Laughs!
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
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
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
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.
AGENT STRATEGIES TO GROW YOUR SOCIAL MEDIA PRESENCE
In real estate, where connections and maintaining relationships with clients are crucial, having a strong social media presence is essential for any REALTOR®. A wellcrafted agent profile on social platforms can not only showcase your expertise but
also help you connect with a wider audience, build trust, and ultimately grow your business. Here are some comprehensive agent-profile tips to elevate your social media presence and establish a strong online persona:
1CREATE AN ENGAGING AND INFORMATIVE BIO
Your bio should introduce you as a real estate expert and spotlight your specialties, service areas, and what makes you unique. Include relevant keywords so you will rank high in a Google search.
2 HAVE A PROFESSIONAL APPEARANCE IN PROFILE PICTURES
It’s important to have a clear, high-definition photo of yourself. You should look professional, but at the same time approachable. Wear clothes that align with your brand, and keep the background simple.
3 SHOW OFF YOUR ACHIEVEMENTS
Share your professional success, accomplishments, accreditations, and awards. This will enhance your credibility and make you appealing to potential clients. Those who visit your social media site will know you’re an expert.
4 MAINTAIN A PERSONAL CONNECTION THROUGH POSTS
Buying and selling real estate is a highly personal experience. It’s vital that you showcase your personality and relatability. Clients want to work with someone who they feel comfortable with. Incorporate your hobbies, personal anecdotes, and interests in your posts.
5 HIGHLIGHT YOUR COMMUNITY WORK
Whether you’re sponsoring an event, volunteering, or supporting local businesses, it’s beneficial to show your followers that you care for your community. It will help portray a positive brand image, and demonstrate a dedication to the areas you serve as a REALTOR®.
6 CREATE CONTENT THAT CAPTIVATES
Produce varied and interesting content, balancing listings with insights into the market, news, and tips for buyers or sellers. This will keep your followers engaged and help solidify your status as a top expert in the field.
7 ENGAGE FOLLOWERS
When people comment or message you, it’s important to respond. It’s also great to get conversations going on your social media pages by posing questions with your posts, running polls, or asking for opinions.
8 KEEP TO A SCHEDULE
Post regularly on social media, at times when your audience is most active. This will ensure your posts are being seen by the largest audience possible. And when your followers know when to expect your posts, they will remember to check it out.
9
POST BEHIND THE SCENES INSIGHTS
Offer a look into your everyday life in the real estate world, including preparing for open houses, client meetings, or your office setup. Maintaining an authentic presence will help you connect to your followers.
10 DON’T FORGET ABOUT STORIES AND REELS
Take advantage of Instagram and Facebook’s Stories and Reels. This is where you can post more spontaneous and creative content. Some of the highest engagement on social media happens on these platforms.
11STRATEGIC HASHTAG USE
Use hashtags that are relevant to what you’re posting. You can even create your own hashtag that reflects your brand. When you use a mix of the two, you’ll reach a larger audience.
12 COLLABORATE WITH PEERS
Don’t be afraid to partner up with local businesses, industry influencers, and other professionals. You can cross-promote content and create content together. This will introduce you and your brand to new audiences.
13 CREATE EDUCATIONAL CONTENT
Establish yourself as an expert by sharing knowledge about the real estate market,
process, or regulatory changes. Educating your audience not only demonstrates your expertise but also provides them with valuable information.
14 POST CLIENT FEEDBACK
Feature positive feedback from satisfied clients. Testimonials build trust and provide social proof of your skills and commitment to client satisfaction. Consider creating visually appealing graphics or dedicated posts to showcase these testimonials.
15 QUALITY VISUALS ARE KEY
Invest in high-quality visuals for your posts. Clear and appealing images are crucial in the real estate industry, whether you’re showcasing a property, sharing a personal story, or promoting your services. Professional visuals make a significant impact on social media platforms.
Remember, building a strong social media presence is an ongoing process that requires a blend of creativity, consistency, and genuine engagement. Regularly assess your analytics to understand what resonates with your audience, and adjust your strategy accordingly. By incorporating these agent-profile tips, you can effectively grow your social media presence, establish a meaningful connection with your current and potential clients, and differentiate yourself in the competitive real estate landscape.
HEATHER RICKMAN
Top Agent Heather Rickman is the head of Rickman Real Estate Group with Elite Real Estate. The team specializes in serving the Dallas-Fort Worth area.
Heather Rickman of Fort Worth, Texas, combines her background in finance, construction, and contract law with a commitment to responsiveness and an unwavering work ethic to fuel her thriving real estate business. “I love bringing peace of mind to my clients. Meeting people who are in stressful situations and watching the sense of relief spread across their faces while at the closing table; knowing they were well taken care of – that’s my favorite part of what I do. Helping others is what keeps me growing and expanding.”
