Texas 10-23-17 by Top Agent Magazine

TEXAS EDITION

TURN OPEN HOUSES Into Destinations 6 Habits of HIGHLY PRODUCTIVE AGENTS FEATURED AGENT

LINDA WELSH COVER STORY

SHEILA FEJERAN

6 Things You Need to Do to BE A GREAT MENTOR Why Millennials are Now the HOTTEST SEGMENT OF THE BUYERS MARKET

TEXAS EDITION

SHEILA FEJERAN

LINDA WELSH

CONTENTS 4) 6 HABITS OF HIGHLY PRODUCTIVE AGENTS 13) WHY MILLENNIALS ARE NOW THE HOTTEST SEGMENT OF A BUYERS MARKET

19) 6 THINGS YOU NEED TO DO TO BE A GREAT MENTOR 22) TURN OPEN HOUSES INTO DESTINATIONS

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

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

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

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

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

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second. We all do it! Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

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

4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful. Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova5

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

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news? Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 6

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business. Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about. Top Agent Magazine

SHEILA FEJERAN Top Agent Magazine

Serving the Collin County area of Texas, Sheila Fejeran is based in McKinney, where she heads a tightknit team that includes fellow agents and assistants to ensure that all processes are streamlined.

SHEILA FEJERAN Sheila Fejeran got her start in the real estate industry working in new construction for builders. Applying patented professionalism, she partnered with a range of leading companies as a new homes sales consultant, until she made the transition to become an agent back in 2009. Since then, Sheila has carved out a career built upon a solid foundation of industry knowledge, a service-oriented attitude, and a dedication to surpassing the expectations of her clients. Along the way, she has earned numerous certifications, including as an Accredited Luxury Home Specialist, Pricing Strategy Advisor, TREC Approved Trainer, and Certified Distressed Property Specialist. Likewise, Sheila has been honored time and time again 8Copyright Top Agent Magazine

for her expert delivery, demonstrated by the 2016-2017 Best Real Estate Agent designation from D Magazine, and as the 2016 ICON Award Winner from EXP Realtyâ&#x20AC;&#x201D;to name only a few of her many accolades. Serving the Collin County area of Texas, Sheila is based in McKinney, where she heads a tightknit team that includes fellow agents and assistants to ensure that all processes are streamlined. Today, over 50% of her enterprise is driven by repeat and referral clientele, a true testament to the high-caliber service clients have come to expect from Sheila and her team. In considering the catalyst of her success to date, Sheila cites her multifaceted industry Top Agent Magazine

knowhow as an important calming factor in the midst of transactions. “I have a lot of experience and knowledge that helps my clients feel comfortable. I’ve handled nearly every type of transaction and they’re confident I can guide them through,” she says. “Working for builders in the past gives me a lot of knowledge about construction and the industry.” Sheila brings the experience of being a trainer for other real estate professionals. She previously ran a brokerage as the Vice President and Managing Broker in Plano. “My clients know that if they come to me with questions, I’ll know the answer or who to call.” Sheila’s confidence and capability inspires a sense of security in those she serves—an attribute that adds significant value in today’s fast-paced marketplace. What’s more, Sheila’s commitment to giving each client the personal Top Agent Magazine

attention they deserve ensures that all parties are up-to-date, well cared for, and happy with the service they’ve received. “My clients have often said to me that they feel like they’re my only client,” she explains. “I always answer my phone, I’m always there, and I always walk them through the process. That’s why having such a great support team is important — to make sure I have all the time I need to take care of my clients.” In marketing her listings, Sheila takes a similarly attentive approach. To ensure maximum visibility for each listed property, she keeps three full-time marketing staff members in place. An aggressive marketing approach is coupled with professional photography, drone and videos, along with professional staging—amounting to an immersive and Copyright Top Agent Magazine9

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attractive listing package that makes a memorable impact online. To stay in touch with clients past and present, Sheila has developed systems that keep relationships current. She sends out monthly market updates and quarterly communication on her clients’ neighborhoods, so that homeowners can stay on top of what’s going on in the surrounding area.

wide, an organization that allows her to give back through mentorship programs in Dallas, hurricane relief and home clean-ups, and service to those less fortunate. She has also participated in the past with Habitat for Humanity. In her free hours, Sheila particularly enjoys writing books about her faith and relationship with God.

