NORTH CAROLINA 7-18-22

NORTH CAROLINA EDITION

WELCOME HOME:

WORKING WITH RELOCATORS IN TRANSITION

A STEP-BY-STEP GUIDE TO CONVERTING INTERNET LEADS

TO REAL LIFE SALES

FEATURED AGENT

JEFFREY HELMS Be Their Realtor For Life:

HOW TO BUILD A RELATIONSHIP WITH YOUR CLIENTS THAT WILL LAST A LIFETIME

HOW TO OVERCOME

YOUR WORKPLACE FEARS

COVER STORY

SIOBHAN FINNAMORE & THE FINNAMORE TEAM

NORTH CAROLINA EDITION

JEFFREY H 7

SIOBHAN FINNAMORE & THE FINNAMORE TEAM

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JEFFREY HELMS

CONTENTS A longtime resident of North Carolina, Jeffrey Helms

has always been passionate about helping others.

4) WELCOME HOME: 20)years, A STEP-BY-STEP For fifteen he would build a successful career with Martin Sprocket & Gear, where he started out WORKING WITH GUIDE TO CONVERTING and worked his way TO up to the engineerRELOCATORS IN TRANSITION as a welder INTERNET LEADS ing department.

AlongSALES the way, he would serve as REAL LIFE a CNC Programmer, Robotic Welder Programmer, 14) BE THEIR REALTOR FOR and CAD Modeler, handling blueprints tasks for his LIFE: HOW TO BUILD A 22)onHOW TOand production control. He coworkers the floor RELATIONSHIP WITH would OVERCOME eventually spend aYOUR year as a supervisor in YOUR CLIENTS THAT WILL WORKPLACE FEARS the company’s Atlanta, Georgia, branch, where he further honed the leading business acumen LAST A LIFETIME he would later need to excel as a REALTOR®.

After relocating back to Albemarle, though, he Phone 310-734-1440 | Fax 310-734-1440 began searching for a new opportunity that better spoke to his entrepreneurial spirit. Inspired, mag@topagentmagazine.com | www.topagentmagazine.com he decided to pursue his real estate license in No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Top Agentquickly Magazine 2019 and launch his career as an agent, is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top establishing a network of satisfied clients that Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. spans the region.

To subscribe or change address, send inquiry to mag@topagentmagazine.com.

SIOBHAN FINNAMORE & THE FINNAMORE TEAM

Published in the U.S.

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Today, Jeffrey is a Broker with Divine Real Estate Boutique, where he assists clients throughout Stanly County and the surrounding Charlotte Top Agent Magazine Metro Area. As one of the top producing local

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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 4

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.

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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?

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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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SIOBHAN FINNAMORE & THE FINNAMORE TEAM

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In 2021, Top Agent Siobhan Finnamore formed the Finnamore Team with Emily McNeill, a Raleigh native.

With a driven, yet easygoing, relatable demeanor and a dedication to taking care of her clients’ needs, Siobhan Finnamore makes buying or selling a home as stress-free as possible. Born and educated in Ireland, where she worked as a university professor, Siobhan moved to New York and then in 2005 to North Carolina. Siobhan recalls that her husband, an award-winning residential builder, encouraged her to study real estate in order to gain a better understanding of his business. “It took off from there. I got bitten by the real estate bug, and since then my husband and I have grown our businesses together.”

The couple’s building company, Bliss Homes LLC, 8Copyright Top Agent Magazine

develops and builds local subdivisions in addition to Siobhan’s general brokerage business.

In 2021, Siobhan formed the Finnamore Team with Emily McNeill, a Raleigh native. Siobhan has seen her repeat and referral business take off, and it continues to grow as more clients come back to work with her again. It’s easy to see why: as Siobhan explains, “There’s an old saying that when you find something you love to do in life, then you never work a day in your life again. Both Emily and I so enjoy what we do, and we have fun in real estate. There’s not a day I go into the office that I don’t look forward Top Agent Magazine

to, and that reflects on how we treat our clients and approach our business.”

Emily discovered that she not only shares the same birthday with Siobhan; they also share the same work ethic and desire to excel in real estate. With Siobhan as her mentor, Emily found her niche and discovered that together, the sum of their parts exceeded what they could achieve on their own – this synergy is the reason for their explosive increase in business in their first year as a team! Emily has found success working with first time home buyers. She is adept Top Agent Magazine

at identifying their needs and wants to help them find their dream home. Her attention to detail when negotiating contracts ensures her clients’ needs are not just met, but exceeded! During this process she excels at building deep and lasting relationships leading to repeat and referral business. Her clients are so impressed with her that they entrust her to not only work with them, but with their friends and other members of their extended family.