Before formally becoming a real estate agent, Heather specialized in commercial real estate appraisal. “I worked in subdivision development for several years,” she recalls. “The commercial side is a different experience – but after working alongside agents and learning the industry, I decided to try my hand as a real estate sales agent.” In 2016 Heather obtained her license and set out to tackle the residential real
estate market, specializing primarily in fixing and reselling distressed properties. Leveraging her expertise as an appraiser and general contractor, her sphere of influence grew organically. “I was purchasing distressed homes and flipping my own houses, and people began to associate me
with the market as a whole, not just the distressed sector or contract work.”
At the height of her enterprise, Heather launched and managed her own real estate company in Washington: Rickman Real Estate. On a mission for a new challenge
“I love bringing peace of mind to my clients. Meeting people who are in stressful situations and watching the sense of relief spread across their faces while at the closing table; knowing they were well taken care of – that’s my favorite part of what I do.
With the support of a dedicated team member, Heather markets her listings on several social media platforms. By featuring personalized walkthroughs of each and every property, Heather is able to consistently garner competitive offers for her listings.
in 2022, Heather decided to move to the Dallas-Fort Worth area without many resources or connections and start fresh in a new market! “Texas is a huge state and even DFW is even larger than I had ever imagined. I am so excited for all the opportunity this area has to offer!”
Today in 2025, Heather is the head of Rickman Real Estate Group with Elite Real Estate, which houses a full-time office coordinator and transaction coordinator (both of whom are named Bree!). The team specializes in serving the Dallas-Fort Worth area with a robust digital footprint
and a penchant for interpersonal networking. With the support of a dedicated team member, Heather markets her listings on several social media platforms, including Facebook, Instagram, and YouTube. By featuring personalized walkthroughs of each and every property, Heather is able to consistently garner competitive offers for her listings. With her position cementing in the industry, Heather is excited to pursue an ambitious venture in the coming new year. “I want to continue
growing the retail side of my residential business by listing houses and working with both buyers and sellers, but also I’m hoping to educate clients and colleagues on the ins and outs of contract law. I’m working on getting my broker’s license and I would love to run classes this year to teach people how to navigate challenging situations in real estate. Once you have the tools you can learn how to help people make the most out of every home purchase and sale.”
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.
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
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
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.
GISSELLE MALDONADO
GISSELLE MALDONADO
A strong drive to succeed and a love of people propelled Gisselle Maldonado to the top of Houston’s real estate scene. After initially pursuing a career in the medical field, Gisselle sold her house, and immediately knew she wanted to be an agent. She took classes, worked a few internships, and earned her license. Ever since then, she’s been an unstoppable force. Today she leads a team which has grown very quickly.
“I was a solo agent for the past eight years, and decided to start a team last year, starting with one person,” she explains. The group is now up to eight agents who serve the greater Houston area, with a particular focus on the southeast region of the city.
Much of their business consists of referrals, as Gisselle’s network is large. “I work with the Hispanic community most frequently, because I’m Hispanic, and I make it my priority to ensure they are informed and educated on the process,” Gisselle explains. When she bought
her first home years ago, she found it to be an unnecessarily difficult journey. The experience instilled within her the importance of clear communication in real estate, leading to smoother transactions with less stress.
“So I always provide excellent service and teach my first-time home buyers how to best approach
home buying, and what to do or not to do in the first couple years of homeownership,” she explains. She answers every question and also refers them to all types of vendors they might need. This thoroughness has captured the attention of buyers and sellers, as they hear how enjoyable the process can be with Gisselle by their side. “It has really helped me get more clients every day. I’m constantly busy.”
When it comes to marketing her properties, Gisselle has a multi-step approach, involving open houses, postcards, and door knocking in the listing’s neighborhood. “When potential buyers visit a property, we make them feel comfortable and at home,” she says. Community building is another important aspect, with Gisselle participating in various events throughout the year. “Once a quarter I participate in causes relating to the local churches or schools, and my team helps out with this as well.” The connections she makes help her reach a wide audience of potential buyers.
Looking ahead, Gisselle has her sights set on even more growth. She plans to continue expanding her team, adding as many new agents as possible and mentoring them. “By the end of 2025, I hope to have at least 15-20 agents on my team.” This will help her reach more markets while continuing to work with the Hispanic community.
The joy she gets from assisting her clients never gets old. “I make some of my best friends through my job as we work so closely together. Many of my first-time buyers are intimidated by the real estate market, but I tell them, ‘I’m going to be right there, holding your hand all the way to not only the end of the transaction but also throughout your life.’”
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
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.
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.
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
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.
Soothing sounds set the mood.
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.
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.
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.
5 BUSINESS LESSONS I LEARNED FROM MY DOG
Applying these key lessons to your business can lead to an increase in productivity, creativity, and resilience.
