Realtors | 2024

REALTORS ®

Since the pandemic, the real estate market has been … complicated. Boom times and soaring prices. Supply chain disruptions and declining supply. Inflation. Interest rate changes. A lot of uncertainty at every level. This complexity has left a challenging environment for both buyers and sellers to navigate. That’s why working with a trusted REALTOR® is so critical. We’re honored to introduce readers to a few of the best in the business.

PICTURED FROM FROM LEFT TO RIGHT: TERESA FRANCO, BRETT SPALDING, LEONA GRUBBS, RYAN WHITE, CINDI BULLA, ANA HARRISON AND BRANDON DILLER ABOVE: SHAWN WALSH

Cindi Bulla Broker/ REALTOR®, GRI Realty Central Services

What skills are necessary to succeed as a REALTOR®? The most fundamental skill set cannot be taught. Our agents are passionate, engaged members of their communities and exceptional communicators who began earning trust among potential clients years before they began selling real estate. Those community bonds are then paired with principles of real estate brokerage to make the cost of our services a great investment. Unlike many professional services, REALTORS® must be a resource beyond our licensed authorities. We are not attorneys, but guide our clients on questions to ask theirs. The same applies to insurance, taxes, surveys, title, inspections and more. Our services are generally billable only when a transaction closes, but before and after every transaction, we work on relationships and hone our skills through constant education.

How does your team maintain its expertise? We adhere to rigorous continuing education standards, but each RCS agent also has what many consumers think of as “alphabet soup” at the end or our names. Those letters are specialized credentials signifying additional education and expertise. Most of our agents are C2EX certified, signifying peer-to-peer excellence. We also hold certifications in buyer agency, negotiating, pricing, military, senior and graduate REALTOR® Institute credentials.

How do you motivate your team and maintain a positive culture? A positive culture starts with positive people. When I started RCS, I intentionally focused on a small business model so I could hand-pick agents who shared my vision to be more than just transaction managers. As we have navigated the recent years of social and economic turmoil, we doubled down on support for one another and our communities. If you practice the Golden Rule and put others first, you will not only be happier, you will also be more prosperous.

How has your team’s marketing strategy changed post-pandemic? When the pandemic hit, we were in a good place technologically. We had already begun to embrace platforms like Zoom and remote notary services, which helped us to get right back to work. I was serving as the chair of Texas REALTORS® in 2020, so I was able to share best practices and our Governor’s plans for a safe return to work in real time with colleagues—not just at my office, but throughout the state.

What challenges has your team overcome this past year? The slowing markets of early 2023 brought both real and perceived challenges—all of which were real to our customers. We began to shorten our market analyses to one- and three-month windows to ensure we were on top of a softening market. This helped us guide our clients on offers and list prices even before we were all feeling the change. After interest rates doubled, we didn’t want to make it worse by suggesting that the economy and employment numbers had fallen off a cliff—because they had not. As we navigate back to a more historical, normal market for our area, that public trust in our approach is still vital.

What advice do you often share with local buyers? How about sellers? You have choices! Every real estate professional has a different business model, skill set and price. Interview us and make us earn your business. For buyers, that sign in the yard signifies that an agent represents the seller, not the buyer. You can use the agent whose name is on that sign but you don’t have to.

What changes do you foresee in the real estate market in 2024? Our clients will continue to become more sophisticated in their knowledge of real estate and their options as consumers. They will demand more from the professionals they hire. Technology will continue to evolve, with artificial intelligence providing both opportunities and threats. We will avail ourselves of those opportunities and work to protect ourselves and our clients from those threats.

4804 LEXINGTON SQUARE

806.322.4663

REALTYCENTRALAMARILLO.COM

Leslie Cunningham, Associate Broker Keller Williams Realty

Ihave an education background in banking and finance, and hardware and software sales, but in 2006, began realizing the importance of a sense of home for families and communities. I built homes for a few years, but found more fulfillment in representing buyers and sellers. I obtained my agent’s license in 2015 and my broker’s license in 2020.

Listening to and hearing your client is the most significant skill for a REALTOR®. We are entrusted with someone’s savings, where their children will go to school, and where memories will be made. Each client’s motivations are unique, and there are a lot of emotions in home buying and selling. My job is to bring calmness to this experience while acting as my client’s fiduciary.

