GEORGIA 9-11-23 by Top Agent Magazine

GEORGIA EDITION

TIPS ON BREAKING INTO THE

The Daily Schedule of a SUCCESSFUL REAL ESTATE AGENT

LUXURY MARKET

Are You A VALUE-ADDED AGENT?

FEATURED AGENTS

ANDREA MALCOM CAMPBELL HYCENA “CYNDI” WILLIAMS COVER STORY

CAITLYN ROWE

GEORGIA EDITION

ANDREA MALCOM CAMPBELL

far. Her secret? Hard work, leveraging techAndrea Malcom Campbell is well connected – HYCENA 7 19 23 sphere nology, and an extensive of influence. “ at the local level and at the state level – providing “I still do about 6-10 transactions a year with her connections that helped give her real estate Stepping the w the very first investor I acquired as ainto client career a jump-start when she first made the estate a di 6 years ago. Clients like him keep after my sales move from direct sales more than six years 25-year tenure pipeline flowing even when business from in ago. Andrea was named by Georgia Gov. Brian America, Cyndi other buyers and sellers may slow down. Kemp to serve on the Community Relations journey as heart I definitely cherish the business thatis comes Board for Rivian, a company preparing to from my investor portfolio.” inspiring. Drawn to open a new eco-friendly car manufacturing try by childhood m plant in nearby Walton and bring 7,500 jobs father, Agent a maste Andrea has another secret her weapon: with it. “I’ve helped manage Gov. Kemp’s last the echo caravans. “I send out invitations to 20ofof his the p two elections at the state level, and I’m the true when Cyndi CAITLYN ANDREA MALCOM “CYNDI” top agents in HYCENA the community and schedule viewings of Walton County ambassador for theROWE Governor’s campaign,” hermyreal CAMPBELL WILLIAMS our top listings,” she explains. “I invitesued one of big-est says Andrea, explaining how the Governor came to ask her While broker, she stands strong as an indiv gest lenders, in or 2020. an insurance to offer lunch at one to help foster relationships between local businesses and today, there’s ambition in her eyes, with plans of the stops, and invite people from the community, as Rivian. New jobs in her territory, she adds, means many her broker’s license by this October. Not just c well.” With a strong presence in Monroe for more than new homeowners buying many new homes. her own growth, Cyndi heads the mentoring 65 years, the Malcom family has become a fixture in the CONTENTS her brokerage, guiding newcomers with her community. Andrea’s community involvement doesn’t Andrea’s journey through various high-profile sales jobs experience. Georgia, particularly areas like F end with politics. She also serves on the board of the led her to the world of real estate after the travel requirePeachtree City, McDonough, and many o AREtheir YOU A THE DAILY SCHEDULE historic McDaniel Tichenor House. ments began4) to take toll. Andrea’s priorities shifted, 17) Atlanta cities, benefits from her vast real estate and when she decided to settle down, get married, and OF A SUCCESSFUL REAL VALUE-ADDED AGENT? and dedication, as she continues to carve her With plans AGENT to acquire her broker’s license and eventually raise a family, the opportunity to join her family-owned ESTATE make an indelible mark. take over the family brokerage from her parents when they brokerage in13) her TIPS hometown irresistible. “I took ONproved BREAKING INTO retire,WELCOME Andrea’s ambition shows no embracing signs of waning. “I’veof advantage ofTHE the fact that my family owns a brokerage 20) LUXURY MARKET HOME: Cyndi stands out by the ethos got big shoesleader,” to fill,”with she adds. “My parents me to here in Monroe, which is where I was born and raised,” her client’s needs atraised the forefront. WORKING WITH RELOCATORS believe that ifsimply you don’t love yourasjob, your life she can belie be she notes, “and I took the leap of moving back home after see her clients transactions, IN TRANSITION pretty unhappy. I can say that I truly love what I do. It’s getting married.” Her transition into real estate wasn’t a ing genuine connections and building lasting re one of the biggest blessings in my life.”for the first time,” sh timid one; she dove headfirst, as she puts it, into the in“When I meet with clients dustry, utilizing her skills from her previous profession. “I like to make a connection and build a r Malcom & Malcom one of only boutique Her family’s brokerage, Malcom and Malcom Realty with the isclient, getthe to know the client,family not just Phone 310-734-1440 | Fax 310-734-1440 real estate brokerages in the tri-county area, allowing Professionals, provided the foundation, and Andrea’s agent that’s out there opening doors.” Drawin them to differentiate in Cyndi the level of service tenacity andmag@topagentmagazine.com numerous contacts fueled her rise. | www.topagentmagazine.com corporatethemselves background, adeptly employ they provide. “When you work with us, you have a team negotiation, and problem-sol No portion of this issue may be reproduced in any manner whatsoever without communication, prior consent of the publisher. Top Agent ofprecautions well-connected and in-touch agents working forshe youjests all w “I started reaching to people I knewPublications who were Magazineout is published by Feature GA,invesInc. Although arereal taken to ensure the accuracy of published estate practice. Beyond the sale, materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. at the same time. We“Iwork a team help our buyers tors in the community, and very quickly started selling saying, comeaswith the to home,” emphasizing subscribe or change inquiry to mag@topagentmagazine.com. and sellers succeed. As our motto states, we truly know investment To properties,” Andreaaddress, says, send adding that almost ing role in their lives. This close-knit approach Published in the U.S. Walton County the back our hand.” You’re working every year since acquiring her license she has doubled her herlike choice of a of family-oriented brokerage and with the best ued and involvement most respected brokerage in town when sales. This year she is on track to double last year’s $9 with clients – from sending b you choose Malcom & Malcom Realty Professionals. million in sales to $18 million, selling over $7 million thus Christmas cards to attending their family funct 2 Top Agent Magazine wonder about 50% of her business comes from ents and referrals. For more information about Andrea Malcom Campbell, please call 678-227-0990,

