ARIZONA 3-16-20

ARIZONA EDITION

5 Lessons from Silicon Valley to Modernize and Monetize Your Business How to Cut Down on Digital Distractions and Up Your Productivity

FEATURED AGENTS

SARAH ALLEN CASEY COMPERNOLLE SAM ROBERTS CHRIS TILLER KATY WHITE

Welcome Home: WORKING WITH RELOCATORS IN TRANSITION

COVER STORY

LORI REILAND

ARIZONA EDITION

The team at Arizona Premier Title is proud to congratulate

LORI REILAND 7

LORI REILAND

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SAM ROBERTS

on being featured for the State of Arizona in Top Agent Magazine!

23 SARAH

ALLEN 24

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KATY WHITE

CASEY COMPERNOLLE 27 CHRIS TILLER

When you sit down to chat with 15 years, and was For Arizona-based top agent show tickets to a restaurant Chris gift card, and got raffles it of Tiller started Casey Compernolle, it quickly her church for eight Sarah Allen, working in real to one of her current or former clients.

In ago, addition estate hundreds 15 years an becomes clear why she is considof local estate is the perfect way to Sarah will make a point to personally visit many of he then, he has made a na one of the during top real sands “Last of volunteer balance her family and profes-eredformer clients theestate holiday season. year my himself by building stro in Tucson, Casey volunteers at sional life. After leaving herexperts daughter and IArizona. got dressed up in teens, Christmas gear and (O) 623.248.5398 | (F) 480.624.5398 tionships with his clie first moved to Tucson in 1979 is an active volunte previous career to become a delivered homemade cookies to all of my clients,” say azpremiertitle.com CHRIS for TILLER CASEY COMPERNOLLE as a volunteer SARAH ALLEN AmeriCorps, for in Humanity.

Ove believes putting peop stay-at-home mom, Sarah says with a laugh.

8715 W. Union Hills Drive, Suite 101, Peoria, AZ 85832 and loved the area so much she numerous awards and his clients know th she quickly felt a burning drive decided to make it her home.

Association of Re to get involved in the business When she is isn’t working, Sarah trust loves him to to hike, lookgolf, out go f completing contract Service world.CONTENTS “Becoming a mom gaveAfter mountain biking,her and work to improve her Award. community best interests.

“A lotCa of AmeriCorps she took job atyear, US she Homebuilders, a Keller isonsonumbers, renownedbut tha me a with real sense of wanting to aEvery helps organize Williams’ “red focus be a good role model for my day,” when all of their agents get together to volun residential development company, where she worked for “There is actually 4) WELCOME HOME: 17) HOW TO CUT 25) 5 LESSONS more on relationships,a daughter,” explains.

“I teer afor a local charity.

In addition, Sarah iswith a financia severalshe years before becoming full-time agent.

Over a more she says a hum explains.

“WhenSILICON you focus on the individu WORKING WITH ON DIGITAL FROM wanted to show her thatDOWN youreal can estate have acareer career while supporter of the Heritage Park zoo, and this year ha spanning 36 years, Casey has developed on the transaction, the rest will follow.” also being Realaestate me the flexcommitted to donate portion of allInofthinking her commission RELOCATORS IN a good mom. DISTRACTIONS VALLEY TO deep gives understanding of the Tucson market, and aroutinely about t ibility to spend a lot of time uses with this my expertise kids, whiletoalso toher Stepping Stones, a local shelter that provides a safety provide clients with high quality help her communi TRANSITION AND UP YOUR MODERNIZE AND As part of The W Group, Russ Lyon Sotheby’ building a business.” net for women and children. service that goes above and beyond the norm.

Justin Zirnheld, so servesMONETIZE the SoutheastYOUR Valley, including Ch PRODUCTIVITY business when she 14) 3 MENTAL In the TRICKS three years since she became a full-time agent, In looking to the future, Sarah wants to help others by Mesa, and Tempe. impressive While many agents are whollyGilbert, focused on assisting their An ethics I have. 75Ho BUSINESS Sarah has built a fantastic reputation as one of the go incorporating transformational coaching and motiva THAT WILL TAKE 21)clients 4 WAYS hisis business from repeat and people referralfac cl with transactions, Casey willing tocomes get involved meeting to residential experts in Prescott, Arizona. Although tional speaking into her business.

