TEXAS EDITION
PROPERTIES: The Good, The Bad, and The Ugly HOW TO BUILD A TEAM THAT WILL WIN BIG No Matter its Size 1 Billion-Plus Reasons Why YOU SHOULD BE ACTIVE ON FACEBOOK
4 Ways Mentoring Up-and-Coming Employees Makes You a BETTER AGENT
FEATURED AGENTS
CORIE BOLDT JULIE SANDERS COVER STORY
Tamarah Courtright Curtis
TEXAS EDITION
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Tamarah Courtright Curtis TAMARAH COURTRIGHT CURTIS
CORIE BOLDT
JULIE SANDERS
CONTENTS 4) HOW TO BUILD A TEAM THAT WILL WIN BIG NO MATTER ITS SIZE 13) 1 BILLION-PLUS REASONS WHY YOU SHOULD BE ACTIVE ON FACEBOOK
17) 4 WAYS MENTORING UP-AND-COMING EMPLOYEES MAKES YOU A BETTER AGENT 20) PROPERTIES: THE GOOD, THE BAD, AND THE UGLY
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How to Build a Team That Will Win Big No Matter its Size In the real estate world building a team is a goal almost every agent strives towards achieving. Doing business with a team as opposed to solo has numerous advantages. With more agents handling clients as well as other employees specialized in areas such as marketing and administrative support there to assist you; you can greatly increase your business and sales. 4
So, when creating a team, logic would tell us that the bigger it is, the better, right? Wrong. When it comes to real estate teams, size doesn’t matter so much as the players you bring onto that team to work with you. A team doesn’t have to be big to win big, and here are the secrets to building a team that wins big no matter its size.
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Hire the Right Team Members
Put Your Team Members in the Right Positions to Win
You’ve probably heard the saying, “you’re only as strong as you’re weakest link.” That idea holds true for any kind of team, including those in real estate. If you have weak members on your team, then it’s not possible to have a strong team. Drawing strong team members to your business is essential.
Finding strong team members is just one part of the equation. As the leader of your team, you now have to assess each member’s strengths and weaknesses and position them appropriately. You want the best player for each role playing that part and catering to their strengths. Choose your team member’s roles wisely, and place each individual in the position where their strengths can shine and they can best contribute to a win for the entire team. Every role is important to the team working smoothly and winning as a whole, so it is important to place each team member in the role most suited to his or her skills.
To better understand what kind of person would make a strong addition to your team, you need to ask yourself what skills and characteristics you want your team members to possess. The strongest members are often ones that share their leader’s values. When you share values with your teammates, you are all running along the same course towards the same goal as one. Your definition of a victory in this case is also your teammates’ definition of it. This helps strengthen even the smallest of numbers because you are all working together toward a common goal. Another characteristic too look out for in potential team members is a positive attitude. You can teach someone the skills needed in real estate, but you can’t teach someone how to have a positive attitude. Positive members tend to achieve more due to their optimistic nature, but more importantly, they spread that positive attitude to the rest of the team, which improves every members’ performance. Top Agent Magazine
Communicating Your Vision to Your Team
Your team members are the key ingredients to ultimate victory, but what recipe do you follow now to lead them to victory? That is what communication is for a winning team; the recipe you will use to
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help best utilize each team member and instruct them on how they need to work together to fulfill the recipe that will lead them to be a winning team. Your team members need to know the plan and you must give them the tools to successfully execute it. It is up to the leader of a team to help your players see your vision and help them understand what a victory looks like. The goal may seem simple and obvious to you, but you must communicate it over and over again to your team members, so they understand it as well as you do. With different personalities coming together to form a unit, you are going to be dealing with numerous challenges such as competing agendas. You will find this on any team. You must keep the goal and at the forefront of your player’s minds in order to encourage them to put aside their own personal desires in order to come together as one cohesive, single-minded unit and push towards the team’s goal.