In considering what she enjoys most about her work today, Sheila says: “I like helping people. I like seeing that relief and joy on my clients’ faces, knowing they were taken care of and that we’ve accomplished what we set out to do.”

As for the future of her business, Sheila has plans to build out her team further, adding specialized buyers and listings agents to develop her platform. Now, with years of incisive experience at her back and an authentic devotion to professionalism and client care, the road ahead is bound to be bright for Sheila Fejeran and her team.

To lend her spirit of service to her community, Sheila is an active participant in Hope WorldTop Agent Magazine

To learn more about Sheila Fejeran visit sheilafejeran.com, e-mail Sheila@thefejerangroup.com, or call (972) 948 - 0715 www.

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Why Millennials Are Now the Hottest Segment of the Buyers Market

and How You Can Attract Them to Your Home There are many factors when it comes to knowing how to sell your home to the Millennial generation. Millennials are becoming an important part of the buyer market, and to fail to cater to their needs will cut you off from a large and important segment. But, why have Millennials all of a sudden become interested in buying houses when they were perfectly content to rent for the rest of their lives? Top Agent Magazine

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A number of factors contribute to what has recently made Millennials the hottest segment of the Buyers market. One factor is the improved job outlook for Millennials. Millennials took a serious blow during the recession. Unemployment in this group soared to 14 percent, compared to the 9.6 percent for the population as a whole. But, in recent years that number has been decreasing, with unemployment for Millennials being 9.3 percent this past year. Rising rents are also contributing to making Millennials more interested in purchasing homes now. Rents have risen so much that buying a home now just makes more sense. Half of all renters spend more than 30 percent of their income on housing. Millennials are becoming increasingly stressed over the constantly increasing financial obligation to something that isnâ&#x20AC;&#x2122;t even theirs to own. The near-historic low mortgage rates are luring Millennials towards purchasing a home with their promise of affordability. When compared with the skyrocketing rental rates, buying a house looks even more enticing. Another factor helping Millennials get over the hump of purchasing a house is the lower down payment requirements. Fannie Mae and Freddie Mac are now offering new loan programs that require as little as a 3 percent down payment. This may just be the last push the Millennials needed to turn toward buying a home rather than rent. So, now that weâ&#x20AC;&#x2122;ve established that Millennials are finally joining the Buyers market, the next thing that it is important to understand is what exactly Millennials are looking for in a home. What kind of floorplans do they prefer? What locations are they interested in? Here are some of the essentials that Millennials are looking for in a home: â&#x20AC;˘ Updated Kitchens and Baths: Almost everyone wants to buy a

home with new kitchen and bath fixtures, but this is especially true for Millennials Buyers. Millennials are going to spend most of their savings on the down payment and furnishings, leaving little room to update the Kitchen and Bath, which are also the most expensive parts of a home to

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update. Millennials who are on a budget simply won’t have the money to sink into those areas. An updated Kitchen and Bath is sure to bring in a younger crowd. • Big Kitchen with Open Floor Plan: For Millennials, the kitchen has

become the room where they hangout in addition to the family room. This is why having an open space that can transition easily from the kitchen to the TV room is high on the list of things Millennials are looking for in a home. Along a similar vein, Millennials are attracted to an open floor plan rather than one that compartmentalizes the home. This has to do with how Millennials entertain. Millennials want their guests to flow through the rooms and mingle together, rather than be sectioned off in different rooms.

