TEXAS 6-12-23 by Top Agent Magazine

TEXAS EDITION

TIPS TO GET NEW CLIENTS

HOW TO SPEED UP

FIRST-TIME HOMEBUYER TRANSACTIONS

The Daily Schedule of a SUCCESSFUL REAL ESTATE AGENT

Top Agent Tips and Questions for

CHOOSING YOUR LISTING AGENT

FEATURED AGENTS

JAMIE ADAMS MICHELLE SWANN RIMA BHAVSAR COVER STORY

ADRIENE LANE PROCTOR

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5 Tips to Get New Clients If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business. Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 4

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base. Top Agent Magazine

Become a referral partner with industry peers

Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set. You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again. It will not only sharpen your sales skills, but could generate a lot more business. People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

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with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do. 5

Partner up with a Relocation Company

Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®. The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest. Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property. Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills. Take on properties they haven’t been able to sell. You can even offer to throw an open

Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much 6

house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell. Top Agent Magazine

ADRIENE LANE PROCTOR

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Top Agent Adriene Lane Proctor made a name for herself in the vastly different markets of the Smoky Mountains and Knoxville, Tennessee, before settling down in Temple, Texas, where she remains today. Adriene Lane Proctor’s home buying experience became the catalyst for her thriving career as a top-performing real estate agent. Initially purchasing a home in Tennessee while moving from Houston, she found herself unsatisfied with the process and decided to switch careers. “I didn’t want anybody to ever feel like they’re moving to another state and unsure if they’re going to have a house when they get there,” she explains. The transition proved to be a perfect fit, as she quickly discovered her passion for serving clients. With a keen eye for potential, Adriene made a name for herself in the vastly different markets of the Smoky Mountains and Knoxville, Tennessee. Working independently, she thrived by helping investors find rental properties and increasing their portfolios. By her second year, she had already started a cabin company, renting out and selling properties. Adriene’s success is undeniable – even in her first year, she closed nearly $2 million in sales. Nearly a decade later, she continues to serve her clients with the same 8Copyright Top Agent Magazine

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dedication and determination that launched her impressive career. Since the start, Adriene set herself apart from other agents. She gained invaluable experience by hopping around different markets and niches across the United States before

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settling down in Temple, Texas, where she remains today. This diverse exposure has allowed her to develop a solid business plan and a clear vision for her career. Although Adriene is still considered a new agent in Texas, she has already established a reputation for exceptional service, which has

Ranking in the top 15 REALTORS® in the area last year, Adriene will continue to establish herself as a top real estate agent before eventually opening her own brokerage. earned her repeat business. “When I came here, I had a solid business plan and knew where I wanted to go,” she explains. “This area is growing so much and I wanted to be a part of it.” Her impressive portfolio, with nearly $17.8 million in listings a few months into 2023, speaks to her ability to connect with clients and deliver results. Copyright Top Agent Magazine 10

Taking her marketing to the next level, Adriene embraces her unique identity and the local flavor of her community. She creates branded packets with a distinctive cow print design, reflecting her husband’s fourth-generation farm and the rural charm of the area. Adriene also incorporates elements of her personal life and local events Top Agent Magazine

into her marketing materials. “My son, Jude, received first place in the Corn Fest Parade for the 1951 Chevy my husband rebuilt and passed onto him,” Adriene explains. “We also have billboards with our daughter, Maddie.” Adriene is deeply involved in her community through various activities, such as serving at her church. She is also an advocate for

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disabled children, working towards becoming certified to lobby for price reductions on medications at the state level. Outside of work and community service, Adriene loves spending time outdoors. She enjoys fishing, camping, and spending time on the family’s pontoon boat, which her husband built. With ambitious plans for the future of her business, there’s no doubt Adriene will

reach great heights. Ranking in the top 15 REALTORS® in the area last year, she will continue to establish herself as a top real estate agent before eventually opening her own brokerage. Her success so far has already gained her recognition from title companies and clients alike, who appreciate her unique

marketing strategies and dedication to the community. By focusing on growth and strong relationships, Adriene hopes to create a lasting legacy. “What I love most about what I do is serving others. I can make an impact on a generational level, and I think that’s just so amazing.”

