TEXAS 5-9-22

TEXAS EDITION

7 REASONS WHY

YOUR PROSPECTS AREN'T TURNING INTO CLIENTS

IS STARTING A TEAM THE RIGHT SOLUTION FOR YOUR BUSINESS?

URVI NAIK

Embracing Smart Homes: Does New Technology Really Increase Home Value?

What the First Thing You Do After Work Says About You

COVER STORY

FEATURED AGENTS

ANALEISA BARRON JOCOLE DODDY MIGUEL GARCIA MARIELA LUNA JESSICA McGUIRE GUDRUN TUCKER

mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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Embracing Smart Homes:

Does New Technology Really Increase Home Value?

Technology and innovation move at a lightning-fast clip, so it can be hard to keep up with all the smart-home trends sweeping the market at a given time. From smart thermostats to security systems accessed through an app on your phone—there are endless options to customize and update your home for the modern era. But which, if any, of these smart home products add 4

value to property in a significant, worthwhile capacity? Especially with new generations of the same products released in quick succession, it can be hard to determine whether it’s worth it to take the plunge. With that in mind, we’ve conducted a deep-dive into the smart home options out there that make the most sense for your bottom line and real estate investments.

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Smart home amenities range in price and return.

There are certain smart home products that won’t break the bank while still adding lovely touches and time-saving features to your space. For instance, a smart thermostat may not run more than a few hundred dollars, but it can take so much of the guesswork and analog nuisance out of programming your home’s internal environment. That said, buyers selling properties with mid-range amenities like this can’t expect a windfall in return. While smart home features can certainly lure buyers and give the sense that a home is attractively modern (and thus move-in ready), it doesn’t mean that you’ll be reaping a sizable monetary reward for your foresight. Conversely, this reality doesn’t mean those smart options

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are without value entirely; it just means that the value of smart home options may be apparent in a different capacity, like luring a particular buyer or creating a desirable, sleek image for a property headed to market.

On the other hand, larger scale smart home amenities that are being left behind for the buyer—like a smart refrigerator or wired sound throughout the property—may be able to lure particular buyers who value high-end details. While it can be difficult to state definitively the value of smart home options, the rule tends to be that the more you put in, the higher the likelihood you’ll reap the investment you sow. Focus your smart home options on home appliances first, then work your way toward security, thermostat, and entertainment options.

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Smart home amenities capture the attention of buyers

Agents must know how to pitch the value of smart home options

Even if you have mostly opted for small or mid-range smart home options, you can still benefit from their presence in a property—even if they don’t inflate your bottom line as a result. Smart home amenities have the power to focus the attention of buyers, sending a clear signal that the previous owners were tech-forward and made an effort to upgrade the property for the contemporary era. Millennial or Gen Z buyers especially value these up-to-date modifications, and the presence of these desirable gadgets can create added interest and drive up value naturally. Likewise, featuring these options in listing photography can also drive interest from younger or high-end buyers looking for move-in ready spaces.

Remember that smart home features are relatively fresh to the market. While some new construction properties are equipped with these smart amenities, just as many homes on the market don’t offer these upgrades and modern flairs. This means that many buyers, of all ages even, aren’t familiar with the benefits and perks of these options, let alone how they’re operated. Before you can derive value from a smart home or smart home features, you’ll need to understand a product’s proper usage, cost, and benefits. Do your homework regarding what smart home features can offer in terms time or cost savings, and be able to show prospective buyers how easy these objects are to use, as well. Do both, and you’ll be in proper command of what smart home features can offer buyers and pitch them accordingly.

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URVI NAIK

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Top Agent Urvi Naik works solo and has an enviable 90% repeat and referral rate serving the Austin, Texas area specializing in north and northwest Austin.

Urvi Naik got her start in real estate about ten years ago. While she loved her job as an occupational therapist working with children, she didn’t love the 9-5 schedule.

Desiring more flexibility, Urvi followed an interest in real estate that started with her own involvement with investment properties. She completed her license and quickly decided to pursue real estate full time when she realized how much she loved it.