• Home Office: More than 13 million Americans now work from home,

and if you look at the trend, that number is only going to increase as the time goes on. With technology steadily increasing, more Millennials than ever have the flexibility to work from home. But, the home office isn’t just for someone working from home full time. Having a separate space dedicated to work helps people concentrate and focus on work while they are at home. They can separate themselves from the activities going on around the house and have a quiet space where they can set up their workday, plan a presentation, hold a meeting on Skype, or even pay bills.

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• Less Maintenance: Many Millennials work different schedules that

don’t conform to the 9 to 5 workday, as well as full social calendars. This doesn’t leave them much time to clean a big house. Lawn services and low-maintenance front yards are particularly appealing, as they take less responsibility to still keep the curb appeal high.

• Energy-Efficient Appliances: Millennials have been educated on

keeping the Earth clean from the time they were born. They want to do their part to help the environment and appreciate the long-term cost savings that come with it. Energy-efficient appliances and greener ways to heat and cool the home might end up being the tipping point that makes them choose one house over another.

• Hardwood Floors: Millennials don’t have the time or patience to clean

dirty carpets, especially those that own pets. Hardwood and laminate flooring is easy to mop up if there’s been a mess. The more time they can conserve, the better.

• Good Location: Millennial buyers are looking for homes that are in

proximity to public transportation and have a good walking score. Young Millennial buyers without children are more likely to want a location closer to the action of the city, while Millennials with children would prefer more residential areas.

• Technology: Technology rules the Millennial’s life. They do work on

their computers through an Internet connection and solely use cellphones for communication. They are going to ask about how strong the cell service is and about the Internet service provider. While these amenities are out of the seller’s hands, Millennials are still going to ask these questions, and you will need to know how to answer them.

Knowing what Millennials are looking for in a home will ultimately help you make the necessary changes that will attract these buyers to your home. Since they are the a serious segment of the market now, updating your home to fit their needs will lead to more buyers and better offers. So, get with the times and embrace the Millennial buyer. 16

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LINDA WELSH With over twenty years of experience under her belt, Top Agent Linda Welsh with Linda Welsh Realty in Austin, Texas is able to provide her legions of grateful clients with customer service that is almost unparalleled in the real estate industry. Linda got her start in the business in 1997, when she decided to make a career change. “I have a background in the mortgage banking industry and then as a legal administrative assistant, and also in sales and accounting. My husband, who is our company broker now, was ranked as one of the top 20 Telecommunications executives in the country and with his career in telecom, we were relocated around the country several times. When we arrived in Texas in the mid 90’s, we decided that real estate seemed like a great opportunity to share everything we had learned about relocations, getting settled and providing service to not only the relocating executive but also to their entire families.” With her husband Leo serving as Broker, and with a roster of dedicated agents in her company – each of whom has their own strengths - Linda has dedicated herself to making the transaction process as smooth as possible for her many clients. With almost 70% of their business based on repeat clients and referrals, she and her team are clearly setting the standard for Austin real estate. Additionally, many of the company’s agents speak a second or third language, which furthers their goal of bringing great service to clients coming to the Austin area from other locations, both domestically and internationally. “We help everyone from first-time home buyers who want to purchase a home or condo at a price point most people can afford,” says Linda, “all the way up to multi-million dollar properties. We sell a fair amount of high-end luxury properties as well, and we enjoy both first time home buyers and seasoned buyers and sellers equally.” Linda and her husband also own a second real estate company, Central Texas Referral Realty, which allows licensed Texas real estate salespeople who are not actively working in the business to refer clients and receive a referral fee. Linda’s dedication to her craft and continuing education has resulted in a slew of designations that squarely position her as an expert in the highly competitive real estate world. Some of these highly respected designations include the MCNE - Master Certified Negotiation Expert, the CIPS - Certified International Property Specialist and the CRS - Certified Residential Specialist designations. “Less than 1% of realtors in the US have earned these designations.” Linda is also a CIPS, which provides the tools and training to cater to a global clientele as a Certified International Property Specialist. High-tech and savvy marketing has also played a large role in Linda’s success. “We belong to multiple MLS systems giving Linda Welsh Top Agent Magazine