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Are You a Value-Added Agent?

I’ll bet if I asked ten real estate agents, all ten would answer ‘yes’ to that question. Yet, when I ask agents how they are value-added, they say things like: • I communicate regularly with my clients. • I have a written listing presentation. • I am honest. • I am trustworthy. Are these ‘value-added’ attributes? Or, does the client expect these attributes and services? 4

Are these exceptional services or average services? I’m writing this article at the beginning of a New Year. It’s a perfect time to re-assess your professionalism and master being that ‘value-added’ agent.

Client Expectations are Higher than Ever Unfortunately, too many real estate agents assume they are ‘value-added’ because they are providing the services they want to provide— Top Agent Magazine

the services they think the client values. However, there’s a real client out there, and the client has different expectations. How do I know that? Because so few agents regularly survey their clients. In fact, when I’m speaking to an audience, I survey them, and find that less than 25 percent gather after-sale surveys! So, the majority of agents don’t know if the services they are providing are average or exceptional.

Why Bother Being Exceptional? • Because you want to set yourself apart. • You want to create client loyalty. • You want to create at least 50 percent of your business from client referrals (the latest National Association of Realtors survey Profile of Members found that the average Realtor got only 18 percent of their business from referrals. That’s a hard and expensive way to run a real estate business! • Because you want to run a more pleasant, profitable business.

Four Actions Value-Added Agents Take How can you identify value-added agents? By their actions. Here are four actions I believe show agents that are above just ‘average’. The principle here is:

Watch the actions, not the words. If I were a manager, or a seller or a buyer, and I wanted to find a value-added agent, here’s what I would look for: Top Agent Magazine

