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ARIZONA EDITION

HABITS OF HIGHLY PRODUCTIVE AGENTS

5 REASONS WHY YOU NEED A MENTOR

FEATURED AGENTS

JILL HAIRSTON PAUL SIMARI RACHEL BARKLEY TONY CHARD

WELCOME HOME:

WORKING WITH RELOCATORS IN TRANSITION

CREATIVE WAYS TO SAY

THANK YOU

COVER STORY

TONY RAY BAKER GROUP TUCSON ARIZONA

ARIZONA EDITION

Are

PAUL SIMARI

taxes, great outdoors, and just a gr Paul Simari, a REALTOR® with Weichert 7 17hasn’t 18 to live,” Paul said. “As a REALTO Realtors-CLA in Prescott, Arizona, lived in the city for long. The Brooklyn, make it work. My first six month Learning about relocation she takes, especially in the New York native, who grew up in New struggle, including financially. I ha fo Jersey, moved west in 2016 and didn’t and the real estate process on ing, God.transforming But it’s abouthomes readjusti came through the experiphoto sessions. Even thoug become an agent until April of 2018. Yet thinking and finding new avenues. right now, she knows that in barely four years he has become known ence of moving city to city locally as “Prescott Paul,” carefully build- with Jill’s professional Therecall currentthe market limited ag h hardhas working ing his personal brand after a career in baseball player husband. andconsider referral business due to a selling. She hope marketing and advertising. He credits one She travelled with him inventory, Paul said heinisa beyondbut what is asked person for that. approaching $3 million in tran for fifteen years, watched her as the top choice for a r through the first three months of happen and In his to friends andPaul neighbors. “I found God JILL on October 4, 2015, and the process spare time, is involve TONY RAY BAKER HAIRSTON PAUL SIMARI GROUP it changed my whole life, including my moved on to finding hous- church, works closely with the ing arrangements on her own, with and less Prescott Whether it’s homes, a text about arel business veteran direction. moved to Area Association ofand REAL service is the foundation of one like a 25-year was. She is less super knowledgeable There’s no ofMy momRachel new construction, luxury and is working hard in general to overcome Arizona abouthelp 35 years ago and I came to visit her and from agents. When her husband retired, it was great equity that a property 21to 22 andidential Barkley’s real estate the business. about the market was and able to crereal estate industrygot when comes commercial sales, which ha called thethe “stagnation” of community a feelit for the lay ofbuild the land, and basically IShe madeunderstood time to her own career. touch with her client events family TONY GROUP understanding proper the client When made him oneThat of the most sought-aft ending years working in RAY the BAKER ate a search that included exactly what I of the pandemic. includes the great blue leapcare. of faith. Now I love the people, the terrain, the details and steps required for relocations, having sonable and stays fresh in g jazz festivals and other events that he and hisA weather … everything,” Paul said. “I went to work for Realtor Tony Chard agrees to work with Realtors in the Phoenix Metro area. TUCSON ARIZONA t industry, the importance of wastimes looking for. I kids. wasWith buying from out done it multiple with her twoto herReshel, landed her over $5.5 million four years, frequented in downtown Pre a small local newspaper and was selling advertising a client, he isn’t just thinking long about experience least 80 his helping businesspeople, come with the Rachel industry solid She of loves an exceptional experience of from town and wasa cool so percent helpful by really town.” agents. I time got feedback the agents saying and houses. “I’m attentivereal to estate details, somethrough referrals or repeat clients, wh ® mentor guiding her along, studying for athat license felt interested homes, people looking for ’ andhouse after ‘Hey, you would make a great REALTOR led in her early on. Shething decided going to each I was I think I got fromthinking my father,” Tony’sPaul’s professionalism thfi thea natural step. controlpraise of herforward, day vestment With aboutlike itTony for couple ofnext I didHaving it. My life, Going plan properties. is to stay onand the sa er real estate license explains. in 1997,“If I’m helping in years and taking video while giving great someone personalized attention he gives them especially myand lifebuy with God, really started to reform me. “Money is not the motivator for me; doing my being able to spend time with the kids made filling to watch people see ly began working in new home ontothe and minus of became them this real person that loved people, that wants do pluses serve ishomebuyer’s my motivation and representing a house, I’m going to Ipresent with One description ofgoditht estate thecommentary only choice. when they never thought good, that listens, that goes out of my way to help somecan,” he said. ter getting married and moveach place. We foundexperience a great house and“This was my fir the pros and cons of all the homes we are is typical: body else. Real estate is a greatTONY avenue for that.” RACHEL BARKLEY CHARD