“I want to share the testamentright to the importance on relatio on much deeper level. “For example, now I have he onplaces your communi YOUR BUSINESS TO MENTORING most of her work is focused in the Quad Cities UP-ANDarea, she story of some of the obstacles I’ve faced, and how rea my clients socially, just sure naturally a client from out of town who“Iissee dealing with an insur- so I’m making I leavk frequently helps clients inCOMING the Phoenix metro. estate has helped me overcome them. I know that there THE NEXT LEVEL EMPLOYEES ance claim because of an icemaker,” Casey explains. my“It’s smalltaken corner of in touch with people,” he says. a lo are people out there who are struggling, and I’d like to MAKES YOU A BETTER “I’ve been working with contractors to get bids on the to build that.”

A key factor in Sarah’s success has been her strong help them.” necessary with the insurance company to work AGENT social media presence and emphasis onrepairs, using videos. through thewalk-through claim, and with the designer to figureaout the Chris specially tai When marketing listing, Every listing gets its own individualized best look for the house.

And once that’s all done, I will list video which includes an intro and outro in which she approach to the individual home. “If I’m se the house and sell ittop forofthem.”two-story condo in downtown Tempe, I’d mar highlights the various features of the property.

On Phone 310-734-1440 | Fax 310-734-1440 this, Sarah has an active YouTube channel on which she very differently from a one-acre horse prop mag@topagentmagazine.com | www.topagentmagazine.com and market, fastidious, Casey’s attitude and approach posts regular updates about theKind, localcaring, real estate downtown Gilbert,” he says. “How I market each No portion of this issueand may be reproduced any manner whatsoever prior consent the publisher. to the businesswithout have clearly beenof huge factorsTop in Agent her Magazine is a monthly seriesincalled Prescott Uncovered.

“Every is scripted according to theTop buyer published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Agentpool.” Chr success.

“I always say put the person first, and the deal month I interview a local business owner in Prescott and finds creative ways to generate interest in a h Magazine cannot be held for opinions expressed or facts supplied by To subscribe change talkresponsible to them about their business why they chose to its authors. willand come,” Casey explains.

This mentality hasor served heraddress, send features that make it unique. One inquiry to mag@topagentmagazine.com.

Published the U.S. locate it here,” she tells us.in “Prescott well, and Uncovered she is nowisataa pointplaying where up all the of her business luxury listing he handled fun way to highlight all of the comes entrepreneurial spirit that from referrals or repeat clients. In fact, she has was the custom-buil of ahas professional chef, with state-of-the-art d resides in our amazing town.”several families within which she 2 Top Agent three generations of aMagazine kitchen as its centerpiece.

“We advertised strate clients, having helped grandparents, parents, and childrenabout For more information Sarah Allen, Beyond her technological prowess, Sarah also uses a to chefs and restaurant owners,” Chris remembe find their homes. www.

mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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Welcome Home:

Working with Relocators in Transition People stage moves for all sorts of reasons.

From the joyous and pre-planned, to the unfortunate and unexpected, new chapters begin with the help of an agent. When you’re working with buyers from a different region, state, or country, the typical complications of a transaction can be compounded. So, what’s a savvy agent to do?

For starters, envision the big picture. Relocators have extra obstacles between them and 4

their dream home. They don’t necessarily know which neighborhoods are ideal for their lifestyle, what they should budget for utilities, what type of homeowner’s insurance is ideal, or how they can tour, let alone close, on a house from afar. All in all, it’s a tall order, but if you can manage a relocation transaction successfully, you could tap into a sizable pool of clientele. Think of it this way: if you’re the shining star of a relocator’s moving process, their word-of-mouth praise could be

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exponential. Likewise, a winning reputation within that client’s corporate sphere could lead to lucrative, stable referrals and partnerships for years to come. Here are a few key ways to help clients navigate the relocation process with minimal stress and maximum results.

Create a full-scale timeline for you and your client that makes expectations clear.

