NORTH CAROLINA EDITION
Killing Clients with Kindness and Value
Small Yard? Big Statement: How to Make the Most Out of Micro Outdoor Spaces FEATURED AGENTS
KIM MANN MATT SARVER COVER STORY
ALAN WRAY
MANAGERS AND TEAM BUILDERS:
FOUR PRINCIPLES TO DEVELOP A GREAT TEAM
NORTH CAROLINA EDITION
KIM MANN
MATT SARVER
To call The clients appreciate her attention Mattto and Broker Kim Mann, lead of the Kim Mann TeamMatt at Sarver of Keller Williams’ Kim’s deta Sarver Group a top agent might actually be a bit marketing 7 17 23 RE/MAX One Realty in Raleigh, North Carolina her personable, honest approach, as evidenc of an understatement. Awarded the “Overall Satisseen byonas is well-versed on the complicated ins-and-outs of the glowing testimonials she has received faction” designation by Charlotte Magazine the real estate industry, and is a strong advocate try awebsite Zillow.com. Reads justthat oneeach of hep stunning ten years in a row, and selling an impreshire a prof for her many buyers and sellers. In addition to reviews: “We found Kim very attentive, prom siveis111 homes worth $35 million last year alone, profession that knowledge and know-how, however, Kim’s appointments and listened to our wishes and he and has been of beginning to end. She is likeable make secret weapon: a forthright, honest, truly providing the Lake Norman area from andthe soch the Tar Heel State with the very best in client caring approach that has not only cemented her Most of all Kim is professional, experience service for more than thirteen years. WhatWeMat success, but has also endeared her to her grateful knowledgeable in the real estate field. wi help his pl cl clientele. tainly recommend her to anyone we know Matt initially began his real estate career back in ership, or sell their home.” 2001, fun to me Kim professes a long-time fascination withwhen real he resided in Idaho. Relocating to ALAN WRAY KIM MANN MATT SARVER North Carolina in derives the most job satisfaction thefrom bigges estate. “I honestly knew since I was eighteen that in 2003, he obtained his license Kim he I wanted to get into the industry,” she says. “All ity to assist and guide her buyers and seller that state in 2005. Initially working part time while employed their advisor, half of w of it truly interests me. Obviously the side, focusesinonhistheir love h in sales another job, he still managed to sell $2.5 million firstneeds halfand is wants being a“Iteacher, but also the investing side, and the ability a property achieve whatevertotheir dreamyou is for thesomeone next phase year to in transform that state alone. In 2012,them he made the decision pursue help findo and seeing it when it’s all done and renovated. I love all aspects lives,” she says, her sincerity obvious. “I want to make a real estate career full-time, and his success has been nothing chapter in life. I lovethe be of the business.” Licensed in 2013, Kim established rience as stress-free as exponenpossible for them, to take burden less quickly than stellar, and hisherbusiness continues to grow ence on theirthe lives, and self as an honest broker, working withtially a small dedicated team and them. I love my clients; I’ve become great friends with ma year after year. CONTENTS providing exceptional real estate guidance to the greater Triangle them.” We develop a relationship and thenhe’s we not maintain it. When working area of the Tar Heel State. works hard to make sure those relationships continue, and Matt married in 2015, and his wife Britt became licensed as and simply spending tt end she personalized and touches basewith with well and joined13) his growing team thatsends now out consists of dedi-cards, family,” he says 4) SMALL YARD? KILLING 19) MANAGERS With a significant and ever-growing portion of her business quarterly via telephone. cated members, four of which are active producers. With more and I have two, so it’s BIG STATEMENT: CLIENTS WITH AND TEAM BUILDERS: based on referrals and repeat clients, the Kim Mann Team’s than 75% of the team’s business based on repeat and referred they all get along great name is rapidly becoming with top-notch client ser- has When not FOUR working, Kim spending time HOW TOsynonymous MAKEclients, KINDNESS AND PRINCIPLES The Sarver Group firmly she’s established itself as an enjoys and plays soccer withwia vice. When asked why her customersever-growing return for herforce services and husband Luke and six children, taking family beach trip of nature in their local market. When asked THE MOST OUT OF VALUE TO DEVELOP continue referring friends and family, Kim points to her experindulging in other outdoor activities. She is also passionate to account for this client