I prioritize education. Our market center at Keller Williams offers professionally led educational opportunities on contracts and marketing trends. While driving, I listen to podcasts including Think Like a CEO by Gary Keller and Mel Robbins and Hey Amarillo

I joined Keller Williams—the largest global residential real estate company—to keep my business on track with the rapid growth of my business. Also, I’ve hired transaction coordination staff to provide my clients with better support. Referrals primarily drive my business, so I work hard to cultivate relationships.

The past year has brought significant challenges. In 2019, the median-priced home in Amarillo was $180,000 with a mortgage rate of 3.94 percent. This year, the median-priced Amarillo home has increased to $246,000, with a mortgage rate of 6.60 percent. This makes it difficult for families to take advantage of the equity in their homes, particularly when 80 percent of homeowners currently have a mortgage rate of 5 percent or less. They are hesitant to move up the property ladder.

Both buyers and sellers need a strong team, starting with an experienced agent who can guide them through the process. Buyers need to be pre-approved, preferably with a local lender. Sellers need to understand their motivation to sell, set timelines, be patient and price their home correctly. They also need to be realistic: Homes are now staying on the market at an average of 140 days. I expect a gradual decrease in mortgage interest rates this year, hopefully below 6 percent. Prices may soften, but won’t drop significantly due to limited inventory.

Staying informed is crucial. I send out daily/weekly market updates to buyers and sellers beforehand, so they know the pulse of a neighborhood before entering the market. I always suggest that buyers understand their finances and be flexible. For sellers, make repairs, and clean, clean, clean the property before listing.

Charli Rae Gause, REALTOR®, GRI, SRES Lyons Realty

What brought you to a career in real estate? Growing up, my commercial loan officer parents made seven-figure agriculture loans. I remember looking at maps and spending time riding around large farms with appraisers. I learned so much about lending! In college, I earned a graphic design degree, but have always been fascinated with architecture. My career began with design and marketing, and when the timing was right, I jumped into real estate.

What skills are necessary to succeed as a REALTOR®? Strong interpersonal skills are essential for understanding client needs and building trust. Adaptability and problem-solving skills are valuable for navigating the dynamic nature of real estate and overcoming challenges that may arise during transactions. You also need a solid understanding of market trends, property valuation and legal regulations to help clients make the best decision.

How do you maintain your expertise? In this industry, it’s vital to learn and adapt. Laws, contracts and the market are always changing. I take more continuing education credits than the state requires. It’s also important to surround yourself with a network of experts in different areas of the industry.

What challenges have you overcome this past year? After three years of a fast-paced market, last year’s shift back to the 2019 pace was notable. I saw it as an opportunity to prioritize tasks I hadn’t previously been able to address and take time to prepare for the challenges and opportunities of 2024.

What advice do you often share with local buyers? Stay patient and be adaptive. The “perfect” house doesn’t exist, but the best fit for you is out there. Look at how you and your family will be able to live and function in it. Viewing your home as a long-term investment helps you recognize its potential through a different lens.

How about sellers? Be realistic and price accordingly. We often see sellers overvaluing their home, but savvy buyers won’t look at it if it’s overpriced. Then, over time, frequent price reductions make buyers wonder what’s wrong with the property—even though it’s fine. Sellers who overprice net less at closing and stay on the market longer than if they would have priced at market value.

What changes do you foresee to the real estate market in 2024? Interest rates going up in 2023 helped slow the market down, but we are still dealing with a housing shortage. Homeowners who bought at lower interest rates are hesitant to list right now, which means fewer homes on the market. I expect slow, steady interest rate cuts, which are great for buyers and the market. The flip side is that, with a smaller inventory and higher demand, I wouldn’t be surprised if prices come up. Our housing market is strong and will continue to be strong.

Tia Van Ryn Legends Realty Group Regal Realtors

What brought you to a career in real estate? I began my career in 2012 in property management with JRK Property Holdings as their National Leasing Director, traveling around the country training leasing agents. But I wanted something where I could be home more with my husband and start a family. I got my license in 2016 and it has been the greatest decision I ever made! I have a passion for helping families find their forever home.

