NEW JERSEY 9-26-22

NEW JERSEY EDITION

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HABITS OF HIGHLY PRODUCTIVE AGENTS FEATURED AGENTS

ADAM BATT THE PROPERTY EXCHANGE GROUP: BRANDON SPINNER & RICH LAULETTA HOW TO SPEED UP

HOW TO MAKE YOUR COMMUTE PRODUCTIVE

FIRST-TIME HOMEBUYER TRANSACTIONS COVER STORY

IRENE ALLEGRO

tt is a highly-skilled real estate 7 h extensive professional sales and experience. His versatile range of makes him a coveted agent, servacross New Jersey. Clients looky or sell can trust Adam to listen eds while working hard to get the ight.

NEW JERSEY EDITION

ADAM BATT

THE PROPERTY EXCHANGE GROUP: BRANDON SPINNER &

expansion of its market. Morristown is a 18 quickly growing town with a favorable location. With only an hour’s drive to the Jersey shore and ample trains going to and from the city, Morristown is the latest hotspot for young couples. Known as “Hoboken West,” the town offers an impressive array of restaurants, shopping, and bars. Adam’s ® IRENE ALLEGRO BATT THE PROPERTY EXCHANGE GROUP: let them knowTavern, we are thinking In 2021 ADAM REALTOR ’s Brandon Spinner and Rich Laupersonal favorites include Stirling BRANDON SPINNER LAULETTA Brandon.

When it comes to m letta started The Property Exchange Group with Real & RICH res how he spent 30 years in cora family-owned brewpub, and Guerriero’s, lizes paid advertising on all soc Broker LLC. Their business model is centered around merica, working primarily in corporate advera local curator of authentic Neopolitan-style dishes. online websites like YouTube a operating a technology-driven brokerage with a focus events. The pandemic greatly affected ditional open houses aren’t eno on helpingthe real estate investors. While they take great pride helping homeowners buyyears and sell homes, ustry and motivated him to begin a in career At only two in their the business, Adam’s repeat and Staying involved inHe their com they see a huge value in using real estate as a way to h a longtime interest in real estate, encourreferral business average an impressive 35-40%. ing with other agents is impo create wealth, and are on a mission to share that strategy rom his family finally pushed with him the to world, get CONTENTS attributes this to his personable nature and aggressive their team and growth. They or at least the Tri-State area for now. e. Shortly after, Adam joined the top-sellsales aapproach.

In that the assist thickcli-of the housing ble events thatmarket give back to th Today, the duo oversees team of agents ord Lorenzo Home Selling Team atfrom Keller rise, Adam notably went and beyond to get tha local organizations ents Philadelphia’s Main Line to Atlantic City.above Some the Unforgotten 4) 6 HABITS OF HIGHLY TOHeMAKE YOUR Realty Metropolitan in Morristown.

Now, his buyers’ 20) offersHOW accepted. shares how his Haven refer- Founda Helpers of God’s “I learned a lot in my 20 years of investing in real estate,” COMMUTE ompletingPRODUCTIVE his second year asAGENTS an agent and rals and transactions have PRODUCTIVE snowballed since the Precious first Inf and the We Can Foundation ou explains Rich, who operates a significant investment y made his mark on the area he serves which year, builds dothat a good job.” causes help the local comm portfolio of his own.

“If“It I were ableorganically to piggy backwhen off you ly Morristown, Randolph, Ridge, Adam reported just under eight million in sales vol14) HOW TOBasking SPEED 22) 6 WAYS TO cial way. someone else’s experiences to get there faster, I would have.

That’s what I want to do for others.”

Whether you Summit, and Short Hills. ume in 2021, his first year, and is UP FIRST-TIME HOMEBUYER GET YOUR CLIENTon track to double This year, The Property Exchan considering buying first investment property, that inyour 2022.

TRANSACTIONS are TO TRUST YOU hit an impressive $20 million in building out a portfolio of rental properties, or reposixtensive sales background, real estate comes for the next few years is to kee tioning an existing portfolio, The Property Exchange o Adam, “I’ve always worked with people – Outside of work, Adam is active in localthat running and by th a brand is recognized Group can help. “We work closely on our clients portat it.” His natural affinity for the folios, industry groups. as Hetheir shares dothe fundraisers for it com end of the day, and iswatchhiking the excitement cashhow flowthey“At the most important clie increases,” explains Brandon.

