March 2017 Southern by Featured Agent

March 2017

Top 10 Questions to ask your agent

Get the look — Avoid (or fix) these common decorating mistakes

Materials and content included in Featured Agent Magazine and on featuredagentmagazine.com are subject to copyright and may not be copied or reproduced in any part without prior written consent. Featured Agent Magazine is published by Times 3 Publishing Group, LLC. Publisher shall not be liable for any inaccuracy, error, or omission and makes no representations or warranties of any kind, express or implied, as to the information, content, or materials included.

q featured cover agent

Krissy Mireles

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Kourtni Cox

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6Luanne Marshall

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David M. Hooper

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Jessica Garza

19 Visit www.featuredagentmagazine.com to find out how to recommend a professional to be featured, advertise or subscribe. Copyright Featured Agent Magazine

Play it safe — Security tips

for real estate professionals

It might not be something you think about often, but keeping yourself safe, both in person and online, should be a priority for every real estate professional. It’s important to consider not only your physical safety, but also the security of the sensitive information you work with every day. Here are several safety precautions you can take to protect yourself in the real and virtual worlds.

Physical Safety

Chances are, you will go your whole career without encountering someone who wishes to do you harm. But working in a business where you’re consistently meeting new people, it just makes good sense to watch out for your personal safety. These tips will help: Stay Alert & Aware — We all have a tendency to stay glued to our screens, but doing so in public can 4

compromise your safety. When you enter any new surroundings, take a break from scrolling to do a quick mental inventory of who you see, what they’re doing, the general layout of the room and where the exits are. Taking a few moments to familiarize yourself with your surroundings can help you make decisions more quickly if needed.

Share Your Whereabouts — When you leave the office, make sure at least one colleague knows where you’re going, who you’re meeting and what time you expect to be back. Send a quick text to let them know when you arrive safely, and again when your meeting is over. Also keep your electronic calendar up-to-date and easy to view so colleagues know where and when to expect you.

Ask for I.D. — Ideally, meet with new clients for the first time in the office. While they’re there, make

a copy of their driver’s license or another photo I.D. to have on file. If they’re hesitant to share it with you, that could be a red flag.

Avoid Oversharing — All good relationships evolve over time. The first meeting with a new prospect isn’t the time to divulge highly personal details or logistical specifics, such as your home address. There will be plenty of time to learn more about each other as the rapport develops.

Lead from Behind — When showing homes, let your clients go ahead of you while you guide and direct them from behind. It helps you keep track of where they are in the home at all times and minimizes the possibility of being caught off guard by someone coming up behind you.

Be Prepared — Take a self-defense or martial arts class. Carry a personal alarm and pepper spray. Do whatever you have to do to make sure you feel safe and confident when going about your job. And if you ever feel like your personal safety is threatened, get out of the situation immediately. If it’s a false alarm, a little embarrassment is the smallest price to pay.

Cyber Security

If it seems you hear about a new cyber scam, hack or security breach every day, it’s because there’s no end to the ways criminals have learned to exploit our reliance on technology. Unfortunately, it’s not possible to ensure the absolute safety and security of online information. These tips, however, will help you be more aware and spot potential issues before they become a problem.

Be Picky with Passwords — The days of using ‘password 123’ for all accounts on every platform is long gone. Experts agree that the more complex the password is, the better. Many platforms now require more intricate passwords, but even if it’s not required, choose passwords that include a combination of upper- and lower-case letters, numbers and symbols, preferably in random, meaningless order.

Get Wise to Phishing Scams — Phishing scams go all the way back to the days of the Nigerian prince promising to fork over his inheritance in exCopyright Featured Agent Magazine

Safety Quick Tips • Keep your phone charged at all times • Travel light; carry only what you need • Never text or take notes while driving • Avoid showing houses after dark when possible • Establish a panic phrase to use with colleagues on the phone or via text

change for a small fee. And now that they’ve gotten much more clever, even the savviest online users have fallen for them. Just remember to never respond to an unsolicited email asking for personal details such as SSN, bank account information or credit card numbers. Even if an email appears legitimate, it’s worth the extra time it takes to pick up the phone and verify who is requesting the information and why they need it.

