ARIZONA 9-26-22

ARIZONA EDITION

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TIPS TO GET NEW CLIENTS

HOW TO GET THE BIGGEST RECHARGE OUT

FEATURED AGENT

OF YOUR LUNCH HOUR

CYNTHIA BROWN

TIPS ON BEING

WHAT THE FIRST THING YOU DO AFTER WORK

A GOOD TEAM LEADER

SAYS ABOUT YOU COVER STORY

PATTE KEARNEY

sonable charm and a attitude to the world Cynthia Brown goes or her clients. Cynthia state journey in 2006, h in short sales and d quickly building her ence. Guided by faith e, Cynthia established o resource for her clim the results they need

ARIZONA EDITION

CYNTHIA BROWN 7

for people with special 11 needs. When she is not working or giving back, Cynthia enjoys playing pickleball, walking her dog, hiking, and going out to happy hour with friends.

Looking toward the future, Cynthia says, “I would like to increase my volume while still being able to give my clients the remarkable service that I’m CYNTHIA BROWN PATTE known for. KEARNEY I don’t want to get too big. I would like to expand further into commercial properties and develop more opportunities for my investor clients.”

Banker, Cynthia serves CONTENTS Above all, Cynthia loves solving her oenix area, including cities of Chandler, Gilbert, Mesa, and clients’ problems. “I’m a fixer by nature. I like gets the surrounding communities. “I go ting involved in my clients’ transactions and seeing 4) 5 TIPS TO GET 18) HOW TO GET THE s need me to go,” Cynthia says. She what I can do to help them go smoothly. It’s such a NEW CLIENTS BIGGEST RECHARGE OUT for its beautiful parks and recreation cool feeling to help someone be able to sell the house OF YOUR LUNCH HOUR f which she oversaw in her past career they never thought they could sell, or the buyer who 9) WHAT THE FIRST x Parks Department. “We have beauti- gets their first house, and to be a part of that! I love THING YOU DO AFTER 22) TIPS ON BEING A here, as well as wonderful shopping, being able to identify a problem, figuring out how I WORK SAYS ABOUT YOU GOOD can fix it, and finding theTEAM win-winLEADER that makes everyacilities, and amazing restaurants,” body happy.” his area is a foodie’s paradise!”

PATTE KEARNEY

y to Cynthia’s success, accounting for r business. It’s easy to see why cliPhone 310-734-1440 | Fax 310-734-1440 g back and referring their friends and mag@topagentmagazine.com | www.topagentmagazine.com -in, and I pride myself on remarkable No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine a explains. “My mantra is that once is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top , you’re my Agent friend for the rest of your Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com. never goingPublished to get inrid of me! People the U.S. hey call me whenever they need help My friends say that as a resource, I’m gle! I do2 the most for people, because Top Agent Magazine ture. I have always been this way, and

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5 Tips to Get New Clients

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If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

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Become a referral partner with industry peers

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Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

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with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

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Partner up with a Relocation Company

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Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

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Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much 6

house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

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CYNTHIA BROWN Bringing a personable charm and a can-do fixer’s attitude to the world of real estate, Cynthia Brown goes the extra mile for her clients. Cynthia began her real estate journey in 2006, cutting her teeth in short sales and foreclosures and quickly building her sphere of influence. Guided by faith and perseverance, Cynthia established herself as a go-to resource for her clients, getting them the results they need to succeed.

With Coldwell Banker, Cynthia serves the greater Phoenix area, including the East Valley cities of Chandler, Gilbert, Mesa, and Tempe, as well as the surrounding communities. “I go where my buyers need me to go,” Cynthia says. She praises the area for its beautiful parks and recreation facilities, some of which she oversaw in her past career with the Phoenix Parks Department. “We have beautiful subdivisions here, as well as wonderful shopping, great cultural facilities, and amazing restaurants,” Cynthia says. “This area is a foodie’s paradise!”

for people with special needs. When she is not working or giving back, Cynthia enjoys playing pickleball, walking her dog, hiking, and going out to happy hour with friends.

Looking toward the future, Cynthia says, “I would like to increase my volume while still being able to give my clients the remarkable service that I’m known for. I don’t want to get too big. I would like to expand further into commercial properties and develop more opportunities for my investor clients.”

Above all, Cynthia loves solving her clients’ problems. “I’m a fixer by nature. I like getting involved in my clients’ transactions and seeing what I can do to help them go smoothly. It’s such a cool feeling to help someone be able to sell the house they never thought they could sell, or the buyer who gets their first house, and to be a part of that! I love being able to identify a problem, figuring out how I can fix it, and finding the win-win that makes everybody happy.”