1. Has a database and populates it This agent is committed long-term to his clients and to his business. He uses a contact management program (CRM) to manage ‘leads’, so none are lost — and clients do not feel neglected. After all, it takes much longer today to convert a ‘lead’ to a sale than it used to take. Actively using and maintaining a CRM means the agent is committed to forming long-term professional relationships over time. Other demonstrable actions concerning the agent’s CRM are: • Has a rapid-response method to deal with Internet inquiries and other inquiries via email. (The average client expects a response within eight hours—but a recent survey showed the average agent responded in 50 hours!). • Has a method to follow up on all leads until they ‘buy or die’. As a client, that means I won’t get lost. As a seller, it means my agent will follow up with all leads and give it 100 percent to sell my home. 2. Invests in the technology and follow-up pros have This agent makes every decision based on their vision of their career at least three to five years in the future. For example, instead of selling someone a house anywhere just to get a sale, my value-added agent sells only in an area they define as their ‘target area’. That way, they’ll get known, and can build on their reputation. The value-added agent has the ‘guts’ to turn down business! Because they care more about the well-being of the client than getting one grimy commission check, they learn to 5

‘tell the truth attractively’, and work harder to retain the client than to make one commission.

Adding those Client Benefits to your Dialogue

3. Works for referrals, not just sales I said the agent learns to ‘tell the truth attractively’, even if the buyer or seller may not want to hear it. For example, if it’s in the best interests of the seller to list their home at a lower price, the value-added agent has the strategies and the statistics to prove that the seller won’t be well served by pricing higher.

Of course, it’s not enough to actually take these actions. You need to explain to the client why these actions are in their best interests, and how you stand apart from most agents by employing them. Why? Because your client won’t know you run your business so professionally. And, the client probably doesn’t know most agents don’t run their businesses this way!

And, this value-added agent has the intestinal fortitude to walk away if they know the home will not sell at the client’s desired price (but doesn’t have to too many times because they create a stellar reputation amongst their clientele).

TIP: Always show your clients, don’t just tell them. You do have a Professional Portfolio and evidence on your website, don’t you?

4. Keeps the buyers and sellers’ best interests in mind Our value-added agent makes every decision to grow trust, not just to make a fast buck. For example, the agent sits down with a prospective couple and finds out they can’t purchase right away and creates a plan with them to save for their down payment. Then, the agent keeps in touch over a period of months, offering helpful information and market updates.

Put Yourself to the Test

How many of these actions P. S. Managers and team leaders—two tips do you exhibit? What do you want to work on to become a true 1. Call each of your agents’‘value-added’ phone mails. What’s the impre agent? Are they professional? Do they state the company n TIP: represent your culture and image? Managers, give your agents a 2. Create a quick class in phone messaging using the ‘test’ on these four points. In other words, this agent practices seller or buyHow many pass? this blog. er agency representation, not ‘agent agency’!

Carla Cross,CRB, CRB, MA, is theoffounder andSeminars, president Carla Cross & Carla Cross, MA, President Carla Cross Inc.,ofand Carla real management and sales. Herspecializing internationally s Crossestate Coaching, is an international speaker in realbest-selling estate management and Running business planning for all professionals. agents, Up and in 30 Days, is real nowestate going into its 5thHer edition sevenexperience internationallyas published books, including Up and Running in 30 Days , vast a top-selling agent and award-winning manage and 20 agent and management programs have helped thousands of real sales podium, blending her musical background with her proven estate professionals to the greater productivity and teaches profitability.someone Reach Carla strategies (she uses piano AND even to at play—f 425-392-6914 or www.carlacross.com. and practical). Find out more at www.carlacross.com. 6

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CAITLYN ROWE Top Agent Magazine

Top Agent Caitlyn Rowe from Fort Stewart, Georgia, is with American Veteran Properties, a brokerage that specifically caters to the needs of military families. Caitlyn Rowe is on a mission to set other military families up for financial success. After buying her first home in 2015, Caitlyn and her family found themselves needing to move to another duty station. Her REALTOR® was able to use his network to connect her with a rental department near her new base. Now after moving to different bases, Caitlyn managed two rental properties, and was really enjoying the work — so it seemed like a natural progression to fuse this interest with helping other military families find properties to either rent or purchase near her military base in Fort Stewart, Georgia. She became licensed in 2020 and now works in tandem with her current broker at American Veteran Properties, a brokerage that specifically 8Copyright Top Agent Magazine