Moving is already one of life’s biggest stressors, but relocations have a dozen more moving parts that your average deal. Consider creating a master-plan of sorts to help you and your client visualize the steps required to achieve success in the midst of a relocation.

Even from afar, your client will be able to refer to the roadmap you’ve set. Likewise, this makes sure you and your client are on the same page regarding expectations, timelines, and checklists. Assemble an articulated, overarching gameplan also helps demystify the process and lower stress. Instead of clients wondering what’s next, what’s needed, who to call, and when to be ready—handy guidelines of your own devising will be at their fingertips.

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Attune your communication style so that nothing goes overlooked or miscommunicated.

Establish early on how your client prefers to communicate and which methods should be excluded. Also, make sure to outline what timeframes are ideal to communicate in, and how often they expect to hear from you with status updates or follow-ups. Some clients might prefer a more hands-off approach that lets you manage most details behind the scenes with updates only when progress is made. Most clients in the midst of a serious relocation, however, will prefer to be in touch more frequently. Customizing is key. If they prefer text messages and emails over calls, that’s a helpful detail to know from the outset. If they prefer face-to-face video chats or can only speak after business hours—those are also key parameters to work within. The less mystery and hassle, the better.

Be a local resource with vetted recommendations and vendors on-hand.

Relocating homeowners may not know the best neighborhoods and their amenities, or where the best school districts are, which areas are high-traffic, or where their dollar might stretch a little further. Identifying your clients’ goals can help narrow this field, but you’ll also want to be careful not to overwhelm them with information. After all, they’re taking on a huge life transition and making a move as an outsider. You’ll want to serve as a onestop-shop who can remove some steps and stress from their organizational obligations.

Have a contractor who can get a head-start on home projects while clients make the move?

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Excellent. Or, perhaps you can provide an out-of-state agent referral so that clients can sell their existing property in a timeline that works in conjunction with their new purchase. Make yourself a community expert and a connector, and you’ve won a client— and their referrals—for much longer than a single transaction.

Think outside the box when weighing variables.

Relocations aren’t your typical transaction.

You’ll need to do a bit more planning to avoid pitfalls along the way. For instance, have you considered how you’ll tour homes with clients if they live hundreds of miles away?

Are there time zone differences to factor in?

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If clients are relocating from another country, are there any special visa or naturalization considerations? How will their belongings travel? Are there pets to relocate? There are plenty of questions to ask and plan for, but the key is to be communicative and thorough up front. The more information and planning time you have, the smoother the transition will go.

There are certified real estate agent designations you can pursue that set you apart for your experience when it comes to relocations, but in lieu of those—arm yourself with the planning details and methods that will make your client a raving fan. In the process, you’ll up your game, create a happy client, and hopefully field similar business for years to come.

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LORI REILAND Top Agent Magazine

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LORI REILAND Top Agent Lori Reiland is used to acclimating newcomers to Arizona. “I work with a lot of snowbirds who come here from somewhere else,” she says, “I help them with knowledge of the community.

Lori Reiland originally came to Arizona in 1992 as the Director of Sales and Marketing for Sunbuilt Homes, a development company building modular homes throughout the state. Real estate came with the territory. “As part of my position, they put me through school to get my 8 Copyright Top Agent Magazine

real estate license.” That company shuttered, but her license allowed her to become a sales trainer.

While training, she discovered Westbrook Village and took a position in new home sales, eventually getting her Broker’s license. Today, she and her niece, Lindsey Reiland-Shoultes, are a team.

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“We make a great team,” she says. They serve the Peoria and Northwest Valley areas, including Westbrook Village, the active-adult community where Lori started. It’s where I do a huge portion of my business.”

And business is going well. Lori estimates about 80% of her business comes from repeat and Top Agent Magazine

referral. “We’re super full-service,” she says. “I work a lot with seniors, so many times I am moving people into assisted living, back with their families, or they’re downsizing. We help them find an estate sale company, refer packers, and handle repairs. We will just do everything that it takes to get the home sold for top-dollar and make it as easy as possible for them.” She’s also used to Copyright Top Agent Magazine 9

Lori and her niece, Lindsey Reiland-Shoultes, are a team.