Referrals are key to Cynthia’s success, accounting for over 60% of her business. It’s easy to see why clients keep coming back and referring their friends and family. “I go all-in, and I pride myself on remarkable service,” Cynthia explains. “My mantra is that once you’re my client, you’re my friend for the rest of your life, and you’re never going to get rid of me! People know that, and they call me whenever they need help with anything. My friends say that as a resource, I’m better than Google! I do the most for people, because that’s just my nature. I have always been this way, and it lends itself to real estate.”

Cynthia likes to give back to her community. She volunteers on the board of directors of a local organization that specializes in finding affordable housing

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Contact Cynthia Brown at 602.538.0953, email cynthia.brown@cbrealty.com or visit cynthiabsellshomes.com www.

Copyright Top Agent Magazine 7

Bob Wasieko and V.I.P. Mortgage, Inc is proud to congratulate

Cynthia Brown on being featured in Top Agent Magazine for the state of Arizona!

BOB WASIEKO | NMLS 243140 Producing Branch Manager bobwasieko@vipmtginc.com V.I.P. Mortgage, Inc 9221 E Via de Ventura, Scottsdale, AZ 85258 Cell: 480-257-9080 | Web: bobwasieko.vipmtginc.com www

.

V.I.P. Mortgage, Inc. does Business in Accordance with Federal Fair Lending Laws.

NMLS ID 145502 | Equal Housing Lender | 9221 E VIA DE VENTURA SCOTTSDALE, AZ 85258

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What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives.

But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling.

With that in mind, see how you fare when it comes to post-workday habits...

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Break a Sweat After a long day of work, is your first instinct to strap on your sneakers and take off on a run? Do you stop off at the local yoga studio for an extended stretch? Maybe you head to the weight room to pump some iron. Whatever your exercise pick, if you’re inclined to sweat it out at the end of a long day, you’re likely a routine-oriented profes-

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sional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active. This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul.

Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge.

This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option.

Just make sure that you establish some foundational boundaries so that you maintain an 10

appropriate, healthy balance between your time at work and your time at home with the loved ones and hobbies you cherish. If making way for downtime isn’t easy, try penciling it in the way you would a work engagement. Dinner with a friend, a date night with a significant other, or a solo movie fest can be readily added to your calendar, and thus built in to your regimented schedule.

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine.

Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress.

In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance.

People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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PATTE KEARNEY Top Agent Magazine

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Top Agent Patte Kearney works on a team, led by Martha Andrews, XSELL Realty Group. The team comes complete with a tremendous referral network through personal connections that have been in place for years.

While relocating to Scottsdale from Morrison Colorado, Patte was disappointed by the lack of professionalism she experienced while searching for a new home. No one would answer their phone! She was coming from a corporate environment, and was accustomed to a certain degree of efficiency and expertise. Then she came upon Martha Andrews, who had the attitude and 12 Copyright Top Agent Magazine

knowledge she was looking for. During their interactions, Martha asked Patte to go to work for her. It was an easy decision, and seven years later, it has proven to be the right decision.

Patte works on a team now, led by Martha, XSELL Realty Group. The team comes complete with a tremendous referral network Top Agent Magazine

through personal connections that have been in place for years. Team leader Marths’s son, Mark Andrews, plays in the NFL for the Baltimore Ravens. Martha’s husband, Paul Andrews, is a urologist at the Mayo

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Clinic. So athletes, the medical community and even lawyers are all in the mix of clients. Patte brings in clientele from the motorcycle world as well as her husband is a custom motorcycle builder. The XSELL

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The XSELL team covers Scottsdale from Gold Canyon to Prescott, running transactions with a 90% referral rate from a wide range of past satisfied clients. Patte provides concierge service for relocating executives, new buyers and out of country shoppers. team covers Scottsdale from Gold Canyon to Prescott, running transactions with a 90% referral rate from a wide range of past satisfied clients. Patte provides concierge service for relocating executives, new buyers and out of country shoppers. A recent relocation of a family from Taiwan had Patte being trusted to be their eyes in addition to her usual Realtor® role, with the purchase Copyright Top Agent Magazine 14

of a multi-million-dollar home being done completely remotely without the client ever seeing the house live. She’s sure she puts in more work than most other agents do, ensuring top level service.