Don’t Fall for Adware — Adware and malware scams trick you into doing the dirty work for the bad guys. An ominous-looking pop-up ad claiming your computer’s security has been compromised will appear, instructing you to download software that will fix the problem. If you proceed with the download, you will be installing malware on your computer that could do anything from tracking your keystrokes to wiping out your hard drive. In some cases, these ads will lock up your computer and literally hold it for ransom until you call a number and provide bank account information for thieves to drain your account. If one of these ads appears, close out of it immediately (without clicking on anything) and restart your computer. If you have reason to believe your computer has been compromised in any way, seek the assistance of an IT professional.

Rather than thinking about personal and online safety as separate and distinct issues, incorporate these practical tips into your daily routine and they will soon become second nature. Your clients, colleagues and everyone who cares about will be happy you did.

featuredagent Kourtni Cox magazine

in a home that she was preparing to flip. She sold it for a nice profit after graduation, and knew she was on to something. Kourtni then moved into the mortgage industry, and followed that by owning a general contracting company. “We did home remodels, roofing & siding and guided clients who were flipping houses,” she recalls. “I seemed to be dancing around real estate in every way.” Then she got an incredible offer to run the real estate division of a property management company in Gulf Shores and as the saying goes, the rest is history.

Now an agent with Relax on the Beach, Kourtni works mainly with investors looking to purchase properties in Gulf Shores, Fort Morgan and Orange Beach. She uses her wide range of previous experience to help give her clients the complete perspective on their transactions. “I know the mortgage process and can help prepare them for everything that’s going to entail. And with my construction background I can help them go through houses extensively and know what possible issues to look for,” Kourtni explains. “That’s especially important in a beach setting, where there are certain things you want to be careful of, such as rust from the salt air.” She also uses her experience flipping houses to inspire clients who are looking to do the same. “I can give them how-to ideas and I know what features are really appealing to homeowners.”

Imagine having the opportunity to work in your

dream career, and doing it in a place others go out of their way to visit as a vacation destination. For Gulf Shores real estate agent Kourtni Cox there’s no need to imagine such a scenario. She gets to live it every day!

Kourtni’s interest in real estate started early. While attending college at Ball State University, she lived 6

Since a majority of Kourtni’s clients are investors looking for vacation rental properties, her partnership with the property management side of the business is proving incredibly valuable. “Having that partnership allows me to produce rental numbers and get the right ROI, which is very appealing to clients,” she explains. “I also make it my mission to go above and beyond. I don’t just sell a house and walk away, I continue to work with clients if they need my help.” With many of her clients located out of town — and some who never actually see the properties in person

“This career is the perfect combination of everything I’ve done. I love learning what my clients’ life goals are; helping them become reality is very exciting.” before purchasing — that additional commitment adds value to those relationships. “For example, if someone bought a lot and is looking to do new construction, I will take them through the permitting process, represent them in meetings, and help them handle their business if they can’t be here.” For that to happen, Kourtni has to establish a high level of trust, and it’s something she never takes for granted. “I truly value the trust and respect my clients give me. I do my best to treat them as if I’m working with my parents or even my grandparents.”

In her first full year as an agent, Kourtni closed a little more than $3.5 million in transactions and is on track to more than double that this year. She is working with Relax on the Beach to create a team of REALTORS® and they recently launched a new website with an excellent real estate section. All in all, her future in the business is looking bright. “This career is the perfect combination of everything I’ve done,” she says. “I love learning what my clients’ life goals are; helping them become reality is very exciting.”

Kourtni Cox Relax on the Beach | Gulf Shores, AL 251.716.0941 | kourtni@relaxonthebeach.com www.relaxonthebeach.com Copyright Featured Agent Magazine

Weighing your options —

The pros and cons of trying to time the market

In many circles, when conversations about buying and selling homes arise, the concept of “timing the market” invariably emerges. Some people will swear by the practice, citing example after example of instances where buying low and selling high has worked for them, or for people they know. Others will say that timing the market is not only impossible, but that the best time to buy or sell is when you’re ready to buy or sell. Period.