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Give Your Team Members the Tools to Help Them Perform at Their Best The final thing all great leaders do is equip their team members with the proper tools and training needed for them to succeed. You have to show them how they can each come together with their different strengths to work as a team towards one unified goal. This involves more than simple skills training, but also endurance, so they can last as a team and win even those matches that seem unending and impossible. Think of all the challenges that they could possibly face ahead, and clear their path to victory by giving them the necessary training and tools they will need to get past any obstacle. As the leader, you must be prepared to continually communicate the team’s goal and your vision. Use that vision to motivate your team members throughout the journey towards victory.
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Tamarah Courtright Curtis
Dedicated, driven, and dynamic, Houston-area Top Agent Tamarah Courtright Curtis has become a familiar name in local real estate. Becoming a REALTOR® immediately after graduating college gave her youthful energy and enthusiasm a chance to shine. “I needed one more elective my final year of college and happened to choose a real estate class,” she explains. “I had friends who owned an agency in the Lake Conroe area and went to work there when I graduated — the rest is history.” Now a well-established presence in the market, Tamarah offers a wide range of real estate services, both residential and commercial, to clients throughout Northern Houston. “Developers, builders, resales, acreage and investments — we do it all” she says. Top Agent Magazine
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Working with one of the area’s most successful agents early in her career taught Tamarah a number of important lessons that she now passes on to members of her team. “I learned that what real estate is really about is cultivating your relationships,” she says. “It’s primarily a business of customer relations and problem solving so everyone can walk away from a transaction happy.” That client-first approach serves her well, and is largely responsible for the fact that at least 85% of Tamarah’s clients come from referral or repeat business. Tamarah’s clients can always count on her to be assertive on their behalf and to communicate openly and honestly. “I’m a straight shooter,” she says. “If I think
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a home will sell quickly, I’ll tell a client that, if not I’ll explain what we have to do to help them get the best price.” She is not only the name and face of her business, she is a handson agent at every step of the process. Clients who hire Tamarah can count on working directly with her, not assistants or other agents. “I really make it a point to treat my clients the way I would like to be treated in every situation.” With a track record like Tamarah’s, honors and accolades are sure to Top Agent Magazine
follow. Recent recognition includes being named to Who’s Who in Houston Real Estate and being among the Top 4 in the Houston area for total transactions, as well as being in the Top 10 in the North Montgomery Area for sales and volume. For Tamarah, however, few things are more rewarding than the sheer joy of helping her clients achieve the American Dream. “I enjoy helping people buy the homes where they’re going to raise their families,” she 11 Copyright Top Agent Magazine
says. “I also like educating my clients on the investment aspect of real estate — it’s one of the few things almost everyone can invest in and make a profit over time.” Serving the community is also something Tamarah feels strongly about. “I’m involved with the Conroe Lion’s Club, the largest Lion’s Club chapter in the world,” she explains. “In addition to donating funds I have served on their Board of Directors
and know firsthand all the good they do in the community.” Going forward, Tamarah plans to continue building her team and to being a local name in the real estate business that people remember. “I’m a Type A personality,” she says with a laugh. “I like to be #1 and I also like to see the people who work for me be successful for themselves and their families. I will continue to do all I can to help others reach their goals.”