loyalty and enthusiasm, Matt points to Looking to the future, MICRO OUTDOOR GREAT TEAM tise, particularly with marketing, as one reason. “Not only am I giving back, andAdoes so through donations to the Chil the systems he has implemented for maintaining solid contact and supporting his ex good negotiator,” says Kim, who holds both a Strategic Pricing Miracle Network, and hosting community events, includin SPACES with his buyers and sellers both during and after the transaction and justifiably proud. “ Designation (SPS) and a Certified Listing Agent Designation movie nights. is complete. “We’ve really honed our 36-touch program,” he grow in their own pers (CLA), “but I have a wonderful marketing plan, and I generally explains. “We send out a monthly newsletter by email, four my team grow in thei get houses under contract within a day.” Kicking off her marketLooking to the future, Kim’s plans are to continue growin handwritten cards each year, andbusiness, four items value course, also planstheon ing with an open house and listing on the website comingsoon. butof only at aeach paceyear. that allows her he to maintain We| Fax also do aa wide clientnet appreciation dinner. We justservice reallythat work insistent growth no Phone 888-461-3930 310-751-7068 com, among other methods, Kim is able to “cast and level of customer has become herthat calling card. hard to stay top-of-mind and to take care of our clients and let customer service for create anticipation. My clients, and potential clients, see that the want to make sure all my clients know that no matter howws mag@topagentmagazine.com | www.topagentmagazine.com themme know how much wetoappreciate deservedly - recognized results are awesome and they’ll contact when they want ful thethem.” situation can become, it’s all going to work out. It
portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent sell their ownNo homes.” step at a time, but I promise it’s going to work out.” Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com. Published in the U.S.
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Small Yard? Big Statement: How to Make the Most Out of Micro Outdoor Spaces When house-hunters compile their lists of musthave home items, a dreamy backyard space is often near the top. After all, who doesn’t want an outdoor oasis of their very own? From summer barbecues to open space for your dog to frolic— everyone has their own aspirations when it comes to creating the perfect backyard paradise. But as homebuyers seek properties deeper within city limits, and Millennials opt for properties with 4
urban amenities and access, home-connected outdoor spaces are becoming a bit smaller in stature. Of course, size isn’t everything when it comes to outdoor space. Even balconies, rear patios, and ultra-tiny yards can provide homebuyers with the outdoor reprieve they crave—even on a smaller scale. For a few ideas that can help you envision all the possibilities of a micro outdoor space, read on for inspiration.
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Think vertically. When space is at a premium, think up instead of out. In other words, make the most of small spaces by capitalizing on your backyard, balcony, or patio’s overhead height. Mood-setting string lights, hanging pocket or wall gardens, floating shelves, and modern overhead hangings can create a sense of privacy and luxury without cluttering the square footage on the ground.
Soothing sounds set the mood.
Upgrade the look of structural components. Not in love with your patio pavers? Don’t have the sweetest view off your balcony? Whatever your small backyard living space gripe may be, there’s always a solution if you go back to the basics. Consider the structural components of your outdoor space that you aren’t in love with and there’s likely an affordable, eye-pleasing solution. For instance, plenty of home goods Top Agent Magazine
retailers make a variety of punchy or luxe outdoor rugs that can disguise stained or lackluster outdoor flooring. Power-washing is another great solution for old grime and dirt that’s an eyesore. Don’t have a great view? Planting ivy on bare walls, installing adjustable mood lighting, or hanging planters can create a more inviting ambiance.
While there may not be room for a swimming pool or pond in a micro yard or balcony, you can still bring the calming presence of water to your outdoor oasis. Fountains run the gamut in sizing and price, making this amenity an easy acquisition. What’s more, a running fountain not only adds a soothing sound to your space, but it also helps drown out noise from the street or the neighbors—making your space entirely your own and stress-free.