Realty and our clients more exposure for their property listings” says Linda, “and we syndicate our listings to over 300 online networks,” she says. “We belong to the Austin Luxury Network, which is a private network of Luxury real estate professionals with pocket listings for elite properties available in excess of a million dollars upward to $40 million or more that are not available to the public on the Multiple Listing Service.” Expert staging, aerial videography, professional photography and a commitment to making sure every property is shown in it’s best light are also of paramount importance to Linda and her team. “We want each property to shine and to show each property in its best light,” she says. Despite her success, helping people is what Linda enjoys most about her job. “It gives me such joy to help someone achieve their goals of selling their home or finding the perfect new place to live,” she says. “Making sure our clients feel comfortable, walking our clients throughout the process from the date the contract is signed until we get to the closing and even beyond. Making sure they understand the process, guiding them and helping to negotiate the best possible price and outcome is our goal. We want to make sure when they sell their home or settle into their new home or condo, that they’re really happy and will be eager to refer us to their family and friends.” Linda’s plans for the future entail growing her company. “We pride ourselves on bringing agents on board who have the same goals and aspirations we do. Sometimes they’re seasoned agents and sometimes they are newer agents. We’re really looking for the right people first and in some instances, that means that we teach and coach them from day one about building their real estate business model,” she says. “We’re happy to mentor great people who have a service mentality and a drive for success and who are engaged in the goals and dreams for and with their clients. Thoughtful, hardworking, creative, genuine and positive thinkers...”

For more information about

LINDA WELSH,

please call 512-263-1030 or email Linda@LindaWelshRealty.com Copyright Top Agent Magazine 17

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6 Things You Need to Do to Be a Great Mentor

Everyone reaches the point in their career where they feel they have gained enough experience and wisdom about business and what it takes to succeed, to actually help someone else achieve the same. Although you may have trained or given advice over the years, taking on the official status as a mentor to someone is a whole new ball game. Top Agent Magazine

Although mentorship is an unpaid endeavor, you’ll be surprised to find out how much you’ll gain from the experience. You’ll also grow as a business person through the process of teaching someone else. It’s also an endeavor that many will pay forward one day, creating a business atmosphere that is based more on mutual success than competition, which is better for everyone.

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If you were mentored, you may already have an idea of what it entails, and what you liked or didn’t like in your mentor/mentee relationship. Although it is a personal relationship that will need an individual approach, there are certain things that are key when it comes to being a great mentor: 1. Be a good listener

est about your own failures. It can be a huge relief to find out someone they look up to has gone through similar experiences and still managed to come out on top. As we all know, oftentimes the greatest lessons come from failures, which can be times when our character is truly tested. Building trust through mutual respect and honesty will make every aspect of your mentorship more effective.

You’re basically a sounding board who needs to hear your mentee’s ideas, plans and goals in order to advise them. Strong, constant and clear communication is key to any successful mentoring relationship. Sometimes just letting them talk things out with you, will lead to them to discovering the solution they were looking for. 2. Set expectations and goals at the start When listening to your mentee in your first meeting about the potential relationship, it’s important to establish the parameters of what that relationship will be: What can you give them? What do they need or expect from you? Once the terms are agreed upon, you may want to set specific goals you’ll be working on together so that there’s a defined plan of action, timeline and result you can both expect. 3. Be honest This is important when it comes to offering them constructive criticism or tough love, but more importantly, you need to be hon20

4. Get them to think, don’t make decisions for them Sometimes being a mentor is being a bit like a psychologist. By asking certain ques-

