Texas 9-25-17 by Top Agent Magazine

TEXAS EDITION

How to Overcome Your WORKPLACE FEARS 7 Simple Tips That are Proven to Help You STAY AHEAD OF THE COMPETITION FEATURED AGENT

KEVIN KNIGHT COVER STORY

BETTY EPPERSON

1 Billion-Plus Reasons Why YOU SHOULD BE ACTIVE ON FACEBOOK 6 Methods for BUILDING BETTER EMAIL LISTS

TEXAS EDITION

Mr. Rekey congratulates

Kevin Knight 7

BETTY EPPERSON

KEVIN KNIGHT

CONTENTS 4) 1 BILLION-PLUS REASONS WHY YOU SHOULD BE ACTIVE ON FACEBOOK

16) HOW TO OVERCOME YOUR WORKPLACE FEARS

13) 7 SIMPLE TIPS THAT ARE PROVEN TO HELP YOU STAY AHEAD OF THE COMPETITION

BUILDING BETTER EMAIL LISTS

on being featured for the state of Tex 21) 6 METHODS FOR in Top Agent Magazine!

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1421 W Wells Branch Parkway, Suite 104, Pflugerville, Texas 7 888-677-3539 | onepointservicegroup.com www.

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1 Billion-Plus Reasons Why You Should Be Active on Facebook By Bubba Mills

The number is staggering and potentially career ending for REALTORS® who ignore it: 1,440,000,000. That’s the total number of monthly active users on the social medium Facebook. That number alone is reason enough to use it regularly in your real estate business. But Facebook can also help turn you into the expert in your community. Just by sharing knowledge and relevant events about the community you can become the go-to source for all things local – a perfect way to capture the attention of prospective buyers. Plus, Facebook advertising also gives you tons of targeting layers like age, location, recent life events and interests. Plus, it constantly adds new targeting filters and functions that help you reach even more niche prospects who closely meet your customer criteria. Talk about pinpointing a target audience. 4

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Another Facebook real estate ad tool is Website Custom Audiences that lets you create Facebook ads that target users who have visited your website. And several apps specifically for Facebook have emerged. Consider these: • Heyo.com: Helps you host contests, showcase promotions and high-

light special offers. • Woobox.com: Let’s you easily create quizzes and other fun tools for engaging content. • Pagemodo.com: Helps you make your Facebook business page both sleek and stylish and tabs allow for easy lead capture. But the latest offering is just as cool. It’s called Facebook Live and it lets you stream live video on the internet. I recently wrote about Periscope, another live video streaming app, but when you use Facebook Live you’re automatically featured at the top of Facebook users’ news feed. What’s more, statistics show that live video is viewed more than recorded video. How can REALTORS® use Facebook Live? Open Houses: Broadcast a walk-through of a new listing

and highlight all the great features.

Webinars: Host live webinars targeted to buyers and sellers. They can sub-

mit questions just like a real-life seminar.

Real Estate Talk Show: Offer the latest news in the industry plus share lo-

cal events and your newest listings. In short, become the Lester Holt or Diane Sawyer of real estate in your town with your own “TV” show! Facebook offers these tips for using Facebook Live: Promote: Tease upcoming Facebook Live broadcasts for more viewers. Plan better: Take time to plan what you want to do in the video, whether

it’s a few key talking points or to have a few questions ready ahead of time in a Q&A, in case incoming comments slow down.

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Invest in some equipment: A shaky live stream turns off viewers so con-

sider a tripod or other stabilizing tools, especially if you’re taking viewers on a tour of an open house. And check the shot before going live.

Get the lighting right: If you’re indoors be sure you have plenty of good

lighting and avoid a lot of light directly behind you because it’ll wash you out.

Sound good: A common mistake for beginners is overlooking sound.

