tiesare to incredibly positive body lanant, as You theyhave are around closely 7tied to positive guage. seconds to conbody language.

7 seconds vince a person toYou likehave youaround after you initially to convince a person to like after them you meet them. That is how longyou it takes initially a person to decidemeet whenthem. they After meet that, you. After that simplyisspending the rest ofthe therest converaisperson simply spending of the sation justifying that initial reaction they conversation justifying that initial reaction had. You yousure make a good they had.can Youmake can sure make you make impression by having strong strong posafirst good first impression by having ture, a firm handshake, a warm smile,smile, and posture, a firm handshake, a warm openopen shoulders. and shoulders.

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BE FEARLESS BE FEARLESS Successful people know that to give in Successful peopleThey know that let giving to fear is a choice. don’t the into fear fear a choice.

They don’t let takeisover, instead focusing onthe thefeart rushake of over, instead, they focus on the rush of euphoria that comes with conquering fears. euphoria that comes with conquering fears.

All of this adds up to having a high emotionAll of this addsWhat up tohelps having emoal intelligence. you atohigh succeed is tional intelligence.What helps you toemosucthe ability to control those whirlwind ceed theyou ability control whirlwind tionsisso can to stay calmthose and focused on emotions so you can stay calm andcan focused actually succeeding.

These habits help on Theseintelligence, habits can youactually gain a succeeding. higher emotional help a higher emotional intellibut asyou yougain probably already know, anything gence, but dealing as you probably know, involving with youralready emotions in anything dealing with your a healthyinvolving manner takes serious work.emoSo, tions healthy takestime. serious don’t in givea up if you manner fail the first You work.

So, don’t up again. if you fail the first must always try give and try time.You must always try and try again.

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JEFF & ALLISON HANCOCK

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JEFF & ALLISON HANCOCK

Prior to their current status as leading Buyer’s Agents in Central Virginia, the husband and wife team of Jeff and Allison Hancock served in the corporate sphere, where they established strong foundations in negotiations, transaction management, and customer service. Eventually, Jeff decided to pursue his real estate license, taking the leap and leaving the corporate world. Sure enough, he fell in love with the industry while finding fast success in his hometown market. Later, Allison decided to pursue her own real estate license and join him. The rest is history.

Today, Jeff and Allison are Realtors with Belcher Real Estate, LLC., where they assist buyers throughout Fredericksburg and the surrounding areas. With the Belcher team having been ranked 11th among the nation’s top-producing small real estate teams in 2020, the Hancocks have cultivated a boutique workflow to meet the demands of even the toughest transaction.

When assisting their buyers, Jeff and Allison prefer a comprehensive approach. Leaning on their acute knowledge of the region, they carefully guide each client to the right home for their best interests, maintaining a strong penchant for integrity throughout the transaction. In fact, Jeff and Allison keep in touch long after the deals are done through regular calls, mailers, and pop-bys—all to ensure their clients are thriving in their new homes.

Moreover, Jeff and Allison are able to leverage their corporate background and elite business acumen to give each client an added advantage.

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From writing offers to connecting clients with their trusted network of lenders, they uphold a proven standard of service from start to finish.

“We strive for our clients to feel completely satisfied by the end of their purchase,” Jeff says.

“Because of that, we’re here for them from the negotiations to appraisals or the final walkthrough—wherever we’re needed to make the transaction run smoothly.”

Over the years, the Hancocks have earned a fantastic reputation throughout Central Virginia, as evidenced by their outstanding rate of repeat clients and referrals and countless five-star reviews. Having completed 104 transactions in 2020 alone, they are most satisfied by the ways in which real estate allows them to educate and empower buyers within their community.

As Jeff describes, “We really enjoy seeing a first time home buyer make that transition into being a homeowner. At the end of the day, there’s nothing more rewarding than knowing we helped them secure a solid financial future for themselves and their family.”

Outside their career, Jeff and Allison support numerous charities and nonprofit organizations spanning the region, contributing to local initiatives like the Fairy Godmother Project in Fredericksburg. When they aren’t with clients or giving back, they can be found spending quality time at home with their children.

Going forward, Jeff and Allison have exciting plans for the future of their business. As their volume maintains its steady growth, they intend on expanding their work with investment properties. But more than anything, they are excited for the new clients and opportunities that await in their hometown. “Allison and I genuinely care about our clients,” Jeff says. “We didn’t get into this business for a paycheck; rather, we got into this so that we could apply our customer service abilities to help people make sound decisions.”