For more information about Adriene Lane Proctor, call 254-239-4775 or email adrieneproctor@gmail.com

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The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar. Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first. Top Agent Magazine

The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.” You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result. Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

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should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed. It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead. 1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments. 1.5 hours – Spend this time prospecting and appointment setting. 1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines. 8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive. As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

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JAMIE ADAMS With a solid reputation going back decades, Jamie Adams has built his real estate business on a foundation of service and trust. Since getting his start in 1985, Jamie has nutured countless productive relationships with a variety of clients and local institutions, including clients in sports and entertainment industries. Among the notable organizations Jamie represents are Texas Commonwealth University athletics, the University of Texas Arlington, and Cook’s Children’s Medical Center. “Many different companies and organizations trust us when they have new employees, athletes, or anybody coming into town,” Jamie says. Centrally located in Arlington, Texas, Jamie serves the entire Dallas-Fort Worth market. Close to 70% of his business comes from repeat and referral clients, making it impossible to overstate the importance of relationships for Jamie’s business. “Over the last 40 years, we’ve been building trust and our reputation among our clients,” Jamie says. “We’re not a typical real estate company. We do a lot more things than most brokers or real estate agents do. We provide concierge service, and we work with athletes and other prominent people. If we have an opportunity to help somebody, we help them. We try to do what we can to pass it on and give very good service to our clients.” Jamie points out that although real estate has changed a great deal over the years and continues to evolve everyday, the tried-and true-methods of connecting with people are still the most effective. “We like to get back to the basics,” Jamie says. “We always answer our phones and call people back. The way I’ve always looked at it is, one phone call can change your life. We make sure we follow up and talk to

people, because you can’t build relationships on emails and text messages.” Jamie is proof that you can teach a old dog new tricks. While his approach to customer service might be seen as old-school to some, it doesn’t keep Jamie from taking advantage of the latest technological tools when it comes to marketing his listings and ensuring maximum exposure for his clients. “The biggest thing we preach to our clients is that you have to have a very strong online presence,” Jamie explains. “We also have some very good relationships with local reporters who report on real estate and always want to do stories on high-profile sales.” Jamie loves to give back to his community. He supports Mission Arlington, a nonprofit doing good in the community, as well as Hope Farms in Fort Worth, which helps kids with single moms by offering them tutoring, sports, and activities to keep them on a good path. When he’s not working, Jamie enjoys traveling, going to concerts, spending time on the beach, and going on fishing trips. As for what the future holds, Jamie says, “My business partner and I have agents we want to continue mentoring, which allows us to do different types of deals. I wasn’t doing a lot of commercial business when I first started, but now we’re involved in development deals, land acquisitions, and some larger deals.” Jamie enjoys the variety and novelty that a career in real estate offers. “I like that each day you don’t know what’s going to happen,” he says. “I also love meeting new people and forming relationships with them. Some of the people we’ve sold houses to 20 or 30 years ago are still great friends. Real estate has been a great career for me. You have to keep an open mind and see where your life takes you, and do the best you can.”

To find out more about Jamie Adams, please call 817-235-4535 email Jamie.Adams@compass.com or visit ZangAdams.com www.

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How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon. Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 16

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises. So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises. Set expectations upfront and often. It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc. Then, tailor your outreach accordingly. Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks. There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research. The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate. Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge. All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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MICHELLE SWANN Michelle Swann of Dallas, Texas, has steadily built her real estate business on a bedrock that seamlessly combines steadfast consistency with empathy and interpersonal connectivity. “My favorite thing about this work is forming relationships with others. I love having that sense of community, meeting new people, and learning everything about them. When I’m able to provide that home and comfort for a person or a family – giving them a place to land – that really feeds my soul. You hear a lot of ‘list-to-last’ in this business, but I like working with first-time homebuyers more than anything else.” Prior to entering the world of real estate, Michelle enjoyed a twenty-five year career as a dental hygienist. “One of my patients came in and was talking about their freedom and productivity as a REALTOR®,” she recalls. “I saw an opportunity there for myself, so I got my license and started plugging away. I enjoy putting 110% into this, and it’s paid off.” Since that decision five years ago, Michelle has built a book of business that thrives predominantly on repeat and referral clients, and last year in 2022 she cleared $17 million in annual volume servicing everything between North Dallas and Fort Worth as a Buyer’s and Seller’s Representative. In addition to the robust digital footprint of eXp Realty, Michelle attributes the bulk of her success as a solo agent to the strength of her ongoing relationships and her willingness to serve her clients well after they’ve left the closing table. “I keep up with