Siobhan’s knowledge and experience in new construction proves a valuable asset to her clients. “Over Copyright Top Agent Magazine9

With an annual volume of over $20 million, Siobhan and her team have earned international recognition from Coldwell Banker. She has also received the International President’s Elite Award, putting her in the top 5% of agents worldwide. the 16 years I’ve been in real estate, I have gained an immense knowledge of new construction from the inside. I’m very familiar with every stage of new construction, from the foundation through to getting the Certificate of Occupancy. When I’m working with clients who are buying new construction, that’s something very unique I bring to the table.” The knowledge Siobhan has gained in working side by side with her husband in not only designing floor plans, but in obtaining building permits, then deciding on the fit and finish, and building the actual home, gives her and her team a competitive advantage in the real estate world.

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With an annual volume of over $20 million, Siobhan and her team have earned international recognition from Coldwell Banker. Siobhan also has received the International President’s Elite Award, putting her in the top 5% of agents worldwide. “It’s a great honor and sign of respect, and it gives people the comfort of knowing that they’re working with somebody who is experienced and can bring their knowledge and past experience to the transaction,” Siobhan says. Her accolades do not stop there; Siobhan holds the Coldwell Banker Global Luxury Certification and is also a CLHMS (Certified Luxury Home Marketing Specialist), having obtained membership to The Million Dollar Guild.

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Her qualifications and experience do not end there; Siobhan is also a Relocation Specialist and CARTUS certified. CARTUS is the largest Relocation company in the United States and Siobhan works with clients relocating to and from the Raleigh area.

This is a specialized field in real estate requiring a very unique set of skills. It involves working with clients who may have no knowledge of the local market, and may also be dealing with the stress and strain of changing jobs, and possibly even moving their whole family to a new State or even country. With often strict timelines, Siobhan uses her Top Agent Magazine

knowledge, experience and negotiating skills to ensure her clients get to the closing table on-time and stress-free.

Siobhan and her brokerage like to give back to their community. The Coldwell Banker Howard Perry and Walston’s “Turkey for the Triangle” program donates over 5,000 turkeys at Thanks Giving and Christmas to local Charities, Soup Kitchens, to the homeless and to those in need. In 2021, the Finnamore Team was proud to sell the most raffle tickets for that cause.

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Siobhan also supports the Arts notably the Ballet and the North Carolina Symphony. She also supports the NCSPCA and St. Jude’s every year. The NSPCA has a special place in her heart as she is the ‘momma’ to her two Westie dogs, Mr. Duffy and Mr. Darcy (The Bliss Home’s mascots) whom she says never fails to bring a smile to her face countless times each day!

Looking toward the future, Siobhan plans to continue growing her team’s business. The Finnamore Team’s goals for 2022 include delivering “Service with

Integrity” while growing their business Inside the Beltline in Raleigh, where they have already worked with buyers and sellers on multi-million-dollar transactions.

Above all, The Finnamore Team looks forward to ensuring clients a successful and enjoyable real estate experience. “We like to be able to assist people in a time that can be very stressful,” she says. “We are very good at relieving that stress. Selling or buying should be a joyful time, and that’s what we strive to do. We try to take the stress out of it and make it enjoyable. We excel at doing that, and it’s what we focus on.”

For more about Siobhan Finnamore and The Finnamore Team, please call 919-398-5288, email FinnamoreS@hpw.com, or visit her online at siobhanfinnamore.hpw.com www.

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Be Their REALTOR for Life: ®

How to Build a Relationship with Your Clients That Will Last a Lifetime In the world of real estate, an agent’s relationship with their clients can make or break their career. This industry revolves around working well with people, and being able to develop a strong relationship with your clients is the foundation that you business is based upon.

Just like with a house, if that foundation is weak, the rest of the structure is also going to be unsteady and fragile. The mark of a good REALTOR® is their ability to build up a good referral network and following of loyal clients. This isn’t something that just happens by accident. Building healthy, strong relationships with your clients takes work and knowing how to gain another person’s trust, respect, and friendship. Here are some ways to make sure you are building the right kind of relationship with your clients.

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1. Use Your Friendliness and Optimism to Win Them Over: No one wants a pushy, overly confident salesperson for a REALTOR®. Clients are much more inclined to put their trust in the hands of someone who is friendly when it comes to one of the biggest financial transactions of their lives. A pleasant, outgoing disposition will win you more clients as well as friends. You want to establish rapport in the first few minutes of first meeting prospective clients. Rather than starting with business right off the bat, begin your meeting with some small talk such as similar interests, hobbies, and family life. This will immediately help to put your clients at ease, and show that you are not simply trying to “sell” them something.

