VIRGINIA 6-20-22

VIRGINIA EDITION

BE THEIR REALTOR FOR LIFE:

How To Build A Relationship With Your Clients That Will Last A Lifetime FEATURED AGENT

ROXANNE WINFREY INCORPORATING CHARITABLE GIVING

IN YOUR REAL ESTATE PRACTICE

WELCOME HOME: WORKING WITH RELOCATORS IN TRANSITION 5 MORNING HABITS TO MAKE YOUR DAY SUPER PRODUCTIVE

COVER STORY

LIZ LIVERNOIS & BARBARA TERRANOVA

VIRGINIA EDITION

ROXANNE WINFREY With a love for helping others, relationships with vendors that can 7 a 16 Roxanne Winfrey has become help them with any projects they prominent agent in the northern need done. “I have a group of conVirginia region. Knowledgeable tractors that I work with who are about every aspect of the real able to spruce up properties at a reaestate market, and specializing in sonable price.”

55+ senior living communities, Roxanne is a trusted advisor who Those who come to Roxanne for is able to guide her clients in their their buying and selling needs are life transitions. After earning her continually blown away by her license, she joined the DWELLUS guidance. One client recently said, LIZ LIVERNOIS & ROXANNE WINFREY Group at Keller Williams, where she remains today. “Buying and selling our home with Roxanne was BARBARA TERRANOVA Known for their tech-savvy marketing and superior the best decision we could’ve made! Not only is service, Roxanne has flourished here and continues she extremely knowledgeable in the market but she to reach great heights. Focusing solely on Virginia, ensured that the entire process, from start to finish with Fairfax County and Prince William County ran seamlessly. She and her team were organized, being her main hubs, she is a regional expert. patient, responsive, and supportive! She listened to Roxanne has lived in the area for many years, and what we wanted and made it happen without applyrecently moved to a 55+ community, which has ing pressure and ultimately made it fun! We would allowed her to understand her clients’ needs on a absolutely recommend Roxanne to any future home personal level. “I have many friends with big homes buyers, without hesitation! Thanks a million!” in Fairfax who are at the age where they are thinking about downsizing,” she explains. “So it’s really been Roxanne loves her community and is always finding great guiding them through this chapter of life.” ways to stay involved. She is an active member of her local church and donates to the food pantry with Whether she’s serving a retiree looking for a sim- her pickleball group throughout the year. During pler lifestyle or a first time home buyer, Roxanne her off hours, she’s enjoying life in her community goes above and beyond to achieve their goals. She Heritage Hunt, playing golf or spending time with creates an experience they can enjoy, eliminat- her family, including her grandson. ing stress at each step. “I’m a hand holder,” she explains. “I don’t just ask people to sign paperwork, Loving every minute of her work, Roxanne hopes I am there for them for every part of the transaction to keep growing for years to come. She dedicates from start to finish.” Throughout it all, Roxanne is much of her time towards her career, and wouldn’t honest and upfront, pointing out things they may have it any other way. “I absolutely enjoy it. I’m not notice. “If they are buying or selling and I see fully dedicated to each and every client I serve, and there is something that may need to be changed or it is so exciting to be able to call them a friend once fixed, I will tell them.” Roxanne has also developed the transaction is over.”

CONTENTS

4) INCORPORATING LIZ LIVERNOIS & 17) WELCOME HOME: CHARITABLE GIVING IN WORKING WITH BARBARA TERRANOVA YOUR REAL ESTATE PRACTICE RELOCATORS IN TRANSITION 14) 5 MORNING HABITS TO MAKE YOUR DAY SUPER PRODUCTIVE

21) BE THEIR REALTOR FOR LIFE: HOW TO BUILD A RELATIONSHIP WITH YOUR CLIENTS THAT WILL LAST A LIFETIME

For more information about Roxanne Winfrey, Phone 310-734-1440 | Fax 310-734-1440

please call 703-303-4788 or email roxanne@dwellus.com

mag@topagentmagazine.com | www.topagentmagazine.com

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 4

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

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Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless Top Agent Magazine

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

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the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

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consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

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LIZ LIVERNOIS & BARBARA TERRANOVA

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Top Agents Liz Livernois & Barbara Terranova are currently ranked in the Top 1% of Realtors at Rose & Womble Realty. They have been Five Star Award Winners as well as Multi-Year Circle of Excellence Winners.