Photos by Patti Buttram Brooks Photography, LLC Top Agent Magazine

For more about Jeff and Allison Hancock email Jeff@BelcherRealEstateVa.com, visit fxbgrealtors.com or call (540) 850-9821 www.

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Properties: The Good, The Bad, And The Ugly

by Denise Lones

I was shocked. There it was. An expensive property near a busy intersection that had stayed on the market for almost a year.

I asked one of my agents, “Why hasn’t this one sold?”

But none of these are reasons to put this property on the back shelf. In fact, there is a market for every market, no matter its location or condition. Too often, we make the mistake of shortchanging sellers who don’t have manicured lawns on cul-de-sacs with perfect houses. We prejudge our own listings to the detriment of the people we’re supposed to be serving.

He said, “Because it’s a dog. Look at it. Nobody wants those turrets that stick out like that. And besides, it’s at that intersection where there’s traffic all day long.”

I’ve been there. I’ve driven to properties hoping for a terraced I couldn’t believe what I was masterpiece with a stunning garden, hearing. This agent had “classified” and then felt that sick dropping this property in his own mind as feeling in the pit of my stomach something that wasn’t worth the when I finally saw it. trouble to market—pretending to service his customer while doing What do most agents do? They’re nothing. True, it wasn’t as beautiful polite, they take the listing, and they or pristine as surrounding neigh- get out of there fast. They rely too borhoods. True, it was in a not-so- much on their own opinion of the prime location. True, it could use property rather than pulling statistics to determine its true market value. some handyman work.

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OR they tell the seller, “This house isn’t going to sell unless you change the carpet, fix the paint, install new roofing, etc.”

Beware! This could lead into a legal nightmare. While on the surface this agent is giving generic advice, what if the seller does everything the agent suggests—and the house still doesn’t sell? That agent might want to call a good lawyer.

If a property needs work, that’s never a reason it won’t sell. There are investors, handypersons, contractors, and do-it-yourselfers who love these properties. Go to your local real estate investment club meeting and you’ll find people searching frantically for such properties. Advertise it as a “Handyman’s Special.” Target these people directly. You may be amazed how many of them are out there.

Here’s the truth: Every property— True, you may have to advise the good, bad, and ugly—will sell if seller they won’t get top-dollar if priced right. It is always about price. a lot of work needs to be done.

There is always someone in the But this is the true issue here—not market ready and willing to buy the work itself. It’s always about right now for the right price. price.

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Let’s talk ugly. A house is in pristine condition, but has a rather peculiar look. Well, I have news for you: Just because you think a house is ugly doesn’t mean there isn’t someone out there who will say, “This is the home I’ve been looking for all my life!”

cannot tell you how many times my jaw dropped when someone told me, “Perfect! We love it!” So, I’ve learned never to judge a house by its paint job, landscaping, or design.

You have a job to do: sell the house at top-market price. You are hired to be the market expert. Sellers don’t Did you know there are people out have the time to do so themselves. there who prefer ugly houses? Yes, That’s why you have a career. ugly houses! Some people don’t care about the outside of a property. It’s always the market that They’re only interested in the determines what sells. No matter the inside, where they know they will shape, size, or condition. And you be spending most of their time. are not in charge of the market, These are people who don’t buy to which as always is based on supply impress others, but rather to please and demand. Whatever is in demand themselves. Thank goodness for will sell, whether it’s a beachfront these people. Without them, we’d mansion or a shack in the woods. Be creative. Use your marketing to have to tear down half the planet! target people who truly want these I’ve seen houses that look like properties. But most importantly, something from a Stephen King price the property correctly for the novel sell overnight while another market. that could be on the cover of Home and Garden languishes on the market Know thy market and thou shalt for weeks. Why? Because somebody know what sells—good, bad, or ugly. wanted that house. Period.

You are not the world’s taste critic. Copyright©, Denise Lones.

You cannot tell what people want. I All rights reserved.

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BRE CAMPBELL Bre Campbell, a REALTOR® with Divine Fog Realty Co. near Lynchburg, Va., sees the beauty of being a real estate agent every time she has a client. Yes, the beauty – or, in her words, this whole idea of being a small part of a process that ends up making a significant impact and concludes with a storybook ending.

