NORTH CAROLINA 7-25-22

NORTH CAROLINA EDITION

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QUALITIES OF EXCEPTIONAL EMPLOYEES

MODERN EMAIL ETIQUETTE FOR TODAY’S AGENTS

UNTANGLING THE BIDDING WAR:

A BUYER’S & SELLER’S PERSPECTIVES

FEATURED AGENTS

EYZHANE WILLIAMS TAWANA RICE COVER STORY

TIFFANY BONAPARTEHAMPTON

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5 Tips to Get New Clients If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 4

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

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Become a referral partner with industry peers

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Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

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with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

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Partner up with a Relocation Company

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Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

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Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much 6

house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

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TIFFANY BONAPARTEHAMPTON

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“I treat all my clients like family,’ Top Agent Tiffany BonaparteHampton says, “And I always put their needs in a relationship above the transaction.”

Working with Raleigh-Durham agent Tiffany Bonaparte-Hampton feels like working with family. Clients upon meeting Tiffany feel secure with her open and friendly personality, while she draws close to them as well. “I treat all my clients like family,’ she says, “And I always put their needs in a relationship above the transaction.” Tiffany stays on top of her market knowledge so that beyond congeniality, she offers her customers insightful advice like a best friend would. “I work in a way that I want my clients to feel as if I genuinely care about their family and securing them a home, building wealth, not just another sale.”

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Real estate has always held allure for Tiffany. Properties intrigued her, and she was a “cliche” big fan of HGTV and House Hunters. Coupled with her firsthand buyer experience purchasing a couple of homes of her own, she made the dive into real estate professionally. A former social worker and community advocate, she relished the chance to be her own boss while continuing to serve people in her community. “It coupled everything I

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enjoyed as far as the love of houses and the love of helping people,” she says.

Now, with six years as a solo agent in the business, Tiffany is on pace to hit $14 million in annual sales, her most yet. She hit the $10 million plus club for the first time in 2021 and has had a very successful first couple of years in real estate as well.

For Tiffany, that success has come at the convergence of reputation and

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A quick adopter of social media, Tiffany has grown her Instagram following to more than 5,000 followers. As the face of her own brand, Tiffany posts informational videos on buying and selling homes as well as tips and tricks of the industry. successful branding. A quick adopter of social media, she has grown her Instagram following to more than 5,000 followers. As the face of her own brand, Tiffany posts informational videos on buying and selling homes as well as tips and tricks of Copyright Top Agent Magazine 10

the industry. Additionally, she hosts virtual lunch-and-learns in which she shares market knowledge with viewers. “I’ve been doing Instagram and Facebook since before they got really popular. And that’s all gone really well for me.” Tiffany’s next digital Top Agent Magazine

move is to replicate her success on YouTube.

Raleigh-Durham has proven the perfect setting for Tiffany to work and raise her family. The region attracts new buyers with its higher education and some of the country’s most competitive college sports teams. Away from work, Tiffany takes in the area’s breadth of family activities, including her family’s favorite, mini golf. She also enjoys getaways

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with her husband and kids. Steadfast in her commitment to serve her community, Tiffany donates time and effort to local causes, such as various drives to support different needs in the community.

Her personal favorite is the collaboration she does with Wake County Human Services and their Christmas “Holiday Cheer” program.

Tiffany has clear goals for her future in real estate. In the coming years, she

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plans to reach the $25 million mark annually. She will do that first through strengthening her brand, which already earns 80 percent of her business in referrals or repeat customers. From there, she would like to use her knowledge and brand-building skills to lead a

team. Tiffany looks forward to “having a team that I can mentor and coach to be successful in real estate.” Until then, she continues finding joy in helping clients grow wealth for their families. “I think that’s the most satisfying part,” she says.

To learn more about Tiffany Bonaparte-Hampton, call 919.867.0377, visit homewithhampton.com, or email Thampton@homewithhampton.com www.

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4 Qualities of Exceptional Employees Hiring a new employee is one of the more stressful parts of being a business owner. After all, you’re taking someone on and trusting that they’ll not only be a valuable addition to the team, but won’t do anything to hurt your business’s hard earned reputation.

Sometimes a person comes in and you click right away, and other times you might be blown away by an impressive resume. But there are things you should look for that might not be as obvious at first. Employees that have the following qualities are ones you should seek out, because they will definitely be well worth the time and energy you invest in them.

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1. They have the confidence to be innovative There’s a reason people are drawn to those who think outside the box. Not only do innovations often lead to an extremely profitable business, even when that thinking doesn’t pan out, creative thinking is something that will energize your business and will motivate more employees to start taking chances.

