TEXAS 7-17-23 by Top Agent Magazine

TEXAS EDITION

5 SOCIAL MEDIA MISTAKES REAL ESTATE AGENTS MUST AVOID

COOPERATION, NOT COMPETITION,

CONCIERGE CARE: Services that Lure Clients and Transform Your Reputation

CREATES MUTUAL SUCCESS FOR AGENTS

3 BEYOND-THEOFFICE ACTIVITIES TO INSPIRE A CREATIVE BUSINESS BOOM

FEATURED AGENTS

ANGIE MIDDLEBROOKS JORDAN ALDERS KATHLEEN WALSTROM FEATURED LENDER

BRIAN SHATTO COVER STORY

NANCY RAMOS

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

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SOCIAL MEDIA MISTAKES

Real Estate Agents Must Avoid There is perhaps no greater marketing tool for agents these days than having a large presence on social media, but there is more to social media marketing than just opening an account and gaining followers. A lot of agents forget the social part of social media. It’s all about engagement, but it needs to be the right kind of engagement. This can often be the first impression potential clients or industry peers have of you, so make it count. There is no second chance to make a first impression, and that is especially true for real estate agents. Here’s just a few things you want to avoid.

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1 Using it to Vent

Social Media is a great place to complain and commiserate about things, but save that for your personal page. A real estate transaction is already a stressful ordeal, the last thing anyone wants is someone who seems like they’ll bring a negative energy to the process. Even worse? Bad mouthing other Realtors® or listings. You’re selling yourself and your skills, so don’t sell anything that shows you in a bad light. Much like marketing a property, everything you put out should be professional and inviting.

Lack of Consistent Branding

Yes, social media is about social engagement, but it’s also about creating brand recognition. While you don’t want it to be purely promotional, you are running a business, so create a consistent branding across all social media platforms. If you can afford a professional graphic designer to help you out with this, that’s great. But at the very least, have the same profile pic, cover image and highly visible contact information, across the board. And don’t forget to share links to your other accounts, some people prefer different social media applications.

3Not Posting Enough

It’s good to create a schedule of how many times you’ll be posting per day and to pick times when you might have the most engagement. Don’t over do it, but three posts a day at the right time, tends to be a good goal. There are numerous tools on Facebook, for example, that

can let you see when interactions are the highest. Stick to your schedule and adjust accordingly. It’s also important to not just post your listings. Be a resource for people who follow your page. Post community events, or other informative articles that are relevant to home ownership. Be a page they want to follow even when they aren’t buying or selling a property. They’ll remember you when the time comes.

Not interacting With Your Followers

It’s called social media for a reason. The more you engage with your followers, the more they see you as a real person, and not just a marketing tool. Not only do you get to know your past clients and potential clients, on Facebook, engagement actually will make your posts seen by more people. So it’s a win/win.

Not Sharing or Linking to Others

It might not seem like a good idea to not promote the blogs, pages or listings of other people, but it’s not only an excellent way to build goodwill, it will also increase your own presence when they reciprocate. So make a point to share posts and links for local businesses and even the blogs of your peers, if it’s a post that offers valuable insight into an expertise you don’t have. That will encourage them to share your posts and even your listings, which will increase your potential buyer pool. This is another incentive to create your own blog. Unique informative content is always of value, and more likely to be shared than promotional links.

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Cooperation, Not Competition, Creates

Mutual Success for Agents When people get along during a business transaction, everyone comes out happier. And in a service industry like real estate, agents have the power deliver that happiness. By working cooperatively, sharing advice and helping each other help clients, agents not only enhance their own reputations, but that of real estate in general. 6

“Bring everyone together” Matt Kobelski, with Credentials Real Estate Group in Massachusetts, points out that providing good service involves more people than the party you’re representing. “I’m not afraid to bring together all the parties in a deal and say, ‘OK, let’s figure out a solution that works best

