Peer-to-Peer: Zanthia Hastings, Charlotte, North Carolina
How did you get into real estate and what is your current role?
Initially I was a stay-at-home mom, and my uncle urged me to get into real estate. I was surprised how quickly things took off. I love this business! I was a single agent for 13 years, then decided to become a team leader, and that’s my role now.
Why did you decide to pursue the CRS Designation?
During the economic downturn, I needed to bring more value to my clients and I wanted to build my business around reputable systems. When I investigated and saw that the top agents in my market were surviving, I wondered, what did they know that I didn’t? I found that about 80 percent of them had the CRS Designation.
Are there other CRSs in your firm?
Yes, many of them! I personally promote CRS on my team. About four of my team members have their CRS now, and the others are working toward earning that designation.
How do you approach marketing your services? Do you have any special tactics that help you stand out from other REALTORS®?
I have a mix of strategies—I use direct mail, inside sales agents, email and social media. But our past clients are our No. 1 source of referrals. We host several client events throughout the year to keep in touch with this base to ensure referrals and repeat business. We’ve held picnics, movie nights and a Christmas party. For our older clients, we hold luncheons because they don’t like to go out at night.
One of our most successful events we had was a “Night of Interior Design,” where we presented interior designers to our clients. There were six stations with different features, like paint colors for the year, lighting choices or how to create a different look with pillows or accessories. We co-sponsor this with a furniture store that gives discounts on items purchased that evening, so it’s a win-win.
What part of the business is your favorite?
Besides serving my repeat clients (I just love seeing how they and their families have grown!), I love coaching my team. I really enjoy directing, helping and watching my agent team members grow and deliver a great client experience.
I’m my team’s biggest cheerleader. It’s so gratifying to watch new agents, who started out feeling unsure of themselves, gain proficiency and achieve success. Watching that process makes me feel I’ve made a difference.
What sets your interactions with your clients apart?
I ask prospective buyers to dream a little. I tell them to close their eyes and answer questions like, “What does your life look like when you move here? How far do you need to be from the grocery store or airport? Do you go to plays?” A recent agent referral I received was a retiring doctor and his wife who were moving here from New York, so I asked them, “What does life look like in retirement?” They were pleasantly surprised by the question. Other REALTORS® are more focused on the number of bedrooms and bathrooms, and this couple appreciated my approach to find their ideal location.
I ask these questions in part because Charlotte is so spread out and offers a wide range of lifestyle options. I know that if I can match 95 percent of their dreams with specific areas of Charlotte that can afford them their desired lifestyle, they will be happy. I think my knowledge and appreciation of multiple areas around the city, including its rural areas, helps me help them. They know I’m listening to them and attuned to their family’s needs. 
Zanthia Hastings, CRS, achieved her CRS Designation in 2011. She can be reached at zanthia@soldbyzan.com or 704-737-6976.
