MI: Kim, you have one of the most extensive
real estate backgrounds I've seen for any VA. Tell
us a bit about it...
KH: I started working the real estate
industry in 1980 while in college in Dallas,
Texas. After I finished college, I worked in
the mortgage industry and moved into commercial
real estate . Then I went from commercial
development to working for the Federal Asset
Disposition Association (RTA) were we assisted in
taking down the Savings and Loans that were
failing across the country. During this time I
went to real estate school to obtain my license to
sell or lease commercial and residential property.
MI: I know you can do many things, but what
are the areas in which you specialize with respect
to helping real estate professionals?
KH: I am an expert in preparing CMAs,
Listing Presentations, handling all the leads that
come in for the real estate professional and
assisting with which one's need their attention
immediately. I am experienced in handling the
entire transaction from listing to close. I also
have experience in FSBO, farming and assisting the
real estate professional with their marketing
techniques.
MI: With respect to FSBO farming, give a
brief example of what you do for the agent...
KH: I scout for the FSBOs in the area that
the real estate professional works with and search
on the Internet for those that fit the agent's
criteria. I have implemented several different
ways to approach the FSBO so that the agent can
find the one that they feel comfortable with and
we then use that marketing technique to contact
the FSBO. I have found that by having a few
techniques to offer the agent we can find what
they are comfortable with or if they would like a
new one I can create one that fits their
personality.
MI: When you act as an agent's "Executive
Assistant", how is that different than doing
clerical or secretarial work?
KH: You work with a much broader scale of
their business. By having the real estate
background I have I am able to offer more services
to the real estate professional. I have been able
to take the bull by the horns, so to speak, to
accomplish certain goals that the agent might have
without much direction from them. I can assist the
agent with much more than just secretarial
assistance.
MI: What do you like most about working
with real estate professionals?
KH: The challenges that they offer. I am
involved from the beginning to the end of each
transaction and it is very rewarding to see the
agent as well as their client all meet their goals
and dreams.
MI: How would you describe the ideal
REALTOR / VA relationship?
KH: The ideal relationship would be to have
the Realtor know that once they pass on
assignments, projects, etc. these items will be
handled in the way they desire. Realtors are leery
of giving up control of their business and it is
so refreshing to hear a Realtor say that they are
so happy they gave me the assignment/project and
the outcome is what they expected.
MI: What minimum requisites / qualities do
you look for in a potential REALTOR before you
agree to work with them?
KH: The first thing I try to determine when
interviewing a Realtor is what have they
accomplished so far in their business, what they
want for the future, and how would they like
to implement my services to assist them in
reaching these goals. I also feel it is important
for them to have a grasp of technology in addition
to having a willingness to delegate and
communicate openly.
MI: What are the most important qualities a
REALTOR should look for when looking for a VA?
KH: I always suggest the VA have real
estate experience. Such as how the transaction
works, the laws of each state and a VA with
knowledge of real estate programs such as Agent
2000 and Top Producer as well as the MLS system.
These are all vital in a successful relationship
between a Realtor and VA.
MI: Last question: What final words of
advice do you have for REALTORS who are
considering using a VA?
KH: When interviewing VAs make sure they
have the skills you need. They need to be flexible
with the Realtor's schedule since Realtor's don't
work normal hours. In order for the VA to
assist the Realtor, some real estate experience is
the most important skill. The VA also needs to be
organized since they could be working on several
tasks at once.
MI: Kim, thank you for sharing your
insights that come from years of experience!
KH: Thank you for allowing me this
opportunity!
16
years in the real estate and mortgage fields has proven
to be a gold mine of experience for this VA and her
clients. Read on to
see how professional VA
