Marketing Maven

Katie McAllister seems to have an endless well of creativity when it comes to promoting her real estate business. She has the usual arsenal of McAllister Real Estate–branded pens, notebooks, and T-shirts, but McAllister, 27, also sponsored a float in a local parade, advertised historic listings on the popular CIRCA Old Houses website, and even created a branded dispenser for dog waste bags in a local park. “I always have new ideas,” says McAllister, who also maintains an Instagram account for her beloved Siberian huskies, Juneau and Bella. “I think marketing is fun.”

McAllister brings equal energy to her association involvement—she just finished a term as her local association’s treasurer, is currently serving as the association’s 2022 secretary, and founded the only Young Professionals Network in Maine. She also steps up in her community—she is a member of her local planning board and the assistant women’s basketball coach at a local university. That might sound like a lot, but McAllister disagrees: “When you love what you do, you make time.”

Shaquille McCray

Team Member Keller Williams Flagship—The Newman Group Millersville, Md.

2021 Individual Sales Volume: $13.2 million

2021 Individual Sides: 49

2021 Team Sales Volume: $59.2 million

2021 Team Sides: 182

Creating Community

Shaquille McCray, 29, is a magnet, drawing people together for events such as client appreciation parties and cooking classes. He’s building relationships, but not just for himself. “I don’t do anything just because I want to attract leads to my business,” says McCray, who also teaches mindset classes to young adults. “I deeply care about the youth and my mission is to impact the people and the communities that we operate in.”

McCray’s work ethic was evident early in life. He had a job at 14, purchased his first home at 19, and was the first in his family to graduate from college. While pursuing his bachelor of science from Towson University, McCray built connections by co-founding the Real Estate Club Network, which grew to include more than 100 weekly attendees. He later founded clubs at the University of Maryland, Loyola University Maryland, Johns Hopkins University, and McDaniel College.

McCray’s relationship-building skills are an asset in his role as director of sales for the Newman Group, where he’s responsible for daily group accountability calls, weekly one-on-one accountability meetings, and quarterly and yearly reviews. “I help agents establish their personal wins for the day.” Still, McCray found time last year to help 49 clients buy and sell homes, landing him a spot in Keller Williams’ Top 500 agents.

Bethany Nolan, abr, srs, c2ex

Associate Broker

Nolan Properties LLC

Longview, Texas

2021 Individual Sales Volume: $14.2 million

2021 Individual Sides: 54

The Extra Mile

If knowledge is power, Bethany Nolan, 29, is one powerful agent. After receiving her bachelor’s and master’s degrees in agricultural journalism, Nolan started a career in corporate public relations, but soon realized it wasn’t the right fit. “I didn’t want to be behind a computer all day. I needed to be me.”

Nolan decided to follow in her father’s footsteps. She made the shift to real estate and began racking up designations. “I went through a phase where I got a new designation every quarter,” she says. Then, in 2021, she became a licensed broker in the state of Texas. “Education has always been important to me, and by having my broker’s license—the highest form of education I can receive as an agent—it shows that I am willing to go the extra mile,” Nolan says. Becoming a broker has also given her grounding in the legal aspects of the real estate business. “It makes me feel like I’m a true partner in my family’s business.”

Nolan’s generous about sharing what she’s learned, which has helped her rack up social media followers. Her educational videos, tips, and posts have helped her garner almost 20,000 followers on Instagram and reach more than half a million people per week.

Rachel Opperman

Broker-owner Knockout Real Estate Frankenmuth, Mich.

2021 Individual Sales Volume: $21 million*

2021 Individual Transaction Sides: 100*

‘Never Quit’ Mentality

When Rachel Opperman, 27, worked as a waitress at a German restaurant in her hometown during her college years, she never dreamed of being a real estate professional. But one of her regular customers saw Opperman’s potential.

“He brought up my ability to sell and converse with people,” she recalls.

He eventually became her broker. And five years after that, Opperman bought his real estate firm with a partner, got her broker’s license, and purchased and transformed an old farmhouse into office space for the brokerage.

“I have a ‘never quit’ mentality. It applies to my real estate career but also ties to all aspects of my life,” Opperman says.

After COVID-19 hit, she went door-to-door in her 300-house subdivision, hand-delivering flyers to invite neighbors to her neighborhood Facebook group. “I felt that we needed to create a small-scale community of neighbors helping neighbors, especially in those uncertain times,” she says.

While Opperman has since moved, the group remains active, and she invites every new resident who comes into the area to join it.

*Opperman’s 2021 sales were from JMW Real Estate.

Allie Parker

Individual Salesperson Keller Williams Cary Cary, N.C.