“We make a great team,” she says. They serve the Peoria and Northwest Valley areas, including Westbrook Village, the active-adult community where Lori started. acclimating newcomers to Arizona. “I work with a lot of snowbirds who come here from somewhere else,” she says, “I help them with knowledge of the community. Really knowing the neighborhood inside and out helps me do a good job for them.”

Lori maintains contact with past clients using a contact management system, sending out emails twice a month. Because many of her clients 10Copyright Top Agent Magazine

predate the days of email, she also still sends out snail mailings and postcards, and markets using fliers. “We do a shred day once a year, for [clients] to come in and shred their documents,” she says. “Also, about three years ago, I took over the Westbrook Village community magazine, which covers the activities and HOA information, and I write [an] editor’s message every month that goes out to the neighborhood.” The magazine allows Top Agent Magazine

her to interview and get to know residents, as well, like the 85-year-old Iron Man who bikes 17 miles every day.

When it comes to marketing her listings, Lori has her convictions. “I’m a true believer that you spend more time up front on the listing and getting it presentable. If you do that, then the listings sell quick and your clients are happier. The first thing I do when they call me...is determine... what needs to be done to make this house sell for top-dollar.” Sometimes, she comes across homes with outdated furniture—“They still look like they’re in 1990 with pastel furniture,” Lori Top Agent Magazine

jokes—and in that case, she recommends first an estate sale to clear everything out, then uses her own staging furniture. For listings, she uses a professional photographer. “My photographer is amazing,” she says. “He makes the rooms look large and bright.”

While her homes may sell for top dollar, it’s the clients that keep Lori interested. “I love my clients,” she says. “I love working with the older population; they have so much to teach us. The generation that I work with has seen so many changes. And they’re brave. It takes courage to grow old.” She values each of her clients for Copyright Top Agent Magazine11

their experience and takes inspiration from them.

“It makes me really look at my life, at where I want to be when I’m retired. Being in a beautiful, active community -- I’m so lucky.”

She also contributes to many organizations in Westbrook Village, including the Veterans Support Club and the ALS foundation fundraiser.

But Lori is involved with the younger generations, too. Her son recently became an Eagle Scout, and she’s been involved in the Boy Scouts for many years, as well as with the local theater and Billy’s Place, a grief support group for children who have experienced a loss. “Basically, if someone asks, I find a way to help, whether in a small way or a large way,” she says.

To learn more about Lori Reiland, visit russlyon.com/agent-profile/lori-reiland-7351478, email lori.reiland@russlyon.com, or call (602) 828-1455 www.

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The team at Arizona Premier Title is proud to congratulate

LORI REILAND

on being featured for the State of Arizona in Top Agent Magazine!

(O) 623.248.5398 | (F) 480.624.5398 azpremiertitle.com www.

8715 W. Union Hills Drive, Suite 101, Peoria, AZ 85832

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3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic.

Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

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Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique.

Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead.

Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

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Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibil14

ities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client. This may seem obvious, but one of the best ways to clarify your communication and ensure your complete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

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Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game.

If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do.

The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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SAM ROBERTS

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SAM ROBERTS “Make a friend” is REALTOR® Sam Roberts motto and the key to his real estate sales success. Prior to his career in real estate, he traveled the country in a motor home selling K-12 software and was good at it. “But then we decided that this wasn’t working for us anymore,” he reveals. “We wanted to settle down in one place, and I had to figure out what I would do next.”

Gold Canyon real estate market. “No one else does that,” he says. “And my clients really appreciate it.”

He turned to his family for advice. “My brother, who sells real estate in Minnesota, said to me, ‘I told you 25 years ago, you should get into real estate.’ And he was right.”

It’s no surprise that Sam appreciates the relationships he makes through his business. “It’s the connections, the face-to-face interactions that bring people back over and over again, and it’s why I love holding open houses.

People tell me, “Sam, your gift is that people like you. I love to hear that.”

Sam got his license in 2014. “And I learned that I love real estate,” he exclaims. “I love everything about it.”

Employing his previous sales skills with training he received at Keller Williams, he created his own unique selling technique. “I have worked for the largest, most influential companies in the world, including Apple, IBM, Oracle, KPMG, and Harcourt Education, and I learned so much during those years,” he says.

