TEXAS 8-7-23 by Top Agent Magazine

TEXAS EDITION

BE THEIR REALTOR® FOR LIFE:

How to Build a Relationship with Your Clients that Will Last a Lifetime

6 Things You Need to Do to BE A GREAT MENTOR

How to Incorporate Current Events to Your Email Blasts and Stay Relevant

FEATURED AGENTS

DARREN TIDWELL HEATHER POWELL KIRK McDONALD LAURA MILLER & LEXI BUTZ

4 WAYS TO

WIN THE BATTLE AGAINST PROCRASTINATION COVER STORY

CLAY LAKE , ESQ.

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6 Things You Need to Do to Be a Great Mentor

Everyone reaches the point in their career where they feel they have gained enough experience and wisdom about business and what it takes to succeed, to actually help someone else achieve the same. Although you may have trained or given advice over the years, taking on the official status as a mentor to someone is a whole new ball game. 4

Although mentorship is an unpaid endeavor, you’ll be surprised to find out how much you’ll gain from the experience. You’ll also grow as a business person through the process of teaching someone else. It’s also an endeavor that many will pay forward one day, creating a business atmosphere that is based more on mutual success than competition, which is better for everyone.

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If you were mentored, you may already have an idea of what it entails, and what you liked or didn’t like in your mentor/mentee relationship. Although it is a personal relationship that will need an individual approach, there are certain things that are key when it comes to being a great mentor: 1. Be a good listener

est about your own failures. It can be a huge relief to find out someone they look up to has gone through similar experiences and still managed to come out on top. As we all know, oftentimes the greatest lessons come from failures, which can be times when our character is truly tested. Building trust through mutual respect and honesty will make every aspect of your mentorship more effective.

You’re basically a sounding board who needs to hear your mentee’s ideas, plans and goals in order to advise them. Strong, constant and clear communication is key to any successful mentoring relationship. Sometimes just letting them talk things out with you, will lead to them to discovering the solution they were looking for. 2. Set expectations and goals at the start When listening to your mentee in your first meeting about the potential relationship, it’s important to establish the parameters of what that relationship will be: What can you give them? What do they need or expect from you? Once the terms are agreed upon, you may want to set specific goals you’ll be working on together so that there’s a defined plan of action, timeline and result you can both expect. 3. Be honest This is important when it comes to offering them constructive criticism or tough love, but more importantly, you need to be honTop Agent Magazine

4. Get them to think, don’t make decisions for them Sometimes being a mentor is being a bit like a psychologist. By asking certain ques-

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tions you can lead your mentee to their own conclusions about their business dilemmas and strategies to reach their goals. Being a mentor is all about guidance. Build confidence by drawing out the best in your mentee rather than just presenting them with solutions. 5. Look at the situation objectively One of the key strengths you offer your mentee is a complete emotional detachment to their business. You have no sentimental attachment to doing things a certain way or working with an incompetent vendor because you ‘go way back’. Your only motive is what’s best for your mentee and their business. Although emotions cans still get in the way sometimes, having a detached perspective on hand to guide you is invaluable. 6. Don’t just offer constructive criticism, be supportive Yes, being a mentor is sometimes advising your mentee that he’s doing something ineffectively, but your main purpose is to alway approach everything like cheerleader. You need to let them know that through it 6

all, you are a reliable support to them and have a complete belief in their abilities. Make sure to always praise their accomplishments. Remember: your job as a mentor is more about guidance than constant feedback. Your goal is to help someone become the best they can be, not someone who just does everything the way you do it. You’re helping them build confidence in their own intuition, which will hopefully lead to a lifetime of success, and one day, they too might be a valuable resource to another mentee down the road.

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CLAY LAKE , ESQ.