“We’reAdditionally, here to help peo-his being ed by his professional history, “When I was local charities.

Crawford Lorenzo the most important ple accelerate their wealth quickly to build the lifestyle hey called mePhone the hunter.

I would go out 310-734-1440 and Team at Keller Williams hosts a fall harvest event transaction, for 310-734-1440 | Fax they desire.” ess.” Adam mag@topagentmagazine.com often canvases up-and-coming | www.topagentmagazine.com past and future clients and their families. In his downThis fall, they will be launchin oods, looking to help potential clients sell time, Adam enjoys running, hiking, biking, andasskiing. for investors a fun way to c of keeping clients whatsoever updated means constantly stayNo portion of this issue may bePart reproduced in any manner without prior consent of the publisher.

Top Agent Magazine es in the booming market.

He Publications trulying enjoys beHe can betoExchange found dog George Thishis will help develop a strong inGA, touch.

To do this, Theoften Property Group ofwith is published

by Feature Inc. Although precautions are taken ensure therunning accuracy published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. individual investor. If you’d lik uses technology most, but not alland of their of one of the biggest decisions people make toinautomate the early mornings spending time unwinding To subscribe or change address, send inquiry to mag@topagentmagazine.com. and see how team can hel outreach.

“We make sure to celebrate our client’s happie, buying or selling a the home. with his wife Robin, family, and friends overtheir tequila Published in U.S. As a member of ment goals, contact Brandon an est days like birthdays and wedding anniversaries — to Williams team, he “loves the collaborative on their back deck in the evenings. ong with the extensive training provided.To” learn more about The Property Exchange Group, call (856 Adam’s plans for the future include getting his New York 2 Top Agent Magazine njpropertyexc email admin@NJPropertyExchange.com or visit rently lives in Morristown, located a halfreal estate license to help people invest in both states.

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

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 4

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

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

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

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

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

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

2. Remove distractions

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

We all do it!

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

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

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

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

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

5. Be deliberate

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

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

6. Always look for ways to

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

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

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

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IRENE ALLEGRO

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Top Agent Irene Allegro is the Broker of Allegro Agency REALTORS®, where she assists clients throughout Monmouth County, Ocean County, and the surrounding areas.

A lifelong resident of Monmouth County, Irene Allegro got her start in real estate back in 1972, when she was hired as a part time secretary for Fred Fitzgerald, Broker of Fitzgerald REALTORS® at 23 years old. This event would change her life forever. As Irene began learning the business from the ground up, Fred predicted that one day she would be not only successful, but a leading agent at the top of the game. When she went on to pursue her real estate license, he 8Copyright Top Agent Magazine

told her, “Listen, learn, and go out there. You have what it takes.”

Sure enough, Irene would find fast success in real estate, completing nine transactions within her first week as an agent. When Fred asked how she did that, she responded, “Well, you told me to.” Within her first few years, she had climbed to the million dollar club, back when an average house sold for about $25,000. The rest is history.

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As a multi-recipient of the The NJ REALTORS® Circle of Excellence Sales Award, Irene has cultivated a boutique process to meet the needs of any buyer or seller.

In over forty years since, Irene has gone on to author an accomplished career on the Jersey Shore, building a network of satisfied clients and colleagues that spans the region. Today, she is the Broker of Allegro Agency REALTORS®, where she assists clients throughout Monmouth County, Ocean County, and the surrounding areas. As a multi-recipient of the The NJ REALTORS® Circle of Excellence Sales Award, she has cultivated a boutique process to meet the needs of any buyer or seller.

When listing a property, Irene offers her clients a comprehensive approach. After helping them Copyright Top Agent Magazine 10

fully prepare their home for the market, she shares it via a highly targeted blend of digital and social media campaigns, as well as proven outlets like mailers to the surrounding neighborhoods and listings in local publications like The Coaster. Each step of the way, she is there for her sellers, taking care of everything from the initial showings to the inspections and final negotiations.

Elsewhere, Irene is just as attentive when assisting her buyers, leveraging her decades of experience to uncover the right investment for their best interests. More than anything, she is Top Agent Magazine

inspired by the lasting friendships she has been able to forge through real estate. “I truly feel as though I’ve made a difference in people’s lives,” she says. “In my career, I’ve had the good fortune of meeting countless wonderful people along the way, many of whom have become lifelong friends. In fact, I recently listed a house for a client who first bought from me in 1977.”