And the very first step of his “7 Step Sales Process?” “It’s to make a friend,” he says. “In real estate, it’s the greatest asset. You need to get to know the client and earn their trust.” In his six years as a REALTOR®, one couple has purchased and sold homes with him three times.

Sam says one of his most successful marketing tactics is holding open houses. “I can’t tell you how many houses I sell from an open house event,” he states. “And when I hold an open house, I park my truck out front. When people come through the front door, the first thing I hear is, ‘You must be Sam!’ It is an instant ice-breaker and introduction!”

In service to the community, he donates time and money to the Apache Junction Food Bank, a charity that’s close to his heart. “Every year we hold a local Shred-a-Thon offering to shred what people no longer need or want.

In return, “shredders” bring food and/or money for the charity. “So far, we’ve donated hundreds of pounds of food and thousands of dollars,” he says.

What does he do in his spare time? “I love to work,” he admits. “If my wife is off from her job, and I’m working, she comes to help me. We love to be there for the community. We love making friends.”

Sam states that his business is 55% repeat and referral.

“I am customer-focused, analytical, thorough, and a solid negotiator,” he exclaims. “My client service skills consistently exceed expectations and my sales results demonstrate that I am a top producer.”

What sets Sam apart from his peers is his strength in real estate analytics. “I love math,” he admits. “I pride myself on my knowledge of current market conditions, sales trends, neighborhood information, and related services, including mortgage, insurance and inspection information.” To stay connected to his clientele, Sam distributes a quarterly informational publication that analyzes the 16

To learn more about Sam Roberts, email samrobertsgc@gmail.com, visit samrobertsrealestate.com, or call (480) 729-9080 http://www.

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How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— Top Agent Magazine

it can feel impossible to untangle yourself from the worldwide web.

As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

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get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time.

While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any.

Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew.

In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.

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Mute social media notifications and create dedicated check-in times instead.

Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized.

While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority.

That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.

Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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KATY WHITE Katy White had a successful career as a salon owner in Southern California. When she moved to Arizona with her two kids, she decided to make the leap and change careers as well. She went to real estate school, became licensed in 2013, and she’s been going strong ever since. She’s now one of the most well respected agents in the North Scottsdale area.

“I’m sensitive to their needs, and I let them know I want to help them sell their home for the best possible price,” she says. She hires professional photographers to ensure the property looks its best online, and often has them do twilight shoots. She believes in hosting open houses even before the listing is posted on the MLS to drive interest and buzz.

Many of her clients are people she meets organically at open houses or in the community, or who are referred to her by previous clients. Her communication skills set her apart from other agents in the area.

“I’m a little bit old school and I answer my phone,” she says with a smile. “I’m immediate to respond.”

She’s very straightforward with her clients, and they appreciate her immediate attention and her commitment to being responsive and honest. “I make sure my clients are informed during every step of the process,” she says. “For me, that’s very important.”

To stay in touch with past clients, she sends helpful monthly emails and doesn’t hesitate to pick up the phone to call and catch up.

“The thing that I like the most about my job is knowing someone is going to call me for their next transaction because I communicated well with them, and got the job done in a way that was seamless,” Katy says. She also loves doing ongoing career development so that she’s able to empower her clients with her knowledge of the industry, and its rules, laws, and regulations.

Katy raised her two kids on her own and she’s very proud of their accomplishments. Her son is a Search & Rescue medic in the Navy, and her daughter is a volleyball player and college senior graduating at the top of her class. In Katy’s cherished free time, she enjoys running, mountain biking, going to the gym, and playing tennis. For the future, she plans to continue growing her business while maintaining the same high level boutique service. She also plans grow a team so she can mentor up-and-coming agents and help them achieve the same career success she now enjoys.

When it comes time to market listings, Katy meets one-on-one with clients to advise them on minor needed updates and repairs, decluttering, and staging.

To find out more about Katy White, email katywhiteaz@gmail.com, call (623) 980-8452, or visit Katywhitehomes.com http://

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4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent In the world of real estate, there are always new agents joining the ranks. Even if you’ve been practicing for just a few short years, you’ve likely learned your fair share of lesson along the way. As an agent, much of your working philosophy is derived from first-hand experience and your work on the ground. This means that new agents are less prepared for the inevitable curveballs of the industry. That’s where you come in.