So, what is fact and what is fiction? Can the market be accurately timed, so as to mitigate spending and maximize profit? Or are those who seem to have an uncanny knack for buying when homes are at their lowest price, and selling them at the highest points, just incredibly lucky? Unfortunately, despite entire books being devoted to the practice of learning how to time the market, it’s most certainly not an exact science. But like most things in life, there are definite 8

pros and cons to trying to time the market. Here’s a look at some of them.

The pros of trying to time the market

Ensures Education — If you’re attempting to time the market, you’re going to have to do your homework. You’ll need to monitor home values, interest rates, FED rates, neighborhood appreciation/ depreciation, inventory levels, and more. Overall, this works to your benefit, as you’ll be learning something new nearly every day, which can only help you to become an even savvier buyer or seller in the future. Knowledge is indeed, power.

Protects Your Pocketbook — Being mindful of what the real estate market is doing certainly increases your likelihood that you’ll get a better deal than if you completely omit market conditions from your Copyright Featured Agent Magazine

Can the market be accurately timed, so as to mitigate spending and maximize profit? Or are those who seem to have an uncanny knack for buying when homes are at their lowest price, and selling them at the highest points, just incredibly lucky? mortgage interest rates drop to their lowest, can lead to missed opportunities to invest, or to become a homeowner. Holding out for just one more price reduction or decrease in interest rates may cause you to lose out on an incredible deal. Missed Opportunities to Make Memories Waiting too long to buy or sell, in effort to time the market can ultimately cost you valuable time. Instead of taking the profits from a home sale and purchasing a new home when conditions are favorable, you ultimately may miss out on awesome opportunities to make new memories in your home. Consider that buyers who attempt to time the market perfectly may miss the chance to celebrate special occasions and milestones in a new home.

investment strategy. Generally speaking, making an effort to time the market, although not failsafe, will make you a more informed buyer or seller, thereby increasing your likelihood of securing better pricing, terms, concessions, or conditions.

Puts You in a Position of Power — Whether you’re a potential buyer in a down market, or a seller in an up market, you have a lot more bargaining power during decidedly lopsided markets. Subsequently, as a buyer or seller, you will have far more leverage in an unbalanced market than during periods of relative equilibrium/neutrality in the real estate market.

The cons of trying to time the market Potential for Letting Great Properties or Profits Pass You By — Trying too hard to wait to buy until home prices hit rock bottom, or when Copyright Featured Agent Magazine

Market Stability Is Never Guaranteed — It’s long been said that the only constant in life, is change. That’s undeniably true when it comes to the real estate market. There is no guarantee that interest rates, or home prices won’t change on a dime. The inherent unpredictably of the real estate market means that even the most well-laid plans for buying or selling are not immune from potential and/or substantial market swings.

Although there are benefits and potential pitfalls to consider when deciding whether to try your hand at timing the market, one irrefutable fact remains. An investment in a home is a significant undertaking. For the overwhelming majority of people, it will be one of the biggest financial decisions of our lives. As such, deciding to buy or sell is not something most people will want to go into alone, or haphazardly. With the help of an educated REALTOR,® a skilled mortgage professional, and guidance from other trusted advisors such as your CPA or financial advisor, conducting due diligence before making any decision just makes sense. 9

featuredagent

magazine

By all accounts, Certified Professional Landman David M. Hooper, is truly living his dream. As an avid hunter, fisherman, and all around outdoorsman, the opportunity to spend his days outdoors connecting buyers and sellers with the perfect piece of land is frankly a dream come true.

After earning his Bachelor’s degree in Forestry from Louisiana Tech, David spent more than 10 years in the oil and gas land business, and forestry industries learning everything there is to know about land and its unique nuances before purchasing land himself in 2008. It was that experience that would ultimately lead him to shift gears and begin helping buyers and sellers. “When it comes to land, I know exactly what we’re buying or selling. I’ve spent years learning how to accurately value properties, and I understand and can explain to clients the specific issues involved in land purchases,” he says. From educating buyers on easements, timberlands, and mineral rights, David’s extensive background in forestry and petroleum perfectly positioned him to succeed as a land agent, although he admits it still requires a lot of hard work.

“Real estate is a tough business. I work many hours, but in the end it’s very rewarding. There’s nothing stagnant about what I do. I love working with people, and I love putting deals together. You could say I’m a bit of a deal junkie,” he laughs. “I enjoy negotiations, and pairing the right buyer with the right seller, but most of all, I love being outside exploring and showing land.”