Behind the superstar real estate team Livernois, Terranova & Associates are two dedicated REALTORS® providing the highest-end service to clients in the coastal Virginia area. Forming a team in 2014, Liz Livernois and Barbara Terranova have decades of combined real estate experience and a passion for helping clients find their dream homes.

While Liz previously worked as a solo agent, Barbara owned a home renovation company 8Copyright Top Agent Magazine

before switching into sales. Together, they are currently ranked in the Top 1% of Realtors at Rose & Womble Realty, have been Five Star Award Winners as well as Multi-Year Circle of Excellence Winners. Additionally, Liz has been featured on HGTV’s House Hunters.

Representing Virginia Beach, Norfolk, Portsmouth, Suffolk, Newport News, and Chesapeake, their team is supported by Top Agent Magazine

a part-time associate, admin, and a marketing specialist. No matter what they are working on, Liz and Barbara share an equal partnership in the business. “There is no hierarchy between us,” Liz says. “We provide Top Agent Magazine

a seamless service to all of our clients and there’s never any lack of connection or lack of service because one of us is out of town. If I›m gone, I fully trust that Barbara is telling my clients exactly what I would tell them.”

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With almost 100% of their business coming from repeat and referral clients, Liz and Barbara have built a reputation in Virginia as the leading team in the real estate community.

With almost 100% of their business coming from repeat and referral clients, Liz and Barbara have built a reputation in Virginia as leading team in the real estate community.

They provide a personalized service that promotes connection and fosters relationships before handling the transactional side of buying and selling properties. “Whether our clients are looking for a beach house, a retirement home or a large home for their Copyright Top Agent Magazine 10

family, we get to know them and look out for their best interests,” Liz explains.

The team’s marketing efforts are concentrated primarily online with platforms like MLS, Facebook and Instagram. They also host virtual tours using professional video and photography. “Of course, we give our clients a call regularly to check in as well.

We also throw client appreciation parties to Top Agent Magazine

show how much we care and spend time together in a fun environment,” she says.

While Liz, Barbara, and the team stay busy, it’s important to them to give back in small ways to their community. They participate in Young Life, which is an award-winning Top Agent Magazine

adolescent’s charity dedicated to supporting young people and providing them with resources to succeed. They also volunteer and donate to their office’s foundation.

Their fundraising efforts benefit multiple organizations and provide Thanksgiving meals to thousands of local families in need.

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Last year, their team’s sales volume totaled around $29-30 million — no small feat. Still, they are concentrated on increasing their numbers year after after while nurturing

the team. “As we grow, we’ll continue to support each other,” says Liz. “We’ve built a great business that we can all be really proud of.”

To learn more about Liz Livernois and Barbara Terranova, call 757-384-0858 or email lizlivernois@roseandwomble.com or bterranova@roseandwomble.com or visit ltanda.com www.

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5 Morning Habits to Make Your Day Super Productive For many, most mornings begin with a rush—a rush to get dressed, a rush to find something edible for breakfast, a rush out the door and into rush hour. Likely you have heard articles advising you to set your

alarm early to give yourself some flexibility —which is sound advice, of course—but consider a few of these additional tweaks to your morning routine that can set a productive tone for your day at large.

1. Keep Screens Away Until Breakfast Oftentimes, our first instinct upon waking is to check-in on our phones, tablets, or computers, to scope out the latest social media updates and e-mail correspondence. While diving into the action might seem productive, studies show that waylaying screen time until you’re up and dressed, and have had a good breakfast, will actually make your first pass 14

at all things digital more focused, clear, and efficient. Instead of answering a few e-mails, checking out a friend’s photos, and then hurrying to shower and dress, instead make a resolution to keep the online world at bay for the first half-hour to an hour after you rise, then you’ll approach the digital world with fresh eyes, energy, and adeptness.