While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thoughtTop Agent Magazine

fully explore and demonstrate their own ideologies, practices, and rationale. With that in mind, take a look at some of the benefits of mentorship below, and you’ll get a sense of why counseling new agents can be a boon to your own business.

Teaching lessons to others reinforces your own professional values.

Showing the ropes to young agents is a great way to brush-up on your foundational skills.

Verbalizing and demonstrating processes, or walking through the rationale behind negotiation tactics—all cause mentors to think through their established practices and outline in detail why they’ve chosen this route over an

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alternative. This helps older agents fine-tune their routines, while getting back in touch with the critical thinking that went into constructing those habits.

Mentorships allows you to see the big picture.

surely sharpen your ability as the head of a team. What’s more, you’ll be building skills of empathy, understanding, teaching, and constructive criticism. Working on those skills will better your practice and your ability to lead in your office.

After a lengthy industry tenure, it’s not uncommon for battle-worn agents to lose some steam and begin to burn out. By devoting some time to mentoring up-and-coming agents, you’ll get back in touch with your early days, remembering the excitement, the trials, and the hard lessons gleaned. Spending time with the next generation of real estate professionals can reinvigorate your practice, as seeing the business from the eyes of an eager amateur can inject energy into your working life.

You’ll benefit from seeing things from a new perspective.

Just as working with young agents can help you remember your career’s big picture, you may also benefit from working alongside someone with a new perspective. Young agents bring a different set of skills and awareness to their work, and established agents can benefit from a fresh take. If technology isn’t your strong suit, or you’re interested in tapping the Millennial homebuyer market, working with a younger agent is an excellent way to see through fresh eyes.

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can 22

While some may balk at the time commitment or energy required to take on a mentee or two, you might consider it an act of ongoing education or professional development. While your mentee will undoubtedly benefit from access to your expertise, there’s certainly much to be gained from taking the time to cultivate tomorrow’s real estate leaders.

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SARAH ALLEN For Arizona-based top agent Sarah Allen, working in real estate is the perfect way to balance her family and professional life. After leaving her previous career to become a stay-at-home mom, Sarah says she quickly felt a burning drive to get involved in the business world. “Becoming a mom gave me a real sense of wanting to be a good role model for my daughter,” she explains. “I wanted to show her that you can have a career while also being a good mom. Real estate gives me the flexibility to spend a lot of time with my kids, while also building a business.”

show tickets to a restaurant gift card, and raffles it off to one of her current or former clients. In addition, Sarah will make a point to personally visit many of her former clients during the holiday season. “Last year my daughter and I got dressed up in Christmas gear and delivered homemade cookies to all of my clients,” says with a laugh.

In the three years since she became a full-time agent, Sarah has built a fantastic reputation as one of the go to residential experts in Prescott, Arizona. Although most of her work is focused in the Quad Cities area, she frequently helps clients in the Phoenix metro.

In looking to the future, Sarah wants to help others by incorporating transformational coaching and motivational speaking into her business. “I want to share the story of some of the obstacles I’ve faced, and how real estate has helped me overcome them. I know that there are people out there who are struggling, and I’d like to help them.”

A key factor in Sarah’s success has been her strong social media presence and emphasis on using videos.

Every listing gets its own individualized walk-through video which includes an intro and outro in which she highlights the various features of the property. On top of this, Sarah has an active YouTube channel on which she posts regular updates about the local real estate market, and a monthly series called Prescott Uncovered. “Every month I interview a local business owner in Prescott and talk to them about their business and why they chose to locate it here,” she tells us. “Prescott Uncovered is a fun way to highlight all of the entrepreneurial spirit that resides in our amazing town.”

Beyond her technological prowess, Sarah also uses a number of fun and inventive ways to build and maintain relationships with clients. Each month she runs a giveaway in which she selects a prize ranging from Top Agent Magazine

When she is isn’t working, Sarah loves to hike, golf, go mountain biking, and work to improve her community.