Having exceeded $8 million in volume in each of the last three years, Irene remains focused on the proven standards that set her apart. “I hate the word ‘mediocre.’ Instead, I want everything to be absolutely perfect for anyone trusting me with their transaction. After all, having a home Top Agent Magazine

is one of the most important things a family can accomplish, and it fills me with so much joy to see my clients cross the finish line.”

A few years ago, Irene experienced one of the great highlights of her career, when she was considering retiring at 67. Upon hearing this, Fred simply said, “The best is yet to come.” Once again, he was right: Instead of retiring, Irene learned new technology and reinvited herself. As a dedicated proponent of excellence in the Real Estate industry, she evolved her Brokerage to the needs and challenges of today’s business world, adapting to innovations in internet marketing and social media spaces. When her office later Copyright Top Agent Magazine 11

suggested a new grand opening, she at first didn’t think much of it, but when clients and families she had worked with over 30 years ago traveled to attend the party, she was speechless. Since then, the past four years have been the best of her career.

Outside of real estate, Irene is dedicated to her family and community. On top of having been recently appointed to the Board of Directors for Oceanview Condominiums in Avon, she previously spent 17 years as Chairman of the Neptune City Planning Board. Also a member of the Main Street Beautification Committee, she enjoys contributing to local events, charities, and schools throughout the year.

Having established strong roots in the region, Irene looks forward to mentoring the up-and-coming members of her team, extending her core values of openness, integrity, and expertise to the next generation of agents. “I feel so proud and lucky to have spent 50 years loving my work,” she says.

“Not only am I fortunate to be in great health, but my visionary and mentor, Fred, is still the wind beneath my wings. I hope to have many more years of fun because, as they say, if you love what you do, you’ll never work a day in your life. Most of all, I hope my story encourages seniors to never get old—after all, age is just a state of mind.” Then she adds with a smile, “I still feel 23 and ready to list another nine homes.”

Contact Irene Allegro at (732) 988-5800, email ireneallegro.allegro@gmail.com, or visit allegroagencyrealtors.com and allegrorealtors.com

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How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 14

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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ADAM BATT Adam Batt is a highly-skilled real estate agent with extensive professional sales and marketing experience. His versatile range of expertise makes him a coveted agent, serving clients across New Jersey. Clients looking to buy or sell can trust Adam to listen to their needs while working hard to get the job done right.

expansion of its market. Morristown is a quickly growing town with a favorable location. With only an hour’s drive to the Jersey shore and ample trains going to and from the city, Morristown is the latest hotspot for young couples. Known as “Hoboken West,” the town offers an impressive array of restaurants, shopping, and bars. Adam’s personal favorites include Stirling Tavern, a family-owned brewpub, and Guerriero’s, a local curator of authentic Neopolitan-style dishes.

Adam shares how he spent 30 years in corporate America, working primarily in corporate advertising and events. The pandemic greatly affected the event industry and motivated him to begin a career shift. With a longtime interest in real estate, encouragement from his family finally pushed him to get his license. Shortly after, Adam joined the top-selling Crawford Lorenzo Home Selling Team at Keller Williams Realty Metropolitan in Morristown. Now, Adam is completing his second year as an agent and has quickly made his mark on the area he serves which is primarily Morristown, Randolph, Basking Ridge, Madison, Summit, and Short Hills.

At only two years in the business, Adam’s repeat and referral business average an impressive 35-40%. He attributes this to his personable nature and aggressive sales approach. In the thick of the housing market rise, Adam notably went above and beyond to get his buyers’ offers accepted. He shares how his referrals and transactions have snowballed since the first year, “It builds organically when you do a good job.”

Adam reported just under eight million in sales volume in 2021, his first year, and is on track to double that in 2022.

With his extensive sales background, real estate comes naturally to Adam, “I’ve always worked with people – I’m good at it.” His natural affinity for the industry is exemplified by his professional history, “When I was in sales, they called me the hunter. I would go out and get business.” Adam often canvases up-and-coming neighborhoods, looking to help potential clients sell their homes in the booming market. He truly enjoys being a part of one of the biggest decisions people make in their life, buying or selling a home. As a member of his Keller Williams team, he “loves the collaborative support along with the extensive training provided. ”

Outside of work, Adam is active in local running and hiking groups. He shares how they do fundraisers for local charities. Additionally, his Crawford Lorenzo Team at Keller Williams hosts a fall harvest event for past and future clients and their families. In his downtime, Adam enjoys running, hiking, biking, and skiing.