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CL AY L AKE As a lifelong learner, Top Agent Clay Lake holds more than a dozen industry credentials. He was also chosen as a recipient of the PLATINUM TOP 50, an honor awarded to only 50 out of 18,000 Agents. Real estate transactions can be stressful, complex and confusing. But having a top REALTOR® with a law degree can help people understand subtle legal details, avoid costly mistakes, and make more educated decisions. That’s just one reason that Clay Lake has developed such a loyal client base. 8

They come back to him again and again for the legal expertise, market knowledge, and integrity he brings to the table. “I think people know they can trust me,” he says. “And whether they’re seasoned investors or buying their first home, I make the experience as easy as possible for them.” Top Agent Magazine

Clay grew up in Nevada, where he earned a degree in Sales and Marketing from UNLV, then worked in a casino for a few years. After his uncle convinced him that there were big opportunities available selling real estate in Texas, he decided to move to Austin. As soon as he passed his exam, it became clear he was a natural. “I was bartending at night to pay my bills and working real estate parttime, but I started hitting my numbers pretty quickly and selling more than other agents who were working full-time,” he recalls. Clay went on to earn a law degree with the intention of practicing real estate law. But he soon realized that his heart was still in sales. “I missed the excitement of the closing table,” he says. In 2007 he went

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back selling real estate full-time, and now he owns and manages Keeping It Realty as a Broker/Owner, serving both Austin and San Antonio, as well as Houston, Dallas, and Temple, which are growing at a tremendous rate. Last year, he personally sold $30 million and closed 83 properties while also expanding the business. Interestingly, Clay became incredibly successful without employing all of the high-tech tools that some other agents rely on. His formula is simple: build strong relationships, maintain them, and take excellent care of every client. “I don’t take any internet leads, and I don’t do a lot of social media,” he remarks. “It’s kind of old school, but it works for me!” His brokerage utilizes the latest technology, helping to spread the word far and wide about listings. Their priority is

to maintain a high level of production and quality of service. “We focus on that rather than agent count,” he explains. Another key to Clay’s success is surrounding himself with the best in the business. “Like Zac Backor, my partner in Temple, Texas, who grew the Temple-Belton office and all the way north through Waco and into Dallas,” Clay explains. Zac has been by Clay’s side since the start, was Clay’s first agent on the team, and is now one of the biggest names in real estate. “It’s great to share the same vision and culture together. I feel truly blessed to have him and his wife

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Clay owns and manages Keeping It Realty as a Broker/Owner, serving both Austin and San Antonio, as well as Houston, Dallas, and Temple, Michelle (our CPA) in my life and business.” As a lifelong learner, Clay holds more than a dozen industry credentials, including the Accredited Buyer’s Representative (ABR) Designation, the Certified Residential Specialist (CRS) Designation, the Certified Luxury Home Marketing Specialist Designation, and the Commitment to Excellence (C2EX) Endorsement. He was also chosen as a recipient of the PLATINUM TOP 50, an honor awarded to only 50 out of 18,000 Agents. Clay believes strongly in giving back and donates regularly to support a wide variety of local nonprofit associations. He also participates in number of industry associations Top Agent Magazine

and serves on several Boards. On rare days when the self-professed workaholic has free time, he enjoys surf trips and spending time with family. But real estate is never far from his thoughts. “I love what I do so much. I can talk about it all day!” he says. Looking ahead, Clay is excited about the wide-open possibilities he sees for the future in the Lone Star state. He has hired talented agents in Corpus Christi and several other major Texas cities, and firmly believes they all have future star potential. Clay also has plans to expand into Las Vegas and Florida. “We have a small but mighty group. And I love that they are all just as passionate about the business as I am,” he remarks. 11

To contact Clay Lake, call 702-364-0515, email info@claylakerealty.com or visit KeepingItRealty.com or claylakerealty.com www.

www.