What skills are necessary to succeed as a REALTOR®? Communication is one of the utmost factors in being a REALTOR®. It is very important when choosing your REALTOR® to make sure they have extensive knowledge of the current market conditions and are able to understand your ultimate end goal. Knowing the city and its neighborhoods is crucial when helping clients understand where they want to buy or sell.

How do you maintain your expertise? As a REALTOR® we are required to do continuing education every two years. I also keep my brokers’ responsibility hours up to date to make sure I am aware of any changes with the Texas Real Estate Commission and to keep my team compliant. I have local mortgage lenders, title companies, insurance agents and home inspectors give trainings at our Monday meetings for my team and me.

How has your marketing strategy changed post-pandemic? Since the pandemic, many things have become virtual, which is great in a competitive market. I offer video tours, extensive photos, virtual walkthroughs and more for clients who are unable to attend an in-person showing or open house.

What challenges have you overcome this past year? This past year the market shifted quite a bit where we saw listings sit longer than we were anticipating. My team and I got creative and started hosting “MEGA” open houses during the week for anyone who couldn’t attend on weekends. I also tried unique advertising, such as billboards, commercials and wearing bright pink to make our listings and my team stand out.

What advice do you often share with local buyers? How about sellers? I ask buyers and sellers what their ultimate real estate goals are and try to set realistic expectations from there. I encourage buyers to get a pre-qualification letter before looking at any homes, narrow down their needs, and trust that with patience and my guidance the perfect house will come along as we search. My advice to sellers is that no house will sit on the market too long if it’s priced correctly. I run free comparative market analyses for each seller, showing them how to list their home for top dollar and give them a detailed net sheet of how much their proceeds will be at a certain list price—ensuring we are all on the same page.

What changes do you foresee in the real estate market in 2024? With interest rates decreasing and inventory picking up, I suspect we will see more buyers and possibly more multiple offers happening again. I don’t think we will see home prices dropping anytime soon. I believe the amount of homes being built and coming up for sale will continue to increase due to home prices going up significantly.

806.206.0078

Frances Frost

Rev Realty Group of Fathom Realty LLC

What brought you to a career in real estate? I have always loved looking at houses and architecture. After many Sundays at open houses and dreaming of being a real estate agent, I finally took the leap, took classes and passed the real estate exam on the first try. Thus began my career in real estate!

What skills are necessary to succeed as a REALTOR®? You have to be a self-starter. Being a REALTOR® means you are your own boss. Nobody is going to tell you what to do or when to work—you must have enough discipline to motivate yourself.

How do you maintain your expertise? I take the required continuing education courses to maintain my license, and also other courses for specific real estate designations. I read monthly periodicals and articles that keep me abreast of changes in the real estate industry, and attend classes both in-person and online. Staying a top-producing agent ensures that I’m getting continuous experience and maintaining negotiation skills, contract writing and more.

How has your marketing strategy changed post-pandemic? The pandemic changed the way we do business. I have become more visible online, both in marketing myself and the homes I sell. So much of being a real estate agent is being recognizable. I LOVE when somebody sees me and instantly knows who I am, either because they saw an ad, billboard, article I wrote, or even my wrapped car.

What challenges have you overcome this past year? In 2023, the real estate industry as a whole saw a decrease in sales. Trying to stay relevant and active was top of mind. Because I am very motivated, I was able to stay a top producer and sold 47 homes for a total of almost $9 million in sales.

What advice do you often share with local buyers? How about sellers?

My best advice for local buyers is to know what your “deal breakers” are. I want to find my clients the house they really want at the best price. Also, get an inspection! It might not catch everything, but it’s a good way to know exactly what repairs to negotiate or what needs to be taken care of immediately. For sellers, it’s important to realize that buyers aren’t overpaying for houses anymore. Those days are gone—for now, anyway. Sellers need to be realistic about buyers’ expectations. Make any noticeable repairs before putting a house on the market. First impressions are everything, so make sure it’s a good one!

What changes do you foresee in the real estate market in 2024?

I believe we’re about to see real estate sales increase, not only in residential, but also commercial properties. Interest rates are coming down, which will help buyers afford more for their money. With Amarillo’s industry growth, we’re going to see people moving in and new construction continuing. It’s going to be a great year to buy real estate, and I’m here to help anybody that is ready to buy or sell!