JILL HAIRSTON

RACHEL BARKLEY TONY CHARD

looking neightime buying aJillhome Tony washits was fourpounced! years ago. Even In that time, she hot earned loves staying local, lifornia, she took a job withat, a I’m going to vet the That in this market, weand the I’m brokerage’s top agenttoaward forbid agents with Agritopia and the Coffee S borhoods we are comparing, helpful in making sure I understoo God helpedand Paul, and now Paul is returning the favor r, focusing on a revitalization were able find, on and close on a that less than three years sales. Now,inshe every works step with of the Youprocess also can hermad usi going to try to anticipate any problems andfind really in multiple ways. He averages aboutof$4-5 million San Pedro. This path eventuhouse quickly andmetro without issues.”skills, volunteering hitting a team the East Valley annually eveninthough COVID hasPhoenix drastically before they occur. I’llvolume be there to help mearea feelthat like a priority client. Even aft CONTENTS er back to Arizona, where she the sale too, changed market. HeQueen found aCreek, home this includes and the surrounding supporting non-profits like them after for asthelong as they need me, atGilbert theWeichert process was over, Tony went above and beyon agency andMother has beenShe comfortable ininthe small, fam-a when areas. grew up Gilbert, back it was west Arizona Sisters, eak to raise her children. Two and a half years to a 14-year-old and 12-year-old, Rachel because the aftercare isily-style just assince important as thehappy upfront toinmake sure that everything was going well and Inc con 2019. He’s working Yavapai mostly farmland and essentially the middle of noDog Rescue. When she fin umped back in looked back since. stays active in the community through her childrens’ 4)and 6 hasn’t HABITS OF HIGHLY 19) 5 REASONS service. That’s what it County, means Prescott, to be a true advocate.” gratulate Prescott Valley and Chino Valley, anme on my new property! I will definitely b where. Today, it’s full of fresh new family his friendly supporting sons an recommending servicesbein the futureher to anyone area he called a melting pot of America. er first year back in the industry, she closed schools. She is also part of a senior healthcare group PRODUCTIVE AGENTS housing developments WHY YOU NEED and growing every day. visiting family, still mostly Tony brings wealth of experience to she thathelps advocacy. know looking to buyand or sell theirinto home.” 15.5 million in transactions, and a$17 million where clients sell their homes move landscape they love. Until A MENTOR “We have a lot of retirees and a lot of Californians who He began hisWexler career inReal Southernsenior Oregon’s luxury resort ond year. Today she works with establishments. Although she will pick up the occasional lead here or someplace new to on exper have been coming to Prescott for a long time. The populaPaul Simarisharp can always be reached 14) WELCOME HOME: market in 1997, moving into residential and commerSellers profit from Tony’s negotiation skills his an tion is getting diverse but it’s a slow change. The average and there as needed, over 75% of her business rethings as she possibly can, Scottsdale, serving allcial of Maricopa County. phone at 928-232-2792 or email at salesWITH in 2005. RELOCATORS Two later isheabout and$860,000, hisfrom wife resources of the Misterportunities Rogers Homes Teamand th homeyears in Prescott soloyal it’sthe difficult for WORKING 23) CREATIVE WAYS referrals clients. Sheto puts in her to expand Inmains the near future, Rachel hopes earn hertheir broker’s . Read more PrescottPaulRealty@gmail.com (also a Realtor®) moved to Arizona, where he was he is able to utilize on behalf. The team has first-time buyers to jump in the market at that cost. But hours with integrity, treating those clients exactly long she can maintain th TO THANK Paul YOU and firmas online they find comfort here for the taxshort relief, its SAY low property crime rates,IN an TRANSITION array of outdoor activities and begin training new agents onhishow to at PrescottPaul. recruited by Bank of America tolicense help create their huge online presence. everyone begins the as she would friends and family. They see the care“Almost and professionalism. sale department Chandler, inbecome responsemore to theservice 2008 oriented. home search days,” says Tony. “Our tea tiful scenery, it’s no surprise that thein greater Sheonline finds these this path endM Economic Crisis. After hiring, training and managing creates beautiful, professional photographs andAgent video e area has grown year after year. Originally lessly rewarding, and is eager to see where it leads.Copyright Top Phone 310-734-1440 | Fax 310-734-1440 For more information about Jill Hairston, please call 480-86 negotiators, the head“The of their Mac my of each which we use to market our listing icago, Rachel set roots down he inbecame Arizona, bestFreddie thingtheazrealtorjill@gmail.com about job isproperty, that every single transvisit realsolutionsaz.com/age Closing Division. After leaving| the bankemail in 2010 he on all of the socialormedia platforms and real esta mag@topagentmagazine.com www.topagentmagazine.com all of its amenities and opportunities. She action and every client is different.” obtained his loan originator and mortgage broker’s sites like Zillow or Trulia. We also have a YouTub this issue may be reproduced manner whatsoever without prior consent of the publisher. Top Agent Magazine ping people Nodoportion the oflicense same, whether they’rein anyhelped where he successfully more than 500 channel where buyers can enjoy video tours of ou is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Arizonans or Agent newcomers. Around half of her clients negotiate their short sales through 2016.orAs thesupplied sellers’ Magazine cannot be held responsible for opinions expressed facts by itshomes.” authors. derives fromTorepeat clients and referrals, as returned normal, transitioned back into subscribemarket or change address,tosend inquiryTony to mag@topagentmagazine.com. real above estate. and Going forward, Tony and his wife want to rebrand them Published inresidential theand U.S. goes tizes her clients’ needs selves as the premier husband-wife team in Arizon o ensure a smooth transaction. “I spend a lot Todayinvestors, Tony represents combined experience Top of Agent Magazine working 2with out-of-state so I clients do in Phoenix’s East Valley using their nearly 50 years with the Mister Rogers Homes Team at West USA set the gold-standard of service for the industry an ough virtual tours, making sure they know Realty. He is fluent in the processes of pretty much help homebuyers and sellers all over the Phoenix are http://