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If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night? The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning. REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their Top Agent Magazine

volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing. Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says. “There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.” The longtime “big picture” for Colorado REALTOR® and property manager, Linda

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Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home. For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and

top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!” Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie. We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 14

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DARREN TIDWELL Darren Tidwell, once a pastor for 26 years, transitioned into the world of real estate after being inspired by the house-flipping ventures he pursued with his father. Today, he leads The Tidwell Team, which includes his licensed wife and two other agents. Their bustling real estate activity happens in the Clear Lake area, located southeast of Houston, nestled between the city’s industrial hustle and Galveston’s beachy allure. The Clear Lake area, intriguingly known as the third largest boating community in the United States, presents a charming blend of both recreational and industrial appeal, backed by Houston’s standing as the country’s largest port. Darren’s unique real estate approach ensures his clients’ property dreams aren’t just realized but far exceeded. “Building a repeat and referral business is what we ultimately aim for,” Darren explains. His team treats each and every client with respect, providing them with endless support. This level of customer service fosters long-term relationships and positive word-of-mouth referrals. When it comes to staying connected with past clients, Darren explains, “I do three mailers a year.” His approach involves a blend of practicality and thoughtful community engagement. The New Year ushers in a useful magnet calendar for his clients, while the advent of baseball season sees the arrival of a Houston Astros schedule. By the time football season rolls around in September, clients receive a football calendar echoing the local fervor. But Darren’s strategy doesn’t end there, as he and his team also organize events to bring their clients together. “We did a spring barbecue in March,” he shares, painting a picture of a lively, relaxed gathering. Christmas, on the other hand, is celebrated with a dinner at a local Mexican food restaurant, complete with Santa

Claus for festive photos. For Darren and his team members, client relationships go beyond mere transactions. His approach to marketing is multipronged, targeting not just potential buyers, but also engaging the local community to spread the word. Open houses are a pivotal marketing strategy for Darren. His team adds a distinctive touch to these open houses by partnering with local vendors for treats. “We’ll do like a snow cone truck or an ice cream truck, pass out flyers to the neighborhood for free snow cones, free ice cream,” he shares. Darren’s involvement in his community goes beyond his work in real estate, it delves into heartfelt philanthropy. As he shares, “We have set a goal early on that we give 5% of our gross commission back to helping people in need.” The team’s generous contributions have varied from aiding in drilling water wells in third-world nations to supporting a foster care organization and a crisis pregnancy center. Darren’s clients are even given the opportunity to participate in this charitable work. At closing, they can choose how the 5% commission is donated from the options provided by the team. When asked if he has any advice for other agents, Darren underlines the importance of consistency in the right activities. “Doing the right things over and over, I do believe, will ultimately produce the results that people are looking for.” His wisdom speaks not just to real estate professionals, but to anyone striving for success in their respective field. Darren continues his journey, leaving an indelible mark on the world of real estate, characterized by excellence, community involvement, and a dedication to serving with integrity.

For more information about Darren Tidwell, please call 281-844-4262 or email darren@sellwithtidwell.com, visit his Facebook, Instagram, or LinkedIn

https://www.facebook.com/DarrenTidwellRealtor/ https://www.instagram.com/sellwithtidwell/ https://www.linkedin.com/in/darren-tidwell-329785132/

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Be Their REALTOR for Life: ®

How to Build a Relationship with Your Clients That Will Last a Lifetime In the world of real estate, an agent’s relationship with their clients can make or break their career. This industry revolves around working well with people, and being able to develop a strong relationship with your clients is the foundation that you business is based upon. Just like with a house, if that foundation is weak, the rest of the structure is also going to be unsteady and fragile. The mark of a good REALTOR® is their ability to build up a good referral network and following of loyal clients. This isn’t something that just happens by accident. Building healthy, strong relationships with your clients takes work and knowing how to gain another person’s trust, respect, and friendship. Here are some ways to make sure you are building the right kind of relationship with your clients. 16

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1. Use Your Friendliness and Optimism to Win Them Over: No one wants a pushy, overly confident salesperson for a REALTOR®. Clients are much more inclined to put their trust in the hands of someone who is friendly when it comes to one of the biggest financial transactions of their lives. A pleasant, outgoing disposition will win you more clients as well as friends. You want to establish rapport in the first few minutes of first meeting prospective clients. Rather than starting with business right off the bat, begin your meeting with some small talk such as similar interests, hobbies, and family life. This will immediately help to put your clients at ease, and show that you are not simply trying to “sell” them something. People also respond well to optimism. During what can be a very stressful time, clients need someone to help them stay positive when a situation looks difficult and challenging. Optimism also tends to radiate charisma, and people want to be around and do business with charismatic people. You want to learn how to understand, motivate, and inspire people.

