TEXAS 11-6-23

TEXAS EDITION

5 Ways to

TRANSFORM RENTERS INTO OWNERS

How to Answer the Inevitable Question:

WHY SHOULD I CHOOSE YOU?

Small Yard?

Big Statement:

HOW TO MAKE THE MOST OUT OF MICRO OUTDOOR SPACES

FEATURED AGENTS

CANDACE BLUE DONNETTA HAIGOOD

How to Cut Down On Digital Distractions and Up Your Productivity COVER STORY

MORGULOFF-HAYDEN TEAM

Laughs!

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How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even 4

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

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same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions.

In real estate, there’s so much to enjoy.

There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones.

There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person Top Agent Magazine

you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

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5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 6

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

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Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

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Collaborate with mortgage professionals to find the right financing opportunities

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Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

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pay monthly in a mortgage—while building a lasting asset.

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Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

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Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

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MORGULOFF-HAYDEN TEAM

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The dynamic mother-daughter duo, Martha Morguloff and Danna Morguloff-Hayden stand united serving the greater Dallas area, In the heart of Dallas real estate, few stories are as captivating as that of the dynamic mother-daughter duo, Martha Morguloff and Danna Morguloff-Hayden. It began in the 1980s when Martha, armed with an MBA from Southern Methodist University, found her passion not in the corporate world but in the intricate dance of real estate deals. For Martha, it was about the thrill of connecting with people and helping them realize their dreams. A few years down the line, the magnetic field of real estate pulled in Danna.

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With her degree from the University of North Texas and an irrepressible energy, she soon carved her own niche. “Danna is a fierce female,” Martha says. “She learned to water ski at four years old, was featured on the front page of Dallas Morning News, and Channel 8 featured her at 5 years old on the first color TV newscast. She was also a competitive NASTAR snow skier, and is still skiing now.” Today, Martha and Danna stand united serving the greater Dallas area, supported by their full-time assistant Suzie Lustig. “We could not do the volume we Top Agent Magazine

do without her,” they say. “She has boots on the ground 24/7.”

What’s striking about Martha and Danna is the unspoken synergy between them. “We are in sync,” Martha shares with a smile,

reflecting on their seamless collaboration.

Backed by a diligent team handling marketing, photography, and administrative tasks, these two women shine brightest when they’re out forging connections and closing deals. In Dallas’s real estate tapestry,

In Dallas’s real estate tapestry, Martha and Danna are undoubtedly its vibrant threads. They stand out in the crowded real estate market with a clear mantra: they never give up.

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Martha and Danna are undoubtedly its vibrant threads. They stand out in the crowded real estate market with a clear mantra: they never give up. They emphasize “service after the sale,” jumping on any glitches immediately, and are prepared to dig deep into their arsenal of “secret weapons” to resolve issues.

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“If there is a problem after the sale, which a monetary contribution from us will fix, we willingly contribute,” Martha notes.

Personal touch is paramount for them, from remembering clients’ children’s birthdays to hosting client appreciation events and even treating clients to dinner, they ensure a warm and enduring bond. Martha and

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The team firmly values face-to-face relationships above all. “We think Artificial Intelligence will never replace real estate professionals, as this industry is a ‘contact sport!’” they explain.

Danna lament the impersonal nature of modern real estate with its over-reliance on emails and DocuSign, observing, “It’s not personal anymore.” In contrast, their team firmly values face-to-face relationships above all. “We think Artificial Intelligence will never replace real estate professionals, as this industry is a ‘contact sport!’” they explain. It’s clear their efforts have paid Top Agent Magazine

off, as they have already closed over $50 million in volume eight months into 2023.

Martha and Danna love their community, and make sure to always donate throughout the year. They generously contribute to causes and organizations close to their heart, such as the Richardson Symphony. Their company has also embraced community Copyright Top Agent Magazine 13

spirit by adopting an elementary school, reinforcing their dedication to education and the local community.

As the future unfolds for Martha and Danna’s real estate business, they envision a transition marked by legacy and familial ties. Danna’s daughter, Torri, will join the team in the beginning of 2024. This unique three-generation

REALTOR® team will stay together for a year afterwards, and Martha will then retire. Yet, even as Martha contemplates stepping back to manage family real estate, her passion for the business remains evident. For her and the rest of the team, it’s always been about the people, cherishing every handshake, dinner, and personal relationship they have cultivated over the years

For more about Martha Morguloff and Danna Morguloff-Hayden, please email marthamorguloff@ebby.com, dannam-h@ebby.com, or call them at 214-354-5266

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

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

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

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

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

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

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

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

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

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

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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 18

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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CANDACE BLUE In 2015, Candace Blue burst onto the Houston real estate scene with a splash and has been making waves ever since.

In just two years she became a broker and purchased an agency, Houston Luxury Living, that averages more than $30 million in volume annually.

She has been recognized and honored by various organizations including the National Association of Realtors (NAR), and the Houston Black Real Estate Association (HBREA). She has also been featured multiple times in Living and Real Producer magazines.