Urvi serves the Austin, Texas area specializing in north and northwest Austin. This 8Copyright Top Agent Magazine

desirable area offers accessibility, safety and great schools in a suburban setting perfect for families. With malls like The Domain and a plethora of local restaurants, breweries, coffee shops and entertainment options, northwest Austin is a great place to live. Best of all, it’s just a 30-minute commute to the downtown area.

After ten years as a real estate agent, Urvi has an enviable 90% repeat and referral rate. She sees her strengths as an agent in building relationships with clients, being a Top Agent Magazine

trusted source of guidance throughout the process of buying a home or investment property from start to finish. She stays in touch with clients throughout the year in various ways. Her monthly email newsletter is a marketing and local interest piece that Top Agent Magazine

includes featured events and businesses.

She also focuses on personal communications with birthday greetings and holiday visits. Helping her clients to secure investments that will generate the most returns or being part of the important journey of Copyright Top Agent Magazine9

Urvi sees her strengths as an agent in building relationships with clients, being a trusted source of guidance throughout the process of buying a home or investment property from start to finish. finding their forever home are the parts of the job that give Urvi the most satisfaction.

She loves to be the knowledgable real estate advisor they can rely on.

Urvi has always worked as a solo agent with sales volume last year at $11 million.

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She has exciting plans for future growth and aspires to double her production over the next couple of years and bringing on a buyer agent. Down the road, she’d like to build a small team of buyer agents and concentrate her efforts on working with sellers.

Eventually, Urvi sees herself transitioning Top Agent Magazine

out of production and into a training role, educating future agents on the path to success. Currently, she employs a virtual assistant and a transaction coordinator. She invests in paid advertising to make the most of social media marketing. She also utilizes email blasts to other agents and a “Coming Soon” marketing initiative that notifies Top Agent Magazine

other agents of properties before they go live, providing valuable pre-market exposure and feedback.

When Urvi isn’t working, she enjoys spending time with her husband, six year old son and two furry babies. Favorite pastimes include biking, hiking, and hosting pool Copyright Top Agent Magazine 11

parties. She also loves visiting local breweries or trying out new restaurants at the Domain and in Cedar Park. Her favorite restaurants include Jack Allen’s Kitchen, Mama Betty’s and Doc B’s to name a few.

She also enjoys hanging out at Summer Moon, a local coffee shop. Now that her son is school-aged, Urvi looks forward to getting involved in the school and volunteering with the PTA.

For more about Urvi, call 512.660.2857, email her at urvi.naik@compass.com or visit her website: urvinaik.com www.

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What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives.

But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling.

With that in mind, see how you fare when it comes to post-workday habits...

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Break a Sweat After a long day of work, is your first instinct to strap on your sneakers and take off on a run? Do you stop off at the local yoga studio for an extended stretch? Maybe you head to the weight room to pump some iron. Whatever your exercise pick, if you’re inclined to sweat it out at the end of a long day, you’re likely a routine-oriented profes-

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sional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active. This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul.

Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge.

This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option.

Just make sure that you establish some foundational boundaries so that you maintain an 14

appropriate, healthy balance between your time at work and your time at home with the loved ones and hobbies you cherish. If making way for downtime isn’t easy, try penciling it in the way you would a work engagement. Dinner with a friend, a date night with a significant other, or a solo movie fest can be readily added to your calendar, and thus built in to your regimented schedule.

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine.

Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress.

In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance.

People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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ANALEISA BARRON Analeisa Barron always wanted to work in real estate after being inspired by her sister and mother-in-law who had been in the business for 20 years. She was able to pursue this dream when she moved into the Austin area late in 2015 and later obtained her license in 2016. At first, she worked with JB Goodwin where she discovered she loved being a REALTOR® more than she ever thought she would. Upon joining The Agency Texas, she focused on building her business, and in January of 2020, she went solo and completely referral-based. She has built a strong network based on referrals and recommendations from clients, former colleagues, and friends.

Her confident approach to challenges and goal-oriented strategies can be attributed to her unwavering work ethic paired with her Bachelor of Arts in Communications.

and others. She uses open houses and other fun and creative ways to make each listing special and stand out. Analesia prides herself on giving concierge-level service to her clients, keeping them informed on the various details of the process, and constantly in contact to discuss any concerns along the way. She is passionate about connecting with every client on a deeper level, a quality that compliments her career well as she understands the emotional aspect of buying or selling a home. Pouring her heart into her business, Analesia’s clients appreciate her high level of integrity, low-pressure approach, and empathetic nature. This natural approach to real estate and her clients yielded a volume last year of $7 million with a forecast of $12 million for this year.

