GEORGIA 6-1-20

GEORGIA EDITION

Are You A VALUE-ADDED AGENT? FEATURED AGENTS

CINDY BROCKWELL BRANDI LINDSEY MICHELLE TROIOLA

Is Finding a Niche Market Right for You?

4 Ways Mentoring Up-and-Coming Employees Makes You A Better Agent COVER STORY

STACY DeROGATIS

GEORGIA EDITION

BRANDI LINDSEY CINDY BROCKWELL 7

Brandi Lindsey always knew she would 15in her mother Realtor Phyllis 20Currie follow Formosa’s footsteps. Formosa professionally represented the East Atlanta area for over 35 years. “I remember going to work and open houses with her,” Brandi recalls.

“Working alongside her seemed like a natural transition.”

27

agent) and h process all of not purchased rusty on the p

Once a listin Brandi meets home, review to upgrades to In 2006, Brandi became a licensed Realtor has professio and is an Accredited Buyer Representative. taken to featu She has since taken over running Formosa’s Once on the STACY DEROGATIS MICHELLE TROIOLA CINDY BROCKWELL BRANDI LINDSEY RE/MAX business, The Currie Group, out to the multip Cindy Brockwell has always had an interest in real Cindy’s business comes from repeat a of Covington, moved to agrw sureout to keep estate,Georgia. ever since“After she wasmom 21 and she and her hus- ents, a number that isties to Florida,band I was a large team,30 years as and more people get to experience builtoverseeing their first home.

She spent service Cindy provides. “I the owner of down her ownto consulting companyshe in Washbut I’ve since pared just myself,” says. “Ipersonal What’s most important to ington, DC, helping contractors in supporting my clients,” sh like the personal touch and government working all aspects win of thebeyond help clients attain their re multi-million dollar deals with the government and my DNA to do the best job I can, to b transaction.”

During 2016, 2017 & 2019 and she was an is a cliché, but I love help industry. “Sales was always in my blood,” Cindy as focused on the client’s needs as po Active Eastsays.

Metro Board of aREALTORS Million Dollar so enjoy seeing the smile CONTENTS In 2008, after few years of investing and Club Award recipient. they into clients a newishom managing properties on St. Simons Island, she Staying in walk touch with imp and her husband bought their home there. “People dy’s abusiness, and home she maintains long-time to peoplt would come visit,most, and I would anniversary Brandi is proud to sayto that if not be all,able of to hergive busi-relationships much asthrough they did.” them information about what homes were being greetings, social media posts, and 4) ARE YOU A 22) 4 WAYS MENTORING ness is repeat and referral suchwhenever she comes by some real bought or sold in theclientele. area because“We’ve I knew itbuilt so well. thesay, years everyone trusts addition tothat being presid VALUE-ADDED AGENT? a large database UP-AND-COMING EMPLOYEES Everyoneover would ‘Youthat should be selling real ussonalIninformation might be and finally said,us,” ‘Thatshe sounds likeTo a really “I try remembe and knowsestate,’ to come backI to says. stay inthem.sat onreally the hard EasttoMetro B ® MAKES YOU A good idea!’”

Cindy became a Realtor inBETTER 2016, and toareAGENT looking for, and when someth touch with her clients, she relies on her database helping to plan local event 13) IS FINDING A NICHE has been helping her clients achieve their real estate the market, I reach out to them right keep her clients’ timelines up to date. “We send outsays.member of the Children’s ever since.

“I’m always available for clie MARKET RIGHT FOR YOU?emails andgoals cards during appropriate times of the year. is designated 25) MODERN EMAIL ETIQUETTE as a “miracl We also stay touch Williams on various social media fundraising thro As in a Keller agent, Cindy servessuch the asCindymonetary takes a multi-pronged approac FOR TODAY’S AGENTS Isles of Georgia, with a focus on St. Simons “My background in consulting with go 18) THINKING OF LISTING?Facebook,”Golden she says.

Island, Jekyll Island, Sea Island, and Brunswick tractors has really helped,” she expla When not working, Bran waterfront properties. Her tagline is “Selling the have marketing, business developm NINE WAYS TO GET READY With her knowledge, experience, and background, it’s hermanagement local Crossfit gym a Islands.” At this stage in her career, about 35% of process skills that I brin not surprising that Brandi has earned stellar reviews. the time. “It helps me rela Wrote one client recently: “Brandi helped us with the stress,” she asserts.