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6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 4

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day. Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as Top Agent Magazine

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list. You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second. We all do it! Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do

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4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful. Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova-

tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news? Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 6

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business. Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about. Top Agent Magazine

TONY RAY BAKER GROUP Top Agent Magazine

TUCSON ARIZONA

TONY RAY BAKER The Tucson metro area has endless appeal. With a variety of outdoor activities, from golf to hiking, and a thriving cultural scene, there’s never a shortage of things to do. UNESCO has even recognized Tucson as a City of Gastronomy. Real estate agent Tony Ray Baker can’t think of a better place to call home. “We are the great southwest,” he explains. “Tucson is really on the map right now. We have lots of stuff going on.” Passionate about his area, he even has an app called Tony Ray’s 5 Star Referrals, which refers people to the best restaurants, bars and 8Copyright Top Agent Magazine

professionals in Tucson. His expertise about the region has helped him reach great heights as an agent. He decided to enter the field 28 years ago after struggling to decide what to study in college. “I always worked in sales and did well, so my mom encouraged me to become an agent,” Tony Ray says. He took the leap, earning his license and quitting his job to pursue real estate full-time. Today he works with his partner, Darren Jones and a small team by his side, including three Top Agent Magazine

Top Agent Tony Ray Baker works with his partner, Darren Jones and a small team serving clients in the Tucson metropolitan area. part-time assistants who help with marketing, advertising and paperwork. While the beginning of Tony Ray’s career was mainly based on referrals, the growing popularity of the internet helped him skyrocket. “Once the internet came around, I started building websites and Top Agent Magazine

just began nerding out online,” he says. His website reaches many people throughout the year, and has resulted in 50% of his clientele finding him via online sources. “I still have the same amount of referrals, but I’ve been able to double my business because of the internet.” Copyright Top Agent Magazine9

“There’s always something fun for me to explore and learn about. This career really allows you to discover different aspects about yourself and challenges you in the best ways.” Once those clients begin working with him, they are blown away by his service. His main goal is to get his buyers and sellers through the transaction with as little stress as possible. He’s developed systems to handle details and streamline the process. “We have a full team of people that can assist in anything they need before, during and after the close of escrow. Because we’ve been in business for so long, Copyright Top Agent Magazine 10

we anticipate their questions and educate them beforehand to prevent any worries.” Over the years, Tony Ray has perfected his marketing strategies, allowing him to reach thousands of potential buyers. He offers professional photography, video walkthroughs, 360 degree virtual tours, and more. Once a listing is ready for the market, he distributes it Top Agent Magazine

to over 1,000 websites and locates niche buyers for it. “I have a list of buyers looking for specific styles, so I will send properties out to them when I have something that would suit their needs.” Top Agent Magazine

Loving his community, Tony Ray donates to various charities throughout the year, including those that benefit children and animals. When he’s not working, he’s traveling, gardening, and spending time with friends. Tony Ray Copyright Top Agent Magazine 11

is also preparing for the future, as he has big plans in place for his growth. “I’m looking at building up a small, boutique, concierge service team,” he explains. No matter how much he expands, his love for what he

does will undoubtedly remain. “There’s always something fun for me to explore and learn about. This career really allows you to discover different aspects about yourself and challenges you in the best ways.”