Her area of expertise includes where she lives in south Austin and over 18 cities and counties in and around the area. This area is known for its great synergy with food, entertainment, and plenty of outdoor attractions.

It is a wonderful place that is family-oriented, has great schools, and is dog friendly. “With this kind of area it is hard to know everything, but people don’t work with you because you know everything, they work with you because they like how you treat them. I always strive to make sure that each and every client feel like they are my only client at the time. I really go to bat for them. I don’t care who I have to call or text or email. I am very persistent. I am also very detail-oriented and my clients always know what is coming next. We don’t learn how to buy or sell a house in high school or college. It is not something they teach you, and my clients like the way I guide them through the process, which is why they keep coming back and trusting me with new business.”

What she likes most is that she gets to help people find their safe space. “Home is really special to me. It is your safe haven. On closing day, when clients get a slice of equity and begin to build generational wealth, well, it just gives me chills and makes my job completely worth it, getting to see those families enjoy their slice of heaven.” Her own slice of heaven includes her husband and 2-year-old daughter. She loves to do things with them and their new puppy, such as cooking, entertaining, going to the park for picnics, flying kites, and walking the trails. She starts her day off with a two-mile walk in her neighborhood to get herself ready for the day.

She markets with her brokerage firm that has partnered with Zillow and has front-page listings on Zillow, Trulia,

She maintains a good relationship with her brokers and is a top producer there. She loves the support and advice they offer her. Her team consists of her and her brother-in-law Daniel who has been in the mortgage industry for 16 years in California and Texas. Her plans for the future are to work with him as they respond to the shifts in the market and invest in homes together in the Austin area.

To get in touch with Analeisa Barron, please call (512) 902-9147, email analeisa@theagencytexas.com, or visit theagencytexas.com www.

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JOCOLE DODDY With a friendly demeanor and a client-focused approach, Jocole Doddy has quickly established herself as the REALTOR® to know in her local market. Working in retail management for 14 years, Jocole was always interested in real estate but was hesitant to take the leap. “I knew it was something I wanted to do, but I wasn’t ready to leave my comfort zone yet,” Jocole recalls. Then Covid made up her mind for her: “When everything closed down, I decided to go ahead and focus on real estate. I jumped straight in!’” That was in 2020, and Jocole hasn’t looked back since.

Jocole’s business is growing exponentially as word gets around that she treats her clients right and attends to their needs first.

Jocole serves the entire Dallas-Ft. Worth metro area, as well as East Texas and the surrounding areas. Based in North Texas, Jocole explains the area is booming, and she has seen explosive growth in population, business relocations, and recreational activities since Covid-19. She explains that “The city is a mecca for business opportunities, educational institutions, and cultural events that have everyone flocking here.”

The quality of service Jocole provides is evident in her extremely high referral rate. “Every client that I close a deal with sends me a family member, so I’m always working around the clock,” Jocole says. “I’m very productive in my business, and I also have clients who have come to me because they know me from my background in retail. My retail clients became my real

estate clients, along with their friends and families.”

It’s easy to see why Jocole inspires such loyalty in her clients. “I go out of my way to make sure everyone is taken care of,” she explains.

“I do whatever I have to do to make things happen for my clients. I do a lot of things that other REALTORS® might not do to make sure a deal goes through, because I’m all about my clients. This is the most important moment in their life, and their happiness makes me happy! Whatever I have to do to make sure they’re good, that’s what I’m going to do.”

Jocole’s can-do attitude is exemplified in her comprehensive marketing strategy. She combines social media and online advertising with a personal approach that includes getting out in the neighborhood and distributing flyers door-to-door.

Add to that her open houses and her flair for promotion, and Jocole ensures optimum exposure for her listings. “I’m a walking billboard for my listings,” Jocole says. “I love to go out and talk to people. You have to be talkative in this game!”