2. Be an Inquisitive Learner and an Empathetic Listener:

On the other side of this coin is knowing how to listen empathetically. Empathy involves actually putting yourself or your mind in their shoes so you can genuinely understand their concerns, needs, and opinions. That understanding and empathy is then reflected in your conversation with that client. Your clients want to know that you care about their situation, and that they’re not just another sale for you to make. People are much more willing to put their trust in you when they can sense that you are actually making an effort to feel what they feel in order to understand their situation. Showing your interest through questions, and then thoughtfully listening goes a long way towards gaining trust. Showing empathy and acknowledging the feelings and emotions involved in your clients situation helps build a relationship founded on genuine care and trust.

3. Watch for Nonverbal Clues:

Don’t be afraid to show your curiosity and ask your clients a lot of questions. Some of these questions may even be difficult and uncomfortable. You want to discover and learn as much as you can about your client. Don’t make the mistake of jumping straight into the role of the know-it-all. Every different client has unique needs, so you want to learn as much as you can about their specific situation before trying to propose a solution. You want to uncover their primary motive for buying or selling, and flush Top Agent Magazine

out any potential concerns they might have. After you’ve gained as much information as possible, you can then gauge their interest in your possible solutions by asking “what if” questions. Being inquisitive also demonstrates to your clients that you are genuinely interested and invested in their situation.

Most communication happens nonverbally, so knowing how to interpret your client’s body language can be incredibly helpful. Here are a few things to pay special attention to: Eye contact: Be careful with the level of eye contact you use with clients when first meeting. Too much and too little eye contact can send the wrong impression. You want to try and maintain eye contact around 70 percent of the time. That is the amount that most people are comfortable with. Pay attention to your client’s level of eye

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contact to determine how comfortable they are. When someone avoids eye contact that could mean they are not engaged in the conversation. A good way to quickly build a feeling of rapport when first meeting clients is to make eye contact when you first meet them and then start nodding yes to what they’re saying. If the client reciprocates the eye contact and nodding, you’ve established a connection.

4. Prove your honesty and credibility:

Choose the right handshake for each client: One handshake does not fit all people, and that first handshake can be crucial to making a good first impression. The way to do a good handshake for each client is to try and mirror the other person’s handshake in strength, keep your shoulders aligned as you are preferably standing when you shake hands. While you shake your client’s hand make sure you make eye contact and give them a sincere smile.

Showing a little weakness can actually be to your advantage in this situation, and will actually make others more inclined view you as honest. You don’t want to come across as too good to be true. When revealing this weakness, however, the key to coming out on top is turning what sounds like a weakness into a strength. For example, your service may be more expensive, but that’s because you offer more personalized and extra services than your competitors.

Honesty and integrity are the two traits that 98 percent of buyers and sellers report are qualities they consider “very important”. The thing is you can say you have these traits all you want on your website, bio, etc., but trust has to be earned, and the only way to do this is to prove your credibility.

Here are a few tips for how to sound more credible:

When you talk to your clients avoid using filler words such as “um” and “uh”, which can decrease your credibility. You also want to watch the tone of your voice. People tend to translate a deeper tone as sounding more credible.