There’s a surge happening with clients looking for vacation homes, splitting their life between South Dakota and Arizona. Patte is Top Agent Magazine

dual licensed in South Dakota and Arizona to be able to fully service the split-state lifestyle, driven largely by the motorcycle population she deals with, seasonally following the best weather. Arizona is a far more pleasant environment in the winter months, and motorcycle enthusiasts can enjoy the landscape year-round.

A marketing expert for the team does direct marketing to targeted areas for properties, while the Keller Williams International network handles the global listings. Keeping her service on a personal level, once the

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contract is signed, Patte keeps in client’s lives with personalized gifts and direct phone calls. She’ll soon be utilizing a more efficient database to manage the ever-growing client list, which currently brings in over $150 million in annual transactions for the XSELL team Patte loves working with people, both her colleagues and clients, that spread the range from millennials on up. That diversity means there’s never a dull moment for Patte. Outside of her real estate connections, she spends a good amount of time

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with her Bouvier Des Flanders dog, Enzo.

She loves being part of the community and attending HOA meetings to get entrenched in the local lifestyle. Through more connections within her team, she works with JDRF Junior

Diabetes Fundraiser as well as helping to raise funds for the Spearfish Children’s Hospital in South Dakota. It’s a split state lifestyle, like many of her clients, but she works on being the piece that brings them all together.

For more about Patte, please call 602-399-0806, email Patte@XSellAZ.com and visit https://

luxuryhometouraz.com/member/patte-kearney

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How to Get the Biggest Recharge

Out of Your Lunch Hour When things get busy, it’s typical to find a grab-and-go lunch and keep plugging away on the tasks at hand. While some days demand this kind of hustle, your lunch hour can be a valuable window in which to recharge and set the tone for the latter half of your day. In fact, taking a mindful break at midday can create 18

mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

But how do you maximize that hourlong reprieve amidst a busy schedule?

Here are a few ideas for inspiration, no matter what your tastes or preferred habits may be.

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Taking a mindful break at midday can create mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

GET MOVING Just ten minutes of light exercise can get your blood pumping and your energy renewed.

Step outside and take a brisk walk around the block, or walk to your favorite sandwich shop instead of hopping in your car. Find ways to incorporate light exercise into your lunch hour routine and you’ll not only enjoy a chance to stretch your legs and get your eyes off of screens, but you’ll also reap the health and mood benefits of endorphins. Even extended stretching or mild calisthenics can provide rejuvenating relief in short order.

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PLAY CATCH UP Sometimes catching up with an old friend or family member can brighten your day and give you a morale-boosting outlet beyond the office. During your next lunch hour, why not combine a jaunt around the block with a call to catch up with your sibling or college buddy? Shifting your focus from work and centering instead on a comforting interpersonal relationship can really boost your mood and reinforce your personal values.

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CHANGE YOUR TUNE

SOAK UP THE SUN If you’re tempted to eat your lunch at your desk while staring into the same computer screen that you’ve been working on for hours—think again. Sure, a busy schedule sometimes means making that sacrifice, but when your schedule and weather permits, try to take your lunch outside and disconnect from your office setting. Soak up the sun, feel the breeze, and lift your gaze to the horizon instead of toward your phone or computer screen. The mood-boosting benefits of time spent recharging outside are well-documented, and a change of scenery can give you the boost you need to power through your afternoon to-do list.

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Use your lunch hour to treat your senses. As you eat or get active, try queuing up your favorite music or the latest episode of your favorite podcast. If you focus on the same tasks and stimuli for too long, your brain will fatigue and your focus will erode steadily over time. Shift gears and treat your mind to some music or stimulation outside of your daily tasks. You’ll help yourself relax, recharge, and create a natural transition point for your ensuing afternoon workflow.

Your lunch hour isn’t just about being purely functional. If you want to maintain a steady rate of productivity and leave the office satisfied by the progress of your day—use your lunch hour wisely. As important as it is to nourish your body, also consider nourishing your mind. No matter what your chosen outlet may be, don’t overlook the power of a well-spent lunch hour and the positive benefits that are sure to follow.

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Laughs!

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Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader.

1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really 22

important to figure out where they best fit into the operation. Having every team member be an ‘expert’ in their part of the process leads to seamless transactions and a business that runs like a well-oiled machine.

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Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to…

2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results.

Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future.

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Don’t forget to always take in what you can do to be a better team leader as well.

3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers.

Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business.

4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either.

Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business.

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