To learn more about Tamarah Courtright Curtis of Creighton Realty Partners, call 844.936.SOLD, email Tamarah@crp-tx.com or visit www.MocoRealty.com 12 Copyright Top Agent Magazine
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1 Billion-Plus Reasons Why You Should Be Active on Facebook By Bubba Mills
The number is staggering and potentially career ending for REALTORS® who ignore it: 1,440,000,000. That’s the total number of monthly active users on the social medium Facebook. That number alone is reason enough to use it regularly in your real estate business. But Facebook can also help turn you into the expert in your community. Just by sharing knowledge and relevant events about the community you can become the go-to source for all things local – a perfect way to capture the attention of prospective buyers. Plus, Facebook advertising also gives you tons of targeting layers like age, location, recent life events and interests. Plus, it constantly adds new targeting filters and functions that help you reach even more niche prospects who closely meet your customer criteria. Talk about pinpointing a target audience. Top Agent Magazine
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Another Facebook real estate ad tool is Website Custom Audiences that lets you create Facebook ads that target users who have visited your website. And several apps specifically for Facebook have emerged. Consider these: • Heyo.com: Helps you host contests, showcase promotions and high-
light special offers. • Woobox.com: Let’s you easily create quizzes and other fun tools for engaging content. • Pagemodo.com: Helps you make your Facebook business page both sleek and stylish and tabs allow for easy lead capture. But the latest offering is just as cool. It’s called Facebook Live and it lets you stream live video on the internet. I recently wrote about Periscope, another live video streaming app, but when you use Facebook Live you’re automatically featured at the top of Facebook users’ news feed. What’s more, statistics show that live video is viewed more than recorded video. How can REALTORS® use Facebook Live? Open Houses: Broadcast a walk-through of a new listing
and highlight all the great features.
Webinars: Host live webinars targeted to buyers and sellers. They can sub-
mit questions just like a real-life seminar.
Real Estate Talk Show: Offer the latest news in the industry plus share lo-
cal events and your newest listings. In short, become the Lester Holt or Diane Sawyer of real estate in your town with your own “TV” show! Facebook offers these tips for using Facebook Live: Promote: Tease upcoming Facebook Live broadcasts for more viewers. Plan better: Take time to plan what you want to do in the video, whether
it’s a few key talking points or to have a few questions ready ahead of time in a Q&A, in case incoming comments slow down. 14
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Invest in some equipment: A shaky live stream turns off viewers so con-
sider a tripod or other stabilizing tools, especially if you’re taking viewers on a tour of an open house. And check the shot before going live.
Get the lighting right: If you’re indoors be sure you have plenty of good
lighting and avoid a lot of light directly behind you because it’ll wash you out.
Sound good: A common mistake for beginners is overlooking sound.
Consider an external microphone to make sure your viewers can actually hear you. And if the live option makes you a little nervous, you can also stream pre-recorded videos. Hey, that has worked like a charm for TV for decades. Some businesses promote their web series to “air” on Facebook Live at a certain time like TV shows. After they are streamed, Facebook Live videos function as normal Facebook videos. Some business owners believe videos may perform better if they begin as live ones. NowThis, a news company that publishes entirely on social platforms, experimented by streaming a 38-minute compilation of its favorite viral videos via Facebook Live. The stream received over 20,000 views and over 500 comments, according to Facebook’s counters. Yes, all the new-fangled internet tools, apps and options for REALTORS® can be a bit overwhelming. Just take it one step at a time and you’ll slowly be right there in the business-winning mix. E-mail me today at Article@CorcoranCoaching.com and I’ll send you more free information about how technology can help your real estate business. Copyright©, 2016 Bubba Mills. All rights reserved.
Bubba Mills is the CEO of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international Real Estate, Mortgage, and Small Business coaching company committed to helping clients balance success in business, while building value in life. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.CorcoranCoaching.com. Top Agent Magazine
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4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent In the world of real estate, there are always new agents joining the ranks. Even if you’ve been practicing for just a few short years, you’ve likely learned your fair share of lesson along the way. As an agent, much of your working philosophy is derived from first-hand experience and your work on the ground. This means that new agents are less prepared for the inevitable curveballs of the industry. That’s where you come in. While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thoughtTop Agent Magazine
fully explore and demonstrate their own ideologies, practices, and rationale. With that in mind, take a look at some of the benefits of mentorship below, and you’ll get a sense of why counseling new agents can be a boon to your own business. Teaching lessons to others reinforces your own professional values. Showing the ropes to young agents is a great way to brush-up on your foundational skills. Verbalizing and demonstrating processes, or walking through the rationale behind negotiation tactics—all cause mentors to think through their established practices and outline in detail why they’ve chosen this route over an
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alternative. This helps older agents fine-tune their routines, while getting back in touch with the critical thinking that went into constructing those habits. Mentorships allows you to see the big picture.
surely sharpen your ability as the head of a team. What’s more, you’ll be building skills of empathy, understanding, teaching, and constructive criticism. Working on those skills will better your practice and your ability to lead in your office.