You want to develop a relationship to last a lifetime when interacting with your clients. There are many things you can do to accomplish this, and using these tips can take you from getting just a few referrals and repeat customers to gaining a loyal client following. Taking the little extra time to make sure you are projecting the right attitude and making sure that you are doing things to gain your client’s trust can make a world of difference for your business. 18

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HEATHER POWELL Heather Powell of Austin, Texas, combines a lifetime of expertise gained in the event planning industry with an insatiable curiosity and a tireless work ethic to fuel her real estate enterprise. “My friends and clients all know me as an explorer – even though I was born in Austin, I am constantly wandering the city in search of a new hidden gem. I love going to new areas to explore and look at coffee shops, retail spaces, everything – I want to understand new people and new places, so that I can help others find the spot that matches with their desired lifestyle. That’s what really brings me joy.”

With her endeavors thriving in and around her hometown, Heather is planning to satiate her wanderlust by expanding her geographic range into nearby New Mexico. “A lot of my clients bounce between Austin and Santa Fe,” she reflects. “I can see the appeal myself – snowshoeing one day then being able to return to urban desert the next is a good way to stay young!” She plans to acquire duo-state licensure in the near future, spurring her to greater heights of client satisfaction. “It really is all about fit for me – I want to match people with the perfect home for their dream lifestyle. The more territory I can cover, the more likely I am to make that dream a reality.”

Originally, Heather specialized in food and catering as an event planner before her mentor Wendi literally and figuratively burst into her life. “Her children went to school with my son,” she recalls. “And one day in the carpool lane she poked her head into my car window. That was my introduction to real estate!” Heather hung up her license with Roots, and the brokerage later transitioned to Compass in 2019.

When she’s not exploring the world or expanding her business, Heather goes to great lengths to support her local community. She is a regular contributor to Habitat for Humanity, and she and her son both regularly volunteer at the Central Area Texas Food Bank. “I do a lot of different things in Austin, and it’s all centered on education, service, and connection.”

Since then, Heather has grown her business by combining her network of professional clients with the robust digital footprint of her new brokerage. “I’m incredibly loyal – and lucky that most of my clients become my friends,” she exudes. “I am very much a relationship person, and I continue to connect with people over coffee or neighborhood walk every chance I get. Combined with the marketing platform we have at Compass and my social media manager, I’ve been able to grow consistently and sustainably.” This organic approach has helped Heather establish a book of business that is ninety percent repeat and referral clients, scaffolding and average annual rate between sixteen and twenty-four transactions. In 2023 alone, Heather has been recognized as an ABJ Residential Real Estate Award Winner, a Top REAL Producer in Central Texas, and a Five Star Professional Award Winner.

For more about Heather Powell, email Heather.powell@compass.com, call 512-921-3417, or visit: Instagram, Facebook, or LinkedIn

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https://www.instagram.com/heatherpowell.austin/

https://www.facebook.com/HeatherPowellAustinRealtor/

https://www.linkedin.com/in/heather-c-powell-5111a34/

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How to Incorporate Current Events to Your Email Blasts and Stay Relevant Email marketing is a cost effective and straightforward method of getting your name and services in front of clients with just a few keystrokes. This tried-and-true approach to digital marketing is a favorite of many, and there are countless ways to customize (and maximize) your email blasts to reap superior results. Despite this, many real estate profes20

sionals are content to standardize their email advertising and take a broad, one-size-fits-all approach to capturing interest and leads. While an up-front sales pitch certainly has its uses and benefits, it doesn’t hurt to shake up your routine and refresh your email marketing approach by adding specifics that draw renewed interest from your audience.

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One way to accomplish this is by tying in current events and local happenings to your email blasts. After all, your sphere of influence likely receives countless marketing emails per day. To cut through the noise, sharpen your message with a few specifics that separate your communications from the pack. Not every email should be focused on closing a sale, or else your audience will learn to stop listening. How do you build your brand, stay top of mind, and keep the lines of communication open with your clientele? Here are a few ideas to get you started.

against an old rival? Do they host themed fan days honoring veterans or catering to families? Tailoring your communications to a local sports franchise’s big news or next event can draw intrigue and provide added value for your clients. Remember, not every communication you send should be focused on pitching and closing a sale, otherwise your audience will tune out your emails altogether. Instead, incorporate fun, community-oriented content that lets readers know you’re a resource for much more than real estate.