Copyright Top recent purchase of our new home. During the process she was very helpful and available. Specifically, she As for her future plans, B Phone 310-734-1440 | Fax 310-734-1440 was knowledgeable of the local area to help with forward path. “I really l pricing/offer, knowledgeable of the process, willing continue to help people re mag@topagentmagazine.comto help | www.topagentmagazine.com with communications (mortgage broker/selling goals,” she says. “Helping No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy For more about Brandi Lindsey, of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by emailtoBrandi@curriere.com, visit blindsey.remax.com, or cal its authors. To subscribe or change address, send inquiry mag@topagentmagazine.com.

Published in the U.S.

TACY DeROGATIS

https://

2

Top Agent Magazine

mailto:mag@topagentmagazine.com

Top Agent Magazine

3

Are You a Value-Added Agent?

I’ll bet if I asked ten real estate agents, all ten would answer ‘yes’ to that question. Yet, when I ask agents how they are value-added, they say things like: • I communicate regularly with my clients.

• I have a written listing presentation.

• I am honest.

• I am trustworthy.

Are these ‘value-added’ attributes? Or, does the client expect these attributes and services?

4

Are these exceptional services or average services? I’m writing this article at the beginning of a New Year. It’s a perfect time to re-assess your professionalism and master being that ‘value-added’ agent.

Client Expectations are Higher than Ever Unfortunately, too many real estate agents assume they are ‘value-added’ because they are providing the services they want to provide— Top Agent Magazine

the services they think the client values. However, there’s a real client out there, and the client has different expectations. How do I know that? Because so few agents regularly survey their clients. In fact, when I’m speaking to an audience, I survey them, and find that less than 25 percent gather after-sale surveys! So, the majority of agents don’t know if the services they are providing are average or exceptional.

Why Bother Being Exceptional?

• Because you want to set yourself apart.

• You want to create client loyalty.

• You want to create at least 50 percent of your business from client referrals (the latest National Association of Realtors survey Profile of Members found that the average Realtor got only 18 percent of their business from referrals. That’s a hard and expensive way to run a real estate business!

• Because you want to run a more pleasant, profitable business.

Four Actions Value-Added Agents Take How can you identify value-added agents? By their actions. Here are four actions I believe show agents that are above just ‘average’. The principle here is:

Watch the actions, not the words.

If I were a manager, or a seller or a buyer, and I wanted to find a value-added agent, here’s what I would look for: Top Agent Magazine

1. Has a database and populates it This agent is committed long-term to his clients and to his business. He uses a contact management program (CRM) to manage ‘leads’, so none are lost — and clients do not feel neglected. After all, it takes much longer today to convert a ‘lead’ to a sale than it used to take.

Actively using and maintaining a CRM means the agent is committed to forming long-term professional relationships over time.

Other demonstrable actions concerning the agent’s CRM are: • Has a rapid-response method to deal with Internet inquiries and other inquiries via email. (The average client expects a response within eight hours—but a recent survey showed the average agent responded in 50 hours!).

• Has a method to follow up on all leads until they ‘buy or die’. As a client, that means I won’t get lost. As a seller, it means my agent will follow up with all leads and give it 100 percent to sell my home.

2. Invests in the technology and follow-up pros have This agent makes every decision based on their vision of their career at least three to five years in the future. For example, instead of selling someone a house anywhere just to get a sale, my value-added agent sells only in an area they define as their ‘target area’. That way, they’ll get known, and can build on their reputation.

The value-added agent has the ‘guts’ to turn down business! Because they care more about the well-being of the client than getting one grimy commission check, they learn to 5

‘tell the truth attractively’, and work harder to retain the client than to make one commission.

Adding those Client Benefits to your Dialogue

3. Works for referrals, not just sales I said the agent learns to ‘tell the truth attractively’, even if the buyer or seller may not want to hear it. For example, if it’s in the best interests of the seller to list their home at a lower price, the value-added agent has the strategies and the statistics to prove that the seller won’t be well served by pricing higher.