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Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem

for everyone,” he explains. “My goal is to avoid being adversarial.” Real estate, he believes, should always be a field in which each person can win. “It’s about working toward a mutual goal, shaking hands, and walking away happy that a seller sold, a buyer bought and everyone got what they wanted.” But Is it that simple? Most agents have experienced the ways conflicting personalities and tension during a transaction can heat up even the most cordial relations. In reality, however, it’s more productive to let down your guard and work with others as a team than it is to allow stress and competition to preside. South Florida REALTOR® and broker associate, Risë V. Siegrist, for instance, has zero interest in competing with other agents. “It’s more important to be professional and associate with competent, caring people,” she says. By serving others with a cooperative spirit, experienced agents like Risë set an excellent example for emerging real estate stars. Risë hopes to be a model for the next generation of agents, training people who may one day become part of her team. Risë’s position on cooperation inspires more reasons for nurturing relationships with other agents. Over the decades, many agents change brokerages several times. Who knows if that agent across the table will one day work at the Top Agent Magazine

same brokerage you do? Perhaps you’ll even have an opportunity to partner on an exciting, future transaction. Good relations keep doors open to endless possibilities.

Co-listing cooperation Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem. In fact, some agents cleverly capitalize on their collective attributes, rather than competing against one another. South Carolina REALTOR® Kimberly Pannit is a perfect example of the universal benefits of co-listings. Although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages. This cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she shows how agents can improve client service while helping one another. Kimberly’s cooperative approach began in her own neighborhood, where an agent friend from a different brokerage also lives. “Several years ago, I approached her because both of us were friends with our neighbors. I asked, ‘Why don’t we give our neighbors superior service and

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co-list together? We both love our area and are passionate about our jobs, the location and schools.’” She also didn’t want to make their mutual friends choose between them when they could work together. “I said, ‘Let’s give them amazing service together!’” With their brokers’ permission, two weeks later the agents co-listed their first home and put extra energy into ensuring uninterrupted client service.

Networking and “Co-opertition” When the ultimate goal is to match a client with the perfect home or create optimal terms of sale for a listings, networking with other agents can facilitate that ideal buyer-seller match. Nashville REALTOR® and broker/owner Lisa Land embraced every opportunity to contribute meaningfully to the real estate industry and to her local market, even before building her own team. “Agents would frequently ask me for help or advice,” she says, noting that she shares, rather than guarding, the methods she uses to get through difficult or confusing transactions. “I was fortunate to have great mentors when I started in real estate, so I’m always

willing to offer help, even to agents outside of The Luxe Collective.” Meanwhile, on Cape Cod in Massachusetts, Janet Leigh Scott describes the climate between agents as relaxed and professional. “While the real estate market is highly competitive, we’re truly a ‘co-opertition’ market; agents work together and a have greater sense of community than you might experience in off-island brokerages,” Janet says. “If I have buyer coming into town, I’ll reach out to agents I’ve done transactions with to ask if they have anything coming up that might not be on the market yet.” Even in hot, competitive L.A. real estate, independent agents such as Andrej Nagy of The Agency RE knows the importance of receiving and providing professional mentorship. “My relationships with clients are extremely important,” he says. “But my relationships with agents on the other side of a deal are also important.” For REALTORS® like him, working smoothly with other agents is a privilege. Doing so builds rewarding relationships while ensuring win-win transactions for everyone at the closing table.

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NANCY RAMOS

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Top Agent Nancy Ramos has built a thriving business as a residential REALTOR®. With a team of five people, Nancy focuses on the Highland Heights area, but will go anywhere in Houston for her clients. REALTOR® Nancy Ramos’ entry into the real estate industry came from a personal desire to help her family with their move from her hometown of Los Angeles, California to Houston, Texas. Once she realized how much she enjoyed researching properties to find them the perfect new home, she was hooked. Before long, Nancy’s friends also started asking her for help and she decided it was time to get licensed. Fast forward five years, and Nancy has built a thriving business as a residential REALTOR®. With a team of five people, Nancy focuses on the Highland Heights area, but will go anywhere in Houston for her clients. Over the years, Nancy has built her business with integrity and a commitment Copyright Top Agent Magazine 10

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to caring for her clients and the results speak for themselves. About 80% of her business comes from repeat clients and referrals, so she no longer needs to prospect for leads. When asked about her success, Nancy attributes it to her professional attitude and patience. “I

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work with every type of client, and I am always 100% honest. I’m also very calm and know how to talk to people in stressful times,” she says. Being bilingual in English and Spanish, Nancy services a wide variety of clientele in the Houston area.