them through client events, emails, and checking in with them,” she exudes. “My clients know I care about them. For their homes, I handle homestead exemptions, property taxes, all the nuts and bolts – but I just had a client contact me from Denver asking me to help their brother here in Texas with an HVAC person. I love being ‘Johnnyon-the-spot’ with that kind of thing.” Michelle diligently maintains her social media platforms and print advertising campaigns, and she personalizes her business by holding client events, hosting free family photo shoots, and giving back every chance she gets. “For me, it’s about continuously pouring back into my clients however I can. Sometimes that’s providing additional value for their homes, but other times it’s just about making sure they know they are supported.” Her testimonials broadcast her unwavering transparency, around-theclock service, and consistent attention to detail. Beyond her clients, Michelle also goes to great lengths to support her colleagues and extended community. She dedicates a portion of her commission checks to supporting charities, participates in Habitat for Humanity, and regularly mentors up-and-coming agents. “I was a mentor for three years at my last brokerage, She continues to mentor new agents when the opportunity arises now that she is at EXP. “ I want to build my impact on the industry and share what I’ve learned, and potentially grow a team of like minded agents.” When Michelle isn’t growing her enterprise, she enjoys tennis, yoga, and extending her signature care and empathy to her two grown children.

To learn more about Michelle Swann, email swannsellsdallas@gmail.com, call 214-717-2272 or visit michellehomesales.com, Facebook: facebook.com/michelle.swann.50, Instagram: instagram.com/moving2dallas, Linkedin: linkedin.com/in/michelleswannrealtor/ www.

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Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers. Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent. During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 20

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Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce. Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to How will you market the property? Each agents’ opinions. Top Agent has a unique set of online or local

marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however. You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours. What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price. They’ll also educate you on how best to balance both market time and list price relative to sales histories your area. Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements. Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

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

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

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

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

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

Houses will your Top Agent want to host? How many truly Open Houses? Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

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

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client. Either approach is wonderful; you get to decide what suits you. Now, let’s list! 22

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RIMA BHAVSAR With top communication and sales skills, REALTOR®, Rima Bhavsar has built a thriving business serving clients across multiple cities in Texas, including Austin, San Antonio, and Dallas. Her previous career was in the healthcare industry, where she made a positive impact on hundreds of lives as a nurse. She made the timely decision to move into real estate just before the pandemic in 2020 and has found being a REALTOR® highly rewarding ever since. Now with over four years of experience working on a team at eXp based in Austin, Rima is preparing to expand her reach and grow her business.

to expand her business by adding more talented agents to her team, which will involve training them to be resourceful and client-oriented, like herself. Above all, she wants to keep providing a high-value service that is stress-free and efficient for her clients. “I truly am passionate about real estate,” she says. “It’s an industry where you can really make a lasting difference in people’s lives.”

Around 60% of Rima’s clients come from referrals, which demonstrates the high level of trust that people place in her services. The rest of her business comes from her strong social media presence, which she uses to inform, educate and answer questions quickly. Working with Rima always starts with an in-depth consultation where she gets to know her clients and sets clear expectations. “Whether I’m working on new construction or residential properties, I am always transparent and honest from the get-go,” she explains. Rima takes advantage of various channels of communication, including emails and phone calls to stay in touch with her clients. To show her appreciation to them, she organizes client events once or twice a year and sends gifts on special occasions, like home anniversaries. Even after the transaction is over, Rima makes a point of staying connected with her clients by keeping them up-to-date on real estate trends and news. When she’s not working, Rima prioritizes wellness and family time. She loves relaxing with her husband and their twins. When she is on her own, she enjoys reading and meditating to clear her mind and stay grounded amidst her busy workweek. As she looks to the future, Rima is actively planning Top Agent Magazine

To learn more about Rima Bhavsar, call 512-599-8000, email rima@archomzz.com, or visit rimahomzz.com www.

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