Every year, she helps organize Keller Williams’ “red day,” when all of their agents get together to volunteer for a local charity. In addition, Sarah is a financial supporter of the Heritage Park zoo, and this year has committed to donate a portion of all of her commissions to Stepping Stones, a local shelter that provides a safety net for women and children.

For more information about Sarah Allen, please visit allenregroup.com, call 928-925-4072 or email sarah@allenregroup.com www.

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CASEY COMPERNOLLE When you sit down to chat with Casey Compernolle, it quickly becomes clear why she is considered one of the top real estate experts in Tucson, Arizona. Casey first moved to Tucson in 1979 as a volunteer for AmeriCorps, and loved the area so much she decided to make it her home.

After completing her contract with AmeriCorps she took a job at US Homebuilders, a residential development company, where she worked for several years before becoming a full-time agent. Over a real estate career spanning 36 years, Casey has developed a deep understanding of the Tucson market, and routinely uses this expertise to provide her clients with high quality service that goes above and beyond the norm.

While many agents are wholly focused on assisting their clients with transactions, Casey is willing to get involved on much deeper level. “For example, right now I have a client from out of town who is dealing with an insurance claim because of an icemaker,” Casey explains.

“I’ve been working with contractors to get bids on the necessary repairs, with the insurance company to work through the claim, and with the designer to figure out the best look for the house. And once that’s all done, I will list the house and sell it for them.”

15 years, and was the head of the missions committee at her church for eight years. In this role, she helped organize hundreds of local and national projects involving thousands of volunteers. Currently she is a foster parent for teens, volunteers at the local food bank every month, and is an active volunteer for Market on the Move and Habitat for Humanity. Over the course of her career she has won numerous awards including, most recently, the Tucson Association of Realtors 2019 Outstanding Community Service Award. Casey’s dedication to community service is so renowned that she even has a street named for her.

“There is actually a Casey Compernolle loop in Tucson,” she says with a humble laugh.

In thinking about the future, Casey wants to continue to help her community and is excited to mentor her son, Justin Zirnheld, so that he can eventually take over her business when she retires. “I want to teach him the same ethics I have. Honesty, professionalism, the value of meeting people face-to-face, and having a positive impact on your community. I’m focused on doing good, and making sure I leave a legacy of having helped improve my small corner of the world.”

Kind, caring, and fastidious, Casey’s attitude and approach to the business have clearly been huge factors in her success. “I always say put the person first, and the deal will come,” Casey explains. This mentality has served her well, and she is now at a point where all of her business comes from referrals or repeat clients. In fact, she has several families within which she has three generations of clients, having helped grandparents, parents, and children find their homes.

When Casey isn’t at work, she loves reading, going to Jazzercise classes, and cheering on the University of Arizona’s men’s basketball team (for which she has season tickets). She also spends a great deal of her time giving back to her community. Casey volunteered for the Red Cross for 24

For more about Casey Compernolle, please visit tierraantigua.com, call 1-520-907-4718 or email realestatecasey@gmail.com www.

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5 Lessons from Silicon Valley to Modernize and Monetize Your Business Silicon Valley may be the region for disruptors, tech entrepreneurs, and futurists, but even the most forward-thinking, abstract companies are still businesses that have to keep tabs on their bottom line. There’s much to learn from America’s fastest-growing sector, and even if Silicon Top Agent Magazine

Valley seems like a world unto its own, there are key lessons prime for adaption in your own endeavors. Below, consider a few ways to translate the trends and teachings of Silicon Valley for your own business, and reap the rewards in the process.

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1. Diversify your value Real estate is a business built on relationships, but your relationships will go stale if the only thing you communicate is you interest in making a sale. In order to sustain relationships for the long term, you’ve got to remain valuable to your clients beyond the transaction. Serve as a local resource, not just a salesperson or real estate expert. Ensure your marketing materials, social media presence, and communications offer useful, relevant, and original content your clients will benefit from. What’s more, vary your communications so that every time you reach out it’s not just about new business or a referral.

2. Company culture matters Silicon Valley tech giants always emphasize the importance of company culture—not just as a way of drawing and retaining talent, but also as a way to appeal to clientele. What are your company’s values? What do you stand for? How you’re positioned in the marketplace is becoming just as important as what you do and how well you do it. Your company culture is part of your branding, and your brand should feel clear and composed to clients eyeing your services.