As for what the future holds, Jocole is looking forward to getting her broker’s license so she can open her own brokerage. More than anything, she plans to continue taking care of her clients. “I love meeting new people through real estate,” she says. “Everyone is different and has their own unique way of thinking, and I’m always learning something new from my clients.”

To find out more about Jocole Doddy, please call 972-807-0626 email at realtordoddy@gmail.com, or visit Jocole.only1realtygroup.com http://

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Is Starting a Team the Right Solution for your Business?

You’ve started your own real estate business and after a slow start, you’ve found your footing and business has really taken off. Sounds great, doesn’t it? Until maybe you’re getting more business than you can handle. After all, you don’t want to sacrifice service for more listings. The top-notch level of service you offer is probably what created your boom in Top Agent Magazine

business in the first place, so you don’t want to compromise that. But, at the same down, you don’t want to turn down business either. It’s at this point, a lot of Realtors® consider starting a team. But, how do you know if that’s the right call for you? Here are a few questions you might want to ask yourself to help make your decision.

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The top-notch level of service you offer is probably what created your boom in business in the first place, so you don’t want to compromise that.

CAN YOU AFFORD IT? First things first, are you really making enough money to warrant hiring help? One of the key things to think about is your ability to generate leads. Are you so busy with your existing contracts, that you have no spare time to generate more business? Then, it might be time to consider your options. Figure out the time you’ll be afforded to generate more business, how many more transactions that will lead

to, and then see if that pays for the assistant’s wages. That should help you easily see if it’s worth the investment. If it’s on the border, you may still want to go for it if you have a lot of confidence in the market and your ability to bring in business. If you’re not quite there yet though, it might be a good idea to look into a virtual assistant until your business is ready to expand.

ARE YOU READY TO BE A TEAM LEADER? Or in other words, how comfortable are you delegating tasks and responsibilities? For some agents, they need to be actively involved in every step of the process. Being a team leader is not only about being able to delegate, it’s about mentoring and guiding your team as well. Not only do you have to help them serve the team

better, you need to look at yourself honestly too, constantly evaluating what you can do better. It’s also your job to set up systems and operations, that are constantly refined with the feedback of your team members. Clear and constant communication is key with your clients as well as your team.

CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless trans18

actions in sometimes stressful circumstances.

Having the right team spirit, so to speak, is what will help your business and team grow.

The ultimate goal of a team is to have thriving careers for everyone on board.

So, if you want to see your business grow maybe a team is right for you. It may even give you a little free time for a personal life. We can all dream, can’t we?

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MIGUEL GARCIA A hardworking REALTOR® who is compassionate and forthright with his clients, Miguel Garcia has quickly established himself as a trusted guide to real estate in his local community. Trained as an electrician, Miguel brings an extensive knowledge of homes and construction to his work with clients, giving them added value and peace of mind as they search for the home of their dreams.

Miguel serves the entire Dallas-Fort Worth metro area, and his familiarity with such a broad territory sets him apart. “I’m not your typical agent who only works in a certain area,” Miguel explains. “I work all over DFW.” He goes wherever his clients need him, from Dallas-Fort Worth to Canton, Waxahachie, Rockwall, Arlington, and many more.

Miguel’s great reputation precedes him, and he sees his referral business growing steadily as word gets out about the excellent service he provides. “On Zillow I have nothing but 5-star reviews from every single client, and I think that’s just because I offer really good service,” Miguel says. “I’ve never let anybody down.

I work in every price point, because I don’t see a price point, I just see the actual client and want to help them.”

Looking toward the future, Miguel says he would love to combine his construction experience with his real estate mastery to become a builder/ REALTOR®. “With a lot of builders, the quality of work they put into their homes is not as great as it used to be,” Miguel explains. “My goal is to start building homes that are actually high-quality and are going to last.”

No matter what, Miguel looks forward to continuing to bring his clients the same great service they have come to know and love. He delights in the heartwarming success stories he’s gotten to be a part of. “I just love to see those smiles on my clients’ faces,” he says. “There have been times when I give my clients the keys to their new home and they’re crying because they finally have a home. Those are the times that bring me so much joy in what I do.”