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2. Meal Prep Sometimes hitting the snooze button is inevitable, but if you make prepping breakfast the night before a part of your routine, then grabbing something healthy on the go will be a snap—and your stomach will thank you for it. Load up your coffee machine ahead of time, so all you have to do

is hit brew. Or, chop up a fruit salad, mix a smoothie, or simply put a granola bar and a grapefruit in your lunch bag, ready to be grabbed on your way out the door. Even if it’s small or basic, keeping yourself fueled will keep distractions, inefficiency, and mood swings at bay.

3. Queue Up a Podcast on Your Commute Whether you’re driving, biking, or taking public transportation into the office, a podcast is a perfect way to brush up on industry knowledge. Try sourcing a podcast relative to your field and narrated by experts.

Not only will it get you thinking about the topics of your industry—while expanding

your professional vocabulary—it will also wake up your brain and get your head in the game as you prepare to launch your day. Use your commute time to bump up your knowledge and conversation points, and you’ll be ahead of the curve before you reach the office.

4. Begin with a To-Do List When work gets busy, sometimes just getting started is an overwhelming prospect.

Before you dive in to your e-mails and projects, take twenty minutes and be thoughtful as you assess your daily and weekly to-do

list items, then map them. By giving yourself a bullet point system of what you need to accomplish and by when, you can undo some of the anxiety that a busy schedule promotes.

5. Walk It Out, Even If You Missed the Gym While we often rely on coffee for our morning buzz, exercise provides a potent burst of energy that can supercharge your day. But, let’s say you’re running behind and skip the gym—all is not lost! Take fifteen minutes in

the early morning to take a walk around the block a few times. The fresh air and aerobic exercise will wake you up, get your blood moving, and provide your morning with a natural injection of motivation.

Everyone’s morning routine varies, but perhaps the first step is identifying aspects of your routine that could be improved, and tackling them from there. From waylaying

screen time distractions to getting in a little blood-pumping exercise, keep these tips in mind as you launch your most productive morning routine ever.

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ROXANNE WINFREY With a love for helping others, Roxanne Winfrey has become a prominent agent in the northern Virginia region. Knowledgeable about every aspect of the real estate market, and specializing in 55+ senior living communities, Roxanne is a trusted advisor who is able to guide her clients in their life transitions. After earning her license, she joined the DWELLUS Group at Keller Williams, where she remains today.

Known for their tech-savvy marketing and superior service, Roxanne has flourished here and continues to reach great heights. Focusing solely on Virginia, with Fairfax County and Prince William County being her main hubs, she is a regional expert.

Roxanne has lived in the area for many years, and recently moved to a 55+ community, which has allowed her to understand her clients’ needs on a personal level. “I have many friends with big homes in Fairfax who are at the age where they are thinking about downsizing,” she explains. “So it’s really been great guiding them through this chapter of life.”

Whether she’s serving a retiree looking for a simpler lifestyle or a first time home buyer, Roxanne goes above and beyond to achieve their goals. She creates an experience they can enjoy, eliminating stress at each step. “I’m a hand holder,” she explains. “I don’t just ask people to sign paperwork, I am there for them for every part of the transaction from start to finish.” Throughout it all, Roxanne is honest and upfront, pointing out things they may not notice. “If they are buying or selling and I see there is something that may need to be changed or fixed, I will tell them.” Roxanne has also developed

relationships with vendors that can help them with any projects they need done. “I have a group of contractors that I work with who are able to spruce up properties at a reasonable price.”

Those who come to Roxanne for their buying and selling needs are continually blown away by her guidance. One client recently said, “Buying and selling our home with Roxanne was the best decision we could’ve made! Not only is she extremely knowledgeable in the market but she ensured that the entire process, from start to finish ran seamlessly. She and her team were organized, patient, responsive, and supportive! She listened to what we wanted and made it happen without applying pressure and ultimately made it fun! We would absolutely recommend Roxanne to any future home buyers, without hesitation! Thanks a million!”

Roxanne loves her community and is always finding ways to stay involved. She is an active member of her local church and donates to the food pantry with her pickleball group throughout the year. During her off hours, she’s enjoying life in her community Heritage Hunt, playing golf or spending time with her family, including her grandson.