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caters to the needs of military families. “I’m an active duty spouse, so we are a military family,” she says. Caitlyn also has her Military Relocation Professional Certification. “Our niche is serving our military,” Rowe explains, “just making sure we can educate them on how to use their VA loans

and how to buy homes responsibly.” In her short three years as a Realtor, Caitlyn has accrued a large client base — mostly through repeat business and referrals from past clients. “I even have friends that are military spouses and are posting my name on Facebook in the wives pages, which is huge to get my name out there,” Caitlyn comments. Connecting with other military

“Our niche is serving our military,” Rowe explains, “just making sure we can educate them on how to use their VA loans and how to buy homes responsibly.”

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Caitlyn prides herself on being open and honest with her clients. “[As] a military family purchasing a home sight unseen ninety percent of the time, being able to have a trusted person looking out for your best interest,” she notes, “your word means everything to them.” families looking for new homes has given her a built-in network of clients, enabling her to close over $4.3 million in sales last year. Caitlyn prides herself on being open and honest with her clients. “[As] a military family purchasing a home sight unseen ninety percent of the time, being able to Copyright Top Agent Magazine 10

have a trusted person looking out for your best interest,” she notes, “your word means everything to them.” Rowe also shares her real estate knowledge at other military bases with her brokerage’s program called Fatigues to Financial Freedom, which is a series of seminars teaching veterans how to utilize their VA loans to build their real estate portfolio and to create a form of Top Agent Magazine

passive income that they can benefit from when they choose to leave the military. Caitlyn and the team at American Veteran Properties also recently coordinated the Fourth of July event at Fort Stewart, and makes sure to find ways to connect veterans who are in need of any sort of assistance with the right people. Outside of work, Caitlyn enjoys time with her three young boys — playing outside, going to the park, and generally enjoying

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the fresh air that Georgia provides. She hopes to grow with American Veteran Properties, and the brokerage itself has longterm plans to expand. “What we would like to do is take our seminars and our brokerage, and basically place them in every military installation in the United States,” Rowe states. “Being able to educate military families on the benefits of their VA loans, and how one purchase can turn into a lifetime investment, has really fueled my love for this career!”

To get in touch with Caitlyn, please call 419-366-8523 or email cmrowe.realtor@gmail.com. To learn more about Caitlyn, visit americanveteranproperties.com/our-agents Follow her on Facebook! http://

https://www.facebook.com/cmrowe.realtor

Photography by Elevated Coastal Productions Copyright Top Agent Magazine 12

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Tips on Breaking Into the Luxury Market So, you’ve been doing residential real estate for a while and you’re looking to up your game. A lot of people consider going into the luxury market at that point. Or, maybe you started in the business always intending to specialize in luxury properties and were just learning the ropes before you tackled one of the industry’s most lucrative specialties.

No matter the reason, the luxury market is a whole new ballgame and you don’t want to go into it unprepared. First impressions are everything in this business, especially when you’re dealing with wealthy clients and investors. Here are few things to consider if you’re thinking of going from starter homes to estates.

LEARN HOW THE LUXURY MARKET AND CLIENTELE ARE DIFFERENT As experienced as you might be in traditional real estate, the luxury market is almost like starting at ground zero. Everything from the buyers, to the sellers, and obviously, the properties themselves, will take a new approach. One of the key ways it is different is that the feeling of exclusivity truly matters. You will be doing more targeted marketing through high-end networking groups as wealthier clients tend to be more comfortable when Top Agent Magazine

you come recommended by people they trust to have the highest standards. There are no mass-marketed open houses. It’s all about private showings. Although professional, one-on-one service is key in this business no matter what the price point, wealthier buyers are accustomed to concierge-style service, and the way to stand out from the rest is to provide service that goes above and beyond what even they expect. 13

LOOK THE PART If you’re thinking of going the luxury route, creating high-end branding and marketing yourself properly is of the utmost importance. That includes your own personal look. You and your business will need a total makeover, or at least a major upgrade. It might even be time to buy that new car you’ve always wanted. It is also key that all of your marketing materials are high end. So start gathering a stable of highly-trained professionals,

photographers, and stagers as every aspect of the service network you’ll be providing complements the brand that you’re selling. It’s well worth the time to get all of this nailed down and seamless before you even think of entering the luxury market. Another good investment? You want to have an indepth knowledge of all the latest real estate technologies and innovations. Don’t just look the part, actually be on the cutting edge.

