RISMedia's Real Estate Magazine

MAY 2019

Real Estate magazine is the industry's leading source for real estate news and information since 1980. Published monthly by RISMedia, Real Estate magazine offers timely and relevant real estate news to the industry's top brokers and agents.

Issue link: http://remag.rismedia.com/i/1109029

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Page 90 of 118

86 May 2019 RISMedia's REAL ESTATE {Broker Best Practices} Maintaining a Culture of Giving, One Lead at a Time by Paige Tepping Nick Shivers President & CEO The Shivers Team - Keller Williams Realty Portland Central Portland, Oregon www.nickshivers.com Region served: Portland metro and Southwest Washington Years in real estate: 19 Number of offices: 2 Number of team members: 20 Where do you get your customers? While the bulk of our customers are past clients and referrals, we also see a lot of activity from our realtor.com® lead platform, where a vast majority of our online spend shifted to about six months ago. In addition, we have our own iBuyer program—My Rocket Listing—which allows us to offer clients the best of both worlds by providing a com - petitive offer on a home instantly, while at the same time suggesting a list price should they want to sell traditionally. How has changing your lead pro - gram affected your growth? With the market here in Portland and Southwest Washington down about 8 percent for the year [as of press time], we'll be up around 39 percent year-over-year. If you factor in the market being down about 8 percent, we're up, compared to the market, by about 47 percent. While we've seen significant growth, the decision to switch over to realtor.com® came about when the other lead programs we were working with changed the way in which they handled leads. With the changes that have been instituted at realtor.com®, we're now getting a branding and direct lead combination. This has led to an increase in differentiation for sellers when we show them how realtor.com® can showcase their properties. What about the listing side? Since you place online ads where prospec - tive clients shop, can you turn that around and use it in your listing presentation? Absolutely. This is one of the best ways to use it be- cause everyone wants exposure on their home. With Local Expert, being able to showcase specific listings in a specific zip code or neighborhood is a huge competitive advantage on the listing side. This is unique to realtor.com®, as no other big nation- al portal will allow you to do this. Have you gone through the process of purchasing a home with a client vs. just listing homes? Yes. With My Rocket Listing—a program I started because of the fact that 15 percent of consumers don't want to go through a traditional listing—we've helped clients purchase and list homes. When working with clients, they have the ability to choose either max convenience or max price. Currently, only a handful of our listings in any given month go through My Rocket Listing; however, as the market continues to shift, I anticipate an increase in terms of how many clients will want us to purchase their home outright. What defines the character of your team? Wanting to make a difference is what ultimately defines us. To that end, through our Sell a Home, Save a Child movement, we donate 10 percent of our profits to help transform the future of children in Cuba, Haiti, Kenya, Nicaragua, Mexico and the U.S. Over the years, we've raised close to $1.4 million to help underprivileged children through this movement. Please explain your marketing strategy when it comes to attract - ing prospective recruits. For us, it all starts with Sell a Home, Save a Child. From there, it's 60 percent culture and 40 percent results. If our personalities mesh, but you aren't making yourself money, I'm doing you a disservice by allowing you to be in a business where you can make more money somewhere else. That being said, we're not a big recruiting-based team. We have an awesome culture, and a lot of our prospecting is done through word of mouth. For more information, please visit www.hub.realtor.com/team. Members of The Shivers Team

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