As a lifelong resident of the Ark-La-Tex region, David is based in the Shreveport/Bossier City area and focuses his expertise on helping buyers and sellers in not only Louisiana but in East Texas and Arkansas as well. Not surprisingly, it is within these communities that he also focuses his community service efforts. As a father of two, he spends his spare time coaching tee-ball and serving

David M. Hooper in various volunteer and leadership roles including serving as the current president of the Red River Branch of the Quality Deer Management Association (QDMA).

“When it comes to land, I know exactly what we’re buying or selling. I’ve spent years learning how to accurately value properties, and I understand and can explain to clients the specific issues involved in land purchases.” David is also a member of the Society of American Foresters, Louisiana Forestry Association, Ark-La-Tex Association of Professional Landmen, American Association for Petroleum Landmen, National Association of REALTORS® and Northwest Louisiana Association of REALTORS.® Additionally, he volunteers his time with the Dream Hunt Foundation which he says holds a special place in his heart.

“Through the Dream Hunt Foundation, we take children and teens who have challenges on dream hunting and fishing trips,” he says. “On our last trip we had more than 20 kids from around the south and as far as Pennsylvania. It’s a really special organization,” he says. “If there is some way I can be involved in helping others and helping the community, I try not to turn those opportunities down.”

With experience as his foundation and integrity as his driving principle, David says that beyond his vast experience in land dealings, it is his dedication to honesty which has earned him the respect, referrals, and repeat business from clients. “I tend to shoot very straight. Being honest is the only way and the right way to conduct business,” he says. As far as the future is concerned, David says that he intends to continue in land sales as there is truly no other career he’d rather have. “I love what I do. It’s the perfect fit for me. I’ll be earning my broker’s license soon and plan to open a brick and mortar office here in the Shreveport/Bossier City area. What I’m most looking forward to is continuing to help others while continuing to invest in land myself.”

David M. Hooper United Country-Gibson Realty and Land Company | Bossier City, LA 318.453.9101 | david@ucgibsonrealty.com 10

Top 10 Questions to ask your agent Buying or selling a home is one of the most significant financial transactions most people will ever be involved in. So it follows that choosing a real estate agent to help reach those goals is one of the most important decisions anyone can make. Surprisingly, though, many people don’t spend the time they should or ask the right questions of their buyer’s or listing agent.

They might say that they prefer to ‘go with their gut’ or just ‘have a good feeling’ about someone. While it’s certainly important to feel a connection and develop a rapport with your agent, there are several pertinent questions you should also ask. This isn’t necessarily the complete list, but will give you a good start and generate some revealing information.

5 Questions to ask a Listing Agent

Are you a full-time agent? Many agents, especially those new to the business, get started by practicing real estate part time. There isn’t anything inherently wrong with that, but be aware that agents who aren’t fulltime may not be as focused on your listing as you would like.

Have you worked with homes in this price range? A competent agent should be able to sell a home regardless of listing price. But it’s ideal to have an agent who regularly works with homes in the same range as your home. They will have unique insights into the market and the buyers who are looking for homes just like yours. How will you market this listing? Your home won’t sell if no one knows about it. Agents today have more marketing options than ever and should be able to answer this question quickly and thoroughly. If they don’t seem to have a concrete plan in place, keep looking.

How do you communicate with clients? This isn’t necessarily a trick question, per se. But the best answer is for the agent to ask back, “How would you like me to communicate with you?” An agent should tailor their communication style and frequency to your preferences. Copyright Featured Agent Magazine

What is your average days on market? Simply put, days on market means the length of time a listing appears on the Multiple Listing Service (MLS) before it sells. While a number of factors affect this, agents with a lower than average number of days are pricing and marketing their listings effectively.

5 Questions to ask a Buyer’s Agent

How often do you work with people like me? Whether you’re a first-time homebuyer, starting over after divorce or widowhood, upsizing, downsizing or relocating to a new city, every buyer has unique needs. Find a buyer’s agent who has plenty of experience working with people in your situation.