This year, Nancy has already sold $10 million in sales, but her business is so much more than numbers. She’s devoted to her team and at this stage, she’s able to share her knowledge with newer agents so that they can be ready for their first listings. Nancy’s dedication to her clients goes beyond the transaction. She sends little gift cards for holidays and birthdays to let them know that she cares, even long after a sale. For marketing, Nancy creates a customized listing video for each home. For example, if a community is gated with unique amenities, Nancy will add that to the video. “We try to highlight the best features and show why a property is special,” she explains. Outside of work, Nancy is a mother to elementary and middle school-aged children. She is actively involved in their Copyright Top Agent Magazine 12

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activities and is a member of the PTA. Despite her busy schedule, Nancy still finds time to do the little things she loves, like gardening. This year, Nancy has already sold $10 million in sales, but her business is so much more than numbers. She’s devoted

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to her team and at this stage, she’s able to share her knowledge with newer agents so that they can be ready for their first listings. While she hopes to bring on more buyer’s agents in the near future, Nancy will always put her clients first. “I genuinely enjoy finding my clients a home that they love.”

For more about Nancy Ramos, visit nanproperties.com www.

call 832-468-4362 or email nancy.ramos@nanproperties.com

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3 Beyond-the-Office Activities to Inspire a Creative Business Boom Maintaining motivation year-round is a challenge, especially for those who are several years into a demanding real estate career. It’s easy to burn out, get stuck in a rut, or cycle blindly through a well-worn routine. But those that leave an impact on their industry understand that creativity holds the key to innovation and longevity. To stay ahead of Top Agent Magazine

the curve and build your brand, you’ve got to take the time to breathe new life into your practice and see things from a new angle. But where to begin? To invite change, you’ve got to look outside the box—or in this case, beyond the office. If you’re in need of a professional creative make-

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To stay ahead of the curve and build your brand, you’ve got to take the time to breathe new life into your practice and see things from a new angle. over, or at least want to experience a burst of inventive energy, consider some of the activities below. You may just shake up your routine, bend your brain in new ways, and inject some inspiration into your professional path.

Expand your mind through meditation. You’ve likely heard all about the supposed powers of meditation, and perhaps you’ve long considered it an over-hyped New Age invention. But did you know that some of the foremost entrepreneurs of our era practice this cost-free, mentally restorative routine? From Oprah Winfrey to Steve Jobs, practitioners of meditation cite its stress-relieving principles, in addition to improvements in concentration, energy, self-awareness, and overall health.

Even mainstream medicine is beginning to understand the preventative and restorative health benefits that meditation affords. As professional fields go, the mortgage and real estate industries require their fair share of emotional labor—you’re tasked with guiding clients through the investment of a lifetime. Meditation promotes peace and perspective, while reducing stress, adding a new level of self-awareness, and helping you mentally declutter. When it comes down to it, it only makes sense that taking time to go quiet and center your mind helps professionals find wherewithal amidst a hectic industry. Next time you’re feeling drained, out of ideas, or at your wit’s end—consider just fifteen minutes of meditation to get you started. Like most things, it takes some practice. But, if you commit the time, you’ll be thanking yourself later.

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Learn something new. If you’re facing burnout, then adding a new responsibility to your plate may seem like the least appetizing self-help solution there is. However, learning a new skill can reinvigorate your understanding of familiar tasks and dilemmas. Plus, learning a new skill doesn’t have to mean formal classes or time-draining homework. Select something that can even kill two birds with one stone. Want to let off some steam, too? Try a kickboxing class that meets just once-a-week. You’ll have something new to look forward to, meet new people, challenge yourself, and earn some feel-good endorphins, Top Agent Magazine

too. Want to cut loose and have some fun? Join a board game meet-up group, take a cooking class, or try rock-climbing for the first time. A stimulating new activity will light up long-dormant parts of your brain, and your clients and colleagues will surely notice the influx of energy to your outlook. Still don’t think you have enough time to add something new to the mix? Blend your morning commute with an audio language learning service. The point is to shake-up your habits and introduce a new challenge that’s unrelated to work. Doing so can make you look at things in a new light and boost your mood along the way.

