TEXAS 11-7-22

TEXAS EDITION

5 Ways to

TRANSFORM RENTERS INTO OWNERS How to Answer the Inevitable Question:

WHY SHOULD I CHOOSE YOU? Top Agent Tips and Questions for

CHOOSING YOUR LISTING AGENT

COVER STORY

HEATHER TINGLOV FEATURED AGENT

LINH LUONG

mailto:mag@topagentmagazine.com

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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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Top Agent Magazine

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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HEATHER TINGLOV

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Serving Collin and Denton counties, Top Agent Heather Tinglov and her Lonestar Living Team provide a hands-on approach, guiding their clients through every step of the transaction.

Determined to serve others, Heather Tinglov knew real estate would be the perfect career.

She previously worked as a teacher, and decided to earn her license one summer.

“I’ve always had a servant’s heart when it comes to helping people,” Heather explains.

“I knew I would miss teaching, and I didn’t know if real estate was going to be as emotionally rewarding. But I soon discovered 10 Copyright Top Agent Magazine

that it is.” Today Heather Tinglov works as a full-time agent with Coldwell Banker Apex. She is a Broker Associate and has her own team, including her daughter, Kortney Naylor, son-in-law Logan Naylor, and his mother Diane Smith. “We’re very family-oriented,” Heather explains. “With the Lone Star Living Team, my goal is to build a legacy, and I’m very excited about where Top Agent Magazine

we are headed.” Serving Collin and Denton counties, Heather and her team provide a hands-on approach, guiding their clients through every step of the transaction.

“I remodeled several houses with my husband, so we have a fantastic vendor list that Top Agent Magazine

includes stagers, painters, and landscapers,” she explains. When it comes to their sellers, the Lonestar Living Team is committed to getting them top dollar. “Because of all the connections we have, we are able to get things done quickly at an affordable price.”

Heather also has her own staging inventory, 11 Copyright Top Agent Magazine

“It is really important to have an agent who will listen to you and be there for you every step of the way. Real estate decisions are extremely important. I am fully committed to making sure the process goes as smoothly as possible.” so she can easily help properties look their best. Providing professional photography, high-end marketing materials, and party style open houses with catering and drinks, most listings sell quickly. The same attentive service is provided to her buyers, with the Lonestar Living Team answering all questions promptly and advising them on next Copyright Top Agent Magazine 12

steps. Understanding the importance of each transaction, Heather never pressures her buyers to make decisions. She only wants what is best for them, and will go above and beyond to make sure their needs are met.

Buyers and sellers are impressed by Heather and her team’s ability to accomplish their Top Agent Magazine

goals. One recent client said, “Heather is amazing! Right from the start she was an absolute pleasure to work with. She knows the market inside and out and it shows! She is extremely responsive and works extremely hard to make sure her clients’ interests come first. She sold our home and is now working Top Agent Magazine

with us on our new build. I highly recommend her for both selling and buying a home.”

When Heather and her team aren’t working, they make time for their community. They donate regularly to the Habitat for Humanity, and are involved with their church. During Copyright Top Agent Magazine 13

any free time, Heather is enjoying her lake house and relaxing with her family.

As her business continues to skyrocket, Heather’s love for what she does grows with it.

She is eager to continue serving her clients and

making their real estate dreams come true. “It is really important to have an agent who will listen to you and be there for you every step of the way. Real estate decisions are extremely important. I am fully committed to making sure the process goes as smoothly as possible.”

Contact Heather Tinglov at 469-667-7875, email heather@lonestarlivingteam.com, or visit lonestarlivingteam.com www.

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Top Agent Magazine

By the Numbers:

Understanding the True Value of Square Footage Measuring the square footage of a property may seem like an objective and straightforward task, but you’d be surprised at how many agents and homebuyers misunderstand this pivotal figure.

True square footage provides homebuyers a concrete understanding of their prospective domain, but here’s the problem: the rules to determine a home’s square footage are not always uniform across the board. What’s more, much of Top Agent Magazine

a home’s value is determined by its size, so accuracy is certainly important. While many real estate agents have their own systems for determining or confirming a home’s true square footage, it doesn’t hurt to update your practices and become an expert on the subject. After all, you may learn a few techniques that could add value to a listing, or better prepare you in guiding house-hunters on the lookout.

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1. Do your due diligence Most towns and cities have a local records department where floorplans and blueprints are kept on file. It’s worth noting that these records don’t typically include any subsequent additions or remodels on a property, but they still give archive hunters a legal baseline when outlining a property’s square footage. Oftentimes, a straightforward online search of a city or county’s records office can pull the information necessary, or else agents can poke around in person to uncover informative blueprints at the records office. Either way, access to original blueprints or floorplans is a great tool for determining livable square footage. As a bonus,

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original blueprints and floorplans—especially in historic properties—can be intriguing visual aids for prospective buyers, as well.

2. Know the rules While there aren’t universal standards when it comes to measuring square footage, there are general guidelines that can help determine square footage in an authentic way. Per the American National Standards Institute (ANSI), here are the official recommendations for measuring a home’s real square footage: n

Called “below grade spaces,” basements and sunrooms beyond a home’s typical

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Top Agent Magazine

living quarters do not count toward a home’s true square footage. According to ANSI, even big draws like finished basements don’t count toward a property’s Gross Living Area. Of course, even below grade spaces have their own desirable value and should be outlined as such on listings. n

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Did you know the space inside closets and on stairways counts toward a home’s square footage? Even if these areas are relatively small, they still add to a property’s calculable square footage.