Consider an external microphone to make sure your viewers can actually hear you. And if the live option makes you a little nervous, you can also stream pre-recorded videos. Hey, that has worked like a charm for TV for decades. Some businesses promote their web series to “air” on Facebook Live at a certain time like TV shows. After they are streamed, Facebook Live videos function as normal Facebook videos. Some business owners believe videos may perform better if they begin as live ones. NowThis, a news company that publishes entirely on social platforms, experimented by streaming a 38-minute compilation of its favorite viral videos via Facebook Live. The stream received over 20,000 views and over 500 comments, according to Facebook’s counters. Yes, all the new-fangled internet tools, apps and options for REALTORS® can be a bit overwhelming. Just take it one step at a time and you’ll slowly be right there in the business-winning mix. E-mail me today at Article@CorcoranCoaching.com and I’ll send you more free information about how technology can help your real estate business. Copyright©, 2016 Bubba Mills. All rights reserved.

Bubba Mills is the CEO of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international Real Estate, Mortgage, and Small Business coaching company committed to helping clients balance success in business, while building value in life. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.CorcoranCoaching.com. 6

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BETTY EPPERSON Top Agent Magazine

BETTY EPPERSON Betty Epperson works primarily with builders and developers, focusing on condos of every type, from office structures to luxury townhomes. If you ask Betty Eppersonâ&#x20AC;&#x2122;s clients, theyâ&#x20AC;&#x2122;ll tell you: this Platinum Top 50 Realtor and Million Dollar Guild member gets the job done. She negotiates the best terms, knows how to get everyone communicating, and thinks outside the box to get the best possible outcome. Betty means business. 8Copyright Top Agent Magazine

She works primarily with builders and developers, focusing on condos of every type, from office structures to luxury townhomes. She serves a swath of Texas from San Marcos to Killeen with six strong, highly educated agents, and her repeat and referral rate is a remarkable 95 percent. Top Agent Magazine

“I’m not afraid to get in there and get the job done,” Betty says. “I specialize in taking care of developments from the ground up, starting with the acquisition of land to producing the best possible product for that area, including open design plans, specifications, sales plans and hiring the team to sell it. I carry it to the end of the project.” She’s a one-stop shop for developers. Top Agent Magazine

Betty found her niche more than 20 years ago when she went to work for a builder. She had bought a townhome from him and felt his company was one she’d like to work for. After a few years with him she became a licensed real estate agent, and about seven years later, a broker. Two years after that, she opened her own company. Copyright Top Agent Magazine9

She utilizes all the available tools to market her listings. For commercial clients, she advertises on CoStar and LoopNet and uses sift lists, networking and all the online platforms. She takes advantage of social media, Craigslist and traditional mailers, and if she’s putting on an event, she’ll advertise in the newspapers. She puts signs everywhere. Depending on the property location, she puts fliers in the local H-E-B and advertises in their mailer. Copyright Top Agent Magazine 10

Staying in touch with past clients comes naturally. Besides her mainstays of email, social media and postcards, Betty maintains a suite at Dell Diamond and invites former clients for games and concerts. She enjoys getting to know them on a personal level. “I thrive for the transaction and getting the deal done,” she says, “but ultimately, helping my clients achieve their financial goals, invest, or find the home where they can raise Top Agent Magazine

“I thrive for the transaction and getting the deal done, but ultimately, helping my clients achieve their financial goals, invest, or find the home where they can raise their family is the best part.” their family is the best part. Each client has a different perspective. I love to focus on it for each one.” You can tell from Betty’s community involvement that she cares deeply about helping others. She’s the Austin chapter president of Top Agent Magazine

Condo Specialists, a designation platform for agents and brokers who specialize in selling condos. She’s on the board of the Georgetown Business Association, which puts on an annual charity golf tournament to help put kids through college. And as part of a mentoring panel of top producers, she helps new Copyright Top Agent Magazine 11

agents learn how to become heavy hitters in the real estate community. She also supports Flying Viking, a nonprofit that takes children with life-threatening diseases for airplane rides to let them feel like a pilot for a day. In addition, she redirects any bonuses clients might offer her to school charities or dog rescues.

Betty’s primary goal, as she mentors her small team of highly skilled agents, is to help them become as successful as she is and give back to the community. She sets personal goals to continually become better at what she does—and she always meets her goals.

