TEXAS 12-12-22

TEXAS EDITION

MY CRYSTAL BALL:

YOU CAN PREDICT YOU'LL BE SUCCESSFUL SELLING REAL ESTATE

INCORPORATING CHARITABLE GIVING IN YOUR REAL ESTATE PRACTICE

3 MENTAL TRICKS THAT WILL TAKE YOUR BUSINESS TO THE NEXT LEVEL FEATURED AGENT

LEISA ORMSBEE UNTANGLING THE BIDDING WAR: A BUYER'S & SELLER'S PERSPECTIVES

COVER STORY

STACY GONZALEZ

TEXAS EDITION

LEISA O 7

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STACY GONZALEZ

LEISA ORMSBEE

CONTENTS 4) INCORPORATING 18) MY CRYSTAL BALL: CHARITABLE GIVING IN YOUR YOU CAN PREDICT Meet Leisa Ormsbee, manager, owner, and REAL ESTATE PRACTICE YOU'LL BE SUCCESSFUL ® REALTOR of Realty based in Austin, SELLING REALTexas ESTATE 14) 3 MENTAL TRICKS THATwho started bravely in the industry on a douWILL TAKE YOUR BUSINESS ble dare21) UNTANGLING THE moving to a from her friend. After TO THE NEXT LEVEL WAR: A BUYER'S new stateBIDDING for her husband’s job transfer, Leisa & SELLER'S PERSPECTIVES

got her license in 2007 after her friend challenged her to pursue real estate. Today she co-owns a brokerage and is passionate about Phone 310-734-1440 | Fax 310-734-1440 training new agents while constantly staying mag@topagentmagazine.com | www.topagentmagazine.com No portion of this issue may be reproduced in any manner whatsoever without of the publisher.

Top Agent Magazine needinformed on prior theconsent systems and support is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top edexpressed to succeed the industry. Leisa shares, Agent Magazine cannot be held responsible for opinions or facts suppliedin by its authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com.

“It’s been great ever since!”

Published in the U.S.

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Leisa has worked solo most Top ofAgent her Magazine real estate career and primarily serves Central Austin

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 4

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

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Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless Top Agent Magazine

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

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the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

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consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

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STACY GONZALEZ

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STAC Y G ONZ ALE Z Stacy goes above and beyond, providing guidance and support at every step. “Our motto is, ‘it’s not just personalized service, it’s family service,’” she explains.

“We treat everyone like they’re our family.”

It was during the sale of her first house that Stacy Gonzalez decided to pursue a career in real estate. She was working with an agent and followed up with her 8

assistant about the marketing materials. Her initiative caught the agent’s attention, and she asked Stacy if she wanted to work for her. “So once the house was sold Top Agent Magazine

and I bought a new one, I started helping her out,” Stacy explains.

“I did virtual tours, assisted with marketing, and worked my way up from there.” She began as her assistant, then became her licensed assistant before eventually going out on her own. Today she’s been in the business for 16 years, and serves the Permian Basin. Much of her work consists of repeat clients

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and referrals, as Stacy continually puts their needs first.

“Our motto is, ‘it’s not just personalized service, it’s family service,’” she explains. “We treat everyone like they’re our family. So when people come to work with us, we share so much with them. We’re invited to weddings, baby showers, birthday parties, and more.”

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No matter the price point or budget, Stacy goes above and beyond, providing guidance and support at every step. She’s patient and never attempts to pressure them into making decisions. Knowledge and education are the foundation of her business, so Stacy aims to teach clients about the real estate process. This eliminates stress, as buyers and sellers know what hap-

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pens next and never feel confused.