Born in Fort Worth and raised in Mexico, Miguel has a passion for serving the local Latino and Hispanic population. “I know a lot of Latino and Hispanic communities that are underserved, so I try to help as many people as I can,” he says. “I prepare them so they know what to expect when it comes to the buying process, and I team up with a Spanish-speaking lender to do summits on Facebook Live and TikTok where we help people with their real estate questions.”

Although much of his time is spent helping his clients, when Miguel is not working he loves to spend time with his wife and two kids. The family enjoys traveling together, and Miguel loves taking his little ones on fun outings, whether to the gym or the zoo.

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To find out more about Miguel Garcia, please call 469.478.8967, email miguel.garcia@regalrealtors.com, or visit miguel.dallashomesearches.com http://

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MARIELA LUNA Mariela Luna has seen a lot of the world, but no place that she likes better than San Antonio, Texas. Mariela was born in El Salvador but came to the United States in 1995. Her husband was in the United States Army, so for many years they moved back and forth between Texas and Europe. “After my divorce,” Mariela explained, “I needed to find something to do – some way to make a living. My friends all suggested real estate because I am such a people person. I am so glad that I took their advice.”

The advice was certainly good but the timing, not so much. Mariela became licensed in February 2020, right at the start of the coronavirus pandemic, joining Redbird Realty, LLC in San Antonio. “I hit the ground running,” said Mariela, “but that first year was really tough. Thankfully I was with a really good broker and I took advantage of all their excellent training.” In August of 2020 Mariela joined the Liliana Padilla Realty Group powered by Redbird Realty and her business really took off. “I did really, really well my second year,” she said with a big smile.

“I sold 21 houses!” In February of this year the entire team moved to Lugo Realty LLC. Mariela, who is bilingual, serves the entire San Antonio market but tends to do more business on the city’s north side. She works with many first time home buyers so speaking fluent English and Spanish has been a big plus. “Many people don’t understand the home buying process,” said Mariela. “They think they can’t afford to buy a home or that they won’t be able to get a loan,” she continued. “I explain the whole process to them, answer all their questions and make them comfortable.”

Mariela also works with a number of buyers from out of state who are relocating to San Antonio for the great weather and the wonderful lifestyle. “I love helping people,” she said. “My goal is to educate my buyers and sellers, whether that is about the market or the process or the city.”

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In addition to generating business from her team leader, Mariela is now getting referrals from satisfied clients. “That makes me really happy,” Mariela said, “because if they are telling their friends or family members to call me then I know that they were pleased with the job I did for them.”

It may help that she stays in regular contact with her former clients…and not just through social media or email. Mariela is regularly visiting with her clients checking in on them and taking them small but heartfelt gifts. “I take them pies at Thanksgiving and brownies on Valentine’s Day, just little things to stay in touch and show my appreciation,” says Mariela.

Mariela also likes to promote the small businesses in her community. Every week she will select one of her favorite restaurants or shops and feature them on her Instagram and Facebook accounts. “That is just my small way of giving back and showing my appreciation,” she explained. What’s ahead for Mariela, who spends whatever free time she has with her children and grandchildren? “I want to just keep growing my business by continuing to help people,” said Mariela. “And maybe someday I will create my own team.”

You can contact Mariela Luna at marielaluna.realtor@gmail.com or by calling 210-986-3907 Top Agent Agent Magazine Magazine Copyright Top

Every Player is Valuable: How to Boost Your Team’s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly.

Even a task that seems simple, such as answering phones, can be overwhelming at Top Agent Magazine

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious.

Here are some things that you can do to increase morale and productivity in your workplace: 21

While it’s important to point out when an employee is doing something wrong, it is equally – if not more – important to acknowledge when that employee is doing something right.

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While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team.

An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

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Determine what all of your employee’s goals are, and what their expectations for growth might be. There may be lower level employees who are perfectly content doing what they’re doing, and who have absolutely no expectations for growth in your business. Others, however, may have an interest in moving up the ladder. Make it your business to determine this early on, and try to take a personal interest in your employee’s growth with your company. Knowing there is room to grow is an important factor in employee satisfaction, and knowing who wants to grow and who

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doesn’t is something you should be aware of. Groom from within, and your employees will be grateful and work harder.