Innovative thinkers also usually have great leadership skills. Ironically, you want an employee who isn’t afraid to speak up to authority and is someone who knows how to bend the rules without breaking them. They know that

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the success of the team and business is what’s most important, as long as it’s done ethically and with respect for everyone involved.

2. They are constantly reviewing their past performance A good employee looks forward, but they also look back. They are always evaluating what worked and what didn’t work in past performances and then adjusting their plans going forward accordingly. If they are coming off a big win, they know how to capitalize on that by using the momentum and cementing in everyone’s minds the value that they add to the team.

If things didn’t go as planned, they assess what they can do better next time, and they don’t get bogged down in insecurity. They take responsibility and they have confidence that they won’t repeat past mistakes. They know that failure is a temporary state, and are able to learn lessons from their mistakes, that will make them a better employee going forward.

While no one wants to fail, having the confidence to try something and fail will one day let you strike gold. Someone who lets failure shut them down, leads to a dead end and will soon make them a dead weight on your team.

3. They value teamwork Even though an exceptional employee might be a rising star, they realize that success is 14

not an individual endeavor, it relies strongly on who you’re working with. Exceptional employees make sure that everyone is contributing and valued for their input. They put the interests of the company above their own, and thrive in an environment where ideas and information are shared freely.

Shared success is the ultimate goal for every project. Exceptional employees have the confidence to know that even when they’re not singled out for praise, they’re an irreplaceable component of a larger machine.

4. They are self-motivated learners A key thing to remember is that while experience is a valuable commodity, intelligence and intellectual curiosity is usually something that can’t be taught. Yes, you might request employees get additional training or attend seminars, but exceptional employees will be seeking out educational opportunities constantly. Even if they don’t have a lot of money for weekend retreats, they will be getting books from the library, downloading audiobooks, and most importantly, taking advantage of one their greatest resources, YOU. Exceptional employees know that the way to stay ahead is to always be at the forefront of new technology and systems. They don’t see educating themselves as a burden, they actually enjoy it. They realize that everything they take in, will one day make them not only an exceptional employee, but an exceptional boss as well.

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EYZHANE WILLIAMS Top Agent Magazine

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EYZHANE WILLIAMS

Eyzhane Williams’s journey to becoming a trusted name in real estate began in 2020, when he was working at Best Buy. At the time, Eyzhane was the #1 sales employee for Best Buy in the entire country, an achievement that landed him a role in national corporate commercials for the retailer. Word got back to Jacksonville, and Eyzhane was featured on the local news channel to speak about his debut. Then the pandemic hit, and as Eyzhane recalls, “I realized I needed a backup plan. I always liked helping people, and at the end of the day I feel that my God-given gift is helping others, so I received my real estate license.

I realized that by being a REALTOR®, I could really make a difference by helping families make a change for the better.”

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Since joining Allison McAfee at the McAfee Home Team, Eyzhane has served the Onslow County, North Carolina area. The community is best known for the Camp Lejeune military base, and 85% of the town’s population is made up of military personnel and their families. Coming from a military family himself, Eyzhane understands on a personal level the challenges that come along with military relocation. “My father is in the military, so for my whole life I’ve been used to traveling every two years, going from state to state and city to city,” Eyzhane explains.

“When it comes to real estate and the military community, I totally get it because I’ve been there myself. I know how moving can be stressful and can make a big difference in Top Agent Magazine

one’s life, and I’m here to help.”

Eyzhane goes the extra mile to help clients find the right home, even when they’re halfway across the globe. For customers deployed overseas who are looking to relocate to Jacksonville, Eyzhane will use FaceTime or Skype to take them through a property so they can get a feel for what it’s like. “I also have a background in YouTube and specialize in videography and photography,” Eyzhane says. “So I will also take my drone and get footage of the neighborhood and the community so that they can see more than just the home itself and can get a better idea of where they’re relocating to.”

Giving back to his community is important to Eyzhane, and he participates in events for local military families. He and Allison are also planning some big community events for the near future, and they look forward to getting even more involved.

As for the future of his business, Eyzhane plans to expand his team and get into investing so that he can rent to military families. “I want to give back and make a difference here in the community,” he says.

For Eyzhane, his motivation to do good for his clients comes from a promise he made to his late grandfather. “In 2016 my grandfather passed away, and I was very close with him. The last words I told him before he passed away were that I was going to make him proud and I was going to be successful. That is my biggest motivation in my life, and it’s the fire that fuels me. That’s the source of everything I do to ensure that my clients are satisfied and happy!”