Sports news makes a splash

Become a one-stop-shop for holiday fun and seasonal ideas.

People love to rally behind the home team. Is a regional, local university, or professional sports team in your area headed to the playoffs or the championship? Are they facing off

From Mother’s Day to Thanksgiving, anyone can send an email wishing clients a happy holiday. While the sentiment is a good one, you’ll be one of dozens flooding inboxes with

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your well-wishes. Instead, go beyond the traditional greetings and good tidings and become a hyper-specific resource for clients. Create a gift guide for Mother’s Day, outline family-friendly local events occurring in your area around the holidays, or engage in a promotional partnership with a local business who’s offering a holiday special of their own. In other words, don’t settle for just saying hello during certain times of the year. Instead, up the value of your email blast by offering clients curated information that relates to their interests and area. Doing so makes your emails a must-read, while demonstrating your ability to go the extra mile.

Pop culture serves as a fun and timely tie-in. Is a new gaming app sweeping the nation? Have your social media feeds been flooded with the same viral video? Is everyone gossiping about the same TV show premiere? Pop culture tie-ins in your email marketing campaigns can be extremely effective, but in order to for

them to work, you’ll need to move quickly and keep your focus on the phenomenon, rather than your service pitch. The goal behind pop culture marketing tie-ins is communicating the progressiveness and hip factor of your brand, while capturing timely, topical interest that’s at a fever pitch. Everyone wants to be in on a running joke or trend, and if you leverage trending pop culture moments in your email marketing, you’ll be able to draw views and clicks from a wide audience.

Plenty of services offer standardized email marketing templates and content for today’s real estate professionals, and while the motivation behind marketing is transactional, your communications don’t have to be. The surest way to make an impact in your clients’ inboxes is to add original value and break apart from the pack. Consider updating some of your routines with these current events oriented techniques and your email audience is sure to take a second look.

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KIRK McDONALD Kirk McDonald of Fort Worth, Texas, grounds his real estate team in systematic methods and approaches adapted from a corporate background. His dedication to precision, combined with a tech savvy mindset, has recently landed his team in Wall Street Journal’s RealTrends of 2023 as one of the top 1.5% of REALTORS® nationwide in the category of large teams. “Consistency is king. I see contracts from other agencies every day, and I take pride in how clean ours are by comparison. Every document is already pristinely prepared, and we go beyond the industry standard.” Prior to formally entering real estate, Kirk spent twenty-one years with an insurance holding company. “I started at the bottom in 83 and by the time I left in 04, I was Senior VP of Corporate Services,” he recalls. “When my wife and I moved to Granbury, we opened up our own antique store, and my father, who was an architect, helped me with construction and flipping houses. I got my real estate license to facilitate the sales, and that was my introduction to the industry!” After becoming fully licensed in 2006, Kirk signed on with Keller Williams to launch his second career.

industry access – and we were able to grow from $40 million to $65 million in our first few years together.” By adding tools available at Compass to a robust interpersonal network and a nimble team of 10 agents, Kirk streamlined a significant portion of the day-to-day experience, freeing him up to focus on the most critical component: the clients. “You have to become the person that you’re speaking with – talk to them at whatever level they are. If you can’t do that, you won’t make it very far. I put all of my agents through drills; not just for sales, but for active communication and listening. That kind of coaching is a lot of what I do now – and I still love it.” When he’s not mentoring his team or learning the latest tech, Kirk and his wife seize every chance they get to spend time together. “We’ve got a new grandbaby now – that’s been a game changer for our lives. But we still try to get out and ride the Model A around to car shows and parades. We still have a few years of growing here to do on the team, but I already have people lined up to step into all the roles that I’m filling. I didn’t build this up to just let it disappear.”