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If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too.

Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees.

Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit.

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JESSICA McGUIRE With a Bachelor of Science degree in Business and over ten years of sales and marketing experience, REALTOR® Jessica McGuire got a fresh start in a new industry after her real estate agent suggested she get her license. Since then, Jessica’s bright personality and dedicated professionalism have served her well as she represents buyers and sellers of residential properties in the DFW area of Texas. Originally from San Diego, California, Jessica has become an expert on the ins and outs of the market in Texas, making her a go-to resource for anyone moving to or from the area.

While she started out working as an independent agent, Jessica joined Grace Realty Group brokered

by Fathom Realty two years ago. With only four members starting out, that number has now grown to twenty agents, who support each other and their clients on a day to day basis. Jessica’s business is heavily reliant on repeat clients and referrals — around 95%. She attributes this high percentage to the fact that she educates her clients and treats everyone like family while putting their needs first in every situation. “When clients come to me, they often express how little they have been educated by past agents they have worked with. I strive to keep them very informed and I do my best to educate them along the way because purchasing a home is a big decision; they need to know, in simpler terms, what is going on in all aspects,” she explains.

While Jessica’s admin team handles most of her marketing, including her email lists and Facebook ads, she recently started sending out direct mail. She is very approachable and is always happy to help clients with anything from sharing the name of a trustworthy contractor to finding a delicious restaurant. “My favorites at the moment are Perry’s Steakhouse and Top Agent Magazine

Pangea. I’d definitely recommend them for a night out!”

Jessica is actively involved in her church and considers ministry to be a big part of her life. “My Real Estate Business is a Ministry for me as well,” she says. I feel like every transaction is a divine appointment.” As the mother of two children, she of course spends a lot of time with her kids, occasionally taking trips with them to Galveston or splashing around the waterpark at the Great Wolf Lodge.

Last year, Grace Realty Group exceeded over $38 million in volume where Jessica contributed over 30% but the job isn’t about the number of transactions she does — it’s about the people she helps.

“Before real estate, I sold Mary Kay and worked as a Sales Operations Consultant…Everything I’ve done so far in my life has been focused on helping others and making people feel good. It excites me to see others excited after a job well done,” she says. Looking to the future, she plans to continue providing that excellent customer service she is known for. “I want to help as many more families as possible in making their home buying dreams come true.”

To learn more about Jessica McGuire, please call 214-317-8996, email realtorjessicamcguire@gmail.com, or visit GRACE-REALTYGROUP.COM www.

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7 Reasons Why Your Prospects Aren’t Turning Into Clients Real estate experts suggest prospecting daily so that your sales pipeline never runs dry.

But sometimes all that effort doesn’t translate into results. If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

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1. You’re Too Slow The Association of Real Estate License Law Officials estimates that there are about 2 million active real estate licensees in the United States alone. Of course, not all these individuals are working in the same markets. Nonetheless, that

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If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

means that realtors face a lot of competition. If you are slow to respond to messages from prospective clients, someone else is sure to beat you to it. As a rule of thumb, it’s best to return calls and emails within 24 hours.

If you’re too busy working with active clients to return the phone calls and emails of prospective clients, consider hiring a real estate assistant who can help take administrative or marketing tasks off your plate.

2. They Don’t Trust You There are different reasons why a client might not trust you, some of which overlap with others on this list. When a client asks you a question, do you answer it directly or do you sidestep it?

Do you have testimonials and reviews from happy clients publicly available? Do you have an online presence? Social proof of your skills and knowledge is key.

3. You Don’t Seem Knowledgeable Enough Is your client constantly coming to you with new listings or marketing ideas rather than the Top Agent Magazine

other way around? Do they mention real estate and finance terms you’ve never heard of or ask you questions you’ve never thought to ask yourself? Every agent starts somewhere, but if this seems to be a pattern, it’s one clients will pick up on too.

Your clients want to know that you will add value to their home buying or selling experience, and part of that value is your expertise and passion.

4. You Have No Web Presence It’s not enough to be on Zillow or have a Facebook page. There are clients who don’t use these platforms, and at the end of the day, you don’t own the content or your access to it. Both platforms could suddenly go out of business and any following you’ve gained could be lost.