2021 Individual Sales Volume: $20.6 million

2021 Individual Transaction Sides: 48

People First

With her degree in fashion and textile management, Allie Parker thought she had found her dream job with a cosmetics company in 2015. But it wasn’t what she expected. Her desk was in a depressing cubicle with no windows. After two-and-a-half years of feeling isolated, she resigned, traveled to Thailand to reset, and came back resolved to join her father and brother in the real estate world.

Parker, 29, has found a niche in helping younger luxury home buyers. She is one of the youngest members of Keller Williams’ Luxury International and most recently became a founding member of the Keller Williams Sports & Entertainment division.

“Since COVID, a lot of people have been moving from the Northeast and West Coast to North Carolina, and they can afford a lot more here. These younger home buyers are humble and hungry,” Parker says. With a business motto of “work hard and treat people right,” Parker has become close friends with many of her clients. One recently invited Parker and her husband to a destination wedding.

“I knew I was in the right industry,” she quips, “when I got invited to a wedding in Hawaii.”

Samantha Plomer, c2ex

Partner/Two-Person Team

Compass RE Texas Houston

2021 Individual Sales Volume: $6.1 million

2021 Individual Sides: 17

2021 Team Sales Volume: $36.8 million

2021 Team Sides: 97

Next-Generation Leader

Samantha Plomer, 29, says it has always been her nature to seek challenge and opportunity. That’s clear from her list of leadership accomplishments, which includes Houston Association of REALTORS® YPN chair, Region 14 Texas REALTORS® Political Action Committee trustee, and 2019 president of her Women’s Council of REALTORS® chapter. “I’ve always wanted to have a seat at the table. You’ll never, ever find me chilling in a corner,” she says.

Plomer uses her leadership positions to recruit newer agents into association involvement. “I love to help younger agents identify roles they may be good at. From public policy, to MLS, to RPAC, there are so many ways to be involved.”

This can be difficult, says Plomer, as these agents tend to be busy “paddling and paddling, trying to get their businesses afloat.” To pique their interest, she focuses on the value that REALTORS® provide, such as fighting for affordable flood insurance premiums, advocating for housing affordability, and HOA transparency. She reminds her fellow agents that “as agents retire, it’s up to our generation to keep the industry going.”

EJ Pulpan

Team Leader Pertria Inc. Los Gatos, Calif.

2021 Individual Sales Volume: $33.3 million

2021 Individual Transaction Sides: 14

2021 Team Sales Volume: $56.2 million

2021 Individual Transaction Sides: 27

Discovering Purpose

EJ Pulpan, 28, started his real estate career as a property manager, answering calls around the clock. “It was entry-level, but it gave me the opportunity to get to know a lot of people and learn the intricacies of owning real estate,” he says. Pretty soon, Pulpan started pinpointing specific issues affecting properties, from financing to performance. “I was able to start creating my own underwriting models on how the properties were performing,” he said. “I took that information and presented it to stakeholders.”

His work improved company performance and helped clients save—and make—money. Whether working with a large investor holding multiple properties or a mom-and-pop with only one, Pulpan knows how to tailor his formula to meet the client’s needs. Pulpan, a philosophy major who wrestled with the existential question of the purpose of life, discovered that watching others succeed in real estate brings him joy and meaning.

Marcus Rodriguez

Individual Salesperson

Keller Williams Property Team Merced, Calif.

2021 Individual Sales Volume: $10.1 million

2021 Individual Sides: 28

Finding True Reward

When Marcus Rodriguez, 28, educates a potential client on the possibility of homeownership, he’s coming from a place of sincerity and understanding. Many of his clients are single mothers and fathers who viewed owning a home as an unattainable dream. The son of a single mother who moved more than fifteen times when he was a child, Rodriguez knows the concerns of his clients better than most.

“I can relate to a lot of my buyers because they have similar backgrounds,” he says. He also knows what the gift of homeownership can provide a family: stability and safety.

Rodriguez works hard to make such a reality come true for his clients by knowing the ins and outs of buyer assistance programs and by developing relationships with lenders, title companies, and inspectors. “Being able to see a smile on clients’ faces at the end of the day, knowing I’ve helped them buy a home when they didn’t think that was possible—that’s a huge reward,” he says.

Associate Broker

RE/MAX Lifestyles

Hackensack, N.J.

2021 Individual Sales Volume: $20.8 million

2021 Individual Transaction Sides: 42

A Culture of Sharing

Early in her working life, Jennifer Romero, 26, worked at a movie theater, in health care, and as a Starbucks barista. These customer service roles informed how she treats her buyer and seller clients today—and how she trains agents at her brokerage.