Of course, it’s not enough to actually take these actions. You need to explain to the client why these actions are in their best interests, and how you stand apart from most agents by employing them. Why? Because your client won’t know you run your business so professionally.

And, the client probably doesn’t know most agents don’t run their businesses this way!

And, this value-added agent has the intestinal fortitude to walk away if they know the home will not sell at the client’s desired price (but doesn’t have to too many times because they create a stellar reputation amongst their clientele).

TIP: Always show your clients, don’t just tell them. You do have a Professional Portfolio and evidence on your website, don’t you?

4. Keeps the buyers and sellers’ best interests in mind Our value-added agent makes every decision to grow trust, not just to make a fast buck. For example, the agent sits down with a prospective couple and finds out they can’t purchase right away and creates a plan with them to save for their down payment. Then, the agent keeps in touch over a period of months, offering helpful information and market updates.

Put Yourself to the Test

How many of these actions P. S. Managers and team leaders—two tips do you exhibit?

What do you want to work on to become a true 1. Call each of your agents’‘value-added’ phone mails.

What’s the impre agent?

Are they professional? Do they state the company n TIP: represent your culture and image?

Managers, give your agents a 2. Create a quick class in phone messaging using the ‘test’ on these four points.

In other words, this agent practices seller or buyHow many pass? this blog. er agency representation, not ‘agent agency’!

Copyright ©, 2016 Carla Cros

Carla Cross,CRB, CRB, MA, is theoffounder andSeminars, president Carla Cross & Carla Cross, MA, President Carla Cross Inc.,ofand Carla real management and sales.

Herspecializing internationally s Crossestate Coaching, is an international speaker in realbest-selling estate management and Running business planning for all professionals. agents, Up and in 30 Days, is real nowestate going into its 5thHer edition sevenexperience internationallyas published books, including Up and Running in 30 Days , vast a top-selling agent and award-winning manage and 20 agent and management programs have helped thousands of real sales podium, blending her musical background with her proven estate professionals to the greater productivity and teaches profitability.someone Reach Carla strategies (she uses piano AND even to at play—f 425-392-6914 or www.carlacross.com. and practical). Find out more at www.carlacross.com.

6

Top Agent Magazine

Top Agent Magazine

STACY DeROGATIS Top Agent Magazine

7

As the lead agent of The DeRogatis Team, Stacy along with her husband, Pat, have been a top producing team at Keller Williams Realty Atlanta Partners since 2005.

Stacy DeRogatis is a survivor. A fighter.

A champion. Six years into her real estate career, she was diagnosed with breast cancer. However, just as she told her family when she broke the news to them, cancer picked the WRONG girl to mess with. “My greatest achievement, other than my kids, is that I battled 8Copyright Top Agent Magazine

breast cancer for three years and won.

Through radiation, chemotherapy and seven surgeries, I was still able to be a top producing agent in my office. It was hard and I’m really proud of that!”

Certainly there were challenges along the way but Stacy says, “I was determined Top Agent Magazine

that cancer wasn’t going to get the best of me - and it didn’t.” She worked very hard during that time, staying positive while keeping her business running smoothly and continues to do so today. As Top Agent Magazine

the lead agent of The DeRogatis Team, Stacy along with her husband, Pat, have been a top producing team at Keller Williams Realty Atlanta Partners since 2005. Together, Stacy and Pat focus their Copyright Top Agent Magazine9

Together, Stacy and Pat focus their business on the residential market with an emphasis on high end, luxury homes and new construction. business on the residential market with an emphasis on high end, luxury homes and new construction.

Stacy credits her success to many aspects, however, being an expert in the area is one that stands out. As longtime residents of Gwinnett County, Stacy and Pat prefer to focus their business there and in immediately surrounding areas. “Atlanta is too big to pretend that we could serve Copyright Top Agent Magazine 10

the entire city but, because we live, work and play all in the same community, we can offer valuable information to our clients to help them with their decisions on where to live.” Their area expertise means they understand commute times to where they’ll work and other areas of importance to her clients.

“We are proud of our area and all it has to offer: excellent schools, beautiful parks and outdoor living, great shopping and Top Agent Magazine

an endless array of sports and activities to be involved with,” says Stacy.