May I speak with some of your past clients? Reading online reviews can shed a lot of light on how an agent’s past clients feel about them, but it doesn’t tell the whole story. Even if you don’t actually plan to speak with past clients directly, an agent’s enthusiastic or reluctant answer to this question can tell you a lot.

How many homes have you found in this neighborhood? The more familiar an agent is with the area you want to live, the better chance you have of finding a home you’re going to love. There’s a good chance they’ll know about homes that are about to come on the market but aren’t yet listed. Do you work with a network of professionals? Connected agents should have a network of professionals ready and waiting — from lenders and title agents to contractors and painters. If they can’t offer solid referrals, keep looking for an agent who can.

How do you win a bidding war? There isn’t a single correct answer to this question; it’s more about how prepared the agent is with an answer and whether or not they have a plan in place to handle this inevitable situation. 12

Krissy Mireles

There are people who enjoy their career, and then there are people who were clearly born to do what they do. Ellis County’s #1 Agent Krissy Mireles is firmly in the latter category. For more than 25 years, the Austin native has been helping buyers and sellers achieve their real estate goals. “I truly, truly love what I do. I’m passionate about the real estate industry, but I’m more passionate about my clients. Their goals become my goals,” she says.

Earning her real estate license at just 21, while attending college, Krissy’s initial interest in the field was from a personal investing standpoint. However, once she became licensed and began working with buyers and sellers, everything changed. The personal sense of satisfaction she gained through helping others overtook her own interests, and it was another decade before she began investing herself. 14

After years in the Austin market, Krissy relocated to the DFW Metroplex region less than five years ago, and immediately immersed herself in her new market, with a special focus on Waxahachie. The 20-plus-years of experience she brought to her new community, coupled with her commitment to doing what is best for her clients, quickly propelled her business to great success. After only a few years of working in this highly competitive market, Krissy secured a place in the top 1% of REALTORS®; by 2016, she’d become the #1 Agent in Ellis County.

Yet even as an obvious star in the real estate community, Krissy is humble when asked about the secret to her success. “I live by the Golden Rule of treating others the way I want to be treated,” she says. “It’s been a successful strategy.” Copyright Featured Agent Magazine

“Continuing to try to improve in my professional life and personal life is so important to me. There is no room to be stagnant.” An open, honest communication style also contributes to her success. “I listen my clients’ needs. I believe in open communication, so I don’t rosecolor anything,” Krissy explains. “Information is power, so I give that to my clients. That way, they can make informed decisions for their families. I am there to make sure they have a smooth, seamless transaction, which is why my slogan is Real Estate Made Simple.”

Krissy’s guiding principles of integrity and honesty can be credited for the recognition she’s received in both the real estate industry and her local community. In 2016 for example, she was invited to sit on a Mastermind Summit Panel in Dallas, as one of the 100 Most Influential REALTORS® in the Copyright Featured Agent Magazine

“My goal is to take my service to the next level. I am always trying to bring more value to my customers and clients, because this is about them; it’s not about me. It’s about helping people meet their goals, and I love being able to do that.” State of Texas. Additionally, she was one of just 10 agents to receive the 2016 Customer Satisfaction Award from the American Institute of Real Estate Professionals.

Despite those accolades, Krissy is someone who is never satisfied with the status quo. “Continuing to try to improve in my professional life and personal life is so important to me. There is no room to be stagnant,” she says. “My goal is to take my service to the next level. I am always trying to bring more value to my customers and clients, because this is

about them; it’s not about me. It’s about helping people meet their goals, and I love being able to do that.”

Regarding the future, things certainly look bright for Krissy in the DFW Metroplex region. “I’m planning to grow my team, and continue to build relationships and partnerships with local vendors. I believe in supporting the local community,” she says. Beyond that, she plans to stay the course in providing exceptional customer service, all while achieving the results her clients want. “This isn’t a job to me. This is fun. This is what I absolutely love to do.”

Krissy Mireles

Holmquist & Associates Realty | Waxahachie, TX 512.903.1121 | Krissy@KrissyM.com | www.KrissyM.com 16

Get the look — Avoid (or fix) these

common decorating mistakes

You don’t have to be (or hire) an interior decorator to create a beautiful home that’s warm and inviting. Your own style, taste and imagination should dictate your decorating choices. But there are some common mistakes that can undermine the best home decorating intentions. Here are some of the most common ones, and how you can avoid them — or fix them if you’ve already gone down that path.