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Don’t compromise on your culinary dreams. If you love to entertain in outdoor spaces or relish the chance to man the grill—small outdoor spaces don’t have to trip you up. Grill options (both propane and charcoal) come in a range of sizes, many of which can be outfitted securely to balcony posts or be tucked away and out of sight when out of use. Consider nesting tables or those with a removable leaf to adjust your seating and dining options depending on company.
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Another trick? A small, oscillating fan can keep air flow moving in a small space during grill season—and can be easily affixed to walls or posts, as well. Don’t let yourself or clients be discouraged by spaces with more limited square footage in outdoor areas. Furniture and design trends have already begun shifting toward providing better small-space options, and at the end of the day, a backyard space is all about providing an area for relaxation. With a few well-placed, strategic choices, you can still have it all.
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ALAN WRAY Top Agent Magazine
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ALAN WRAY
How did Alan Wray become a rising star in Asheville real estate? Alan had a successful career in public education, but after his son was born he decided he wanted to try a new career that would allow him more flexibility. Real estate was a natural fit, combining his interest in service with his decade of previous experience in the construction industry. He now works at Hi-Alta Real Estate, a small firm of fifteen agents, where he serves Asheville and surrounding areas. 8Copyright Top Agent Magazine
Now four years into his real estate career, already almost half of Alan’s business comes from repeat and referral clients. What keeps his clients coming back and eager to spread the word about Alan to family and friends? “For six years I taught writing at a state university, so I have very good training in research methods and I’m very tech savvy,” he says. “I’m good at writing and verbal communication, which helps me not just with my clients, but also with other agents. Before I Top Agent Magazine
was in Higher Ed, I worked in construction for a decade, so I also have hands-on experience building and remodeling houses.” This combination of skills makes Alan one of the most respected realtors in Asheville. Alan works from a customer service driven model. “It really is a relationship business,” he says. “I enjoy getting to know people and connecting with people. When I meet clients it’s because something is changing in their Top Agent Magazine
lives. They are moving from one place to another or expanding their portfolio if they are an investor. I find it interesting to connect with folks when they are in a process of transition.” To stay in touch with past clients, Alan reaches out by phone and text, sends informative mailers and a quarterly newsletter, or just invites them for coffee or lunch. To market listings, Alan uses a wide variety of tactics, from the traditional to the cutting Copyright Top Agent Magazine9
multifaceted approach often results in quick sales and satisfied clients.
edge. He posts all listings on the MLS and other major real estate websites, places targeted print ads, and conducts a thorough campaign via social media. “I also use Craigslist and neighborhood message boards for folks who may not even have a realtor yet,” he explains. This Copyright Top Agent Magazine Copyright 10
What’s Alan’s favorite part of the job? “I really do enjoy working with people, especially coming from education which is very much a service-oriented profession,” he says. “I like using my knowledge and expertise to help people get where they are trying to go. And I like being able to maintain my independence working for a small firm as an independent contractor.” Top Agent Magazine
Alan loves that Hi-Alta Real Estate has a top down history of community involvement. The company was founded by a retired firefighter and the team includes both former educators and former social workers. “Everyone at our firm is dedicated to the community Top Agent Magazine
and approaches life with a service-oriented mindset,� he says. The company has an ongoing, year-round promotion for all public school teachers, first responders, police, firefighters, active duty military personnel, as well as other public sector employees Copyright Top Agent Magazine 11
to ensure they receive discounts on listings and additional assistance with home warranties and other needs. Each Hi-Alta agent hosts outreach events for teachers and staff at local schools, providing lunch for teachers and volunteering at the schools as well. Hi-Alta also sponsors an annual event for a local children’s music academy. In his free
time, Alan loves to travel and spend time in the outdoors with his family. For the future, he has a strategic plan to have 100% of his business come from referrals and repeat clients within five years. With his real estate expertise and his commitment to helping his clients achieve their goals, he’s sure to make that dream a reality!