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See new sights. If you can, there’s no better way to break from routine than to physically separate yourself from your surroundings. There’s nothing more inspiring than traveling to new destinations, experiencing new cultures, and getting a sense of the world’s true vastness. If a trip abroad isn’t in the cards, don’t fret. There are bound to be plenty of places relatively close by that you’ve never seen. And these trips don’t have to break the bank, either. Devote just one or two days to visiting a place you’ve never gone before, like a state park, protected forest, or a small seaside village. Perhaps you’re only a few hours from a National Park you’ve been meaning to visit but have never made time for. Or, there’s a lively city one state over that you’ve always wanted to try. Whatever the destination, near or far, you’ll refresh

your perspective entirely when removed from all your usual routines. New restaurants, traffic patterns, storefronts, weather—whatever the change may be, you’ll be experiencing everything brand new all around you. Taking the time for trips like these isn’t easy. In fact, making yourself devote those free days may be a difficult task itself. But it’s the most direct way to get a breath of truly fresh air, and when you return home you’ll be able to assess familiar surroundings in a totally new light. However you decide to add creativity to your professional life, don’t wait. Once you take the plunge, you’ll be regretting you hadn’t done it sooner. After all, the key to longevity is regular maintenance, so do your part and break the mold today.

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ANGIE MIDDLEBROOKS Coming from a background in REO (Real Estate Owned) properties, Angie Middlebrooks has found her dream career as a residential real estate agent. After working as an asset manager, she felt ready for a new challenge in 2019. Angie started working as a REALTOR® with RE/MAX in 2019 in her hometown before opening a brokerage in Richmond, Texas with Nimesh Patel. “My unofficial mentor was Nimesh, and he’s also now my current broker,” she explains. “We hit it off and decided to join forces.” Working primarily as a solo agent, Angie is the managing partner of RE/MAX Fine Properties, skillfully navigating the unique challenges and opportunities that the industry presents. Her territory includes the sprawling greater Houston area, with a particular focus on the lively communities of Fort Bend, Wharton, and Brazoria counties. But Angie’s prowess goes beyond geographic knowledge and real estate management – her client relationships tell a compelling story of trust and loyalty. An impressive 90% of her business comes from repeat clients and referrals, underscoring the strong reputation she has cultivated within her communities.

you have your own personality, you’re going to do it your own way, and I’m not threatened by it,” Angie says. This quality of hers, she believes, contributes significantly to how people perceive her, fostering a camaraderie with other agents that ultimately benefits her clients. When it comes to marketing her listings, Angie is nothing short of innovative and exhaustive. She understands that each property type requires a unique approach. “We have several strategies depending on the type of property we’re promoting.” Traditional methods like MLS blasts to agents every two weeks, and social media posts on both personal and business pages are part of her repertoire. But, she also goes beyond the conventional. “We are known for doing door-to-door sharing of our open houses,” she says. For properties like farms and ranches, Angie’s out-of-the-box thinking shines: “I put those posts up at the feed store.” The objective is not to attract a horde of buyers, but to locate the right one. Angie’s approach to marketing is geared towards understanding the unique needs and perspectives of potential buyers, and she tailors her strategies accordingly. This attention to detail and commitment to the right fit reflect in her impressive track record; last year, she achieved nearly $10 million in sales, hitting the platinum level within her RE/MAX agency.