“A lot of people get licensed thinking it’s a sales job. But you’re not just selling real estate; you’re also making connections and building trust,” Romero says. “Most clients are in some kind of transition, whether it be marriage, divorce, just moving into the country, or something else. They don’t just need a salesperson. They need compassion.”

This philosophy extends into the brokerage Romero co-founded with business partner Martin Bianchi. “We have a family-oriented culture. We all know each other and help each other, which isn’t typical. A lot of agents won’t share tips with newer agents because it’s competitive and they wonder why they would help anyone else succeed. But I always say, ‘No one has to starve. There’s enough food for everyone.’ ”

Roman Shulyak

Individual Salesperson

SASH Realty

Bellevue, Wash.

2021 Individual Sales Volume: $40 million

2021 Individual Transaction Sides: 59.5

Building on Determination

When reached by phone, Roman Shulyak, 29, shares that he’s had six deals hit pending in the last 48 hours. He admits it hasn’t always been like this: “My first closed transaction took months. It was a $14,000 mobile home, and the commission check was $422.” Still, he was determined to take that deal and “parlay it into opportunities to market myself and meet more people.” At one point, he coldcalled every member of his church to make introductions.

Not all agents have fond memories of their early days, but Shulyak has a fresh perspective and advice for those just starting out. “The biggest advantage you have right now is time. Tell your potential clients, ‘I have all the time for you. I’ll take you to see 20 houses a day or write as many offers as you want.’ Use it to your advantage.”

Shulyak, whose family immigrated to the United States from Ukraine when he was 8 years old, attributes his work ethic to his father, who diligently put in long hours as a mechanic for semitrucks to support their family. “It was the best education I could have asked for,” Shulyak says.

Spencer Sodokoff

Individual Salesperson

Houlihan Lawrence

Greenwich, Conn.

2021 Individual Sales Volume: $38.3 million

2021 Individual Transaction Sides: 25

A Family Affair

Growing up, Spencer Sodokoff watched his mother build a successful business as a real estate agent. Though he initially planned to go into finance, Sodokoff, 29, obtained his real estate license while he was still in college, just in case. A few years later, when his mother’s business became too much for one person to handle, Sodokoff left his position at Morgan Stanley and never looked back.

“Real estate is one of those things where you have to do it right,” says Sodokoff. “You have to put in your time and effort. You can’t do it halfway.” That means reaching out to a wide variety of clients and giving small deals the same level of high-quality service as the big ones.

Whether he’s preparing to list a home, working on a current deal, or helping a new buyer, Sodokoff is in the office seven days a week. In addition to sales, he handles about 30 to 40 rentals a year.

He particularly values the work he does with families who are buying their first home. “You watch these families save up every penny to make sure their kids live the best way possible,” Sodokoff says. “That’s what makes this business so rewarding.”

Marcelo Steinmander

Individual Salesperson

Berkshire Hathaway HomeServices EWM Realty Miami Beach, Fla.

2021 Individual Sales Volume: $17.7 million

2021 Individual Transaction Sides: 54

Reaching New Heights

Marcelo Steinmander still remembers his first view of the Miami skyline from the plane that brought him and his mother and sister to the United States when he was 11 years old. “It was just … striking,” the 28-year-old remembers. “That was the Miami I wanted to get to know.”

A fan of elevation—he spent time around the Andes Mountains as a child— Steinmander was a natural for a career in selling high-rises in Miami. From the well-known luxury names to the boutique buildings and innovative workforce housing projects, Steinmander knows each building intimately and can help determine which units are best suited for the individual needs of his clients.

Apart from a love of physical elevation, Steinmander is also elevating the real estate industry through his approach to work. “I’ve been doing this for 10 years, and I know that how I work dictates my relationships. I show my clients and my network that I’m here to do my job respectfully and make their job easier.”

Moriah Taliaferro

Individual Salesperson

Premier Sotheby’s International Realty Sarasota, Fla.

2021 Individual Sales Volume: $46.6 million

2021 Individual Transaction Sides: 29.5

Adapting to Meet Needs

Moriah Taliaferro, 29, knew that in order to stand out in the Sarasota, Fla., market, she needed real expertise. “Many of the clients I work with are high-net-worth individuals who expect a certain level of knowledge, expertise, and service,” she says. “Early in my career, I made flash cards with all the pertinent rules and information for each condo building in the downtown Sarasota area. I studied those cards every day until I could recite from memory all the information.”

In 2021, amid a rapidly evolving world and market, Taliaferro adapted. More people wanted to move to the area from out of state, so she found a way to provide them with the information they needed. “I began a YouTube vlog in order to share my knowledge with clients who were looking to relocate to the area and needed more information and visuals to help them along in the discovery process,” she says.