Shift Out of Neutral — Neutrals can be a great, basic backdrop. But when you put together an entire room of neutrals without some color to break it up, you run the risk of a room that looks too sterile, plain and frankly, a little boring. Fortunately, adding color is one of the easiest and most fun parts of decorating. You can paint a wall or trim, add solid color or print decorative pillows and throw blankets, create a grouping of colored candles and of course, add colorful framed wall art. If you’re still convinced neutrals are the only choice, there are other ways to add interest to the room. Try varying the tones and strength of the dominant shade, incorporating textures like velvet, corduroy or Copyright Featured Agent Magazine

linen or even adding splashes of a complementary metallic finish like warm copper or cool chrome.

Hang ‘Em (not too) High — You want to make your ceilings appear higher, so you hang your pictures up closer to them. Mission accomplished, right? Not exactly. Hanging pictures much higher than eye level won’t fool anyone. It will just look like you didn’t judge eye level correctly. A better solution is to add elements to the room that the eyes will naturally follow in a height-enhancing vertical line. Try a large urn with stalks of bamboo, a tall potted tree, or a sleek standing lamp. Placed in corners of the room, these elements will trick the eye into the illusion of higher ceilings. Where’s the Rug? — Have you ever been served what appears to be a small amount of food on a huge plate? It might be that the portion size is thoroughly adequate, but the scale of the plate can make it appear woefully unsatisfying. The same principle applies to selecting rugs. A too-small rug in a large space just looks off, and can diminish the effect of an otherwise 17

lovely room because all people can focus on is that oddly tiny rug. Generally speaking, a rug should be large enough to reach the legs of all the surrounding furniture (and it’s fine if it’s larger than that).

D.I… Why? — There’s nothing wrong with adding personality to your rooms by incorporating decorative elements you’ve made yourself. But keep in mind that when it comes to DIY, a little goes a long way. That coffee table made out of recycled palettes topped by glitter-enhanced Mason jar vases featuring bouquets of tissue-paper flowers might not come off as whimsical as you’d hoped. To avoid giving your rooms the look of an arts-and-crafts studio, stick with a single DIY accent piece per room.

Break up that Perfect Match — When shopping for furniture, it’s easy to fall into the trap of thinking all the pieces have to match to complete the room (and your salesperson will certainly encourage that thought). The truth is, overly matched sets of furniture tend to make a room look dated and unimaginative. Plus, it 18

ends up being a waste of money. Certain pieces will inevitably wear out and need to be replaced or recovered before others do. You will be better off choosing individual pieces of furniture that you like, and selecting one unifying theme to tie them together, think scale, design era or color. This allows you to easily mix and match pieces as needed, both within the room and throughout the house.

In the Spotlight — There’s no doubt overhead lighting is practical and convenient. But relying on that as the sole source of light in your rooms can leave them feeling too cold and commercial. Be sure to add some table and stand lamps for a softer, more inviting glow. Also, consider adding dimmer switches so you can control the brightness level of overhead lighting.

Decorating your home doesn’t have to be stressful. Following these simple guidelines will help your good taste shine through and allow you to create attractive, comfortable rooms you and your family can live in and truly enjoy.

featuredagent Luanne Marshall magazine

From her very first day as a real estate agent, Houston native Luanne Marshall has insisted upon putting people first. A former teacher who taught in three different school districts, Luanne says that her decision to move into real estate was a natural progression. “I loved helping kids become the best they could be. At the same time, I had also always loved architecture, design, decorating and home styles. I was always looking at houses in my spare time, and of course loved HGTV,” she says with a laugh. “I felt like I could continue working with people to help make dreams come true as a real estate agent.”

Luanne earned her real estate license in 2005, even though she would continue teaching for another two years. “I got my license in 2005, so I would be able to access the MLS and begin learning everything I could about the market,” she says. After spending two years gaining as much knowledge as she could, she resigned from teaching, activated her license, and dove head-first into her new career.