After a lengthy industry tenure, it’s not uncommon for battle-worn agents to lose some steam and begin to burn out. By devoting some time to mentoring up-and-coming agents, you’ll get back in touch with your early days, remembering the excitement, the trials, and the hard lessons gleaned. Spending time with the next generation of real estate professionals can reinvigorate your practice, as seeing the business from the eyes of an eager amateur can inject energy into your working life. You’ll benefit from seeing things from a new perspective. Just as working with young agents can help you remember your career’s big picture, you may also benefit from working alongside someone with a new perspective. Young agents bring a different set of skills and awareness to their work, and established agents can benefit from a fresh take. If technology isn’t your strong suit, or you’re interested in tapping the Millennial homebuyer market, working with a younger agent is an excellent way to see through fresh eyes. Mentoring young agents makes you a better leader. As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can 18
While some may balk at the time commitment or energy required to take on a mentee or two, you might consider it an act of ongoing education or professional development. While your mentee will undoubtedly benefit from access to your expertise, there’s certainly much to be gained from taking the time to cultivate tomorrow’s real estate leaders.
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CORIE BOLDT Corie Boldt, Broker/Owner/CEO of CORIE PROPERTIES™ in San Antonio, Texas has spent nearly two decades developing a reputation as a Realtor who truly cares about the welfare of her clients, and is willing to go the extra mile to provide them with the very best service available in The Lone Star state. Corie began her journey in real estate twenty years ago, when she was a single mom with a marketing degree. She was looking for a job that provided some flexibility, and decided real estate would be an excellent option. She began her career at Phyllis Browning Company, and after several years moved to a management positions at a smaller, family operated business. “After doing that for two to three years,” says Corie, “and being their Top Producer, I decided to venture out on my own and start helping other people.” CORIE PROPERTIES™ itself is a testament to Corie’s spirit of generosity, and she is dedicated to creating a professional environment that allows each and every one of her twenty-four agents to flourish, regardless of their experience level or financial means. “A lot of new agents can’t get off the ground because they can’t afford to do the marketing and all of that,” explains Corie. “So I wanted to create a company where that was all taken care of at the top, because it’s important to me that the whole company is working for the sellers.” When Corie speaks of the company she created, the pride in her voice is unmistakable: “It’s really great because we work as a big team over here. I’m a manager, but I also work as a producer.” With more than 75% of her company’s business based on repeat and referred clients, CORIE PROPERTIES™ is clearly excelling in the customer service arena. There are myriad reasons for
this level of loyalty, Corie believes. “I think that it’s because we’re good, and we’re honest,” says Corie. Another factor is that her agents are allowed to focus on their clients, knowing that Corie always keeps their best interests, and those of their clients, front and center. Staying in touch with past clients is important to Corie. “We email them all the time,” she says, “and we give them presents at Christmas every year.” She also encourages her agents to become involved in their community, which creates new relationships and fosters and deepens existing ones. During her two decades in the industry, Corie has been singled out for numerous commendations and awards. These include Platinum Top 50’s Manager of the Year in 2009, the San Antonio Business Journal’s Top 50 Realtors in 2010 and Top Brokerage for 2012 and 2014, among many other impressive recognitions. Corie’s philanthropic efforts are too numerous to list entirely. She is incredibly passionate about her involvement with her church, has raised more than $300,000 for the Leukemia and Lymphoma Society, and works tirelessly in support of autism-related charities. She is also deeply involved with the real estate community. When she’s not working, Corie enjoys traveling, swimming, playing golf and exercise. She also encourages her employees to make the most of their down time. “I tell them, look…when you’re not working, you need to be with your family and your friends and your kids, because that’s the most important thing in life. That’s what we’re working for in the first place.” The future looks bright for Corie and her company. “I just want to be known as the most honest Realtor out there,” she says. “I want people to know that when they come to me, they’ll be dealing with a straight-shooter. I’m going to work my tail off to do the right thing for them.”