“I am just here for a month, two months, three months until you find a house and we close, but your life comes after that. You’re going to settle in, you’re going to have holidays there, you’re going bring home babies, have family gatherings and have friends over,” Bre said. “I just really like going through that journey with them. I get to hear beautiful stories and the excitement of people. I have never had a transaction that didn’t have some story that made me think, ‘Wow, people are so great, people are beautiful.’ And we as REALTORS® get to step into that for a little while.”

It’s an incredible feeling, and one she has enjoyed for four years now. After two part-time years in real estate, Bre went full time and had 34 transactions two years ago, 45 last year and is hoping for 60 in 2022. She got into the business after her second daughter was born and she was looking for something easy and flexible, albeit saying with a laugh now that “Real estate is not easy or flexible. But when I was doing my own house hunting with my mom, she said to me at one point, ‘You have a knack for this.’”

we at?’ or ‘What’s going on?’ I don’t sit on my hands and say, ‘Oh, you like this house? Great, let’s write up an offer!’ I like to be engaged.”

So far, Bre has been able to attain a 50 percent referral rate. She is constantly sending gifts and notes around big holidays to her clients and is quite active in her community. Bre is especially fond of her work with veterans, first responders and teachers and gives back a portion of her commissions as support. She is also involved in Warm Hugs, a foundation that helps create activities and events for foster children. And that’s in addition to taking the girls outside to play and hike, even in wintry weather – and, she sheepishly admitted, riding scooters with them inside her own house.

Going forward, she would like to get her brokers’ license, saying that “It just goes back to the whole furthering my education thing. I am working a lot more with investors, so my goal is to perfect that knowledge and break into (commercial real estate) in the next three years. I want to be the best I can be for my clients, and getting the education is the best way to focus on that. I genuinely care about my clients. Their best interest is literally in my heart.”

Bre is also the embodiment of ‘you learn something new every day.’ Not because she stumbles upon knowledge, but because she actively seeks it and enjoys the idea of the ongoing education of a real estate agent. And what she learns, her clients learn.

“I’m an agent that’s constantly learning so that I am able to take care of my clients the best possible way. I think communication and learning are probably my biggest assets,” she said. “I don’t let my clients ask, ‘Where are Top Agent Magazine

You can contact Bre Campbell on her office phone at 434-237-3777 or on her cell at 434-660-4349, email brecampbellrealtor@gmail.com or visit her website is .brecampbellrealtor.com http://

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5 Tips to Make New Hires

a Long-lasting Success Bringing a new employee into the mix is process commonly known as onboarding. The idea behind onboarding is to make the transition from new hire to team member as efficient and pain-free as possible. However, polling shows that some 31% of entry-level and intermediate level hires leave their new posts within just six months of starting. The question is: why?

The hiring and training process is time-intensive and doesn’t come cheap. This means that making 24

a good match for the long haul requires more than just assessments of skill and personality. To ensure a talented new hire sticks around and is truly positioned for success, the onboarding process must be executed with the same care applied during hiring. For a few ideas on how to make the most of the onboarding process, consider the tenets below as you guide your new hire toward long-lasting success within your company.

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1. Be honest about the scope of the role

2. Build in some perks

Let’s say you’re looking to add a new buyers agent or loan processor to your team. You write up the position’s responsibilities, but neglect to mention that you want the new hire to handle a host of administrative tasks, as well. Maybe it doesn’t seem important enough to outline in detail, as it’s the sort of thing the rest of your does. Miscommunications like these are a leading reason why new hires leave their roles.

If there isn’t clarity and transparency about a position’s true responsibilities, then new hires may become quickly disillusioned and seek out greener pastures.

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While stocking the breakroom with bagels every Friday may seem like a small gesture, it’s often those little morale-boosting moves that build loyalty and comradery among the team. Bike-to-work incentives, subsidized gym memberships, and benefits that match the needs of your employees—all are ways to demonstrate appreciation and investment in your team.

Likewise, the right candidate will return the favor and invest his or her energies into their new role.

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3. Get a sense of big-picture career plans

4. Keep the lines of communication open

Another reason new hires move on may have nothing to do with you or your office. In fact, many hires in entry-level or even intermediate roles have doubts about their long-term vision.