After partnering with a like-minded agent (who also recently left the corporate world), Kirk managed to close $22 million in volume during his first 10 months. “I realized this was really working. We just looked at the industry differently than other REALTORS®, and at one point we were #87 in Keller Williams across the nation. I never flipped another house again!” Kirk’s success springboarded him into launching his own brokerage in 2012, which grew to house twenty-three agents with offices in Weatherford, Houston, and Fort Worth. In 2019, The Kirk McDonald Group was approached by Compass. “I brought my whole team in to listen to their spiel,” he recalls. “They showed us their marketing and technology support, artificial intelligence tools, and Top Agent Magazine

Contact Kirk McDonald at 817-366-9111, email kirk.mcdonald@compass.com, or visit The Kirk McDonald Group’s Instagramhttps://www.facebook.com/KirkMcDonaldRealtors/ or Facebook https://www.instagram.com/kirkmcdonaldgroup/

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4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making. Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With that in mind, take a look at a few tricks below to jumpstart your motivation and nix the last-minute time crunch. After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client. Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed. If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs 24

attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your list can inspire you to continue on to the next item in the spirit of productivity.

3. Work in Windows If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.

4. Switch Up Your Environment If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses. Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done. There’s no one way to overcome procrastination. In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

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LAURA MILLER & LEXI BUTZ Laura Miller and Lexi Butz of Midland, Texas, combine to form the Laura and Lexi Team housed with Pine & Beckett REALTORS®. Their enterprise is grounded in a tried-andtrue approach that prioritizes client satisfaction, consistently transparent communication, and an unwavering work ethic. “Our clients know we care about them, and we treat them the way we would treat a member of our own family. That’s before, during, and even after the sale – we make sure that any question they may have gets answered as soon as possible.” After graduating from Texas Tech University, Lexi approached Laura with an opportunity and a gameplan. “My background is in education,” Laura recalls. “When Lexi approached me almost seven years ago, we decided to join Keller Williams for training and learning the industry. We haven’t looked back since!” Today, the team specializes in the Midland-Odessa area, and with a book of business that is over fifty percent repeat and referral clients, the duo averages close to fifty annual transactions. Their consistent success is largely attributed to their white-glove level of service, combined with the robust digital footprint supported by their brokerage. “We market on every possible social media platform – Zillow, Realtor.com, Trulia, and boosted Facebook advertisements that go out all over the world. We cover physical and virtual spaces equally!” Since transitioning to Pine & Beckett REALTORS® , both Laura and Lexi have received several designations and awards for their stellar track record.

They are both Buyers’ Specialists and Listing Specialists, celebrated as Top Producers, First Time Home Buyer Specialists, and Mega Million Dollar Producers at their brokerage. This dedication to ongoing education sets them apart in the burgeoning markets around Midland, and as their business continues to grow, they are excited to welcome additional agents to join the team. “We love working for Norma and the other professionals at our office,” Lexi exudes. “We are getting ready to take our broker’s test, so we’re excited at the prospect of bringing like minded agents on board.” In addition to supporting their colleagues, Laura and Lexi are proud to bolster their greater community. “We love to donate to charities, and we mix it up every chance we get. A couple of years ago we helped build a house with Habitat for Humanity, and we just did an animal drive with Pine & Beckett. Helping people is at the core of our industry, and we enjoy extending that to as many folks as we possibly can.” The team also supports veterans and first responders, particularly the local Fireman’s Association! With their position cemented in the industry, Laura and Lexi are planning to grow their enterprise by continuing to host open houses, targeting potential clients for their listings, and visiting other brokerages as often as possible. “Meeting new people is just exciting, and no two days are exactly the same,” says Laura. “The thrill of negotiating, the joy of discovering ‘The Right House,’ the packed schedule – it’s such an emotional process. I love everything about it!”

For more information about Laura Miller and Lexi Butz, https://www.facebook.com/LexiandLauraRealtors call 432-634-7043, email milvtx2@yahoo.com, or visit their Facebook

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6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities. Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize 26

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

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have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations. Top Agent Magazine

4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage. Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

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