People also respond well to optimism. During what can be a very stressful time, clients need someone to help them stay positive when a situation looks difficult and challenging. Optimism also tends to radiate charisma, and people want to be around and do business with charismatic people. You want to learn how to understand, motivate, and inspire people.

2. Be an Inquisitive Learner and an Empathetic Listener:

out any potential concerns they might have.

After you’ve gained as much information as possible, you can then gauge their interest in your possible solutions by asking “what if” questions. Being inquisitive also demonstrates to your clients that you are genuinely interested and invested in their situation.

On the other side of this coin is knowing how to listen empathetically. Empathy involves actually putting yourself or your mind in their shoes so you can genuinely understand their concerns, needs, and opinions. That understanding and empathy is then reflected in your conversation with that client. Your clients want to know that you care about their situation, and that they’re not just another sale for you to make. People are much more willing to put their trust in you when they can sense that you are actually making an effort to feel what they feel in order to understand their situation.

Showing your interest through questions, and then thoughtfully listening goes a long way towards gaining trust. Showing empathy and acknowledging the feelings and emotions involved in your clients situation helps build a relationship founded on genuine care and trust.

3. Watch for Nonverbal Clues:

Don’t be afraid to show your curiosity and ask your clients a lot of questions. Some of these questions may even be difficult and uncomfortable. You want to discover and learn as much as you can about your client. Don’t make the mistake of jumping straight into the role of the know-it-all. Every different client has unique needs, so you want to learn as much as you can about their specific situation before trying to propose a solution. You want to uncover their primary motive for buying or selling, and flush

Most communication happens nonverbally, so knowing how to interpret your client’s body language can be incredibly helpful. Here are a few things to pay special attention to: Eye contact: Be careful with the level of eye contact you use with clients when first meeting.

Too much and too little eye contact can send the wrong impression. You want to try and maintain eye contact around 70 percent of the time. That is the amount that most people are comfortable with. Pay attention to your client’s level of eye

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contact to determine how comfortable they are.

When someone avoids eye contact that could mean they are not engaged in the conversation.

A good way to quickly build a feeling of rapport when first meeting clients is to make eye contact when you first meet them and then start nodding yes to what they’re saying. If the client reciprocates the eye contact and nodding, you’ve established a connection.

4. Prove your honesty and credibility:

Choose the right handshake for each client: One handshake does not fit all people, and that first handshake can be crucial to making a good first impression. The way to do a good handshake for each client is to try and mirror the other person’s handshake in strength, keep your shoulders aligned as you are preferably standing when you shake hands. While you shake your client’s hand make sure you make eye contact and give them a sincere smile.

Showing a little weakness can actually be to your advantage in this situation, and will actually make others more inclined view you as honest. You don’t want to come across as too good to be true. When revealing this weakness, however, the key to coming out on top is turning what sounds like a weakness into a strength. For example, your service may be more expensive, but that’s because you offer more personalized and extra services than your competitors.

Honesty and integrity are the two traits that 98 percent of buyers and sellers report are qualities they consider “very important”. The thing is you can say you have these traits all you want on your website, bio, etc., but trust has to be earned, and the only way to do this is to prove your credibility.

Here are a few tips for how to sound more credible:

When you talk to your clients avoid using filler words such as “um” and “uh”, which can decrease your credibility. You also want to watch the tone of your voice. People tend to translate a deeper tone as sounding more credible.

You want to develop a relationship to last a lifetime when interacting with your clients. There are many things you can do to accomplish this, and using these tips can take you from getting just a few referrals and repeat customers to gaining a loyal client following. Taking the little extra time to make sure you are projecting the right attitude and making sure that you are doing things to gain your client’s trust can make a world of difference for your business.

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JEFFREY HELMS Top Agent Magazine

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JEFFREY HELMS

A longtime resident of North Carolina, Jeffrey Helms has always been passionate about helping others.

For fifteen years, he would build a successful career with Martin Sprocket & Gear, where he started out as a welder and worked his way up to the engineering department. Along the way, he would serve as a CNC Programmer, Robotic Welder Programmer, and CAD Modeler, handling blueprints tasks for his coworkers on the floor and production control. He would eventually spend a year as a supervisor in the company’s Atlanta, Georgia, branch, where he further honed the leading business acumen he would later need to excel as a REALTOR®.