Luanne loved working with buyers and sellers from the start. “I am a people person, and for me the best thing about being a real estate agent is the incredible relationships and friendships I get to build. I’ve always given 110% to getting to know my clients. If they are sellers, I want to know about their life and their family and what they loved about their home, so I can share that passion with potential buyers. As their business partner, it is my job to get them top dollar, while also setting reasonable expectations, based on my years of experience and knowledge of the market.”

She puts forth this same dedication into helping buyers find the perfect home for their needs. “I’ve lived my whole life in Houston, and as a teacher for so many years, I am very familiar with the school districts. I’m able to

use this personal knowledge to help my buyers find a home they can afford, in the area they want to live.” Luanne’s devotion to building genuine relationships has greatly contributed to her success in real estate, and she is consistently recognized with industry awards. As a first-year agent, she earned the Rookie of the Year award not only for her Keller Williams office, but also for the entire West Houston area. She continues to receive Top Producer and Multi-Million Dollar Producer awards, with her most recent resulting from her incredible sales success in 2016.

However, although the awards are humbling, Luanne’s true joy stems from succeeding for clients while remaining true to the values and convictions that have shaped her career. “I have strong Christian values which guide me. I believe in being honest, having integrity, and being loyal. High ethics are extremely important to me, and I will never compromise morals. My clients know that any information they share with me will remain confidential.”

Though the transaction may end at the closing table, Luanne’s commitment to showing her clients how much she genuinely cares about them continues on. “I send surveys out after every single transaction. I want feedback from my clients on the services I provide. I want to know how I can improve, because I truly care about the people I work with. I want to always be a friend, while maintaining a professional relationship as well.”

Luanne further demonstrates just how much she cares through periodic check-ins, welcome home gifts, and annual client appreciation parties. Not surprisingly, the majority of her business comes from referrals and repeat clients. “I am blessed that 98% of those I have helped rent, buy, or sell continue to come back as well as refer me to friends and family.”

“I really do work hard to be as knowledgeable as possible, to communicate clearly, to respond quickly, and to secure the best possible deal for my clients. To see the joy on their faces when we’ve bought a home, or sold their home brings me great pride, but staying friends with the wonderful people I get to help is priceless.”

Luanne Marshall

Boulevard Realty | Houston, TX 713.862.1600 | luanne@yourblvd.com | www.har.com/luannegrigsby Copyright Featured Agent Magazine

Host an

open house

that gets results It’s become popular in real estate circles to say that open houses don’t work, or are a waste of time, or that buyers aren’t interested in them because they can find out everything they want to know about a property online at 2 am in their pajamas. But if that were true, why would the top real estate search websites offer the option to search by open house date? The truth is, even the most comprehensive, technologically advanced virtual property tour can’t replace that magical, intangible, ‘OMG this is IT’ feeling a buyer gets when they walk into a home and know it’s the right one for them. And the only way to get that feeling is to give them the opportunity to be in the home. 20

Whether you’re an open house pro or just starting out, there are always new ideas you can try to take your open house game to the next level. Let’s take a look at several ways to host an open house that gets results:

Stage it Like a Pro — As you’re preparing the house, focus on the Three C’s: Clean. Clutter Free. Curated. The home should be spotless from top to bottom, with no lingering cooking odors or pet smells. Get rid of or pack away clutter to enhance the appearance of space and openness. Create interesting groupings of furniture, wall art, and accessories and use them to guide potential buyers’ eyes through the Copyright Featured Agent Magazine

There are always new ideas you can try to take your open house game to the next level. 3-5 pm instead. You’ll catch buyers toward the end of the day when they’re getting serious about evaluating all the homes they’ve seen. And while most agents opt to host weekend open houses, you can stand out by doing weeknight ‘Happy Hour’ open houses. You’ll catch curious commuters on their way home from work, which will be a nice diversion from their daily drive. Serve light snacks and sparkling non-alcoholic beverages to enhance the after-hours atmosphere. Another option is a mid-morning ‘Coffee Break’ open house, which is the perfect time to catch stay-at-home moms and dads on their way home from dropping the kids at school.