One of the keys to her success is her extraordinary ability to connect with her clients on a personal level. “I think one of my strengths is converting transactions into relationships,” she says. “I treat every transaction as if it were my own.” But her connection doesn’t stop there. Because she is a Houston native she can be a resource for her clients after they move into their new homes. “I help them find everything from schools to doctors to hairdressers, “ she says with a smile. “I try to be a human one-stop Google search.”

Before her entree into real estate, she worked as an HR professional in the oil and gas industry. It was an honorable profession, but there were certain responsibilities that made the job stressful and sometimes painful. “I was always the bearer of bad news,” she recalls. “I had to inform employees that they were being laid off.

I was never the one who made the decision, but it was always my job to deliver the news.” Ultimately she resigned.

Once they settle in she keeps in touch by texting regularly and sending mailers on holidays. She sponsors a mixer every quarter to socialize with her clients and often reaches out personally just to see how things are going.

She loves Houston, so she gives back to her community regularly, and with some charities her connection is personal. She has a daughter who was born prematurely and another that was diagnosed with Crohn’s disease which inspires her to donate to the March of Dimes and the Crohn’s and Colitis Foundation. She also supports the Boys and Girls Club of Greater Houston and the Fort Bend Women’s Center. When she is not working she loves to travel. Every so often she tries to get away from the hustle and bustle of the city to a distant, sometimes exotic location to relax and refresh.

The news she delivers to her clients these days is always positive. “I love having a positive impact on people,” she explains. “Making a home purchase is one of the biggest events in a person’s life. There is a lot of emotion involved. I enjoy being in the middle of that.”

Candace has established relationships with some of Houston’s most prominent executives, physicians, attorneys, and professional athletes so she moves a lot of high-end properties. Those properties are marketed on her website and are featured on popular industry outlets such as Zillow, Trulia, and MLS. However, she takes special pride in the fact that a huge percentage of her business comes from referrals.

In the future, Candace plans to expand her business beyond Houston to other cities in Texas and perhaps, throughout the USA. If that expansion occurs as quickly as her rise to the upper echelon of Houston real estate agents, it could be happening very soon. That would be good news; the type she has always preferred.

For more about Candace, call 832.545.8444, email candace@houstonluxuryliving.com or visit her website at houstonluxuryliving.com www.

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How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course.

When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message—it can feel impossible to untangle yourself from the worldwide web.

As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time.

While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any. Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return?

Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew.

In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an 22

hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.

Mute social media notifications and create dedicated check-in times instead.

Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed.

Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized.

While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority. That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.

Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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DONNETTA HAIGOOD Don’t ever tell Donnetta Haigood that she can’t do something. She’s a force of nature who will double down on her efforts and make it happen even faster with hard work, dedication, and sheer grit. When Donnetta was going through some major life changes years ago, she decided to go into real estate, which she had always loved. By studying around the clock and working around the needs of her three school-aged sons, she obtained her license online in just 13 days. “I was so determined,” she recalls.

After she got her license, she went to work for RE/MAX. She didn’t have real estate experience yet, but she had life experience as a business owner and entrepreneur running White Diamond Pools.

Perhaps because she was a business owner even before she became a realtor and understands how important it is to maintain an excellent reputation, Donnetta deliberately keeps her work circle small. She works only with colleagues who possess the same high standards for customer care that she does. It’s important to her to know that everyone who represents her will treat her clients the way she does: like cherished friends and family members. “I need to make sure that if someone is going to show a house for me that it would be someone that I would trust with my grandbaby or my grandma,” she says. Currently, both of her daughters-in-law are working with her, and now she’s hard at work making plans to involve her family even more.

As she recalls, “On my first day, a couple came in with a lot and a single-wide mobile home that was worth about In May, she formed an LLC called HQ3, named after $22,000 that they wanted somebody to list, and I was her three sons, so that the family can build and sell spec the agent on call. A couple of my colleagues told me not homes together in the future. “My family and I are very to do it because I wouldn’t make any money at it and it close. My adult children and my daughters-in-law are 6 lake stone court, woodway, texas would be a waste of time.” Donnetta took care of them my best friends, and we hang out a lot. My youngest son A meticulously maintained 2017 Showcase Home with luxurious features, including a heated anyway. Although her commission check for the deal master is an awesome salesperson, so we’re about him bathroom floor, plantation blinds, gourmet kitchen,talking and a pristine gunite in-ground was small, that initial client later referred her to several getting his real estate licensepool. as well.” others—and she was on her way to her new career.

sold

Donnetta now works with a close friend at Ricochet Realty, serving clients in the Waco, Texas area, approximately halfway between Austin and Dallas. She believes in practicing the Golden Rule and treating her clients the way she’d like to be treated, with warmth, professionalism, and integrity. Donnetta loves what she does so much that she says she can’t think of anything she’d rather do. “It doesn’t feel like work. People are so excited to sell one home or buy another, and sometimes when they’re first-time home owners they actually cry.

You’re able to help people and you get to see the inside of other people’s houses—which makes you want to remodel your house all the time, though!” she says with a laugh.

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Contact Donnetta Haigood at 254-379-2734 $547,900 email donnettahaigood@gmail.com or visit her Facebook or Linked In or Instagram

https://www.facebook.com/DKHWaco/

https://www.linkedin.com/in/donnetta-haigood-332a4518a/

https://www.instagram.com/donnettahaigood_realtor/

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