For more information about Betty Epperson of Epperson Realty Group, Austin, Texas, please visit eppersonrealtygroup.com, call (512) 630-7290 or email bettyepperson@eppersonrealtygroup.com www.

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7 Simple Tips that are Proven to Help You Stay Ahead of the Competition So you’ve created a successful business, congratulations! You probably did it by providing an unsurpassed level of customer service that not only meets customer expectations but exceeds them in a way that has made you stand out from the rest. As anyone can tell you, starting a successful business is not easy. Now comes the even harder part. Not only sustaining that high level of performance, but continuing to grow and outpace the competition. There is no resting on your laurels in a competitive business market. Companies that stay successful for the longterm, make an active effort to keep on top. Here are just a few ways you can do the same. Top Agent Magazine

1. Know the competition It’s not enough to know what you excel at or what makes you unique, you need to know what your competitors are offering that makes them stand out. This serves two purposes: it will allow you to more clearly define your differences, or it may help you identify an area that you hadn’t considered before, opening up a potentially new way in which you can excel above the rest.

2. Know your customers You might know your clientele very well, but as economic conditions change, so does your

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customer’s needs. What might have been a priority a year ago, won’t be if we are in the midst of an economic downturn, for example. As a business owner you should always be evaluating your strategies in every area constantly, knowing what your customer wants and needs from you is key. In fact you should be using your expertise to analyze potential market changes and anticipate those needs to stay ahead of the curve.

3. Have a strong understanding on what makes you unique Once you accomplish the first two, you should have a clear idea of what unique advantage you offer people. This needs to be clear to everyone, so you can then take that idea and run with it. Find your niche and then market yourself with a focus on that idea. If you have a clear thing you’re selling, it is well worth the investment to market yourself to the hilt with that in mind.

5. Think like your competitors One way your competitors looks to gain customers is by potentially taking yours. It goes without saying, you don’t want to let that happen. You’ve probably built great relationships, so really maintain those relationships by not only providing great service, but service that truly goes above and beyond. Find ways to give more to your customers. You might even want to start offering surveys, where your clients can tell you exactly what they’d like to see.This makes your clients not only feel heard, but blown away when you implement any changes they suggest.

6. Look for untapped markets Don’t settle for maintaining what you have, there could be untapped markets out there. If you don’t get to them, your competitors will. So even if they come eventually, hopefully you’ll already be the dominate force in that market.

4. Keep up to date

7. Be a great boss

This goes for everything from technology to systems, marketing, and even your own personal image. If you have a brick and mortar location, you want to also keep things looking fresh and modern there, as well. First impressions are important for a reason. Everything about your business should tie into your marketing and branding. What are you selling and does everything line up to support that, from your business cards to your social media pages. Remember the key to branding and marketing is a consistent message.

One of the best things you can do to keep ahead of the rest, is by being a company where top talent and motivated newcomers want to be. Be the company that offers more than a competitive paycheck. Be a place that fosters talent, and offers scheduling and compensations packages that appeal more to people who think outside of the box. This will attract more innovative thinkers who value flexibility. Not only will you benefit from their talents, more importantly, your competition won’t.

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How To Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.

ASSESS THE FEELINGS BEHIND THE FEAR

Really owning the emotions that are putting you in a place of fear, is the first step. By just naming it and then talking it out in your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether. Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me, it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad 16

after all. Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off. Countless people in their dream jobs now, were once fired and thought it was the end of the world. Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, you’re taking in your fears and figuring out ways to overcome them.