For more information about Corie Boldt, please call 210 -262 -4698 or email corie@corieproperties.com Top Agent Magazine
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Properties: The Good, The Bad, And The Ugly by Denise Lones
I was shocked. There it was. An expensive property near a busy intersection that had stayed on the market for almost a year. I asked one of my agents, “Why hasn’t this one sold?”
But none of these are reasons to put this property on the back shelf. In fact, there is a market for every market, no matter its location or condition. Too often, we make the mistake of shortchanging sellers who don’t have manicured lawns on cul-de-sacs with perfect houses. We prejudge our own listings to the detriment of the people we’re supposed to be serving.
He said, “Because it’s a dog. Look at it. Nobody wants those turrets that stick out like that. And besides, it’s at that intersection where there’s traffic all day long.” I’ve been there. I’ve driven to properties hoping for a terraced I couldn’t believe what I was masterpiece with a stunning garden, hearing. This agent had “classified” and then felt that sick dropping this property in his own mind as feeling in the pit of my stomach something that wasn’t worth the when I finally saw it. trouble to market—pretending to service his customer while doing What do most agents do? They’re nothing. True, it wasn’t as beautiful polite, they take the listing, and they or pristine as surrounding neigh- get out of there fast. They rely too borhoods. True, it was in a not-so- much on their own opinion of the prime location. True, it could use property rather than pulling statistics to determine its true market value. some handyman work. 20
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OR they tell the seller, “This house isn’t going to sell unless you change the carpet, fix the paint, install new roofing, etc.” Beware! This could lead into a legal nightmare. While on the surface this agent is giving generic advice, what if the seller does everything the agent suggests—and the house still doesn’t sell? That agent might want to call a good lawyer.
If a property needs work, that’s never a reason it won’t sell. There are investors, handypersons, contractors, and do-it-yourselfers who love these properties. Go to your local real estate investment club meeting and you’ll find people searching frantically for such properties. Advertise it as a “Handyman’s Special.” Target these people directly. You may be amazed how many of them are out there.
Here’s the truth: Every property— True, you may have to advise the good, bad, and ugly—will sell if seller they won’t get top-dollar if priced right. It is always about price. a lot of work needs to be done. There is always someone in the But this is the true issue here—not market ready and willing to buy the work itself. It’s always about right now for the right price. price. Top Agent Magazine
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Let’s talk ugly. A house is in pristine condition, but has a rather peculiar look. Well, I have news for you: Just because you think a house is ugly doesn’t mean there isn’t someone out there who will say, “This is the home I’ve been looking for all my life!”
cannot tell you how many times my jaw dropped when someone told me, “Perfect! We love it!” So, I’ve learned never to judge a house by its paint job, landscaping, or design.
You are not the world’s taste critic. You cannot tell what people want. I
Copyright© 2014, Denise Lones. All rights reserved.
You have a job to do: sell the house at top-market price. You are hired to be the market expert. Sellers don’t Did you know there are people out have the time to do so themselves. there who prefer ugly houses? Yes, That’s why you have a career. ugly houses! Some people don’t care about the outside of a property. It’s always the market that They’re only interested in the determines what sells. No matter the inside, where they know they will shape, size, or condition. And you be spending most of their time. are not in charge of the market, These are people who don’t buy to which as always is based on supply impress others, but rather to please and demand. Whatever is in demand themselves. Thank goodness for will sell, whether it’s a beachfront these people. Without them, we’d mansion or a shack in the woods. Be have to tear down half the planet! creative. Use your marketing to target people who truly want these I’ve seen houses that look like properties. But most importantly, something from a Stephen King price the property correctly for the novel sell overnight while another market. that could be on the cover of Home and Garden languishes on the market Know thy market and thou shalt for weeks. Why? Because somebody know what sells—good, bad, or wanted that house. Period. ugly.