SELL THE LIFESTYLE Yes, you’re selling a home, but you’re also selling a lifestyle, which in luxury is almost more important. When someone is spending millions of dollars on a home, they want to see the fabulous life they will be living in their new digs. Really highlight amazing party spaces, unique one of kind features,

and amenities. As with anything of value, things that make a property rare, will automatically make it more appealing to people who can afford the best. It also helps people connect more emotionally with a home, giving it even more value than if you just try and sell it as a good investment.

NETWORKING, NETWORKING, NETWORKING Networking is an important aspect of this business at every level, but it a vital tool in the luxury market. Most of your referrals and targeted marketing will be done through luxury agent exclusive networking groups. In addition to that, it is even more important in this segment of the business to be actively

involved in your community through volunteering and supporting local charitable events. You will not only build a stellar reputation, but you’ll also be giving back to the community you represent, and ultimately, integrity is what it’s all about in this business.

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The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar. Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first. Top Agent Magazine

The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.” You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result. Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

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should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed. It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead. 1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments. 1.5 hours – Spend this time prospecting and appointment setting. 1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines. 8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive. As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

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ANDREA MALCOM CAMPBELL far. Her secret? Hard work, leveraging technology, and an extensive sphere of influence. “I still do about 6-10 transactions a year with the very first investor I acquired as a client 6 years ago. Clients like him keep my sales pipeline flowing even when business from other buyers and sellers may slow down. I definitely cherish the business that comes from my investor portfolio.”

Andrea Malcom Campbell is well connected – at the local level and at the state level – providing her connections that helped give her real estate career a jump-start when she first made the move from direct sales more than six years ago. Andrea was named by Georgia Gov. Brian Kemp to serve on the Community Relations Board for Rivian, a company preparing to open a new eco-friendly car manufacturing plant in nearby Walton and bring 7,500 jobs with it. “I’ve helped manage Gov. Kemp’s last two elections at the state level, and I’m the Walton County ambassador for the Governor’s campaign,” says Andrea, explaining how the Governor came to ask her to help foster relationships between local businesses and Rivian. New jobs in her territory, she adds, means many new homeowners buying many new homes.

Andrea has another secret weapon: Agent caravans. “I send out invitations to 20 of the top agents in the community and schedule viewings of our top listings,” she explains. “I invite one of my biggest lenders, or an insurance broker, to offer lunch at one of the stops, and invite people from the community, as well.” With a strong presence in Monroe for more than 65 years, the Malcom family has become a fixture in the community. Andrea’s community involvement doesn’t end with politics. She also serves on the board of the historic McDaniel Tichenor House.

Andrea’s journey through various high-profile sales jobs led her to the world of real estate after the travel requirements began to take their toll. Andrea’s priorities shifted, and when she decided to settle down, get married, and raise a family, the opportunity to join her family-owned brokerage in her hometown proved irresistible. “I took advantage of the fact that my family owns a brokerage here in Monroe, which is where I was born and raised,” she notes, “and I took the leap of moving back home after getting married.” Her transition into real estate wasn’t a timid one; she dove headfirst, as she puts it, into the industry, utilizing her skills from her previous profession. Her family’s brokerage, Malcom and Malcom Realty Professionals, provided the foundation, and Andrea’s tenacity and numerous contacts fueled her rise.

