Five Questions with Becky Hill

By Karen M. Kroll
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Admittedly, teaching a classroom of squirming middle-schoolers might seem like a far cry from representing adults who are buying or selling real estate. Even so, the two professions actually have a great deal in common, according to REALTOR® Becky Hill, ABR, PMN, broker/associate with Keller Williams Realty in Spring, Texas, near Houston. Hill, a former teacher, is the 2009 national president of Women’s Council of REALTORS®. Becky's Profile

“Both are about educating people.” With students, of course, the objective is to help them learn reading, writing and arithmetic. As a REALTOR®, Hill helps her clients understand the market, as well as the benefits of home ownership.

Hill’s approach to her real estate career has paid off. Over 25-plus years in the business, Hill consistently has been a top performer, twice earning Keller Williams’ Eagle Award. Among other accomplishments, she’s served as assistant chair of Keller Williams Realty’s International Associate Leadership Council, been a regional vice president for Women’s Council and served as TREPAC trustee for the Houston and Texas Associations of REALTORS®.

Becky Hill, pictured with David Burton, at the Inaugural Banquet in Orlando. More Photos

Among Hill’s goals for the coming year is helping Women’s Council’s chapters to retain and attract members, even amidst the economic downturn. At the same time, she would like to reinforce the ways in which the Council has been a professional organization that also offers its members a tremendous support system. “That’s what attracts people to us,” Hill said. “We do have education, but the element we have, which makes Women’s Council unique, is our nurturing and support system.”

Recently, Hill took time to offer eConnect her thoughts on being a leader in the industry, as well as surviving and even thriving in the real estate business, despite market ups and downs.

eConnect: How can you work most effectively with home sellers when it’s a buyer’s market?

Hill: Be honest. In a seller’s market, it’s easier to allow sellers to overprice their homes. If things need to be done to get the house ready to sell, you have to tell them. You may even have to get sellers inside other homes on the market to help them be realistic.

Sometimes it’s better to turn down a prospective client, rather than take an overpriced listing, because it only brings grief. Some come back once they realize that their expectations were unrealistic.

eConnect: What are keys to building your business, even when the market is languishing?

Hill: It’s time to get back to basics. You have to set aside time for lead generation, whether the leads come from other agents, your own sphere of influence or community groups in which you’re involved.

When you’re working with clients, you want to communicate more frequently than you might otherwise. Let sellers know what you’re doing, because it might not be evident to them. You also want to think outside the box when it comes to marketing. We’re starting to see more listings appear on social networking sites and YouTube. Many young consumers are involved here, and it’s a great way to increase exposure.

Also, this is a great time to expand your knowledge base and work on a designation program.

Finally, you want to watch spending and trim the fat from your budget.

eConnect: How can you build your business, yet also take on leadership roles within the real estate industry?

Hill: My involvement in Women’s Council and the National Association of REALTORS® actually has helped expand my business. Clients appreciate the fact that I’m involved and have a network of people, as it gives their properties more exposure.

That said, time management is key. I have four calendars in addition to my work appointments: one for Women’s Council, for the Texas and Houston Associations and for family obligations. I plug the appointments into my calendar and work around them. I may get into the office an hour early so that I can work on e-mails. But, I treat everything as an appointment, even time with family. With clients, I’ll give them two or three times that I’m available to meet and don’t mention why I’m not available other times.

eConnect: What are the most effective ways of generating referrals from other REALTORS®, including those from around the country?

Hill: Participating in local meetings may generate some referrals, but you need broader exposure. You have to meet and connect with other people by getting involved at the state and national level. You want to make positive connections at the meetings and stay in touch so people remember you.

And, you want to volunteer. It’s one thing to go to a national meeting, and another to be involved at a national level. You make lifelong friendships. We make referrals to people we know, rather than picking names from a directory, because we’ve developed a level of trust and respect.

eConnect: How does this market compare to other real estate markets?

Hill: I went through a similar downturn in the 1980s. This time, the market ran up rapidly, and there has been an overabundance of building in certain areas. Experts knew it had to end. The question was when. Now, as we move toward the bottom, the question is the same.

I don’t think anyone really knows when it will come back. A lot will depend on the economy and what the government decides to do. But, you have to hang in there. Markets do come back.

Karen M. Kroll is a freelance writer from Chanhassen, MN.