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To find out more about Eyzhane Williams, you can call 910-554-7350, email izzywilliams101@gmail.com or visit remax.com/real-estate-agents www.

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Modern Email Etiquette for Today’s Agents In today’s tech-forward culture, consumers are constantly inundated with promotional emails, alerts, invites, and social media blasts. As a real estate agent or a loan officer, how do you stand apart from the noise? What’s more, how do you stay relevant in a digital landscape that’s constantly changing?

For starters, there are a few timeless techniques you can apply to up your skillset when it comes email and digital communication: asking questions that 18

inspire conversation, politeness, and following up regularly—to name a few. Likewise, there are surely new tricks you can add to your arsenal to stay ahead of the curve. Let’s outline a few ways you can refine and update your email etiquette to compete in today’s virtual marketplace.

Make your subject line count Too often, we labor over the content of our emails without giving much thought to subject lines.

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Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity.

However, these little headlines can go a long way in luring the consumer to open your email and ultimately click through to your website in search for your services. An enticing subject line should be short and sweet, ideally less than fifty characters.

You might also include the name of the recipient, and be up front (though concise) about the subject matter of your message. Remember: the first thing a client will see is your name and subject line—be sure to make this prime real estate shine.

Think mobile Research tells us that 79% of Americans check their phones within fifteen minutes of waking up. In fact, much of modern day correspondence occurs by smartphone. Accordingly, you’ll want to account for email readability on a mobile phone.

For instance, incorporating paragraph breaks for each new thought allows information to be parceled out in a palatable way for readers utilizing small screens. Also, any sort of graphic flair or links within your email should be shortened and streamlined for mobile consumption. Send yourself an email every now and again and access it from your phone—you’ll be able to double-check that all the elements of your emails are working well on a mobile platform.

Incorporate email tools There are excellent tools out there to enhance your email experience. With just a quick download, Top Agent Magazine

you can add spellcheck, a URL address shortening feature, or a delay option that holds emails for thirty seconds before they’re sent. Think about the possibilities! Haven’t you sent an email without including the attachment you intended, or realizing you sent correspondence to the wrong client? If that’s the case, a delay feature can help you save face and build in a window for error— just in case. Regardless of which tools speak to your email habits, there are plenty of add-ons out there that can revamp your digital correspondence style.

Use email to maximize your online presence These days, there are plenty of ways to communicate—email, text, phone, apps, and social media.

When you interact through email, consider it an opportunity to invite your client to follow you elsewhere online. Ensure that your email signature includes unobtrusive, streamlined links to your social media accounts, professional website, or review page. This will build in an opportunity for clients to engage with your brand, and you may even add an online follower for the long term.

Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. Keep these approaches in mind as you reenergize your email technique and fortify your communication in the digital era.

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Untangling the Bidding War: A Buyer’s & Seller’s Perspectives In a competitive marketplace, bidding wars become the norm. While this may put sellers in an excellent position to recoup on their investment, it can push buyers beyond their budgets and test their temperaments in the process. As an agent, how do you navigate both sides of the coin? After all, you want to net the best results for your client—regardless of which side of the closing table they’re on. To fortify your approach to a heated bidding war, here are a few ideas and insights to better clue you in on the perspectives of buyers and sellers alike.

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Buyer’s Perspective: Emotions Running High?

Channel it.

When the market is booming, buyers feel the pressure—especially when affordable inventory is limited. This can create stress, feelings of hopelessness, and impulsivity. As an agent, how do you channel this emotional energy into something positive? Consider asking buyers to put those anxieties and high hopes onto paper. Have buyers outline

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who they are, why they’re inspired to buy a home at this juncture in their lives, and how they see their lives unfolding once they become a homeowner (or repeat homeowner). Think of it as a letter of intent.

Buyers benefit from taking abstract fears and dreams and articulating them on paper. Likewise, this document can serve as a valuable tool during a bidding war. Letters like these can help sellers with multiple offers make a personal, emotional connection with a particular buyer.

Sellers Perspective: Manage expectations.

When multiple offers are rolling in on a property, it’s easy for sellers to get carried away. Numbers are flying, expectations are heightened, and sellers may become hypnotized by higher and higher offers and ideal outcomes. While it’s good to celebrate prime market positioning, it’s also important to maintain an even keel so that your seller’s mind is clear and they’re thinking rationally through their options.

Sometimes the highest offer isn’t necessarily the sure thing. Manage your clients’ expectations by leading by example, offering a balanced perspective, and talking them through all potential outcomes so that they don’t only hone in on the best-case scenario.