For more information about Tony Ray Baker, please call 520-631-8669 or email TonyRay@SeeTucsonHomes.com Copyright Top Agent Magazine 12

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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 14

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. Top Agent Magazine

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?

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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Area Specialist JILL HAIRSTON Learning about relocation and the real estate process came through the experience of moving city to city with Jill’s professional baseball player husband. She travelled with him for fifteen years, watched the process happen and moved on to finding housing arrangements on her own, with less and less help from agents. When her husband retired, it was time to build her own career. She understood the details and steps required for relocations, having done it multiple times with her two kids. With her long time experience with the industry and a solid mentor guiding her along, studying for a license felt like the natural next step. Having control of her day and being able to spend time with the kids made real estate the only choice.

she takes, especially in the intricate detail of staging, transforming homes for beautiful professional photo sessions. Even though the market is very hot right now, she knows that everyone will see and recall the hard working agent when they need to consider selling. She hopes she can go above and beyond what is asked in any transaction, keeping her as the top choice for a referral when clients talk to friends and neighbors.

That was four years ago. In that time, she earned the brokerage’s top agent award for agents with less than three years of sales. Now, she works with a team in the East Valley Phoenix metro area that includes Queen Creek, Gilbert and the surrounding areas. She grew up in Gilbert, back when it was mostly farmland and essentially the middle of nowhere. Today, it’s full of fresh new family friendly housing developments and growing every day.

Jill loves staying local, hitting Joe’s Farm Grill at Agritopia and the Coffee Shop at Liberty Market. You also can find her using her college softball skills, volunteering hitting and pitching lessons, supporting non-profits like SASi Girls AZ (Southwest Arizona Sisters, Inc.) and the 2nd Chance Dog Rescue. When she finds a free moment, it will be supporting her sons and their sports teams or visiting family, still mostly throughout the Arizona landscape they love. Until her next trip to Cancun or someplace new to experience as many different things as she possibly can, she’ll be looking for opportunities to expand and grow her business – as long as she can maintain the same level of service and professionalism.

Whether it’s a text about a local listing, or noting the great equity that a property is building, Jill keeps in touch with her client family. She keeps contact personable and stays fresh in their minds, a tactic that landed her over $5.5 million in transactions last year. She loves helping people, whether it’s for starter homes, people looking for their forever home or investment properties. With first time buyers, it’s fulfilling to watch people see their dreams come true, when they never thought it could happen.

Although she will pick up the occasional lead here and there as needed, over 75% of her business remains referrals from loyal clients. She puts in her hours with integrity, treating those clients exactly as she would friends and family. They see the care

For more information about Jill Hairston, please call 480-861-5557, email theazrealtorjill@gmail.com or visit realsolutionsaz.com/agent/jill-hairston www.

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PAUL SIMARI Paul Simari, a REALTOR® with Weichert Realtors-CLA in Prescott, Arizona, hasn’t lived in the city for long. The Brooklyn, New York native, who grew up in New Jersey, moved west in 2016 and didn’t become an agent until April of 2018. Yet in barely four years he has become known locally as “Prescott Paul,” carefully building his personal brand after a career in marketing and advertising. He credits one person for that. “I found God on October 4, 2015, and it changed my whole life, including my business direction. My mom moved to Arizona about 35 years ago and I came to visit her and got a feel for the lay of the land, and basically I made the leap of faith. Now I love the people, the terrain, the weather … everything,” Paul said. “I went to work for a small local newspaper and was selling advertising to real estate agents. I got feedback from the agents saying ‘Hey, you would make a great REALTOR®’ and after thinking about it for a couple of years I did it. My life, especially my life with God, really started to reform me. I became this person that loved people, that wants to do good, that listens, that goes out of my way to help somebody else. Real estate is a great avenue for that.”

taxes, great outdoors, and just a great place to live,” Paul said. “As a REALTOR® you make it work. My first six months was a struggle, including financially. I had to rely on God. But it’s about readjusting your thinking and finding new avenues.” The current market has limited his repeat and referral business due to a lack of inventory, but Paul said he is already approaching $3 million in transactions through the first three months of the year. In his spare time, Paul is involved in his church, works closely with the PAAR, Prescott Area Association of REALTORS®, and is working hard in general to overcome what he called the “stagnation” of community events because of the pandemic. That includes the great blue grass and jazz festivals and other events that he and his wife of four years, Reshel, frequented in downtown Prescott, “a really cool town.” Going forward, Paul’s plan is to stay on the same path. “Money is not the motivator for me; doing my best to serve is my motivation and representing god the best I can,” he said.