That’s why it’s important to be upfront from the beginning regarding a candidate’s five-year plan and ultimate dream job. Maintain realistic expectations when asking these questions, but use it as an opportunity to gage a candidate’s seriousness about the real estate or mortgage industry. Why this line of work over another?

Emphasizing industry longevity and career growth during the interview process can save you drama down the road.

Take a proactive approach in communicating with your new hire. Take time to check in regularly during the first six months of his or her addition. If you can, make time to train new hires yourself—if only for a part of the onboarding process. You’ll forge a deeper professional bond and create an avenue for further questions. All in all, make it clear that you’re personally invested in their presence and talents, and that you care what they have to say. That way, if any issues or doubts arise, you can stay on top of it and work out a solution, rather than lose a new employee.

5. Give new hires meaningful work to do It’s natural to keep the kid-gloves on with new hires, but don’t let that stop you from giving them a chance to shine. New team members will feel empowered and motivated if given meaningful projects to focus on. Don’t relegate their daily duties to busy work as they build experience.

Instead, task new teammates with something challenging, or that draws on a specific skill you hired them for. You’ll instill confidence, demonstrate your commitment to their growth, and with any luck—keep them around for the long haul.

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TEIN HLWA You may have trouble pronouncing his name at first, but once you’ve worked with Tein Hlwa you’ll never want to work with another Realtor again. “It’s pronounced ‘Tane,’ he laughs. “But what’s most important to me is that people remember our experience together as an amazing one!”

It didn’t exactly happen like that for Tein when he bought his first home, which is one of the reasons he got into the industry in the first place. “This is the biggest transaction most people will make in their lives,” says Tein. “It’s important for the Realtor to educate clients about what to expect up front, advise buyers on how to structure an offer or sellers on how to prepare their home for the market. I also keep clients informed throughout the process and get back to them quickly when they have questions. I work hard to give my clients the experience I didn’t get.”

A former Marine, Tein conducts his life and work with integrity, another quality that has helped earn him a strong repeat client and referral business after only 2 years in the industry. Today he serves clients in Virginia’s Hampton Roads region with eXp Realty, closing 78 transactions over the past year for a volume of over $20.9 million.

The real reward, though, is the relationships he builds with his clients. “I get a lot of joy helping first-time homebuyers realize their dream, or helping sellers move into their life’s next adventure.”

When it comes to marketing listings, Tein advises clients on cost-effective updates or repairs that will ensure they receive top dollar on their investment. He also shows them how to stage their home to best appeal to today’s buyers. Every property is photographed to capture its most unique and beautiful features. Tein uses those photos to market the listing on the MLS, his website, and social media platforms like Facebook, Instagram, YouTube, where the majority of buyers begin their search. He also hires a Search Engine Optimization company to ensure that

more traffic is drawn to his clients’ property ads.

For every deal he closes Tein donates a portion of his commission to a local charity.. In 2021 those donations added up to over $10,000 dollars, and he looks forward to increasing that number in the coming year. He also loves dogs so he’s rescued 2 dogs.. If he isn’t working or trying to give back to the community. Tein can often be found at the gym, or relaxing on the beach. He also loves hiking and traveling with his wife and dogs.

Tein stays in touch with his clients throughout the year, texting or calling to see if there’s anything he can help them with. He sends small gifts on holidays or special occasions to let them know he’s thinking about them, and hosts a client appreciation event every year to reconnect.

This year they will be happy to learn that he has formed The Digital Realtor Team and has begun the search for motivated agents who embrace his commitment to delivering exceptional customer service.

“I’m excited to share what I’ve learned with new agents to help them achieve their own business goals, and to make sure all of our clients feel cared for.”

Because for us it’s not just about just selling homes.

It’s about helping others achieve their goals.

Goals from: simply profiting as much as possible, moving closer to their family or friends, downsizing, upgrading to a bigger home, moving into an assisted living facility.

Unfortunate situations like an estate sale when there’s a death in the family, divorce sale. I’m sure there’s plenty more reasons I may be missing.

Whatever it may be. Just know we are here for you.

Whether it’s a home you’ve lived in for 2 years or 20+ years, we go above and beyond to provide you the excellent service you deserve.

Contact Tein at 757-349-1138 or email Tein@TheDigitalRealtors.com Top Agent Magazine

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