Our furry friends bring immense joy to our lives. Their ability to project love and happiness into the world helps us feel calm. They seem to live entirely in the moment, which is something we
can learn from as humans. We can take it a step further and analyze how their behavior could be emulated in our own lives, particularly when it comes to business.
While there are certain dog characteristics we don’t want to replicate as humans (you can probably name quite a few), there are several that could lead to an increase in productivity. In this article, we’ve gathered five of the best lessons to be learned from dogs. Each one has its strengths, and applying these lessons to your work will undoubtedly lead to an improved way of doing business.
As we look into the specific lessons dogs teach us, keep in mind how their instinctual behaviors can make us not only better colleagues but also more adaptive and resilient professionals.
Here are the five valuable lessons dogs have taught us about business:
1CLEAR AND FREQUENT COMMUNICATION
Dogs are always communicating. Though their communication may not be as clear to us if we aren’t familiar with their behavior, their messages come in bright as day to the dogs around them. If you’ve ever taken a dog to a dog park, you will see what we’re saying. A bow towards the ground with a tail wag means, “I’m ready to play!” while a tucked tail, cowering stance and whimpering means, “I’m scared!” The dogs who send these messages are hoping for a response in the dog they’re communicating with, whether it’s to engage in play or leave them alone. The dogs who observe these behaviors instinctively know what they mean. Though they might not always respect what the
other dog is saying, the message rarely gets misconstrued.
We can take this lesson into our business lives by remembering the importance of clear and frequent communication. We have a lot more to say than dogs, so it’s even more vital that we are upfront with what we’re thinking and feeling. We can’t expect a person to respond if we don’t engage. And just like dogs do, we should be prioritizing open communication through both verbal and nonverbal cues to maintain coherence and clarity.
2
EMBRACE REGULAR OUTDOOR TIME
If you’ve ever tried to work alongside your dog, you know they can be quite demanding when it comes to breaks. Dogs want to spend as much time as possible being outside, and they’ll let you know if it’s been too long since they’ve felt fresh air. Animals crave being outdoors. Let’s not forget that humans are animals, too. It’s quite unnatural for us to sit behind a computer for 8+ hours a day, so we have to remember to take breaks throughout the day.
Set a timer on your phone to remind yourself to get up and stretch. When you have a longer break, take a moment to step
outside, even if the weather is bad. A deep breath or two in the outdoors will help you reset. Once you return to work, you’ll feel refreshed and ready to be productive.
3 FIND THE REWARDS IN LEARNING
Most dogs want to learn because it makes us happy. Some need to be bribed with treats or play time. No matter the dog’s age, though, they are generally receptive to learning new things. Training a dog to do tricks or have manners provides them with enrichment and rewards. Dogs tend to learn quickly, and they never seem to forget the things they’re taught.
As humans, we can apply this to our own lives by always seeking out learning opportunities. While we might not be rewarded with treats, we will be rewarded with knowledge, and we can use that to improve our business, make more money, and work more efficiently.
4 PRIORITIZE MAKING A GOOD FIRST IMPRESSION
Most dogs love humans and other animals. When they first come across someone they’ve never met before, you’ll see them exhibit quite a variety of positive behaviors in an effort to bond with their new friend. They might wag their tail and bring them one of their toys, offer a paw to hold, roll over, or give them a thorough, kind sniff. All of these actions seem to say, “I’m a good dog, you can trust me.”
People should attempt to say the same thing when they first meet someone, especially when it comes to business. Gaining trust is a key aspect of becoming successful as an entrepreneur, so showing others your open, happy, and accepting side will make a lasting impression. A smile, handshake, and light, positive conversation goes a long way.
5
REMAIN ALERT AND ADAPTIVE
Though dogs do love socializing and meeting new creatures, they also have a protective nature, meant to keep them and their pack safe. You can see this behavior play out when the doorbell rings or a stranger walks by your house. They will bark loudly, alerting you that something is happening. If you inspect the danger and tell them nothing is wrong, they eventually adapt their behavior, going back to what they were doing prior. When everything seems peaceful, they are always keeping their nose, ears, and eyes on high alert, waiting for anything out of the ordinary to happen.
We can implement this lesson by continually looking out for inconsistencies, and staying in touch with our instincts. If something in your work seems wrong, look into why that is, and adapt accordingly. In business, it’s important to stay in tune to what is happening, so we can keep up with changes and refine our strategies. Change is inevitable, and being open to that will help us reach new levels of growth.
The wisdom imparted by our canine friends supplies us with endless inspiration for our professional lives. The lessons they teach us, such as clear communication, the importance of breaks, continuous learning, making positive first impressions, and remaining adaptive, are essential for success in today’s business environment. By utilizing these principles, we not only enhance our productivity and creativity but also foster an atmosphere of resilience and mutual respect in the workplace.