START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed. A lot of fear is based on inexperience which leads to a lack of confidence. A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties. Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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KEVIN KNIGHT

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KEVIN KNIGHT After completing his service as a paratrooper with the 82nd Airborne, Kevin joined his father’s business in 1982, Liberty Management. Today, Kevin has taken the reins of the family enterprise, incorporating his own knack for new technology and commitment to client-centric care. Now, with more than thirty years of industry expertise under his belt, Kevin leads a stalwart management company that’s recognized across the world. He has even spoken at the Leading Property Managers of Australia conference as a keynote speaker. Primarily serving the San Antonio area—with properties also positioned in Houston and Dallas—Kevin’s roster is comprised of over 800 properties. Successfully managing a portfolio of this magnitude speaks to Kevin and his team’s systematic, tried-and true approach to their work. “We manage properties like we own them and when we’re making decisions we think, if this was our property, what would we do? Our owners know that we have their best interests at heart,” Kevin says. “It’s about having a relationship built on trust. We manage a portfolio of single family homes valued over $130,000,000, with owners who trust us with ongoing maintenance and management. They know we’ll do the right thing. What really sets us apart? I’m a systems guy. Years ago, we built really detailed work flows, procedures and checklists that we have continued to update that dictate our operations down to the smallest detail.” In addition to Kevin’s meticulous leadership approach, his company also provides a full-spectrum of property management services. Those duties include: marketing, leasing, tenant screening, rent collection, performing move-ins, inspections, move-outs, periodic property visits, overseeing repairs and maintenance, counting of the owners’ funds, tenants’ funds, and handling security deposits. Another testament to Kevin’s sterling service record? His company is among only fifty-four management companies nationwide that have been audited and certified by the National Association of Residential Property Managers (NARPM) as a certified property management company. Likewise, Kevin often travels around the world or hosts visiting professionals to impart his extraordinary insight into the business. With some of his client owners sticking with his services for more than thirty years, Kevin has cultivated a proven reputation for dependability. Kevin and his team also manage resales in addition to their property management services. To market listings and rentals, Kevin has invested in professional video equipment to provide top-tier professional photogra-

phy and recently began incorporating video and virtual reality tours, with a complete video studio soon to come. What’s more, properties enjoy maximum visibility across hundreds of leading digital listing sites. He and his team also market their services to investors, real estate professionals, and particularly military personnel—who often need a good steward for their homes when they go off to serve abroad for long stretches. As a veteran himself, Kevin recognizes the need for a trustworthy, communicative manager when it comes to a person’s biggest investment. “I love my job. I’m always working on ways to improve our service to our owners and tenants and find ways to be more efficient. At any one time, we have fifty projects going on to make sure we’re always offering new value to our clients and staying ahead of new technology,” Kevin says. “When it comes down to it, our job is all about helping people. Our main mission is to help owners take care of their houses and help tenants with housing—all while providing a great level of service,” he says. To give back to his local community and professional sphere, Kevin is active in a variety of civic and charitable causes. He is an avid participant in the National Association of Residential Property Managers and has twice served as a local chapter president. He also served as the Chairman of the Property Management Committee at the area’s Board of Realtors, and is part of the Texas Association of Realtors Political Action Committee. He’s also passionate about giving back to worthy charities, including the area’s SAM Ministries to support the local homeless community and the Wounded Warrior Project. He also supports the Warrior With Heart organization, supporting military personnel and first responders. As for the future of his business, Kevin and his team have some exciting, industry-altering developments forthcoming. Kevin and his partners are currently working on a new type of insurance offering geared toward property owners. This service will be exclusively available through professional property management companies and will be a huge benefit to property management companies and property owners. Aside from that, Kevin and his team plan on staying ahead of the curve when it comes to new technology, while always considering ways to streamline their services for their clients’ benefit. All in all, Kevin has cemented Liberty Management’s stellar reputation by ensuring that each generation of clientele receives the same dependable, industry-elite service. With thirty-five years of experience at his back, along with an incisive eye toward the future, the years still to come are sure to bring about the best yet for Kevin Knight and his team at Liberty Management.

To learn more about Kevin Knight, visit libertymgt.net, e-mail kevin@liberty.pm, or call (210) 681-8080 www.

Mr. Rekey congratulates

Kevin Knight

on being featured for the state of Texas in Top Agent Magazine!

1421 W Wells Branch Parkway, Suite 104, Pflugerville, Texas 78660 888-677-3539 | onepointservicegroup.com www.

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Jason Waggoner is proud to congratulate

Kevin Knight

on being featured for the state of Texas in Top Agent Magazine!