He can often be found running with his dog George in the early mornings and spending time unwinding with his wife Robin, family, and friends over tequila on their back deck in the evenings.

Adam’s plans for the future include getting his New York real estate license to help people invest in both states.

He is enjoying the industry, learning every day, and is looking forward to building his business exponentially.

Adam currently lives in Morristown, located a halfhour west of NYC. He shares how he grew up in New Jersey and has personally witnessed the versatility and

To get in touch with Adam, call 908-370-2124 or 973-539-1120, email adambatt@kw.com, or visit nytristatepartners.com/agents www.

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THE PROPERTY EXCHANGE GROUP: BRANDON SPINNER & RICH LAULETTA

In 2021 REALTOR®’s Brandon Spinner and Rich Lauletta started The Property Exchange Group with Real Broker LLC. Their business model is centered around operating a technology-driven brokerage with a focus on helping real estate investors. While they take great pride in helping homeowners buy and sell their homes, they see a huge value in using real estate as a way to create wealth, and are on a mission to share that strategy with the world, or at least the Tri-State area for now.

Today, the duo oversees a team of agents that assist clients from Philadelphia’s Main Line to Atlantic City.

“I learned a lot in my 20 years of investing in real estate,” explains Rich, who operates a significant investment portfolio of his own. “If I were able to piggy back off someone else’s experiences to get there faster, I would have. That’s what I want to do for others.” Whether you are considering buying your first investment property, building out a portfolio of rental properties, or repositioning an existing portfolio, The Property Exchange Group can help. “We work closely on our clients portfolios, and watch the excitement as their cash flow increases,” explains Brandon. “We’re here to help people accelerate their wealth quickly to build the lifestyle they desire.”

Part of keeping clients updated means constantly staying in touch. To do this, The Property Exchange Group uses technology to automate most, but not all of their outreach. “We make sure to celebrate our client’s happiest days like birthdays and wedding anniversaries — to

let them know we are thinking of them always,” says Brandon. When it comes to marketing, their team utilizes paid advertising on all social media platforms and online websites like YouTube and Google because traditional open houses aren’t enough in today’s market.

Staying involved in their community and networking with other agents is important to the success of their team and growth. They frequently host charitable events that give back to their local communities.

Some local organizations that they support include the Unforgotten Haven Foundation out of Blackwood, Helpers of God’s Precious Infants in Gloucester City and the We Can Foundation out of Camden — all great causes that help the local community in their own special way.

This year, The Property Exchange Group is on track to hit an impressive $20 million in sales volume. Their goal for the next few years is to keep growing and building a brand that is recognized by the investing community.

“At the end of the day, it comes down to every client being the most important client. Every transaction is the most important transaction,” says Brandon.

This fall, they will be launching a monthly happy hour for investors as a fun way to connect with one another.

This will help develop a stronger support system for the individual investor. If you’d like to join their invite list and see how their team can help you reach your investment goals, contact Brandon and Rich today.

To learn more about The Property Exchange Group, call (856) 390-7300, email admin@NJPropertyExchange.com or visit njpropertyexchange.com www.

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How to Make Your Commute Productive The highest caliber business owners and entrepreneurs utilize every minute of their day.

Though this may be a lofty goal, there are certainly ways to make our daily routines more efficient and productive. Consider the morning and evening commute—time blocks that are accounted for every day. For some of us, daily commutes may mean a lengthy drive through gridlock traffic, or perhaps just a quick fifteen-minute crosstown excursion. However short or long your commute may be, there are ways to maximize this component of your daily routine and reap the rewards.

With that in mind, take a look at some ideas below to inject some energy and productivity into your daily commute.

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Listen to the latest industry-centric podcasts or audiobooks Whether you drive, bike, walk, or take public transportation, a commute is the perfect time to tune into an industry-oriented podcast or audiobook as a way of building your skills or getting into the zone for the day. Instead of letting your commute time be passive, you can process insights from leading industry professionals, or develop your skillset on a topic you haven’t yet made time for. Perhaps you’d like to develop your social media presence, or maybe you’d like to tap into the millennial homebuyer market—whatever the case may be, there is audio material out there suited to your interests. What’s more, podcasts are free and easy to incorporate on your smartphone or

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tablet, and there are ample audiobook subscription services out there that make regular listenership cost effective.