During a bidding war, tensions are running high for seller’s too, who will soon begin their next chapter in another home. Keep a cool head and remind your client to see the big picture, recognize that it’s possible for some offers to fall through, and to sit tight until the closing table has been successfully reached.

Buyer’s Perspective: How do you authentically and convincingly convey your interest?

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a

personal touch can make. Some popular approaches to standing out include personal letters—as mentioned above—tailored to the property. Was the property in question a family home for years? You might have clients detail their dreams of raising a family inside those walls, rather than tear the property down and rebuild something to boost the lot’s value. Including a family photo is also a good tact for personalizing letters in a bidding war. Likewise, little gifts included with your offer can speak volumes about your personality and due diligence as an agent. It may seem a little cheesy, but when sellers are looking at ten near-identical offers, those personal touches can really paint a compelling, personalized picture.

Seller’s Perspective: How powerful is cash?

Data shows that cash offers—typical of investor clientele—double the chances of having an offer accepted. This goes hand in hand with waiving a financing contingency, which also helped boost the probability of an accepted offer, according to research. Cash is king, however, since offers that aren’t completely reliant on comprehensive financing seem to minimize risk for sellers, who are already eager to see a deal go through. Cash deals also tend to go through quickly, freeing sellers up to pursue their next property and move on to new horizons. While not every buyer has the ability to operate in cash, it’s a worthwhile consideration for those in ultra-competitive markets and with liquid capital.

While the bidding process can be stressful for agents and clients alike, it’s important to remember that it’s a time of opportunity, too. If you want to make the most of it as a seller, data shows that a personal touch can endear buyers to their seller counterparts. For sellers navigating a competitive process, it’s important to keep a balanced perspective. For agents, here’s the bottom line: get creative, be resourceful, and use all the tools in your arsenal to achieve the best result for the clients you serve.

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TAWANA RICE Nothing is ever a foregone conclusion, nothing is ever pre-destined, nothing is ever “meant to be.” Well, you know, depending on who you talk to that is.

Tawana Rice will tell you otherwise. A REALTOR® with Carolinas Realty in North Carolina, a division of Berkshire Hathaway HomeServices, Tawana had her sights set on working in the real estate business since she was a little girl.

“I knew I would become a REALTOR®.

Many years ago, living in Atlanta, I became fascinated with homes. Living with my parents, I grew up in and around homes that I was fascinated with because of the design elements, the various floor plans, the builders … So, when I lived in Atlanta in the early 2000s, I began exploring properties,” Tawana explained.

“I ventured back to my hometown of Winston-Salem (North Carolina) and in my second marriage I had an opportunity to step out and attend real estate school.

Individuals were coming up to me saying that I would make a great REALTOR®.”

An understatement, for sure. Tawana built her career organically, from nothing, based on her intense interest in the business and the knowledge she had already acquired through her love of real estate and sales. A solo agent, Tawana sold 42 homes last year. This year she has sold 22 and is pushing for between 50 and 60.

In five years in the business, Tawana has sold $27 million worth of homes, including an average of just more than $8 million a year in the last two years. Though based in the Triad region of North Carolina, she has branched out to Charlotte and Raleigh and now covers 40-50 counties in the state.

“I love to travel. Every region is different. It’s my passion. I love my clients, and my clients are spoiled,” Tawana said with a laugh. “I mean that I love to take great care of them. I am a heavy researcher. I investigate Top Agent Magazine

a lot. I learn about the properties. I learn about the history of the home. I’m great at comps. My clients work a lot, they have work schedules, so I hone in on their needs and cater to what’s important.”

Tawana is extraordinarily active and generous in her local community, graciously giving to church organizations, local schools and food banks. When she’s not working her 14-hour – and longer – days, she is a big foodie, loves to travel and spend time with her family, tends to her flowers, and loves to shop. Going forward she just wants to keep reaching the milestones she sets for herself, and she has a piece of advice for aspiring agents.

“I want to continue doubling my business. I definitely want an office in each major city. I see the need. Families need more great REALTORS® and I want to be the one to deliver,” she said. “But in the business, you need to show trust. Trust is very important for me. I worked for the Better Business Bureau. I’ve always known trust and was raised to be trustworthy. You must be very transparent. You must educate your clients, not just on market trends but pertaining to the homes themselves.”

Contact Tawana at 336-831-7178 email Tawana.Rice@bhhscarolinas.com or visit tawanarice.bhhscarolinas.com https://

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