Genuinely caring about her clients, Stacy knows they remember her for that very reason. “We’re not just in it for the next sale. Our business has been richly blessed because we put our clients’ needs first.

Top Agent Magazine

Even if it means losing a potential sale, we will advise our clients what is best for them based on their needs and will protect them until the end.”

The biggest reward for Stacy is helping families achieve their dreams. “Family is so important to me and the home Copyright Top Agent Magazine 11

plays a very important role in the family dynamic, so to be part of that new season in their life is unbelievably rewarding,” she said. “And I love sharing in their joy and excitement at the end of the transaction,” Stacy added.

Outside the world of real estate, Stacy is involved with her church and supports many local and national missions such as Sleep in Heavenly Peace and Kares 4 Kids.

For more information about Stacy DeRogatis of Keller Williams Realty Atlanta Partners, please visit stacygetsresults.com call 678-699-0000 or email StacyGetsResults@kw.com www.

Copyright Top Agent Magazine 12

Top Agent Magazine

Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach.

If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche.

Top Agent Magazine

Despite the benefits of taking on a specialty, it’s still something that only a small percentage of Realtors® do, which means you have a great opportunity to get in on the ground floor in your area by being ahead of what is sure to be a looming real estate trend.

You want to claim your stake on the niche that best fits not only your passions, but something that fills a void in your market.

If this all sounds good to you, the next step is finding your niche! Here are a few things you need to consider:

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 13

In addition to creating a thriving business, finding a niche may even unlock a hidden passion. Does your area have a large historic home inventory? Are you passionate about helping first time home buyers realize their dreams?

Having a personal connection to what you specialize in is always a great way to start out. If you’re passionate about something, you’re almost guaranteed to have the work ethic it takes to have success in a niche market. Once you hone in on a niche, make sure the market data backs up your focus.

Another approach is changing with the market. If you’re truly an expert in a few areas of the business, it might be good to have sort of a revolving niche. In a down market you might specialize in short sales and foreclosures.

When things pick up, you may take your innovative approaches and start applying them to luxury homes.

Whether you take the consistent niche approach or the flexible one, it’s really all about figuring out what best suits you and your market.

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 14

are numerous demographics that truly need expert real estate advice. Be the one to fill it.

You can also focus on a particular neighborhood or gated community. Helping people navigate the ins and outs of a particular HOA can be a lifesaver.

Are you already serving a niche?

Of course, sometimes you may already have a niche and are unaware of it. Maybe you are already dealing with a lot of first-time homebuyers. Look over your sales records and see what might already be there, then make it official.

Figure out why you’re drawn to that area and then nail down the reasons you’ve excelled with that niche and use it to create a marketing plan and branding.

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you.

There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients.

Top Agent Magazine

MICHELLE TROIOLA Top Agent Magazine

15

MICHELLE TROIOLA

Michelle Troiola originally obtained her real estate license in New York, but when she moved to Georgia with her husband, she had to get her second license and start her business over from scratch. Although it took some effort, she’s now been successfully working solo in Georgia for close to seven years, and serving the South Atlanta area. Well after a full year of putting in the time and effort, she was able to make the million dollar club for the past 5 years. She has been ranked 7% Globally as an agent for the past two years. She was awarded the Presidents Award in 2017 and the Humanitarian award in 2018 by the Newnan Coweta Board of Realtors.

Michelle also has the following designations: Seller Residential Specialist, Senior Real Estate Specialist, Military Relocation Professional, Graduate Realtor Institute as well as a luxury certification with her company. “I feel we should never stop learning. The more we learn the more value we have for our clients, which is the reason why they trust us with the biggest investment of their lives,” she says.

16

Having to build up a business in a place where she had no roots or connections to rely on was difficult, but with Michelle’s perseverance she has managed to garner a large percentage of repeat and referral business. And a big part of her success is her ability to effectively communicate with her clients, and put their minds at ease about the process of purchasing or selling a home. “I constantly call and reach out to my clients to see if they need any help.

I tell them exactly what the next step is going to be, so they don’t feel like they have too much on their plate. I make the process seamless, and I have good customer service skills. I know some of my clients work during the day and can only call me back during the evening. So I will make exceptions for them so that they feel at ease during this process,” she says. And it’s this thoughtful approach that has helped her grow her network of connections in Georgia.