Angie stands out among her peers in the often competitive world of real estate. Her warm, authentic approach invites clients into a friendly atmosphere where they feel not just valued, but part of a family. “I treat them like family,” she says, explaining why her clients not only return but also refer others to her. “After I get you moved or help you find a new house, you’re having dinner at my house.” And Angie’s genuine nature doesn’t stop with her clients, it extends to her colleagues as well. She shuns the cutthroat practices that can often characterize the industry, believing firmly in the idea that there is enough business for everyone. “Even if you do exactly what I do,

Angie’s future plans are as ambitious as they are carefully crafted. She is not only keen on nurturing her existing real estate business but also has a dual goal of significantly expanding the brokerage. With the office soon relocating and planning a grand opening, Angie hopes to attract a multitude of new agents, aiming to cement their status as the best RE/MAX in Texas.

For more information about Angie Middlebrooks, please call 832-228-7737, email angie@angiemiddlebrooksgroup.com, or visit her Instagram, Facebook, or LinkedIn www.

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BRIAN SHATTO For 27 years, Brian Shatto has gone above and beyond in the course of helping clients achieve their homeownership goals. As Owner and CFO of VIP Mortgage, Brian leads a team of over 30 licensed loan officers while still doing loans every day himself. Serving the Dallas-Fort Worth metro area, Brian and his team at VIP Mortgage conduct their business with efficiency and integrity every step of the way. Brian and his team handle all types of residential mortgages, including conventional, FHA, USDA, VA, portfolio loans, and more. Their expertise leads to satisfied clients, and 100% of the team’s business comes from repeat and referral sources. It’s easy to see what keeps people coming back. “I take care of my clients,” Brian says. “I do a good, clean job and I get it done efficiently and smoothly with minimal hiccups.” Clients also appreciate the reasonable pricing Brian offers. “Any time anybody ever shops me, I always win,” he says. “I do thin margins, high volume, and high customer service.”

in fundraisers and other events. When he’s not working, Brian loves spending time with his family and going to the lake. Looking toward the future, Brian says, “We are concentrating on keeping a good thing going. We’ve been in business for 18 years and we have been through many ups and downs. Once we get out of this current slow phase in the market, I would like to grow the business again and add more people to our team.” For Brian, the #1 priority is on the client and their experience, and this dedication guides him in everything he does. “I don’t even pay attention to my volume,” Brian says. “That way it doesn’t become all about the numbers. I just concentrate on taking care of my clients and making them happy.” Above all, Brian explains, “I love helping people. I don’t sell to make money, I sell to help people.”

That high quality of service is evident in testimonials from Brian’s past clients, who praise him for making the loan process easy and stress-free. They also value his professionalism and attention to detail, noting that he is available to answer questions whenever they come up. It’s because of this thoroughness and accessibility that Brian finds himself working with the same clients and families over and over again, whether they’re buying their first home or moving on to the next phase of life. Giving back to their community is important to Brian and his team, and they belong to their local area chamber of commerce, where they participate 20

Contact Brian Shatto at 817-479-2808 or email brian@vipmtg.com, and you can find him online at vipmtg.com www.

Concierge Care: Services that Lure Clients and Transform Your Reputation It’s a no-brainer: customer service is central to success in the real estate industry. While properties may be the product, this industry really revolves around people and the relationships you cultivate along the way. With that in mind, how would you describe the service you provide? If solid service is the baseline, then to set yourself apart you must deliver service that’s exceptional. But, how? Returning calls and displaying a friendly face won’t necessarily separate you from the pack. If you really want to take your customer service to the next level and build a reputation for white-glove, concierge-level courtesy, then keep a few of the following tips in mind as you create a professional style that’s completely bespoke. Top Agent Magazine

Make your communications matter For many agents, communication during and after a transaction are perfunctory affairs, with one-sizefits-all newsletters or promotional postcards that feel mass-produced. To really grab the attention of your clientele, you’ll want to build a recognizable brand. To accomplish this, begin by adding value to your regular communications. Clients are likely to bypass your communications if they think your only intent is to sell them something. Focus instead on creating content that’s compelling and dishes out value to your clientele. Just like a favorite blog you revisit again and again for its quality content, con-

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sider your communications as an extension of your brand and identity. A few popular ideas from which clients can derive value include: local restaurant guides, tax tips for homeowners, reports on home values and the marketplace, or highlighting home décor and landscaping trends. Make your communications readable and useful, and your clients past and present will think twice before skipping past your name.