With plans to acquire her broker’s license and eventually take over the family brokerage from her parents when they retire, Andrea’s ambition shows no signs of waning. “I’ve got big shoes to fill,” she adds. “My parents raised me to believe that if you don’t love your job, your life can be pretty unhappy. I can say that I truly love what I do. It’s one of the biggest blessings in my life.” Malcom & Malcom is one of the only boutique family real estate brokerages in the tri-county area, allowing them to differentiate themselves in the level of service they provide. “When you work with us, you have a team of well-connected and in-touch agents working for you all at the same time. We work as a team to help our buyers and sellers succeed. As our motto states, we truly know Walton County like the back of our hand.” You’re working with the best and most respected brokerage in town when you choose Malcom & Malcom Realty Professionals.

“I started reaching out to people I knew who were investors in the community, and very quickly started selling investment properties,” Andrea says, adding that almost every year since acquiring her license she has doubled her sales. This year she is on track to double last year’s $9 million in sales to $18 million, selling over $7 million thus

For more information about Andrea Malcom Campbell, please call 678-227-0990, or email Andreamalcom@gmail.com. Visit: instagram.com/andreamalcomcampbell, facebook.com/andreamalcom, or linkedin.com/in/andreamalcom www.

www.

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Welcome Home:

Working with Relocators in Transition People stage moves for all sorts of reasons. From the joyous and pre-planned, to the unfortunate and unexpected, new chapters begin with the help of an agent. When you’re working with buyers from a different region, state, or country, the typical complications of a transaction can be compounded. So, what’s a savvy agent to do? For starters, envision the big picture. Relocators have extra obstacles between them and 20

their dream home. They don’t necessarily know which neighborhoods are ideal for their lifestyle, what they should budget for utilities, what type of homeowner’s insurance is ideal, or how they can tour, let alone close, on a house from afar. All in all, it’s a tall order, but if you can manage a relocation transaction successfully, you could tap into a sizable pool of clientele. Think of it this way: if you’re the shining star of a relocator’s moving process, their word-of-mouth praise could be

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exponential. Likewise, a winning reputation within that client’s corporate sphere could lead to lucrative, stable referrals and partnerships for years to come. Here are a few key ways to help clients navigate the relocation process with minimal stress and maximum results.

Create a full-scale timeline for you and your client that makes expectations clear. Moving is already one of life’s biggest stressors, but relocations have a dozen more moving parts that your average deal. Consider creating a master-plan of sorts to help you and your client visualize the steps required to achieve success in the midst of a relocation. Even from afar, your client will be able to refer to the roadmap you’ve set. Likewise, this makes sure you and your client are on the same page regarding expectations, timelines, and checklists. Assemble an articulated, overarching gameplan also helps demystify the process and lower stress. Instead of clients wondering what’s next, what’s needed, who to call, and when to be ready—handy guidelines of your own devising will be at their fingertips. Top Agent Magazine

Attune your communication style so that nothing goes overlooked or miscommunicated. Establish early on how your client prefers to communicate and which methods should be excluded. Also, make sure to outline what timeframes are ideal to communicate in, and how often they expect to hear from you with status updates or follow-ups. Some clients might prefer a more hands-off approach that lets you manage most details behind the scenes with updates only when progress is made. Most clients in the midst of a serious relocation, however, will prefer to be in touch more frequently. Customizing is key. If they prefer text messages and emails over calls, that’s a helpful detail to know from the outset. If they prefer face-to-face video chats or can only speak after business hours—those are also key parameters to work within. The less mystery and hassle, the better.

Be a local resource with vetted recommendations and vendors on-hand. Relocating homeowners may not know the best neighborhoods and their amenities, or where the best school districts are, which areas are high-traffic, or where their dollar might stretch a little further. Identifying your clients’ goals can help narrow this field, but you’ll also want to be careful not to overwhelm them with information. After all, they’re taking on a huge life transition and making a move as an outsider. You’ll want to serve as a onestop-shop who can remove some steps and stress from their organizational obligations. Have a contractor who can get a head-start on home projects while clients make the move?

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Excellent. Or, perhaps you can provide an out-of-state agent referral so that clients can sell their existing property in a timeline that works in conjunction with their new purchase. Make yourself a community expert and a connector, and you’ve won a client— and their referrals—for much longer than a single transaction.