In order to help her clients reach their goals quickly, Michelle tries to give her listings the maximum possible exposure by promoting them online Copyright Top Agent Magazine

as well as through flyers. And her methods have worked well, as her last listing sold because someone saw her flyer and showed it to a friend who then called Michelle. “There’s nothing better than watching someone reach their ultimate goal. A house epitomizes that ideal of the American Dream, and it’s one of the most expensive purchases a person will make. To be able to help them reach that goal is an amazing feeling.”

Although work takes up a large amount of her time, it’s important for Michelle to stay involved with her community.

“I think being a good all around person in the community helps you understand what’s truly going on in the community,” she says. That’s why she dedicates some of her time to contributing on the National Junior Service League, and is also the local director for the Newnan Board of Realtors. Michelle has served as the president of a local elementary school’s PTO for the past year. She has also organized a blood drive for the Newnan Coweta Board of Realtors for the past 3 years, and she’s added a second drive this year to help alleviate the blood shortage in light of the COVID19 pandemic. She has also helped plan a major local Spring fling fundraising event for the board for the past 4 years.

Outside of her work and social commitments, Michelle is a mother of two who loves to spend as much time with her kids as possible. And when she needs some alone time, she likes to exercise and practice yoga. Michelle’s future plans involve growing her business, and one day opening a brokerage of her own, and bringing a partner aboard.

Top Agent Magazine

To learn more about Michelle Troiola email mtroiola@ymail.com, visit michelletroiola.bhhsgeorgia.com, or call (516) 359–0108 www.

Copyright Top Agent Magazine 17

Thinking of Listing?

Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home.

With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved.

Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time.

1. Inspection: The last thing a seller or buyer wants is a surprise at

inspection. That’s why a complete inspection before listing is so valuable.

Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time.

2. De-Clutter: Take a little time to pack away surplus furniture items and

extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing.

3. Paint: Whole-house painting is likely not necessary, but consider touching

up baseboard moldings and doorways and open wall spaces in high-use areas 18

Top Agent Magazine

such as bathrooms, the office, family room and indoor recreation spaces.

Also consider a little varnish on the front door or banister.

4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a

Top Agent to do so. Buyers should be able to picture themselves living in your home. While your Top Agent may not advise you to appear generic, you’ll likely need to thin out any shrine-like displays to family, hobbies or cultural interests.

5. Deep-Clean Housekeeping: After you’ve de-cluttered and touched up

the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings.

6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.

Because the cleaners will be moving furniture anyway, ask them stretch and tighten any buckled areas of carpeting. Doing so now saves the trouble of having to credit your buyer for this following final walk-through. Also consider removing small area rugs to let the beauty of your hardwood floors shine.

7. Look at the Loo: Buyers may not notice a brand-new toilet seat, but they

will turn up their noses at the one with the broken hinges. Freshly replaced toilet seats, faucets or doorknobs in heavily trafficked bathrooms can go a long way in first impressions.

8. “Mow & Blow”: Consider buyers as guests you want to feel welcome

as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things.

9. Staging: Once you’ve selected a staging professional for the finishing

touches, ask them and your Top Agent for final recommendations on day-today upkeep, storage options and what-to-do (or what not to do) while your house is on the market.

Top Agent Magazine

19

CINDY BROCKWELL

Cindy Brockwell has always had an interest in real estate, ever since she was 21 and she and her husband built their first home. She spent 30 years as the owner of her own consulting company in Washington, DC, helping government contractors win multi-million dollar deals with the government and industry. “Sales was always in my blood,” Cindy says. In 2008, after a few years of investing and managing properties on St. Simons Island, she and her husband bought their home there. “People would come to visit, and I would be able to give them information about what homes were being bought or sold in the area because I knew it so well.

Everyone would say, ‘You should be selling real estate,’ and finally I said, ‘That sounds like a really good idea!’” Cindy became a Realtor® in 2016, and has been helping her clients achieve their real estate goals ever since.

Cindy’s business comes from repeat and referral clients, a number that is sure to keep growing as more and more people get to experience the excellent personal service Cindy provides. “I go above and beyond in supporting my clients,” she says. “It’s in my DNA to do the best job I can, to be as honest and as focused on the client’s needs as possible.”

