The latest interview in our series spotlighting the Realtors who answer the questions in the Ask A Realtor section is Beverley Hourlier of San Diego, California. In 1996, Beverley (Powers) Hourlier became an assistant to Huffman Construction and Real Estate. That was her first taste of real estate sales. Mr. Huffman was so impressed by her eye for detail and her ability to connect with the public that he sponsored her Real Estate License. After Huffman closed, she joined Century 21 and learned all she could about real estate marketing and sales. She was recruited by a new company, Grub & Ellis Residential and fast became a noted agent in University City and Clairemont. Grub & Ellis was purchase by Coldwell Banker, where she became a trainer, mentor, Assistant Manager and finally Manager of the Clairemont Office where her husband, Phil joined her after he received his Real Estate License.
A few years after receiving her Broker?s License, Bev Hourlier opened her own Real Estate Office with Phil, servicing all of San Diego County. After just 2 years, they now have 7 agents, a Property Management Division, and pride themselves on superior customer satisfaction, expert marketing and negotiation. HC Realty Services has grown to become noted internet marketers, and experienced in the foreclosure and Short Sale market, helping many families each year avoid foreclosure and start a new life.
1) How has the market in the San Diego area changed in the past few years?
The market in San Diego has changed dramatically over the last 4 years due to the sub-prime loans and decreasing values. I started my career in the late 1990?s when it was also a down market with many foreclosures. Certainly nothing like today, but I still learned how to work in this type of market and how to deal with the depressed values, depressed and distressed homeowners. Realtors who started their career during our increasing market days had it easy. They didn?t have to learn marketing, advertising and internet strategies because properties sold quicker than you could put a sign in the yard. Today it takes more than just a sign or postcard. And I am thankful (not at the time) that I had to learn ?the hard way? because I knew what to do to get properties sold when the market turned down.
2) On your website you state that over 90% of your business is from referrals, what is your best tip for Realtors to get great referrals?
I believe referrals are the life of any business. To get and keep referrals you have to ask for them. I ask when I first meet a client who else they know that I can help buy or sell or help them through a difficult time by short selling. I ask again during the process and ask again at the end. Also staying in touch by remembering their birthday or some other reason a couple of times a month keep you in their thoughts.
3) What response have you had from your book on short selling?
My response on my book ?Should I Short Sale My Home? has been tremendous. I wrote it for homeowners to give them information so that they could make informed decisions during this difficult time. 75% of distressed homeowners who have been foreclosed on never asked for help, either from their lender or a professional such as a tax professional, lawyer or Realtor. Education is always key when making important real estate decisions.
4) Your philosophy on real estate is that it is more about customer service than sales, what does this mean to you when dealing with clients?
I believe customer service is a lost art. If you focus on helping your client to the best of your abilities and beyond their expectations, then the connections, referrals and transactions will follow. I treat my clients like family. I deal with their money as I would with mine, and I think about them first and their needs, not my paycheck.
5) You are an active volunteer within the community including helping with a yearly canned food drive, what do you feel a Realtor?s role is with regards to community service?
I believe a Realtor should be active in their community and give back. After all it is where we live, work and have our families, too! If you seriously care about your community, it will show and people will trust you to help them when they need advice about their home.
Learn more about Beverley Hourlier at PhilandBev.com
Related posts:
- Ask A Realtor Spotlight: Pat Baker
- Ask A Realtor Spotlight: Rosanne Nitti
- How Do I Short Sell My Home And Move Into A Rental?
- How Do I Become A Realtor In All States?
- Can I Put My Home On The Market Even If I Received A Foreclosure Notice?
About Deidre Woollard
Deidre Woollard is the Community Manager at Realtor.com.
View all articles by Deidre Woollard
Source: http://www.realtor.com/blogs/2012/08/30/ask-a-realtor-spotlight-beverley-hourlier/
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