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tions you can lead your mentee to their own conclusions about their business dilemmas and strategies to reach their goals. Being a mentor is all about guidance. Build confidence by drawing out the best in your mentee rather than just presenting them with solutions. 5. Look at the situation objectively One of the key strengths you offer your mentee is a complete emotional detachment to their business. You have no sentimental attachment to doing things a certain way or working with an incompetent vendor because you ‘go way back’. Your only motive is what’s best for your mentee and their business. Although emotions cans still get in the way sometimes, having a detached perspective on hand to guide you is invaluable. 6. Don’t just offer constructive criticism, be supportive Yes, being a mentor is sometimes advising your mentee that he’s doing something ineffectively, but your main purpose is to alway approach everything like cheerleader. You need to let them know that through it Top Agent Magazine

all, you are a reliable support to them and have a complete belief in their abilities. Make sure to always praise their accomplishments. Remember: your job as a mentor is more about guidance than constant feedback. Your goal is to help someone become the best they can be, not someone who just does everything the way you do it. You’re helping them build confidence in their own intuition, which will hopefully lead to a lifetime of success, and one day, they too might be a valuable resource to another mentee down the road.

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Turn Open Houses into Destinations People are busy. Even those who are actively looking to buy a house or want to learn about the market for a future purpose have busy schedules. But with bit of added time, creativity and investment in making open house into destinations, you’ll see greater turnout. And we all know that greater turnout increases the likelihood of offers. There are several creative ways to hold an open house with a mindset of hospitality and with the goal of providing something of value to each person who attends. 22

The neighbors-only open house Some agents embrace the “nosy neighbor” concept as a benefit, not an eye-rolling challenge. With his client’s permission, Wesley Peters, a Keller Williams broker in the Baltimore Metro Area, often gets the neighbors together before a home hits the market. “We invite other brokers, too, but we include as many neighbors as we can,” he says, explaining that he schedules these events for a Thursday or Friday evening, happy hour-style, rather than midday on a Sunday. They get a better turnout at 5:00 pm than

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midday on a weekend when the neighbors are busy with their lives. In a relaxed setting, conversations flow, neighbors can mingle and catch up, and the buzz begins before the home is listed. In advance, prepare invitations and hand-deliver them to homes on the streets you and your client agree are best to include. The destination is the event; the value each attendee receives is the social interaction and the removal of any awkwardness over visiting their neighbor’s house. Your client’s benefit is the buzz. A turnkey block party any time of year Once a property is listed, some agents take on the role of party planners. Certain streets or neighborhoods, they find, are perfect for lowkey social occasions. In some place, such as neighborhoods with many young families, a bounce-house or games may even ramp up the fun factor. But the idea of a seemingly spontaneous block party during an open house can be easy to pull off, whether you’re serving lemonade and cookies or coffee and pastries. The chance to meet prospective neighbors turns the event into a destination for both buyers and the neighbors; the value comes in buyers’ ability to see how the neighbors interact. Your seller’s benefit is that the grapevine will be filled with happy stories about their home. Tips: By keeping basic supplies in storage, you’ll be ready for a pop-up block party any time. Promote this type of event with targeted social media marketing and fliers or postcards to communities within a short distance of your listing. Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend? Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property Top Agent Magazine

before the open house begins. Then encourage them to stroll the property during the open house or to sit with you. When visitors ask about needs or concerns they may have about the house – such as loan questions, the cost of improvements or upgrades or even remodeling – you’ll be able to introduce them to an expert on the spot. For that matter, your invited pros don’t even necessarily have to be in home-related businesses! Prospective buyers always want to know about the community when visiting open houses. Consider inviting representatives of community

organizations, like youth sports group or owners of mom-and-pop retailers to help your visitors get a feel for the neighborhood or town. For this type of open-house, prepare a flyer or card with your community contacts on it so visitors can leave with resources as well as information. Open house should be about the buzz. They’re about creating a conversation about your listing and making the home memorable to visitors. By giving people a unique experience they won’t forget, you’ll show your sellers how creative you are in meeting their needs.

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