Showcase the lifestyle Clients remember when you go the extra mile, and that additional effort distinguishes run-of-the-mill agents from high-powered professionals. Whether listing or buying, consider a property’s lifestyle. First, think about a client’s everyday experience. Where’s the best breakfast spot nearby? How’s access to public transportation or bike paths? Which outdoor recreational opportunities exist in the area? Where might your client swing by for coffee? Neighborhood guides that outline the livability of a home and its area not only boost value and highlight potential, but they also demonstrate your ability to think outside the box and connect on a personal level. After all, a home isn’t just a house; a home is all about the daily experience that unfolds within and beyond those four walls. With that in mind, do your homework and make yourself a local expert. Your clients will feel they’re in good hands and will better envision their future unfolding, all thanks to your thorough legwork.

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant 22

message, or email, whereas older clientele may prefer face-to-face time or connecting by phone call. Adapting your communication style is as simple as a brief discussion: ask your client how they prefer to communicate and adapt accordingly. While it may seem like a small matter, it provides clients with a sense of comfort and control. Again, the key here is communication. Talk with your clients about their preferred methodology. Maybe they prefer a marathon house-hunting trek on a weekend day, or perhaps they rather sift through listings online before making in-person visits to a narrowed list. It’s okay to encourage clients or fill them in on industry norms, but it’s important to create an experience that’s tailored to their style and personality.

Authentically seek feedback While it may feel uncomfortable, asking for feedback during and at the end of a transaction can dramatically improve your working style and professional blind-spots. It can also help you adapt your working style to better suit your respective clients. Of course, it’s important to be open-minded and to quash the need to be defensive. Not all feedback will be useful, but you can incorporate the parts that are. This not only grows your skillset, but it also demonstrates to clients that you are open to constructive criticism and sincerely prioritize a job well done over personal praise. As a bonus, positive feedback can be parlayed into client testimonials, which are incredibly useful tools to boost your business on the whole. It’s no secret that real estate is a busy, self-determined business. While your client care may feel all accounted for, there is always room to grow. Professionals at the top of their field know this and never stop building out their repertoire. If you want to take your business to the next level and create an imprint that’s synonymous with concierge care, then keep these ideas in mind as you build your relationships and your brand.

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JORDAN ALDERS What REALTOR® and broker Jordan Alders values most about his profession is the freedom it offers him to spend quality time with his family, especially his two-year-old son. “I know it sounds cliche,” says Jordan, “but I was so young when I got into the industry, just 20, and didn’t know how to enjoy my free time. Now that I’m 30 and have a two-year-old, I have the ability to work remote and go on vacation.” Jordan recounts a recent cruise he, his wife and son took that resulted in cherished moments. “I was able to do some remote work on the cruise, but at the same time I was watching my son watch the boats and look at the water. My schedule in real estate allows me to watch my kid take his first steps, laugh his first giggle, say da-da for the first time. If I was working an eight to five job at a Fortune 500, I could have missed all of those moments.” With almost a decade of experience in the industry, Jordan’s journey into real estate began during his high school years when he was working at a local grocery store in Texas. A chance encounter with his friend’s father, a productivity coach at Keller Williams in Waco, sparked his interest in real estate. Starting as a property manager, Jordan quickly transitioned to full-time sales and hasn’t looked back since. His knowledge is a valuable tool for his clients. “I value the fact that my experience allows me to fully understand our contracts,” he shares. “I can actually recite the clauses in our contracts, so clients know they’re hiring someone who is confident in their ability to get their home sold.” With a strong focus on building long-term relationships, approximately 65 to 70 percent of Jordan’s business comes from repeat and referral sources, showcasing the trust and satisfaction he has earned from his past clients. When it comes to marketing listings, he utilizes the power of Luxury Presence, a nationally recognized website that leverages built-in search engine Top Agent Magazine