Think outside the box when weighing variables. Relocations aren’t your typical transaction. You’ll need to do a bit more planning to avoid pitfalls along the way. For instance, have you considered how you’ll tour homes with clients if they live hundreds of miles away? Are there time zone differences to factor in?

If clients are relocating from another country, are there any special visa or naturalization considerations? How will their belongings travel? Are there pets to relocate? There are plenty of questions to ask and plan for, but the key is to be communicative and thorough up front. The more information and planning time you have, the smoother the transition will go. There are certified real estate agent designations you can pursue that set you apart for your experience when it comes to relocations, but in lieu of those—arm yourself with the planning details and methods that will make your client a raving fan. In the process, you’ll up your game, create a happy client, and hopefully field similar business for years to come.

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HYCENA “CYNDI” WILLIAMS Stepping into the world of real estate after a distinguished 25-year tenure in corporate America, Cyndi Williams’ journey is as heartfelt as it is inspiring. Drawn to the industry by childhood memories of her father, a master carpenter, the echo of his passion rang true when Cyndi finally pursued her real estate license in 2020. While she stands strong as an individual agent today, there’s ambition in her eyes, with plans to achieve her broker’s license by this October. Not just content with her own growth, Cyndi heads the mentoring program at her brokerage, guiding newcomers with her wealth of experience. Georgia, particularly areas like Fayetteville, Peachtree City, McDonough, and many other Metro Atlanta cities, benefits from her vast real estate knowledge and dedication, as she continues to carve her niche and make an indelible mark. Cyndi stands out by embracing the ethos of a “servant leader,” with her client’s needs at the forefront. She doesn’t simply see her clients as transactions, she believes in forging genuine connections and building lasting relationships. “When I meet with clients for the first time,” she explains, “I like to make a connection and build a relationship with the client, get to know the client, not just be another agent that’s out there opening doors.” Drawing from her corporate background, Cyndi adeptly employs skills like communication, negotiation, and problem-solving in her real estate practice. Beyond the sale, she jests with clients, saying, “I come with the home,” emphasizing her ongoing role in their lives. This close-knit approach extends to her choice of a family-oriented brokerage and her continued involvement with clients – from sending birthday and Christmas cards to attending their family functions. It’s no wonder about 50% of her business comes from repeat clients and referrals.

Adopting a multifaceted approach when it comes to marketing her listings, Cyndi reaches a wide pool of potential buyers. Understanding the power of branding and giving back, she is a “Homes for Heroes” REALTOR®, an organization providing easy ways for heroes (law enforcement, teachers, military, healthcare workers, firefighters and EMS) to save on a home. Additionally, as a member of the Luxury Institute of Marketing, she utilizes their resources to attract and service the burgeoning Atlanta luxury market. Her efforts have clearly paid off, as she has held the title of Million Dollar and Top Producer for most of her short real estate career, boasting a notable volume of closed transactions each year. Deeply rooted in her community, Cyndi mentors both upcoming real estate agents and high school students, imparting to them invaluable knowledge about leadership, corporate America, and the real estate world. A graduate of South Carolina State University, Cyndi is an active member of Alpha Kappa Alpha Sorority, Inc. She participates in community initiatives like clean-ups, Meals on Wheels, and visits to the elderly. Outside her professional and community pursuits, Cyndi harnesses her lifetime free travel benefits from Delta Airlines with an ambitious goal to visit all continents. Even amidst her bustling real estate schedule, family is a top priority, and she finds solace in running half and full marathons, clocking in about five miles daily on average. Looking ahead, Cyndi aspires to step up her role in real estate by becoming a broker, though she’s still exploring the intricacies of opening her own brokerage. She envisions real estate as her “retirement job,” underlining her love for serving and helping clients achieve their dreams. Aiming high, she looks to transition her business to operate entirely on referrals, showcasing her drive to nurture relationships and rely on the trust she builds with her clients.

For more information about Cyndi Williams, please call 404-754-4701 or email cyndi.joestockdale@gmail.com

Top Agent Magazine

Top Agent Magazine ®

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Top Agent Magazine