It doesn’t cost much to create and maintain a website today. If customization matters little to you, sometimes you can even get up and running for free. At the very least, it’s a good idea to invest in a domain name because yourwebsite. wordpress.com looks a lot less professional than yourwebsite.com.

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5. You Don’t Seem to Care When clients don’t think you care, it usually means they don’t feel like you are listening.

You may have systems, processes, and a proven marketing strategy. You may like to get right down to business, but to your client, this isn’t just business—it’s their life and their family’s livelihood.

When your client tells you what’s important to them, they want to make sure that you really hear them. Make sure your body language conveys that. Slow down. Shut your office door.

Make eye contact, nod your head, and pause before you speak so that they understand that you’ve put thought into your words—that they aren’t simply lines from a script.

6. You Use Too Much Jargon Remember that your clients don’t speak real estate. At most, they might buy or sell a home once every few years. They hired you to be their advocate and may even expect you to be a bit of a teacher too. Use layman’s terms so that your

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client fully understands how the two of you will work together.

7. Your Target Audience Is Everyone Your clients are home buyers and sellers, yes, but who is your ideal client? Some specialties you might consider are college students and recent graduates, working professionals, military families, seniors, CEOs, or other high-profile clients.

As a newer agent, your target audience might be anyone who will hire you, but over time, you might find that you click more with certain clients, that their lifestyle is similar to yours, or that their goals align with your mission. Whatever the reason, marketing your business to this “ideal client” rather than every potential client will make selling your services easier.

Remember: It’s within your power to alleviate your client’s concerns, but understanding why your prospects aren’t turning into clients is a good start.

Top Agent Magazine ®

Top Agent Magazine

GUDRUN TUCKER Staying a dental hygienist was not going to allow Gudrun the family time she needed with her twins. One of her close friends was a broker and saw the real estate lifestyle as one that would let her flourish and spend ample time being a mom. She became licensed and started her journey in 2015 and has built what she considers a ‘pretty good business’.

Business has been good enough that she has an assistant lending a hand to help handle the workload.

Gudrun canvasses the Greater Austin area, where she has lived since 2005. She’ll head up north if the client needs direct her there, maybe out to Barton Springs and then back to familiar downtown Austin. It’s a versatile area, and she knows the ins and outs of the pocket areas and neighborhoods, introducing clients to hot spots like Umami Sushi in San Marcus or the dozens of incredible hiking and biking trails just minutes away. If it’s the right time of year, attractions like the Trail of Lights or Wurstfest the attention of both new and long time residents. Her local knowledge and personal touch keeps clients coming back to an impressive 85% referral and repeat business rate.

word, beyond the extensive social media reach she has. Referrals from friends, past clients who recognize the experience she brings, and investors keep her business growing, now at about 50 transactions yearly. The transactions are a huge investment that she believes is a responsible step and excellent retirement planning. It would be hard to sell homes if she didn’t believe in their value so much. She’ll be looking to add a full time assistant to her team in the near future to ensure proper follow through with her client base as the workload grows.

Her kids are everything to her. Being her own boss and setting up other families like her own in new homes is a rewarding job. When not helping families settle in, she still focuses on kids, both her own and other, less fortunate ones. She’ll get involved with the Children’s Museum, volunteer at school, sponsor events and organize gifts for classes. She tries to help the children out there that need it the most. When the day is done, she’ll get her own kids to another play date and remind herself that they are the driving force behind her success.

Clients soon learn that Gudrun anticipates their needs and questions ahead of time, helping them navigate the intricacies of the Austin market and holding their hand if necessary. She’ll predict what’s going to happen with a listing in a shifting marketplace and make sure everyone involved is aware. It’s a tough market, and there’s a lot more involved in making a deal than just writing up and signing contracts. Tight networking with other agents and brokerages is a must and Gudrun enjoys fostering those relationships.

After the deal, her client base can look forward to holiday greetings, handmade gifts, and the occasional pie. This keeps her contacts fresh and spreading the

For more information, call 512-294-9955 and email Gtucker@dashrealty.com Copyright Top Agent Magazine

mailto:mag@topagentmagazine.com

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