When it comes to marketing, Stacy has several strategies that get her listings in front of as many eyes as possible. “Isabel is my marketing director, and she does a fantastic job at spreading the word about our properties,” she explains. Stacy’s husband is a professional photographer, so she has him capture

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“Real estate is so magical. Getting to the closing table and hearing my clients’ gratitude, that’s the best part about what I do.” high quality photos and videos of each home. “We help everyone get their property staged beforehand, so potential buyers can really envision themselves there.”

honest with any challenges that I could encounter with selling my home. We were able to sell it fairly quickly. Any time that I reached out to her with questions, she would reply promptly. If I relocate back One recent seller raved, “Stacy to Midland, she would be my first helped me sell my home as I was choice in looking for a home.” relocating with my current employer. From the start she was Stacy stays active in the community Top Agent Magazine

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through the Midland Rape Crisis Center, where she donates Christmas bears from a local jeweler. When she’s not working, she’s spending time with her husband and their four teenage and young adult kids.

Looking ahead, Stacy hopes to earn her broker’s license and continue expanding. “Real estate is so magical. Getting to the closing table and hearing my clients’ gratitude, that’s the best part about what I do.”

For more information about Stacy Gonzalez, please call 432-413-7061 or email stacyg@sellingthetallcity.com

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3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic. Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next 14

level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

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Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique. Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead. Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

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Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibilities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client.

This may seem obvious, but one of the best ways to clarify your communication and ensure your com-

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plete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

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Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game.

If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do.

The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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LEISA ORMSBEE

Meet Leisa Ormsbee, manager, owner, and REALTOR® of Realty Texas based in Austin, who started bravely in the industry on a double dare from her friend. After moving to a new state for her husband’s job transfer, Leisa got her license in 2007 after her friend challenged her to pursue real estate. Today she co-owns a brokerage and is passionate about training new agents while constantly staying informed on the systems and support needed to succeed in the industry. Leisa shares, “It’s been great ever since!”

Leisa has worked solo most of her real estate career and primarily serves Central Austin and surrounding areas. Additionally, Leisa has a business partner, Jack Stapleton. In 2017, together, they opened a brokerage and then expanded into Houston, San Antonio and Dallas. One of their main goals is to ensure apprentice agents are prepared for the 16

expectations involved as an agent. To learn the business from the ground up. Leisa shares, “If you don’t understand how to do this business, you risk harming the consumer and losing your license.” Leisa and Jack’s objective is to guarantee agents have the support, resources, and knowledge to succeed.

Additionally, Leisa follows a four-step process in her business model, which includes prospecting, converting, closing, and following up with clients. “You can never stop doing these things,” she shares. As a result of her efforts, Leisa has established a repeat and referral business of 100%. Leisa also stresses the importance of regularly staying in touch with clients. Whether by phone calls or sending newsletters, she is constantly exploring fun and creative ways to connect with her clients and potential buyers. Leisa believes that marketing is key: focusing on the right Top Agent Magazine

demographics, syndicating to hundreds of websites, using professional photos, open houses, keeping 10 steps ahead. For Leisa, understanding how everything fits together is vital.

While Leisa’s business started 6 years ago with five agents, today, there are over 245 agents. Additionally, out of 2700 brokerages in Greater Austin, Realty Texas is in the top twenty in volume and production. Despite her outstanding success, Leisa most enjoys working with people and being a matchmaker in helping a client find the perfect home.

Whether negotiating on a client’s behalf, developing a strategy to help homes sell faster, or working with her team, Leisa enjoys every aspect. Leisa is heavily involved in the real estate community but also on a personal level.

She is in the President Circle for NAR, Major TREPAC investor, has many designations and certifications and is a Texas Real Estate Leadership Program graduate. Leisa also advocates for her local community and neighborhood. She feels it is important to give back to the community and is a board member for various community organizations like Habitat for Humanity, Williamson County.

When Leisa isn’t working, you can find her spending time with her family and friends, traveling, visiting new restaurants, and singing in her church choir. As for the future, Leisa will continue educating agents and focus on her relationships with past clients as well as continuing to build the success and legacy of Realty Texas one day at a time. Lauren,one of her daughters, is already a Realtor® and an essential Realty Texas staff member following in her footsteps. But one thing is clear, if you double dare Top Agent Leisa Ormsbee, she will not hesitate to prove you wrong!