Create a mental to-do list to get a head-start on your day, or to prepare for tomorrow Getting your thoughts in order with a straightforward to-do list can help you dive in once you make it to your desk, or serve as a conclusive mental routine to end your work day.

If you drive to and from work and don’t have your hands free, don’t fret. Speaking your to-do list aloud can help you detangle your thoughts and tasks by vocalizing them. You can also try breaking down your to-do list by verbalizing the day’s goals, the week’s goals, and the month’s goals as a way of structuring priorities. If your commute is hands-free, you can incorporate a variety of apps that serve as custom-made todo lists that’ll organizationally map your duties for the day. In either case, use your commute window to identify and name the tasks ahead of you, and you’ll be able to hit the ground running when the time comes to perform.

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Tend to your personal commitments and planning A productive commute can boost your professional performance, but it can also serve your personal growth and out-of-the-office responsibilities, as well. Perhaps you can think out and plan your meals for the week so that you don’t come home burnt out and with nothing in mind for dinner. Maybe you check in with a relative or partner and catch up for a spare twenty minutes.

Not only does this eliminate a few items off of your personal to-do list, it can actually give you a more focused mind at the office. If your personal life is in good order, you’ll be able to devote your full attention to work tasks.

As the old saying goes, there are only so many hours in a day. If you added up all the minutes spent commuting around town, how many hours would amount? Though the trek to and from the office is an engrained part of professional life, it doesn’t have to be a drag. Account for those spare commute windows in productive ways, and in only a month you’ll have devoted a significant portion of your time to bettering yourself as a person and a professional.

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6 Ways to Get Your Client to Trust You The word “REALTOR®” can leave a sour taste in some people’s mouths. Many of today’s home buyers and sellers grew up during the 2009 recession. They are wary of anything 22

or anyone who comes off as too salesy, and they want to work with individuals who they can trust.

But how do you prove to someone you’ve likely never met that you can be trusted?

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1

Put Testimonials or Case Studies on Your Website

When something goes wrong, own up to your mistakes. Don’t hide bad news from your clients. Be upfront and responsive.

Testimonials and case studies are social proof that you have both the experience and the skills to do the job your clients are hiring you for. People often leave testimonials when they are either incredibly disappointed or extremely happy with the service they were provided, so they’re a good indication to prospective clients of the treatment they’ll receive.

Case studies, which you can post on your blog or website, have much of the same effect, but even more than testimonials, case studies demonstrate your real estate and finance expertise because they explain how you achieved a specific set of results.

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Be Responsive and Accessible

Can your clients reach you easily? That doesn’t mean you need to be available 24/7, but you should respond to your clients within a few hours of receiving their message. When agents don’t respond to their clients’ calls or emails for days on end or fail to provide them with a direct line of contact, their clients’ experience can quickly become frustrating.

Agents are busy but so are their clients. If you constantly show up late to or reschedule meetings, your clients won’t feel like their time is respected or their business is valued. Make sure you set a realistic schedule for yourself rather than spreading yourself too thin.

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Be Honest and Transparent

Sometimes you don’t have the answer to a client’s question. Be honest about your strengths, weaknesses, and the limits of your knowledge. A good response might be, “I don’t know, but I can find out.” Be transparent with your clients, and they’ll respect you for it.

You should always act in their best interest.

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Go the Extra Mile

If you do the bare minimum, that’s what your clients will remember. Their experience won’t be memorable, and they won’t gush about you in online testimonials or in real life to people they know who could use your services. It’s that simple.

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Put Yourself in Your Client’s Shoes

Clients understand that you need to earn money, but that doesn’t mean they want to feel like they’re just a dollar sign to you. Be empathetic to your client’s concerns, even if you’ve heard it all before. Your clients should know that you are there for them.

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Be Consistent

Being responsive, friendly, and knowledgeable shouldn’t be an act. If you “turn on” your personality for clients and then suddenly become a different person when they leave the room, it’s likely that the cracks in your mask will eventually become apparent.

But “faking it till you make it” is so common it’s become a cliché. When we are starting out, we don’t always have the systems or resources in place to create a smooth client journey, from onboarding to closing, so instead we constantly try to reinvent the wheel. Give yourself time to pause, slow down, and reevaluate your workflow. Creating systems creates

consistency, and those systems can and should be constantly updated.

Developing trust between you and your clients will take time, but doing these things can give you a running start.

Top Agent Magazine ®

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Top Agent Magazine