More than just providing information, Taliaferro has an overarching goal: “I’m on a mission to make everyone feel at home in Sarasota.”

Emily Tidwell

Team Leader Keller Williams Mobile Mobile, Ala.

2021 Individual Sales Volume: $9 million

2021 Individual Transaction Sides: 50

2021 Team Sales Volume: $21 million

2021 Team Transaction Sides: 114

Teaming Up

“I started my team because I hated teams,” Emily Tidwell, 28, says with a laugh. While this might sound like an oxymoron, Tidwell wanted a structure where she could be a leader—but not the boss. “Today, my team is like a family. There’s loyalty and a real bond.”

That camaraderie stems from Tidwell’s desire to “create top producers and minimize drama.” She works toward this goal by training her team to work with both buyers and sellers and giving the agents the opportunity to cap and earn 100% of their commission.

Building the right team is everything, says Tidwell, who believes that “people are unique” and replacing someone isn’t easy. “I don’t believe that you can just ‘find another one’ if you fail to recruit the right agent,” she says. “I remember meeting someone I wanted to have on my team early on. I had no idea what I could offer her, but I knew talent doesn’t wait. I took the leap of faith to form my team, and she’s been with me ever since.”

Belle Tunstall

Individual Salesperson

The Redux Group of eXp Vienna, Va.

2021 Individual Sales Volume: $37.1 million

2021 Individual Transaction Sides: 63

A Self-Motivator

Entry-level jobs, grad school, marriage—that’s what Belle Tunstall’s friends were doing with their lives when she decided to become an entrepreneur and enter the world of real estate back in 2016. “It felt new and fresh,” Tunstall says. The Northern Virginia native was 22 when she entered the industry determined to succeed. “I knew no one was going to hand it to me, but what my team did give me were the tools.”

In order to take control of her future and create the life she knew she wanted, “I had to ask myself if I was willing to work hard and whether or not I was going to make good use of the tools given to me,” says Tunstall, now 29. She credits her success to two things: a capacity for self-motivation and a background in competitive sports. ”From playing collegiate sports, I have developed this ‘win the day every day’ mentality. When I wake up, I have daily goals and things I need to accomplish. I get after it.”

Being selected for 30 Under 30 was special, she told the Real Estate Rockstars podcast in May. But a lifetime of competitive sports was a great reminder that she wouldn’t be here without her team. “If you experience success in any area of your life, chances are you didn’t get there alone,” she says.

Team Member

PJ Morgan Real Estate

Omaha, Neb.

2021 Individual Sales Volume: $12.2 Million

2021 Individual Transaction Sides: 56

Leveling Up

When Kail Walker, 29, started his career at PJ Morgan Real Estate in 2019, he struggled to find networking events that engaged him. “They felt stuffy, and it was all about, ‘Here’s my business card,’ ” he says. “It felt like a chore.”

Looking to provide a better experience for local real estate professionals, Walker and three business partners launched riseOMA, a biannual networking event that includes education panels, local vendors, and a food drive for charity. The invitation-only event isn’t just for the real estate community. Walker also brings in creative workers like photographers, videographers, and graphic designers to collaborate with real estate pros on projects. The first riseOMA event in July 2019 had 17 attendees. The latest event in February drew 175. (No events were held in 2020 due to the COVID-19 pandemic.) “Omaha needs this,” Walker says. “There’s a lot of talent and amazing businesses here. Getting them into a room together can help this city grow.”

The event has helped Walker’s real estate business grow, too. He estimates that he’s added 100 people to his sphere through riseOMA, relationships that have led to as many as 15 home sales. He’s also gaining name recognition in the real estate community. Walker says of riseOMA: “It’s an experience that you’ll remember.”

Megan Walters

Individual Salesperson

House of Brokers Realty

Columbia, Mo.

2021 Individual Sales: $17.6 million

2021 Individual Transaction Sides: 66

Being of Service

Throughout her high school and college years, Megan Walters, 28, held jobs in the hospitality sector, serving food and tending bar. She says it was the best experience she could have asked for to prepare her for a career in real estate. “It teaches you to put your humility aside to serve another, even if it’s not convenient for you at the time,” she says. When a regular customer encouraged her to get a real estate license, Walters figured it was a way to help people on a meaningful level and pay off her student loans. At the same time, she and her husband started a coffee-bean roasting business, Camacho Coffee. The two enterprises often overlap. Walters brings carafes of coffee to open houses and gives air-roasted beans as thank-you gifts. Colleagues and clients sometimes become coffee subscribers, and the couple gives a portion of their revenue to local nonprofits. Walters is also an active volunteer with her church and organizations that serve children, families, and animals. It’s all a part of her journey to be of service to others.