As a Keller Williams agent, Cindy serves the Golden Isles of Georgia, with a focus on St. Simons Island, Jekyll Island, Sea Island, and Brunswick waterfront properties. Her tagline is “Selling the Islands.” At this stage in her career, about 35% of

Cindy takes a multi-pronged approach to marketing.

“My background in consulting with government contractors has really helped,” she explains, “because I have marketing, business development, sales, and process management skills that I bring to the table.”

20

Staying in touch with clients is important to Cindy’s business, and she maintains those personal relationships through anniversary and birthday greetings, social media posts, and reaching out whenever she comes by some real estate or personal information that might be of interest to them. “I try really hard to remember what people are looking for, and when something comes on the market, I reach out to them right away,” Cindy says. “I’m always available for client calls.”

Copyright Top Agent Magazine

She helps clients stage their properties, then brings in a highly skilled professional photographer to bring out the best features in every home. She produces professional flyers, and if she is dealing with a high-end property, she will place it in high-end or luxury advertising.

Cindy’s savvy and thoughtful approach also provides value to clients who are looking to buy a home. She is especially proud of one particular method she brought with her from the consulting world, called a Buyer’s Best Value Selection Tool©. “This tool helps my clients find the best-value house for them, so they are not just making a 100% emotional decision. It really helps them a lot with the process and at the end of the day they are happy they used the tool!”

Involvement in the community is important to Cindy. She contributes to charities including the Salvation Army, Second Harvest, and Habitat For Humanity, as well as the Keller Williams initiative KW Cares. When she is not working, Cindy loves to go to the beach, spend time with her wonderful kids and grandkids, go biking with her husband Bill, and go to their mountain home in Virginia.

Cindy continually obtains training exceeding license requirements and holds RENE, ePRO, MRP designations and is a member of the prestigious Circle of Excellence.

Cindy is becoming licensed in Florida and in the future Virginia so that she can service her clients and friends no matter where they are.

This will also provide an opportunity to team up with her daughter Stephanie Sellers who is a highly successful Realtor® in the Richmond, VA area. “It is my honor and privilege to help people and solve problems,” Cindy says. “I love my clients, and I want to continue giving them the personal attention and high-value service they deserve.”

Top Agent Magazine

For more about Cindy Brockwell, please call 912-577-7022, email cbrockwell@outlook.com, or visit cindysellsssi.com https://

Copyright Top Agent Magazine 21

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 thought22

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

Top Agent Magazine

Top Agent Magazine

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 Top Agent Magazine

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.

Top Agent Magazine

23

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

24

Top Agent Magazine

Modern Email Etiquette for Today’s Agents In today’s tech-forward culture, consumers are constantly inundated with promotional emails, alerts, invites, and social media blasts. As a real estate agent or a loan officer, how do you stand apart from the noise? What’s more, how do you stay relevant in a digital landscape that’s constantly changing?

For starters, there are a few timeless techniques you can apply to up your skillset when it comes email and digital communication: asking questions that Top Agent Magazine

inspire conversation, politeness, and following up regularly—to name a few. Likewise, there are surely new tricks you can add to your arsenal to stay ahead of the curve. Let’s outline a few ways you can refine and update your email etiquette to compete in today’s virtual marketplace.

Make your subject line count Too often, we labor over the content of our emails without giving much thought to subject lines.

Top Agent Magazine ®

25

Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity.

However, these little headlines can go a long way in luring the consumer to open your email and ultimately click through to your website in search for your services. An enticing subject line should be short and sweet, ideally less than fifty characters.

You might also include the name of the recipient, and be up front (though concise) about the subject matter of your message. Remember: the first thing a client will see is your name and subject line—be sure to make this prime real estate shine.

Think mobile Research tells us that 79% of Americans check their phones within fifteen minutes of waking up. In fact, much of modern day correspondence occurs by smartphone. Accordingly, you’ll want to account for email readability on a mobile phone.