Loving every minute of her work, Roxanne hopes to keep growing for years to come. She dedicates much of her time towards her career, and wouldn’t have it any other way. “I absolutely enjoy it. I’m fully dedicated to each and every client I serve, and it is so exciting to be able to call them a friend once the transaction is over.”

For more information about Roxanne Winfrey, please call 703-303-4788 or email roxanne@dwellus.com 16

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Welcome Home:

Working with Relocators in Transition People stage moves for all sorts of reasons.

From the joyous and pre-planned, to the unfortunate and unexpected, new chapters begin with the help of an agent. When you’re working with buyers from a different region, state, or country, the typical complications of a transaction can be compounded. So, what’s a savvy agent to do?

For starters, envision the big picture. Relocators have extra obstacles between them and Top Agent Magazine

their dream home. They don’t necessarily know which neighborhoods are ideal for their lifestyle, what they should budget for utilities, what type of homeowner’s insurance is ideal, or how they can tour, let alone close, on a house from afar. All in all, it’s a tall order, but if you can manage a relocation transaction successfully, you could tap into a sizable pool of clientele. Think of it this way: if you’re the shining star of a relocator’s moving process, their word-of-mouth praise could be

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exponential. Likewise, a winning reputation within that client’s corporate sphere could lead to lucrative, stable referrals and partnerships for years to come. Here are a few key ways to help clients navigate the relocation process with minimal stress and maximum results.

Create a full-scale timeline for you and your client that makes expectations clear.

Moving is already one of life’s biggest stressors, but relocations have a dozen more moving parts that your average deal. Consider creating a master-plan of sorts to help you and your client visualize the steps required to achieve success in the midst of a relocation.

Even from afar, your client will be able to refer to the roadmap you’ve set. Likewise, this makes sure you and your client are on the same page regarding expectations, timelines, and checklists. Assemble an articulated, overarching gameplan also helps demystify the process and lower stress. Instead of clients wondering what’s next, what’s needed, who to call, and when to be ready—handy guidelines of your own devising will be at their fingertips.

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Attune your communication style so that nothing goes overlooked or miscommunicated.

Establish early on how your client prefers to communicate and which methods should be excluded. Also, make sure to outline what timeframes are ideal to communicate in, and how often they expect to hear from you with status updates or follow-ups. Some clients might prefer a more hands-off approach that lets you manage most details behind the scenes with updates only when progress is made. Most clients in the midst of a serious relocation, however, will prefer to be in touch more frequently. Customizing is key. If they prefer text messages and emails over calls, that’s a helpful detail to know from the outset. If they prefer face-to-face video chats or can only speak after business hours—those are also key parameters to work within. The less mystery and hassle, the better.

Be a local resource with vetted recommendations and vendors on-hand.

Relocating homeowners may not know the best neighborhoods and their amenities, or where the best school districts are, which areas are high-traffic, or where their dollar might stretch a little further. Identifying your clients’ goals can help narrow this field, but you’ll also want to be careful not to overwhelm them with information. After all, they’re taking on a huge life transition and making a move as an outsider. You’ll want to serve as a onestop-shop who can remove some steps and stress from their organizational obligations.

Have a contractor who can get a head-start on home projects while clients make the move?

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Excellent. Or, perhaps you can provide an out-of-state agent referral so that clients can sell their existing property in a timeline that works in conjunction with their new purchase. Make yourself a community expert and a connector, and you’ve won a client— and their referrals—for much longer than a single transaction.

Think outside the box when weighing variables.

Relocations aren’t your typical transaction.

You’ll need to do a bit more planning to avoid pitfalls along the way. For instance, have you considered how you’ll tour homes with clients if they live hundreds of miles away?

Are there time zone differences to factor in?

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If clients are relocating from another country, are there any special visa or naturalization considerations? How will their belongings travel? Are there pets to relocate? There are plenty of questions to ask and plan for, but the key is to be communicative and thorough up front. The more information and planning time you have, the smoother the transition will go.

There are certified real estate agent designations you can pursue that set you apart for your experience when it comes to relocations, but in lieu of those—arm yourself with the planning details and methods that will make your client a raving fan. In the process, you’ll up your game, create a happy client, and hopefully field similar business for years to come.

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Laughs!

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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.

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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:

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.

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

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.

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