3.Think big picture More and more, clients want to have an experience, not just a transaction. When it comes to buying a home, this means they care more about a property’s bedroom and bathroom count. As an agent, consider showcasing properties in terms of lifestyle. What neighborhood amenities are nearby? What opportunities are there for community involvement? How does public 26

transportation stack up in the area? Before making the purchase of a lifetime, clients want to envision a complete lifestyle.

4. Leverage multiple platforms By now, you probably recognize that social media is not afterthought. Your social media presence should fit your brand and voice, interact across platforms, and actively engage with your audience. In other words, if you want to reap the benefits of social media, it’s not enough to post a few times a month and walk away. Active engagement means responding to comments, interacting with your followers’ profiles, and posting original content beyond a sales pitch.

Likewise, you’ll want to be active across multiple social media platforms and ensure that your profiles are interconnected. That way, you’ll be working from a unified voice and brand.

5. Reputations rule the roost Never underestimate the power of word-ofmouth marketing and testimonials. If you haven’t asked for feedback from past clients, and you aren’t sharing positive testimonials and reviews—you’re missing out on one of the most powerful tools at an agent’s disposal. You can pitch the virtues of your working style all day long, but those courting your business want to hear about positive experiences from the client’s perspective.

If you want to take your business to the next level and maximize the twenty-first century values of a company on the rise, look to the lessons of Silicon Valley to get your start. There are always opportunities to innovate, and doing so will help you break from your routine and stand apart from the pack.

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CHRIS TILLER Chris Tiller got started in real estate 15 years ago, and since then, he has made a name for himself by building strong relationships with his clients. He believes in putting people first, and his clients know they can trust him to look out for their best interests. “A lot of people focus on numbers, but I focus more on relationships,” Chris explains. “When you focus more on the individual than on the transaction, the rest will follow.”

As part of The W Group, Russ Lyon Sotheby’s, Chris serves the Southeast Valley, including Chandler, Gilbert, Mesa, and Tempe. An impressive 75-80% of his business comes from repeat and referral clients, a testament to the importance he places on relationships.

“I see my clients socially, so I’m just naturally keeping in touch with people,” he says. “It’s taken a long time to build that.”

When marketing a listing, Chris specially tailors his approach to the individual home. “If I’m selling a two-story condo in downtown Tempe, I’d market that very differently from a one-acre horse property in downtown Gilbert,” he says. “How I market each listing is scripted according to the buyer pool.” Chris often finds creative ways to generate interest in a home by playing up the features that make it unique. One recent luxury listing he handled was the custom-built home of a professional chef, with a state-of-the-art designer kitchen as its centerpiece. “We advertised strategically to chefs and restaurant owners,” Chris remembers. “We had a name-brand chef from the area come and cook a private dinner for a group of people, to expose the home to people who would appreciate the kitchen. And we ended up selling it to one of the attendees.”

This individual attention has netted excellent results: Chris did about $12 million in volume last year. But, Top Agent Magazine

he emphasizes, it’s not really about the numbers. It’s about the people. “Some of my luxury people call me and want to buy a $150,000 investment property and I handle that the same as their $2 million transaction,” he says. “The structure of my business has been very consistent for 15 years. I’m always just trying to find new ways to provide value to my clients.”

Chris’s dedication to people includes giving back to his community. He is active with the charity Feed My Starving Children, in Mesa, as well as groups in downtown Phoenix to aid survivors of domestic abuse. When he is not working, Chris loves to spend time with his wife and their two kids, taking trips to the mountains, getting outside, and enjoying the beautiful weather.

In the future, “I want to continue bringing value to the people who trust me with their transactions,” Chris says. “I keep up with changes in the market so I can educate my people and give them honest advice about how the decisions they make today will impact their future. Instead of focusing on how big can I grow, I focus on how I’m adding value to my clients. That’s the biggest thing for me. It’s all about relationships.”

To find out more about Chris Tiller, please call 602.561.1346, email chris.tiller@russlyon.com, or visit thewgroupaz.com www.

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