When recording square footage, ANSI actually suggests performing measurements from a property’s exterior—though this method does not account for the

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thickness of exterior walls, which could skew square footage numbers. n

Just like below grade spaces, a garage, a pool house, or even a guest house should not be included in a property’s Gross Living Area. The rationale at work here is this: if you must go outside to access additional living areas, then they are beyond the square footage scope of the primary dwelling and should not be included in a home’s Gross Living Area.

3. Double-check by doing the dirty work Buyers and sellers have or will make a sizable investment in a property, so isn’t it fair to double-check all the relevant facts and figures

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when it comes to true square footage? If you want to take on the endeavor yourself, here are a few helpful steps to take. n

First, you’ll need a few things to get started, including a tape measure that can measure at least 100 ft., graph paper, and a pencil.

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Next, choose a room to start measuring wall-by-wall. Measure Wall 1, then proceed to assign each square on the gridded paper a corresponding measurement, rounding to the nearest tenth of a foot for the sake of clarity.

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From there, draw out the wall you measured and measure the remaining walls in the

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room. Once you’ve completed the room’s measurements, multiply the room’s length and width to determine its square footage. n

As you go measure throughout the home, using your own system to scale, you will construct a failsafe floorplan.

Mastering your craft is everything, and the real estate industry is no different. Every now and again, it’s worthwhile to update your well of information, take matters into your own hands, and continue to innovate with the industry. While square footage may not seem like the juiciest starting off point for such a venture, never forget: mastery of technical knowledge is a sure sign of expertise.

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LINH LUONG When Linh Luong is helping people achieve their real estate dreams, she feels a strong sense of fulfillment. “I am so proud to do what I do,” she explains.

Her people-loving personality and drive to succeed has led her to become a top agent in the greater Houston area. She first entered the field after graduating from the University of Houston with a double major in entrepreneurship and marketing from the Wolf Center for Entrepreneurship (the #1 entrepreneurship program in the country). She was one of 20 students that year that was invited to have lunch with Warren Buffet in Nebraska.

Initially, she thought she might open a restaurant, but after taking a career test, she found that her skills and talent were well-suited for real estate. So Linh earned her license and began growing her client base. She sold over 80 homes last year as a solo agent, proving that this was her ideal path. Today she leads the Linh Luong Real Estate Group, which includes 5 total members.

Much of their business consists of repeat and referrals, as those who work with them appreciate their unparalleled service.

Linh and her team never pressure their buyers and sellers to make decisions. “I’m not pushy,” she explains. “I will give them my honest opinion. If we’re looking at a house and I see a lot of potential problems, I’ll point those out.” Linh is patient, taking the time to understand what her clients are looking for and finding out what their goals are. She will show them houses that suit their needs, and when they find one they like, she’ll utilize her negotiation skills to get them the best deal possible.

For her sellers, she aims to get them the highest price

for their property in the shortest amount of time. Linh will stage the home so it looks its best, either with her own staging furniture or with a company. Then, she’ll capture high quality photographs and promote the home on social media. “I run Facebook ads, do ‘reels’ for the property, and more. My goal is to get top dollar for my sellers’ home in the least amount of time.” She currently has about 15k followers on her Instagram, and some of her reels get over 200k views.

Buyers and sellers receive the same exceptional support and guidance, no matter their price point or budget. One buyer recently said, “Linh and her team are exceptional real estate professionals and are an absolute pleasure to work with! As a first time home buyer, the process was extremely nerve wrecking and overwhelming but Linh patiently walked me through every step of it. Linh not only answered all my questions with great patience and candor but also went above and beyond to offer many great tips, insights and contacts throughout the home buying process. She is the perfect blend of professional and personable.”

When Linh isn’t working, she’s spending time with her husband and their boys. But much of her day is spent keeping up with her clients and planning for her future.

“I hope to grow a strong team,” she explains. “I want everyone to become high volume producers, while still providing our clients with the best service.” Linh loves that real estate provides endless growth potential, and she can’t picture herself anywhere else. “There’s no limit on what I can do, and it feels so great to remove the stress from the real estate experience for my clients.”

For more information about Linh Luong, please call 713-906-0066 or email linh@linhluongre.com

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Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers.

Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent.

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: Top Agent Magazine

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Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce.

Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to agents’ opinions.

How will you market the property? Each

Top Agent has a unique set of online or local marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however.

You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours.

What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price.

They’ll also educate you on how best to balance both market time and list price relative to sales histories your area.

Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements.

Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

How will you help with staging? Some Top Agents will pay for part or

all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches.

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What attributes of the property will you want to highlight? Each Top

Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!

What is your approach to Open Houses? How many agent-only Open

Houses will your Top Agent want to host? How many truly Open Houses?

Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

Who will be our primary point(s) of contact from your office? This

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client.

Either approach is wonderful; you get to decide what suits you.

Now, let’s list!

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