For instance, incorporating paragraph breaks for each new thought allows information to be parceled out in a palatable way for readers utilizing small screens. Also, any sort of graphic flair or links within your email should be shortened and streamlined for mobile consumption. Send yourself an email every now and again and access it from your phone—you’ll be able to double-check that all the elements of your emails are working well on a mobile platform.

Incorporate email tools There are excellent tools out there to enhance your email experience. With just a quick download, 26

you can add spellcheck, a URL address shortening feature, or a delay option that holds emails for thirty seconds before they’re sent. Think about the possibilities! Haven’t you sent an email without including the attachment you intended, or realizing you sent correspondence to the wrong client? If that’s the case, a delay feature can help you save face and build in a window for error— just in case. Regardless of which tools speak to your email habits, there are plenty of add-ons out there that can revamp your digital correspondence style.

Use email to maximize your online presence These days, there are plenty of ways to communicate—email, text, phone, apps, and social media.

When you interact through email, consider it an opportunity to invite your client to follow you elsewhere online. Ensure that your email signature includes unobtrusive, streamlined links to your social media accounts, professional website, or review page. This will build in an opportunity for clients to engage with your brand, and you may even add an online follower for the long term.

Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. Keep these approaches in mind as you reenergize your email technique and fortify your communication in the digital era.

Top Agent Magazine ®

Top Agent Magazine

BRANDI LINDSEY Brandi Lindsey always knew she would follow in her mother Realtor Phyllis Currie Formosa’s footsteps. Formosa professionally represented the East Atlanta area for over 35 years. “I remember going to work and open houses with her,” Brandi recalls.

“Working alongside her seemed like a natural transition.”

agent) and helped guide the negotiation process all of which helped me a lot. I have not purchased a home in many years (very rusty on the process).”

In 2006, Brandi became a licensed Realtor and is an Accredited Buyer Representative.

She has since taken over running Formosa’s RE/MAX business, The Currie Group, out of Covington, Georgia. “After mom moved to Florida, I was overseeing a large team, but I’ve since pared down to just myself,” she says. “I like the personal touch and working all aspects of the transaction.” During 2016, 2017 & 2019 and she was an Active East Metro Board of REALTORS Million Dollar Club Award recipient.

Brandi is proud to say that most, if not all, of her business is repeat and referral clientele. “We’ve built such a large database over the years that everyone trusts us and knows to come back to us,” she says. To stay in touch with her clients, she relies on her database to keep her clients’ timelines up to date. “We send out emails and cards during appropriate times of the year.

We also stay in touch on various social media such as Facebook,” she says.

With her knowledge, experience, and background, it’s not surprising that Brandi has earned stellar reviews.

Wrote one client recently: “Brandi helped us with the recent purchase of our new home. During the process she was very helpful and available. Specifically, she was knowledgeable of the local area to help with pricing/offer, knowledgeable of the process, willing to help with communications (mortgage broker/selling

Once a listing agreement has been signed, Brandi meets with the client to assess the home, reviewing everything from repairs to upgrades to decluttering issues. She then has professional photographs and videos taken to feature the home in its best light.

Once on the market, she posts her listings to the multiple MLS, which sends properties out to a wide variety of targeted areas.

What’s most important to Brandi is that she is able to help clients attain their real estate dreams. “I know this is a cliché, but I love helping people,” she exclaims. “I so enjoy seeing the smiles on my clients’ faces when they walk into a new home of their dreams or help sell a long-time home to people they know will care for it as much as they did.”

In addition to being president of her own HOA, Brandi sat on the East Metro Board of Realtors task force, helping to plan local events and ceremonies. “As a proud member of the Children’s Miracle Network, our office is designated as a “miracle office” in recognition of our monetary fundraising throughout the year,” she states.

When not working, Brandi says she’s obsessed with her local Crossfit gym and attends whenever she has the time. “It helps me relax, socialize, and get rid of the stress,” she asserts.

As for her future plans, Brandi wants to maintain her forward path. “I really love my job, and I want to continue to help people reach their personal real estate goals,” she says. “Helping others it’s what it’s all about!”

For more about Brandi Lindsey,

email Brandi@curriere.com, visit blindsey.remax.com, or call (404) 937-3700 https://

Top Agent Magazine

Copyright Top Agent Magazine 27

mailto:mag@topagentmagazine.com

28

Top Agent Magazine