To find out more about Alan Wray, you can contact him via email at alan.wray@hialtarealestate.com or by phone at (423) 718 - 0076
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Killing Clients with Kindness and Value By Walter Sanford
Sometimes, we need to “kill” our clients with kindness and offer value. I know it goes against everything in our nature to turn the other cheek when they are being mean. Recently, a coaching client had some challenges with a particular client, and I’m sure you have also worked with the kind of client who discourages you so much that you just want to hit the delete button! How about offering a response that increases your fame and makes the client always wonder what they may be missing? They might not list with you, but they will never forget you. Included in the balance of this article are the email from the client, the request for help from my coaching client, and then my suggested response. Email from the Potential Client: Sorry, I have been really busy. Let me tell you where I’m at with everything. You may or may not be interested. I am definitely putting the house on the market. The house has been rented for the last 5 years with the same family. They originally signed a rent to own lease. Three years ago, they decided they didn’t want to buy it. Top Agent Magazine
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Anyway, I recently informed them that I’m going to put the house on the market. Now, they are reconsidering buying the house. I don’t think they will buy the house, but I guess you never know. If they do buy the house, it would be for sale by owner. I will not let them drag their feet. We happen to know a lot of REALTORS® in (area). Some are pretty good friends and with that comes opportunities at rates way under the norm. One of them did sell our last house quickly but circumstances have changed. I know you are a very good REALTOR®, because I have heard other REALTORS® talk about you. You may not be interested at this point anymore. If you are still interested, let me know what your best rate is. Let me know if you are okay with the current tenants on a “for sale by owner” agreement, if that happens. I would want a short-term agreement. The current rent is higher than my mortgage payment so I’m okay if they don’t buy and I’m not forced to sell at a low price. However, I want to sell ASAP. I’m wanting to purchase another property so I’m not going to overprice the house and I will negotiate. Email from Coaching Client to Me: Walter, this guy is a college basketball coach. I want to help him, but I need to have a chance to run a successful business, too! How do I answer this? Email from Me to Coaching Client (to share with potential client): Thank you so much for the nice words. It is very exciting to hear that our hard work is creating some buzz. I think we can accommodate you and exceed your expectations: 14
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1. We believe that we exceed client expectations more often than most agents, because we spend the time to understand what the client needs. Then we develop a customized program to meet and exceed that goal. We would love to help you in accomplishing your real estate needs. 2. We would be happy to exclude the current residents from the listing agreement for 30 days. This would help in motivating the current residents to buy in that they can see the price discounted by the commission, if they commit to buy within the 30 day period. We would like to offer you our closing service that handles everything for a flat fee of $4,000. This handles the contract phase, aligning the team of affiliates, and the closing. This, of course, is at your option. 3..Our commissions are normal for our market, but we save you money over any commission discounter. Our specialty is increasing your net proceeds. We do this by bringing you more buyers with more effective marketing, better negotiating, better systems for handling inspections, better pre-approval tools for your buyer, better contracts, and less post-seller litigation from better contracts. Commission discounts usually cost you money because of the agent’s lack of emphasis on your net proceeds check. It is like a basketball player who is playing with no heart, only for the scholarship. 4. Our rate is retail 6%. This may eliminate us, but that would be a shortsided conclusion. Here are 5 of the ways we can beat any commission discount: A. We beat the average List to sell ratio in (area) by a larger margin than any discount. B. We beat the days on market, which affects your carrying costs and lost opportunity costs on your equity. C. We have a low litigation rate as compared to national standards. D. We can market your home a little over retail due to our marketing. Top Agent Magazine
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D. We urge a pre-inspection plan to get rid of the little and big problems before a buyer is involved and wants everything built new. 5. Our agreements are 6 months, but that is not what sells properties. Marketing and price sell property. If we are wrong about those two items, we will adjust every week based upon showings and consultations with you. 6. I would also like to advise you on a misconception. Rental costs average about 35% of market rent in our area. Add in lost opportunity costs on your equity that is not doing anything at this point. I can show you how your current position is losing you money every month. I think our next step is a presentation of the tools we bring to achieve your goals. Listing with friends is loyal, but is it the best business decision? Do they have the tools and will you hold their feet to the fire when the results are not what you need? (Client’s name), you know the difference superstars make on a team. Let’s go for the win. It’s not so much whether my coaching client obtained the listing, but he needed to stand up for a profitable, long term business. Never sell yourself short to get business. You will never be happy. In these situations, I cannot guarantee an outcome, but I can guarantee the client will never forget you. You are planting seeds of discontentment with the small amount of money saved in a commission compared to not achieving their goal. Whether he/she admits it or not, he/she will have respect for you. Do more lead generation so you won’t have to work so hard on leads like these. Copyright©, Walter Sanford. All rights reserved.
Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com. 16
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KIM MANN Broker Kim Mann, lead of the Kim Mann Team at RE/MAX One Realty in Raleigh, North Carolina is well-versed on the complicated ins-and-outs of the real estate industry, and is a strong advocate for her many buyers and sellers. In addition to that knowledge and know-how, however, is Kim’s secret weapon: a forthright, honest, and truly caring approach that has not only cemented her success, but has also endeared her to her grateful clientele. Kim professes a long-time fascination with real estate. “I honestly knew since I was eighteen that I wanted to get into the industry,” she says. “All of it truly interests me. Obviously the sales side, but also the investing side, and the ability to transform a property and seeing it when it’s all done and renovated. I love all aspects of the business.” Licensed in 2013, Kim quickly established herself as an honest broker, working with a small dedicated team and providing exceptional real estate guidance to the greater Triangle area of the Tar Heel State. With a significant and ever-growing portion of her business based on referrals and repeat clients, the Kim Mann Team’s name is rapidly becoming synonymous with top-notch client service. When asked why her customers return for her services and continue referring friends and family, Kim points to her expertise, particularly with marketing, as one reason. “Not only am I good negotiator,” says Kim, who holds both a Strategic Pricing Designation (SPS) and a Certified Listing Agent Designation (CLA), “but I have a wonderful marketing plan, and I generally get houses under contract within a day.” Kicking off her marketing with an open house and listing on the website comingsoon. com, among other methods, Kim is able to “cast a wide net and create anticipation. My clients, and potential clients, see that the results are awesome and they’ll contact me when they want to sell their own homes.”
Kim’s clients appreciate her attention to detail and her personable, honest approach, as evidenced by the glowing testimonials she has received on industry website Zillow.com. Reads just one of her rave reviews: “We found Kim very attentive, prompt for appointments and listened to our wishes and needs from beginning to end. She is likeable and sociable. Most of all Kim is professional, experienced and knowledgeable in the real estate field. We will certainly recommend her to anyone we know plans to sell their home.” Kim derives the most job satisfaction from her ability to assist and guide her buyers and sellers, she focuses on their needs and wants “I love helping them achieve whatever their dream is for the next phase of their lives,” she says, her sincerity obvious. “I want to make the experience as stress-free as possible for them, to take the burden off of them. I love my clients; I’ve become great friends with many of them.” We develop a relationship and then we maintain it.” Kim works hard to make sure those relationships continue, and to that end she sends out personalized cards, and touches base with them quarterly via telephone. When she’s not working, Kim enjoys spending time with her husband Luke and six children, taking family beach trips, and indulging in other outdoor activities. She is also passionate about giving back, and does so through donations to the Children’s Miracle Network, and hosting community events, including free movie nights. Looking to the future, Kim’s plans are to continue growing her business, but only at a pace that allows her to maintain the stellar level of customer service that has become her calling card. “I just want to make sure all my clients know that no matter how stressful the situation can become, it’s all going to work out. It’s one step at a time, but I promise it’s going to work out.”