After relocating back to Albemarle, though, he began searching for a new opportunity that better spoke to his entrepreneurial spirit. Inspired, he decided to pursue his real estate license in 2019 and launch his career as an agent, quickly establishing a network of satisfied clients that spans the region.

agents in Albemarle, he has combined his acute knowledge of the market with his penchant for client service to meet the needs of any buyer, seller, or investor.

When listing a property, Jeffrey offers his clients a comprehensive approach. After helping them fully prepare their home for the market, he shares it via a highly targeted blend of digital and social media campaigns. Along the way, he also leverages his own

Today, Jeffrey is a Broker with Divine Real Estate Boutique, where he assists clients throughout Stanly County and the surrounding Charlotte Metro Area. As one of the top producing local 18

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extensive sphere of influence to give each client an added advantage, ensuring a seamless transaction throughout.

Elsewhere, Jeffrey is just as attentive when assisting his buyers, thoughtfully guiding them to the right investment for their best interests. In fact, he prefers to keep in touch long after the deals are done through frequent check-ins, all to make sure his clients are satisfied in their new homes. But more than anything, he loves welcoming newcomers into his thriving Albemarle community—from its two gorgeous lakefronts to the boundless hiking trails at Morrow State Park.

Since delving into real estate, Jeffrey has earned a terrific reputation throughout North Carolina, as evidenced by his rapidly growing rate of repeat clients and referrals. Now averaging over 16 annual transactions, he remains focused on the core values that brought him to the business in the first place. “At the end of the day, real estate comes down to helping clients accomplish their goals and complete one of the most important transactions of their lives,” he says. “For me, there could be nothing more rewarding than building a lasting relationship not only with them, but also with their friends and family.”

Outside of real estate, Jeffrey is dedicated to his community, having previously volunteered with his church to teach Sunday School and deliver meals to those in-need. When he’s not with clients or giving back, he can be found spending quality time with his family, shooting pool, going tomahawk throwing with friends, or kayaking—enjoying all the remarkable scenery that Stanly County has to offer.

Going forward, Jeffrey has exciting plans for the future of his business. As his volume maintains its steady growth, he intends on deepening his work within the community while scaling the vision of hands-on service that continues to set him apart.

He also recently closed on over 150 acres of land, which will be developed over the next year to bolster single family homes in the area. In the meantime, though, he looks forward to all the clients and opportunities that await in North Carolina.

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To learn more about Jeffrey Helms, please call (704) 961-7292, email jeffh@divinerealestatehomes.com or visit jeffhelmsrealestate.com Copyright Top Agent Magazine 19

A Step-by-Step Guide to

Converting Internet Leads to Real Life Sales In the era of apps, instantaneous social platforms, and text messaging, it’s little surprise that the modern homebuyer begins his or her search for real estate representation online.

Even if you’ve got a top-notch website or an influential social media presence, how do you connect with web surfers who have yet to commit to the services you offer? Take a look below to learn a few key techniques to bridge the gap between digital interest and real-world sales.

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RESPONSIVENESS IS KEY Like it or not, our digital culture relishes immediacy and instant gratification. With that in mind, be sure to stay on top of online interest forms, e-mails, or newsletter signups. Don’t let an online lead go to waste by taking too long to engage and follow-up.

Things move fast, and it’s easy for potential clientele to forget which websites they’ve visited. Even if your lead isn’t ready to commit then and there, you demonstrate your

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Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION When online back-and-forth goes stale, communication drops off quickly. If you’re following up via e-mail, social media, or text, be sure to keep topics focused squarely on the potential client. Ask open-ended questions to give your lead the opportunity to loosen up and engage on a personal level. There’s no better way to cement a digital lead than to take a pointed interest in the specifics of their situation. Doing so transforms the impersonal invisibility of the internet into a true connection.

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when Top Agent Magazine

adding value to your follow-up technique: incorporate area promotions and access to local events, make a date for coffee, or offer a brief consultation free of charge to make the first move.

DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease.

Digital leads don’t have to be difficult to capture. The internet plays a powerful role in funneling modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.

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How To How To Overcome Your Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.

your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether.

Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

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Really owning the emotions that are putting you in a place of fear, is the first step.

By just naming it and then talking it out in

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me,

ASSESS THE FEELINGS BEHIND THE FEAR

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TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

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it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

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THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad after all.

Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off.

Countless people in their dream jobs now, were once fired and thought it was the end of the world. Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

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COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, Top Agent Magazine

Start thinking of fears as challenges.

As scary as it might seem to face them, for the most part they are things that can be fixed.

you’re taking in your fears and figuring out ways to overcome them.

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START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed.

A lot of fear is based on inexperience which leads to a lack of confidence. A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties.

Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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