God helped Paul, and now Paul is returning the favor in multiple ways. He averages about $4-5 million in volume annually even though COVID has drastically changed the market. He found a home at this Weichert agency and has been comfortable in the small, family-style since 2019. He’s happy working in Yavapai County, Prescott, Prescott Valley and Chino Valley, an area he called a melting pot of America. “We have a lot of retirees and a lot of Californians who have been coming to Prescott for a long time. The population is getting diverse but it’s a slow change. The average home in Prescott is about $860,000, so it’s difficult for first-time buyers to jump in the market at that cost. But they find comfort here for the tax relief, its low property 18

Paul Simari can always be reached on his cell phone at 928-232-2792 or email at PrescottPaulRealty@gmail.com. Read more about Paul and his firm online at PrescottPaul.com http://

5 Reasons Why You Need a Mentor As great as it might feel to start your own business, and be solely responsible for its success, at some point, every entrepreneur reaches the limit of their potential, and needs a boost that only experience can provide. But how do you get a lifetime of experience when you’re just starting out? Sure you can read countless books, but no book can replace the real life experience and advice of a mentor. Mentors not only provides valuable insights, but they also have access to valuable connections as well. In fact a majority of the Top Agent Magazine

most successful CEOs and entrepreneurs in the country have said that having a mentor early on was instrumental in their success. Here are some of the reasons why.

1. They’re able to see where you need improvement, when you can’t When you’re working non-stop to get your business off the ground, you might feel sensitive to any criticism from people who aren’t going through what you are. A good

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mentor knows exactly what you’re going though, and has probably made every mistake. When you’re in the thick of it, you might not be able to see where the problems are. A knowledgeable outsider, who knows exactly where you’re at and has only your best interests at heart is just what you need. When you have a trusting relationship with someone like that, you will be more willing to listen to that brutal honesty, even if that constructive criticism stings.

energy into it. They can see things in a completely logical way and guide you based on the facts rather than emotion. A good mentor helps you work smarter, not harder. They help you focus on your goals and how to get there, as well as setting boundaries for you so you don’t overextend yourself. They teach you how to say no and help you let go when you need to move on from a setback.

2. They will encourage you to think outside of the box

In addition to expertise, building a strong network is something that can only come with time. A mentor will most likely have that already, giving you access to people and resources that would take others years to gain. These connections will lead to opportunities that might never have happened otherwise. It’s also a great confidence boost knowing that your mentor trusts and believes in you enough to invite you into their inner circle.

Years of experience can give someone a great idea of what works and what doesn’t. They’ve seen things first hand, not just in theory. At the same time, mentors recognize the importance of taking chances, calculating risks, as well as cutting losses and moving on. A good mentor isn’t trying to encourage you to be a carbon copy of them, they are trying to create the best ‘you’ possible. That includes encouraging you to take chances, and then being there pushing you to keep going forward if it doesn’t work out. A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and 20

4. Networking

5. Encouragement At the heart or it all, a mentor offers you encouragement and motivation along the way, in good times and in bad. After a failure, it can be hard to get back on track and keep forging ahead. It helps to have someone who has spent year getting back up after being known down and coming out stronger than ever. It’s during those moments, when you feel alone and isolated, that having someone around offering you advice and positive feedback will be a much needed salve. They’re your cheerleader, they want you to succeed, and hopefully, you’ll pay it forward one day when you become as successful as them.