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To learn more about Leisa, email leisa-ormsbee@realtytexas.com, call 512-590-1833, or visit realtytexas.com www.

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My Crystal Ball:

You CAN Predict You’ll Be Successful Selling Real Estate ►Carla

Cross, CRB, MA

You can predict if you’ll be successful in real estate. It’s not what you think, either.

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Grab the best business start-up plan you can find and start the plan. Find someone to coach you to the plan.

What New Agents Expect From my survey of hundreds of agents under three months in the business, I found that more than 1/2 of them expected a sale the first month of the business.

What does that mean? When do they have to start looking for leads? That first week in the business! Yet, how many new agents start lead generating even in the first month? How long have you been in the business?

When did you start lead generating on purpose? Or, have you started? That’s why my book, Up and Running in 30 Days, now in its 6th edition, has you lead generating in week one. It’s your assurance plan you will get a sale fast and will stay in the business.

Expecting ‘Dumb Luck’ to Carry You to Success Inevitably, there is a new agent who has an Aunt Martha in his back pocket. That is, Aunt Martha wants to buy a home, and has told nephew Tommy she’ll wait until he gets his license to purchase from him. Ca-ching. Dumb luck. Tommy concludes that’s how the business goes. You just wait for someone to find you and Top Agent Magazine

sell them a home. We know that’s not the norm, though.

Unfortunately, Tommy’s going to wait a long time for that next transaction! The ‘dumb luck’ approach to the business results in low results. Since the ‘dumb luck’ agent isn’t doing a business start-up plan, we have no way of predicting results, because we can’t measure businessproducing activities. We can only measure other ‘dumb luck’ agent incomes. That’s way too late to actively coach–or to terminate with purpose.

Your Manager Could be a ‘Dumb Luck’ Manager– Pardon the Expression…

Dumb luck managers just look at results; sales and listings sold. So, they are not aware that agents may be failing for months. If new agents expect to make a sale in month one, how many months do you think it takes for them to get dis enheartened? 2-3? Not long. So, once new agents are mentally and emotionally out of the business, they will resist any help from managers. They’ve decided they can’t make it in the business. They’ll stay awhile, though, for ‘dumb luck’ transactions.

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Are You Lead Generating on Purpose?

Are you working a specific, prioritized lead generating plan? Is it made up of prioritized lead generating activities? Does it have ratios of activities to results, so the new agent knows whether he is on track to his goals?

Here are my activity ratios from Up and Running that will result in 8-12 transactions the first year in the business: • 20 contacts to get one buyer or seller lead • 8 times of putting people in the car to sell someone a home • 3 listing appointments to gain one marketable listing

• 80% of listings sell • 80% of transactions close What are the ratios in your office? Do you know? Do you know the work it takes to consistently generate the income you want to generate? Or, are you counting on ‘dumb luck’?

Best Advice to Create your Assurance Plan Grab the best business start-up plan you can find and start the plan. Find someone to coach you to the plan. Analyze your numbers frequently. You’ll stay on track AND assure your success.

https://carla-cross.com In the real estate business for over 3 decades, Carla Cross is an international speaker, trainer, and coach for real estate. She specializes in career development, business planning, leadership, and instructor development.

She’s won numerous sales and leadership awards in each area, including being named as a National Realtor Educator of the Year. A popular international speaker, Carla has spoken on leadership and training topics for 16 years at national Realtor conventions.

Author of eight books on real estate sales, her wildly popular book, Up and Running in 30 Days, is used by hundreds of thousands of new agents internationally to start their careers right.

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Laughs!

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

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Buyer’s Perspective: Emotions Running High?

Channel it.

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

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

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

Sellers Perspective: Manage expectations.

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

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

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

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

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

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

Seller’s Perspective: How powerful is cash?

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

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

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