Lock it Up — Everyone benefits from a safe event. Ask all attendees to show ID and sign a guest book. Ensure they’re escorted as they tour the house. And ask the owners to remove or lock up valuables and medications. Recruit another agent or friend to be your backup, in case things get too busy to keep track of where everyone is in the home at any given time.

space. Strategically placed fresh flowers instantly add a feeling of luxury and sophistication.

VIP Preview — Neighbors are naturally curious, so why not take advantage of that and reward their interest with a first look? Invite them over an hour before the public viewing for a preview. They will appreciate the gesture and become some of your best word-of-mouth advertising, not to mention think of you favorably when the time comes for them to sell. Changing Times — Rather than the usual earlyto-mid- afternoon time slot, shift a few hours and try Copyright Featured Agent Magazine

Ask for Feedback – Ask potential buyers leading questions as you’re touring the home: “What do you love about it?” “Is there something you’d like to change?” Offer written comment cards for them to fill out, as well. Everyone loves to give their opinion and you’ll get valuable insights that will help you sell the property. Make it Memorable — Even if potential buyers decided the home isn’t right for them, be sure everyone leaves happy. Give guests something they can use during their home search such as a small notebook, business card holder, or a high-quality neighborhood map with key areas like schools, shops, and restaurants highlighted — all branded with your information, of course. 21

featuredagent Jessica Garza magazine

Additionally, Jessica says much of her success is due to the guidance she’s received from her broker, Richard Moya. “Without his help, I wouldn’t be where I am today.”

Although she’s reluctant to take credit for her talent and success (which earned her the Rookie of the Year award by her local Board of REALTORS®) she does admit that skills acquired during her previous careers have become valuable assets. Her time spent in the army taught her discipline, while the years she spent as an elementary school teacher further solidified her time management skills. As such, when she made the leap into real estate full time, she immediately implemented structure into her daily routine, all the while remaining dedicated to providing premier service.

“Whatever we can do to fill a need for our buyers or sellers — that’s what we will do. We are not an 8am5pm REALTOR® team. We work around our clients’ schedules to make sure their needs are met. In our market, that’s not something you find too often,” she says. Moreover, she explains that clients frequently relay that her team’s follow up and attention to detail made all the difference in the world during their transaction.

“Integrity comes first for us,”says Jessica Garza,

top-producing real estate agent, and leader of the Jessica Garza Team with e Property Realty in New Braunfels, Texas. “It is our driving force. We don’t just want happy clients, we want to create raving fans.”

So far in her skyrocketing career, Jessica has managed to create a whole lot of those fans. Yet she’s noticeably humble when giving credit for her success to the trainers and mentors she met early in her career. 22

With such emphasis on customer service, it’s not surprising that by Jessica’s second year in real estate, nearly 40% of her business came from repeat clients, or referrals. This year, she’s aiming to double her team’s business, while adding three additional team members. So far, she looks poised to hit that goal, as referrals are pouring in month after month. But even with new clients turning to her team in droves, Jessica still feels the same excitement on closing day as she did with her first sale. “I love witnessing the seller’s sense of relief and accomplishment, knowing that everything is taken care of and they can move on to the next stage of their life.

“We don’t just want happy clients, we want to create raving fans.” It’s really rewarding for me to be a part of that,” she says. Likewise, when it comes to closing day with her buyers, Jessica says that seeing the excitement on her clients’ faces, whether they are moving up, downsizing or investing for the first time, is priceless. “It is just amazing to know that I was a part of that,” she says.

Being a top-producing agent, wife and mother of two daughters doesn’t leave Jessica with a lot of free time. In the spare time she does have, you can find her spending time with her family, traveling with her husband, and giving back to her community. “As a

team, we sponsor families for the Christmas holiday. At Thanksgiving, we donate and pack meals to feed families through a local food pantry. In the summer, we host school supply drives, and in May, we celebrate Teacher Appreciation week and send catered lunches and masseuses to five different schools to pamper teachers,” she says.

So where does Jessica and her team go from here? The sky is the limit. “We’re hoping to duplicate our team in another market in the next couple of years,” she says. “We want to bring our service and availability to others wherever they need our help.”

Jessica Garza

The Jessica Garza Team e Property Realty, LLC | New Braunfels, TX 830.832.1837 | jessica@thejessicagarzateam.com JG-team.com Copyright Featured Agent Magazine

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