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RACHEL BARKLEY Customer service is the foundation of Rachel Barkley’s real estate business. After spending years working in the restaurant industry, the importance of providing an exceptional experience was instilled in her early on. She decided to earn her real estate license in 1997, and quickly began working in new home sales. After getting married and moving to California, she took a job with a developer, focusing on a revitalization project in San Pedro. This path eventually led her back to Arizona, where she took a break to raise her children. Two and a half years ago, she jumped back in and hasn’t looked back since. During her first year back in the industry, she closed around $15.5 million in transactions, and $17 million in her second year. Today she works with Wexler Real Estate in Scottsdale, serving all of Maricopa County. With low crime rates, an array of outdoor activities and beautiful scenery, it’s no surprise that the greater Scottsdale area has grown year after year. Originally from Chicago, Rachel set roots down in Arizona, enjoying all of its amenities and opportunities. She loves helping people do the same, whether they’re lifelong Arizonans or newcomers. Around half of her business derives from repeat clients and referrals, as she prioritizes her clients’ needs and goes above and beyond to ensure a smooth transaction. “I spend a lot of time working with out-of-state investors, so I do very thorough virtual tours, making sure they know exactly what everything in a home looks like,” Rachel explains. “I go above and beyond to walk them through it.” From beginning to end, Rachel is patient and only wants what is best for them. She provides them with all the information they need to make educated decisions. With the market becoming increasingly competitive, those who choose Rachel are impressed by her ability to get them what they want. One buyer recently said, “I can not say enough about how amazing working with Top Agent Magazine

Rachel was. She is super knowledgeable about the market and was able to create a search that included exactly what I was looking for. I was buying from out of town and Rachel was so helpful by going to each house that I was interested in and taking video while giving great commentary on the pluses and minus of each place. We found a great house and pounced! Even in this hot market, we were able to find, bid on and close on a house quickly and without issues.” Mother to a 14-year-old and a 12-year-old, Rachel stays active in the community through her childrens’ schools. She is also part of a senior healthcare group where she helps clients sell their homes and move into senior establishments. In the near future, Rachel hopes to earn her broker’s license and begin training new agents on how to become more service oriented. She finds this path endlessly rewarding, and is eager to see where it leads. “The best thing about my job is that every single transaction and every client is different.”

For more about Rachel Barkley, please call 602-820-6192 or email rachel@wexlerrealestate.com Copyright Top Agent Magazine 21

TONY CHARD There’s no one like a 25-year veteran of the real estate industry when it comes to understanding proper client care. When Realtor Tony Chard agrees to work with a client, he isn’t just thinking about houses. “I’m attentive to details, something I think I got from my father,” Tony explains. “If I’m helping someone buy a house, I’m going to present them with the pros and cons of all the homes we are looking at, I’m going to vet the neighborhoods we are comparing, and I’m going to try to anticipate any problems before they occur. I’ll be there to help them after the sale too, for as long as they need me, because the aftercare is just as important as the upfront service. That’s what it means to be a true advocate.” Tony brings a wealth of experience to that advocacy. He began his career in Southern Oregon’s luxury resort market in 1997, moving into residential and commercial sales in 2005. Two years later he and his wife (also a Realtor®) moved to Arizona, where he was recruited by Bank of America to help create their short sale department in Chandler, in response to the 2008 Economic Crisis. After hiring, training and managing negotiators, he became the head of their Freddie Mac Closing Division. After leaving the bank in 2010 he obtained his loan originator and mortgage broker’s license where he successfully helped more than 500 clients negotiate their short sales through 2016. As the market returned to normal, Tony transitioned back into residential real estate. Today Tony represents clients in Phoenix’s East Valley with the Mister Rogers Homes Team at West USA Realty. He is fluent in the processes of pretty much every sector of the real estate industry, including loans,

new construction, luxury homes, and residential and commercial sales, which has made him one of the most sought-after Realtors in the Phoenix Metro area. At least 80 percent of his business comes through referrals or repeat clients, who praise Tony’s professionalism and the personalized attention he gives them. One homebuyer’s description of her experience is typical: “This was my first time buying a home and Tony was so helpful in making sure that I understood every step of the process and really made me feel like a priority client. Even after the process was over, Tony went above and beyond to make sure that everything was going well and congratulate me on my new property! I will definitely be recommending his services in the future to anyone I know looking to buy or sell their home.” Sellers profit from Tony’s sharp negotiation skills and the resources of the Mister Rogers Homes Team that he is able to utilize on their behalf. The team has a huge online presence. “Almost everyone begins their home search online these days,” says Tony. “Our team creates beautiful, professional photographs and videos of each property, which we use to market our listings on all of the social media platforms and real estate sites like Zillow or Trulia. We also have a YouTube channel where buyers can enjoy video tours of our sellers’ homes.” Going forward, Tony and his wife want to rebrand themselves as the premier husband-wife team in Arizona, using their nearly 50 years of combined experience to set the gold-standard of service for the industry and help homebuyers and sellers all over the Phoenix area achieve their real estate goals.

Tony is fluent in both English and Spanish. If you would like his help buying or selling a home, contact him at 480-233-8660 or email tonysellsaz@gmail.com 22

Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives. But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend. 23

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