Peer-to-Peer

Karalyn Hoefer, CRS, Woods Bros. Realty, Lincoln, Nebraska

When did you get started in real estate?

I started part time in 2001 in a very small market west of Lincoln, Nebraska. I was growing my business pretty steadily when I decided to take a Council of Residential Specialists technology course, Using Technologies to Advance Your Business, in 2009, taught by Pat Zaby, CRS.

I was very impressed with the educational content and decided to pursue my CRS Designation.

Why?

I am all about education. Knowledge is key to anyone’s success. I want to know as much as I possibly can — things are constantly changing and I want to be up to date. I also want to be that go-to person when someone has a question about real estate. You’ve got to know what you’re talking about!

What part of the buying process interests you the most?

I really love the entire process, but I have to say that I look forward to that “light bulb” moment when clients get that look on their faces — that this is the home they want, this is where they want to spend the next phase of their lives.

How did having the CRS Designation affect how you did business?

It really changed my perspective. I had a shift in my attitude. I am very focused on making sure clients know that when they choose to work with me, they are dealing with a professional REALTOR^®. I want them to know that I am dedicated to working for them, finding that perfect home and making their dreams come true. It also encouraged me to be more involved with my profession on local, state and national levels. I’’m constantly bragging about the CRS Designation and how great it is for other agents who want to excel in their business. Really, this is my passion. I breathe it, I love it, I live it!

How do you approach marketing your business now?

When I first started, I didn’’t really toot my own horn. My business grew slowly and steadily and I built up my client and referral base. Now I shout it from the rooftops that I am working for you. I spend as much time as possible working with each client. For most people, buying a home is the largest financial investment they’’ll ever make, so I want them to know that I am there for them. To me, they are not just my clients, they are part of my life, my circle — they are “my tribe.” And they do a great job of telling their friends, family and co-workers that if they are thinking about buying or selling, they need to call me first.

How do you turn a referral into a client you can work with, and if all goes well, work with more than once?

I take time to listen to what they want and what their goals are, whether that’s finding their first home, an investment property or the “next phase in my life” property. I am here to make that goal a reality. I’m not afraid to be realistic with them, either. People appreciate my honesty, and communication is key. My husband and I are new to the “empty nester” phase and recently built a townhome. It opened my eyes to what a big adjustment that really is. When you as a REALTOR^® have heartfelt compassion for what your clients are going through, that really shows. You need to be able to relate to people, especially when stress levels are high.

What are some of the unique aspects of residential sales in Lincoln?

We are a smaller market and luckily we haven’t experienced some of the massive fluctuations that other markets have suffered. But that being said, Lincoln is a very progressive city. People are very interested in relocating here. We have something for everyone. We have established neighborhoods with good existing inventory, and our new construction market is very hot right now! We also are experiencing great interest in our newly revamped Haymarket area, with condominium sales hitting new highs. I do think people are very interested in building personalized, fully custom homes, too. I represent a great development in Lincoln — Fallbrook — and we have had more new builds in the last two years than we had in the last six. Housing costs are very economical in Nebraska.

What advice would you give to someone who is looking into getting their CRS Designation?

Do it! If I had to start over, the CRS courses would be the first ones I would invest in. They are instantly applicable to your business. It really comes down to customer service, knowing your market and getting as much education as you can about all aspects of this business. The thing I love most about CRS Designees is that we’re not happy with the status quo — we’re always improving. We’re the best of the best!

Karalyn Hoefer, CRS, achieved her CRS Designation in 2010. She can be reached at 402.450.1355 or visit her at the Keller Williams site.