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JULIE SANDERS Julie Sanders got her start in real estate eleven years ago. At the time, her husband Neil had already been in the business for years, and together they set out to open their own brokerage, SETX Properties. While Julie had only anticipated an administrative role in the business, she soon made the leap and earned her license, obtained several designations, became a broker, and ultimately became team lead as the years went by and their business grew. Now, more than a decade since her career launched, Julie has established a steadfast reputation for client-centric service steeped in quality, communication, and consistency. In addition to running their successful real estate brokerage, Julie and Neil have built two homes of their own, moved several times, and survived complete transformation of three homes with many stories they can laugh about now. From their office in Nederland, Julie and the team serve clients across the Southeast Texas region, including Jefferson County, Hardin County, Orange County, and down at the beach. At SETX Properties, everyone works together and is dedicated to the same ideals: serving clients with a high-standard, integrity, and with perfected systems for effectiveness and efficiency. At SETX Properties, quality of service is everything. Today, the team consists of a group of agents and a fulltime transaction coordinator, with room for continued growth ahead. “Every morning, we have a meeting to make sure everyone has clarity, knows what’s going on and what needs attention,” Julie says. “We achieve success together, not separately, and that’s why teamwork is so central to our operations.” These days, 80% of business is generated by repeat and referral clientele—the highest compliment that a real estate professional can earn. Julie cites consistency, quality service, and long-lasting relationships as the primary drivers of their success to date. “We’re very personable and make it point to follow up with our clients, even after a transaction is complete,” Julie explains. “We truly care about the people we work with. To us, the most important thing is that our clients have confidence in us and feel like the transaction is theirs. It’s not ours, and it’s not about us. We’re here as trusted professional real estate advocates, but also as their neighbors, and we always go the extra mile. We know our clients have so many choices, so we
really believe in giving clients our best for choosing us. Our clients deserve to have confidence and trust in our ability to provide service to them, so we have a strong commitment to on-going improvement in our professional and market knowledge.” All in all, the power of interpersonal relationships remains front and center in Julie’s professional philosophy. “We treat our clients with genuine care which reflects our values,” she says. To market listings, Julie and her team incorporate high-quality photography and video slideshows, along with enhanced and targeted ads online. From social media to the leading digital listing platforms, Julie ensures that every listing is optimized to receive maximum exposure online. Likewise, she and her team are natives to the area and only conduct business in regions they know and understand intimately—a trustworthy value-add for their clients. When it comes to giving back, Julie and her team extend their commitment to service to the community at large. The brokerage contributes a portion of all commissions to the Community Care and Prayer Center, which provides services and support to community members in need. Likewise, they contribute to Samaritan’s Purse and, as a Rotarian, Julie gives back through local club projects, as well. In her remaining free hours, Julie most enjoys spending time with her family and church, reading, and relishing the great outdoors. Looking forward, Julie has plans to continue growing her business consciously, adding likeminded team members along the way. “We want our business to grow, but I don’t want it to grow at the expense of quality,” she says. “We want our company culture and values to be consistent among our team as we develop.” Finally, thinking back over the course of her eleven-year career, Julie Sanders considers what she enjoys most about her daily work. “I love knowing that we can really help people by providing them the best representation, which is what they deserve,” she reflects. “It’s more than a job, it’s my passion. We take care of everything for our clients so they’re comfortable and understand their options while reaching their goal. No matter what the situation is, we work with our clients through everything—even if a transaction is difficult or emotional. A house is not just a house, and what I like most is being able to serve others in every situation and journey.”
To learn more about Julie Sanders visit SETXproperties.com, email julie@setxproperties.com, call (409) 729 -SETX ext. 2, or visit her Facebook page here. https://www.facebook.com/setxproperties www.
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