optimization and AdWords. His listings have achieved remarkable visibility, with some posts reaching hundreds of thousands of people. “I don’t go to people and say, ‘Let me list your house,’” Jordan points out. “I say, ‘I will sell your house. Here’s my track record, and here’s my social network.” In terms of annual volume, Jordan consistently achieves between $10 and $12 million in sales annually, focusing on the greater Waco market. Beyond his professional commitments, Jordan actively engages with his community. As a licensed broker, he takes pride in upholding professional standards, serving on several MLS committees. Additionally, he participates in committees that organize events and fund-raisers for charitable causes, including the Alzheimer’s Association, food drives, shelters and blood drives. Looking ahead, Jordan has ambitious plans for his future in the real estate industry. In the long term, as a broker, he hopes to someday own his own realty company. “I’ve trained a lot of agents already, so I offer experience and advice,” he says. “And I want to prove to myself that I can run an effective business.” When he’s not working, Jordan indulges in his love for sports and travel. He enjoys watching and playing various sports, exploring new destinations and creating lasting memories with his wife and son.

To contact Jordan, call (254) 292-2467, email jordan@localliferealty.net or visit his website: jordanalders.com http://

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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. 24

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.

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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KATHLEEN WALSTROM Not everyone is fortunate enough to find success in a career that they love. Kathleen Walstrom has done it twice: first in education, then in real estate. “I was always interested in real estate, but while I was raising a family as a single mom, sticking with the teacher/ school administrator path seemed more secure,” she says. Kathleen spent the bulk of her career in education and eventually remarried. Once she retired, she and her husband moved from San Antonio to Marfa, a tiny town in far, far West Texas with less than 2,000 people. Marfa is a unique mix of art and culture, creativity, and gourmet food and wine. “We moved out here for the small-town atmosphere, cooler air, and the eclectic mix of people,” she said. “And after about a year of being retired and realizing that I didn’t want to do all of the projects that I said I would do when I retired, I decided to jump back in and get my real estate license.” She joined the team of Marfa Realty in 2013, later obtained her broker’s license, and then took over the brokerage two years ago. Last year, Kathleen and Marfa Realty were named a Mega Producer by the Odessa Board of Realtors. Her small firm does about $3 million in sales each year—more than 85% of which come from referrals and repeat clients. “We at Marfa Realty focus on building relationships.”

with permits, we’re there. We’re their right-hand man, and we stand by them the whole way through.” The team markets their properties with a combination of high-tech (Internet and MLS listings) and high-touch (face-to-face meetings, phone calls). “I love being around people and helping them reach their goals, whether it’s buying, selling, or deciding not to do either one. I have a helpful nature, so I always feel that it’s important to get the customer’s needs met first.” A strong supporter of the community, Kathleen currently sits on the Blackwell School Alliance Board and has also served on the Board for the Marfa Studio of the Arts, delivered Meals on Wheels, and volunteered at the elementary school. In her free time, she enjoys gardening, music, taking her dogs for a walk, and art. In the future, she wants to continue growing her business with her two gifted and competent agents. “We are so different from a large agency where everyone has a specific role. Running a small business in a small town like Marfa, you do everything yourself. It’s kind of nice—you get to know every aspect of the business up front!”

Located in the Chihuahuan Desert, Marfa is uniquely positioned at 4,830 feet above sea level, in a region that has been called one of the last American frontiers. When Donald Judd, a minimalist artist, moved to Marfa in the 1970s, he helped turn the area into a destination for art lovers. “People come here from all over the world to view the art installations. It’s a very diverse little community. From my perspective, I can stay at home and feel like I’m on a vacation. Or, I can participate in the art scene, music scene, plays, and all kinds of other cultural activities.” Kathleen takes pride in her relationships and in going the extra mile for her clients. “If someone needs help clearing out a house, getting a zoning change, or permission Top Agent Magazine

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Contact Kathleen at 210-275-7795, or marfarealty@gmail.com, or visit https://

marfarealty.com/agent/kathleen-walstrom 27 Copyright Top Agent Magazine

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