For more information about Kim Mann, please call 919 - 763 - 7788 or email Kim@KimMannTeam.com Top Agent Magazine
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Managers and Team Builders: Four Principles to Develop a Great Team By Carla Cross “I work alone.” “I don’t need to be a member of a ‘team’”. We’re heard that for years in the real estate industry. Yet, the strongest, fastestgrowing real estate companies have team building as part of their cultures. Agents who want to expand their businesses create teams. So, TEAM is no longer a four-letter word. The importance and implementation of leadership through teamwork and synergy is back in style in the real estate industry. Top Agent Magazine
Why Building a Strong Team is Important to Agents AND Management
As with all industries, the real estate industry is evolving. We’ve gone through the ‘go it alone’ phase. Because we’ve gotten more sophisticated in business. We realize that no one succeeds alone. We understand now that people working together create something more substantial than the sum of the parts. In addition, 19
with the challenges in the business, we finally get that many minds focused on the same task can accomplish much more than each person working as his own little island. Supporting this trend, strong company cultures have emerged which encourage and reward teamwork instead of solely independent achievement.
Do you have a job description for each of your team positions? Do you provide it prior to hiring?
Talking About Team-Building is a Slam-Dunk
It’s much easier to talk about teamwork than to create a team. One of the reasons is that most of us have never worked as a team before. As an agent, I didn’t create a team. But, in my management career, I worked to create teams with common focus. How did I learn how to create great teams? An Unlikely Place to Learn Teamwork
My first experiences in great teams, and then leading teams--comes from the world of music. I’ve created and Franklin D. Roosevelt said, “People led teams as a jazz musician. I’ve acting together as a group can accom- played in exceptional orchestras plish things which no individual (I’m a flutist). I’ve seen conductors acting alone could ever hope to bring pull together one hundred disparate, temperamental, independent musicabout.” ians as an inspiring team. (It’s a lot If you’ve ever played on a sports like managing a real estate office!). team, you know the chaos that en- So, the four truisms here come from sues when every player tries to be the my experience in both worlds—the star—to go her own way. That’s not musical performance world and the a team. That’s a group. You may also world of real estate team-building. know the joy of playing on a team that shares a common focus and It’s Not Just About Developing commitment to excellence. What a YOU as a Leader difference! What if you could bring that into your real estate office or You may think that, as a leader, your your agent team? job is to find team members that 20
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Just because people accept a position doesn’t mean they know how to proceed with the job. They need to have clear direction, a job description and a firm understanding of the responsibilities--prioritized. Do you have a job description for each of your team positions? Do you provide it prior to hiring? Do you coach to One of the differences between lead- it? Do you help your team members ing a group and leading a team is that, get so good at it that they can start in a successful team, team members training new team members (move also become leaders, and think like into leadership)? leaders, looking out for the good of the team, not just for themselves, In “Teamwork is the primary other words, will work well together. That’s true, as far as it goes. But, your ultimate job is to train and coach those team members to start doing some of the leadership jobs you’ve done. That way, you can keep moving to higher levels of leadership. You can expand and sell your business.
ingredient of success.”
Leaders develop leadership on their team.
Otherwise, leaders are not really leading. They’re managing—or micromanaging. From developing leadership over a couple of decades, I’ve found four major truisms for developing your team with strong internal leadership. These principles apply whether you’re in management or in sales interested in building a team.
Principle #2: People don’t know WHAT to do to get the job done. Even if you hire someone who has real estate experience, it doesn’t work to leave it to them to figure what exactly needs to be done—from your point of view. They don’t know your priorities. They don’t know how you work. Do you have processes and systems in place to teach them exactly what needs to be done?
The Principles to Developing Team Leadership
Principle #3: It’s your job to teach them HOW.
Principle #1: People don’t know what’s expected of them.
Some people think “leaders” are the “idea people” and aren’t supposed to
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get into implementation. But if you want your team to excel, you must show them how. Having worked with assistants for over 15 years, I have found that assistants and team members need help in systemizing any process that you want done. They need help in developing dialogues to deal with affiliates and consumers in the way you expect. They are good at systemizing their own processes-but not good at all at systemizing ours! Help them.
regularly”. Hold your team members accountable for each step along the way to completion of a task as well as the end result. Do you have solid, measurable benchmarks from which to measure? How do you know you and they are succeeding?