Jason Waggoner | Vice President ACUTRAQ Background Screening 479 - 409 - 6785 | ACUTRAQ.com www.

1525 Lakeville Dr. Ste. 210 Houston, Texas

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6 Methods for Building Better Email Lists By Kendra Lee

Email lists can be a blessing or a curse. When they’re composed of real email addresses of people in your target micro-segment, and those people recognize you or your company by name, an email list is an invaluable lead generation resource. When the list is filled with contacts who don’t know of you or your company, i.e. a cold list, lead generation can be though – really tough. Likewise, if your list is populated with fake, inactive, or irrelevant accounts you’re at risk of being banned by your email software provider. Not surprisingly, I hear from clients all the time asking how to build an email list that will get results for their campaigns. Should they purchase? Should they attempt to build their own? Remember that with email list building your goal is to build a list of people within your micro-segment, so quality is more important than quantity. The more similar the contacts, the easier it is to tailor your nurturing and lead generation content to their specific needs. Here are six methods that will help you build a quality email list. Top Agent Magazine

Nurturing and lead generation activities: When you engage in social media, nurturing activities, SEO, and Adwords, those mediums provide forums for you to drive people to your website, start a conversation via a social channel, attend an event you’re hosting, and add people to your list. People who respond really do want to be part of your list.

Membership organizations: Whether it’s through industry associations, mastermind groups, or networking events, these types of organizations provide an excellent means for collecting contact information. Generally, people will update or provide their own information because they want other members to have easy access to them so you know the data is current.

Shared lists: By finding a peer who targets a similar microsegment with a non-competitive offering, you may be able to forge a partnership in which you promote to each other’s lists. This happens frequently within the high tech space, with consultants, and with professional services organization where they understand the value of collaboration.

Research the web and build your own: Increasingly, we’re seeing companies comb LinkedIn, Zoominfo. com, InsideView.com, DiscoverOrg.com and other websites for contact information, and then follow-up with companies to confirm the validity of that information. This approach is time consuming, but it can be very effective. A client who we coached through this process recently got a 41% open rate on their email nurturing campaign. I really like DiscoverOrg for the detailed information they have if you’re selling in the IT or telecom industry.

Purchase lists: There are numerous companies that sell email lists, but you need to be careful which vendor you buy from

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and how much you spend. Prices typically range from hundreds to several thousand dollars depending on list specificity and size. One warning: Expect higher bounce rates with these lists and negotiate for that issue when you purchase. To avoid high bounce rates, look for a list company that validates the information. In this way I’ve been very pleased with ExchangeLeads for new lists and validation of current lists. If you don’t have any list, this may be the way to get started.

Trade information for information: Sites like ExchangeLeads and Data.com community give you credit for providing contact information for companies you’ve worked with in the past. As you earn credit, you can use it to acquire lists for free. These services generally have a fee option as well, and the data integrity is dependent upon users keeping it current. Again, look for companies that validate data to reduce bounce rates and wasted time. I really like ExchangeLeads for trading information as well as purchasing it. Ultimately, my advice would be to focus as much on the organic list building methods (#s 1-4) as possible, and supplement with the purchased methods (#s 5 and 6) when necessary. If you start with a purchased list, plan to nurture it and build your recognition. Don’t toss it away if you don’t get immediate results. At the end of the day, you want to strive for list quality over list quantity. Pushing your messaging out to unwitting, uninterested, or unsuspecting prospects won’t do anything to help you close more deals.

Contact details for Kendra Lee: Phone: 303-741-6636 (Old fashioned, but very effective.) Email: Info@klagroup.com (Yes, I get every one of these personally.) Twitter: @KendraLeeKLA (And I do follow all direct messages on Twitter!) KLA Group is a sales consulting and training firm focused on helping clients get more customers in the Small and Midmarket Business (SMB) segment through lead generation, prospecting, hiring and onboarding Copyright©, 2016 Kendra Lee. All rights reserved. strategies. Top Agent Magazine

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