All systems in place? Do you have foundational systems in place from which to improvise? Do you have a solid training program to bring a new team member on board? Do you a method to ‘clone’ yourself to develop someone who can take over your job?
Vince Lombardi, one of the greatest football coaches of all time, said of teamwork, “Teamwork is the primary ingredient of success.”
The pay-off for developing competency and leadership skills in all of your team members is a business that is ‘owned’ by all those involved, with empowerment assured.
Your goal is to develop processes, systems, and training for your team members—all which reflect your philosophy of how you do business. Principle #4: When accountability They reflect your values and your factors aren’t built in, things don’t culture. Bring them into a leadership get done. mentality with you, so you can delegate more responsibilities and There’s a great difference between finally replace yourself! “do it the way you want” and expecting results and “do it the way you Copyright©, Carla Cross. want and let’s check how it’s going All rights reserved. Carla Cross, CRB, MA, is an international speaker, writer, and coach, specializing in real estate management. Her Leadership Mastery Coaching program is unique in the industry. A National Realtor Educator of the Year, Carla was recently named one of the 50 most influential women in real estate. Join Carla’s Community and receive special offers and free resources. Contact Carla at 425-392-6914 or www.carlacross.com. 22
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MATT SARVER To call Matt Sarver of Keller Williams’ The Sarver Group a top agent might actually be a bit of an understatement. Awarded the “Overall Satisfaction” designation by Charlotte Magazine a stunning ten years in a row, and selling an impressive 111 homes worth $35 million last year alone, he has been providing the Lake Norman area of the Tar Heel State with the very best in client service for more than thirteen years. Matt initially began his real estate career back in 2001, when he resided in Idaho. Relocating to North Carolina in 2003, he obtained his license in that state in 2005. Initially working part time while employed in another job, he still managed to sell $2.5 million in his first year in that state alone. In 2012, he made the decision to pursue a real estate career full-time, and his success has been nothing less than stellar, and his business continues to grow exponentially year after year. Matt married in 2015, and his wife Britt became licensed as well and joined his growing team that now consists of dedicated members, four of which are active producers. With more than 75% of the team’s business based on repeat and referred clients, The Sarver Group has firmly established itself as an ever-growing force of nature in their local market. When asked to account for this client loyalty and enthusiasm, Matt points to the systems he has implemented for maintaining solid contact with his buyers and sellers both during and after the transaction is complete. “We’ve really honed our 36-touch program,” he explains. “We send out a monthly newsletter by email, four handwritten cards each year, and four items of value each year. We also do a client appreciation dinner. We just really work hard to stay top-of-mind and to take care of our clients and let them know how much we appreciate them.”
Matt and his team also employ highly-effective marketing strategies to ensure that their listings are seen by as many potential buyers as possible, and that each property is shown in its best light. “We hire a professional photographer, and we utilize a professional stager to go into the home. We try to make the home as immaculate as possible.” What Matt enjoys most, he says, is the ability to help his clients achieve their dream of homeownership, or achieving top dollar for his sellers. “It’s fun to meet new people, and to help them with the biggest investment of their lives. I enjoy being their advisor, half of which is being a counselor, and the other half is being a teacher,” he enthuses. “It brings me joy when you help someone find their new home so they can begin a new chapter in life. I love being a part of and having a positive influence on their lives, and just helping to make their lives better.” When he’s not working, Matt enjoys boating on Lake Norman, and simply spending time with his family. “We’re a blended family,” he says with affection, “my wife has three children, and I have two, so it’s kind of like a small youth group, and they all get along great.” Matt is also involved with his church, and plays soccer with a local co-ed league. Looking to the future, Matt’s plans are to continue grooming and supporting his exceptional team, of which is obviously and justifiably proud. “I’m looking forward to help my agents grow in their own personal businesses, and help everyone on my team grow in their personal lives as well,” he says. Of course, he also plans on continuing to grow his business, but is insistent that growth not come at the expense of the impressive customer service for which his team has become widely – and deservedly - recognized.
For more information about Matt Sarver, call 704 - 506 - 2323 or email Matt@TheSarverGroup.com Top Agent Magazine
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