GEORGIA 7-20-20

GEORGIA EDITION

BE THEIR REALTOR® FOR LIFE:

How to Build a Relationship with Your Clients that Will Last a Lifetime

FEATURED AGENTS

MELVIN BESARES JENNIFER FAST TOM McBRIDE MELISSA PHILLIPS

5 REASONS WHY YOU NEED A MENTOR Creative Ways to Say

Thank You COVER STORY

JOY BROWN BARNES

GEORGIA EDITION

MELISSA PHILLIPS 7

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McBRIDE JENNIFER MELISSA FASTTOM PHILLIPS

JOY BROWN BARNES

JOY BROWN BARNES

Tomworking McBrideinwas Tom and team For top agent Jennifer Fast, realliterally born into the realparticular part of town andbutsince thenhisI’ve 21His father practiced in Florida 25 and 27 estate industry. very professional and MELVIN BESARES estate is all about helping her friends and been helping her look for six months. When his licenseon before entering college.

“Weyou entireremember process, th about knowing Melissa Phillips begantell her me real estate after the neighbors. “I love that myTom job got is centered what career you want I really will all worked in my dad’s office, but I never thought our concerns, questio says.

“I go into a l several years as an entrepreneur building multiDating back his childhood spent and arekeep enjoying lifeuntil in their newme hom forming meaningful relationships with people everything looking you tell ‘Who is that buyer ple businesses.

She was always interested in real I’d actually becometrimming a full-time practicing agent,” responded to in“That’ a time the lawns around his Jennifer with my clients,” hetop says. in my community,” Jennifer tells Top Agent. “I to stop.” explains.

“On oftothis II t marketing who estate, buta it wasn’t until late 2018 that Melissa always Tom pursued career he recalls. After college, be on the job hometown in Puerto Rico, Melvin is all about: You have to build rel feel blessed to be able to help guide my clients try to keep all of my contact with clients very decided to volunpursue this field and get her license. to sell our home. They with the Boy Scouts of America serving Besares hasNow always possessed an even clients aclosing. process makes sense.”

Melissa d her marketing skills, strong work do, shegot uses through the homebuying process, seein the personal, after I that take out toa re teers andand youth SE Georgia. Later he a job andthem weprepares would entrepreneurial spirit.

In America, every new listing befo ethic, and personal touch to help clients achieve joy on their faces when I hand the keys them, about in thethem corporate world and while doing that gotlunch, I stop by to check in on buying orand selling their I cankeeps before growin it goes li their real estate goals.

As his list of referrals he started his career in marketing, to their new home.” and half ago I bought a number of interested in investing in rental properties.

MELVIN BESARES JENNIFER FAST Aftera month TOM McaBRIDE from mytonetwork m in the service he provides his clie serving as the National Director cute homemade seed-planters, put with at a couple of years, he decided to get a serves Georgiathese To built stay on in Facebook, touch Melissa the Northeast Side of Atlanta, each morning,” heondropped says, have an ofandField forBuford, successful Estate license used Sales itincluding mainly toa flip mailers that“I contain t handwritten note on them, themSh Like many agents, real Real estate wasn’t the social media.”

Lawrenceville, Dacula, Logan-and somebody reach their real estate an startup company.

Through it all, houses invest she in rental properties. also“Just makes phone calls CONTENTS Listed” postca ville, Hoschton, Monroe, Grayson, Athens,I’ve Winder, off at all the homes sold.” first industry Jennifer worked in.and Rather, he was encouraged to explore real borhood as well as and Braselton.

Most of her business comes from started off her career working at Verizon wireless for referrals because hertoclients often recommend 21) HOW TO GET THE BIGGEST 4)years.

HOW TO always SPEED UPgot FIRST-TIME In 2007,been he hisestate, broker’s license and decided take the Tom istoalso quick adapt the ti Outside of his career, Melvin conti he could apply hisJennifer just under 16 She’d interested in where real Outside of work, loves hang outtoon the to lake, Melissa to their friends and families.

They trust plunge into real estate full time.

“I left the corporate world and virus pandemic hit, Tom turned to RECHARGE OUT OF YOUR HOMEBUYER TRANSACTIONS to a highand standard of service, and help others.

In 2017, he spend time with her husband daughter, and eatalway the estate, and a couple ofcharisma years ago shecompassion decided shetowas her to act in their best interests.

“I do what I say never looked back,” he said. “At first I was doing really well,to better createthe video andofvirtual LUNCH HOUR lives thosewalk-throu in his co finally took theplanned plunge. ready for a 13) change.

Jennifer initially to dip herI’m2008 delicious food that was her husband regularly whips up.

She going to do,” Melissa 5 REASONS WHY YOU NEED then the housing market crash of took place.

Thatexplains.

“We always stay ahead of theexerc trend not working, he can be found toes into working as an agent while at forward.” is also heavily involved in community.

A MENTOR tough, but I keeping survived her it andjob andher goals,” he says. She is an hisreally wife and daughter or visi Today, Melvin a Realtor for moved Better Homes Gardens WAYS TO Marketing isand oneCREATIVE areaofwhere Melissa active25) member bothwith the local Chamber of Commerce Verizon, but events quickly forced is her to reconsider. ® outthroughout from the rest; has a marketing Panhandle.

Realmy Estate, where FOR he soon services clients theshe YOU SAY THANK 18) BE THEIR REALTOR LIFE: and the I-85 North Board of Realtors, is on proper the “I was interviewing with broker as Istands He now runsand his as own boutique agency, Avalon Properties With regards toand featuring degree from UGA. This training, combined Atlanta metropolitan area.

By combining his prior HOW TO BUILD A RELATIONSHIP organizing committee for high-end a virtual horse-racing eventinc walked out I got an email from Verizon werewith group, with a saying staff ofthey 10 agents.

“Probably the best group of methods, her experience building a successful net- marketing WITH YOUR CLIENTS THAT WILL Looking ahead to the future, Melv experiences in business and marketing with the extenpeople I’ve ever worked with,”work he says.

The covers real estate AI, an called theagency Jackson Derby.

In addition she websites, participates offering the entire company a voluntary separation,” marketing business, makes herpopular uniquely LAST A LIFETIME his ascent towards the top of Atlant sive resources at his brokerage, he has quickly forged Southeast Georgia and its environs.

In 2019, his office made advise my clients what they need help homeowners sell their houses at a year and volunteers to Jennifer recalls. “I was like, ‘okay that’s a sign that thissuitedintoseveral community events every the strong relationships he has bui an accomplished career, earning the Better Homes and $20 million In 2016, Tom the works Realtor of the “Marketing are in the most presentable condit priceearned pointHabitat that them. is is meant to be,’ so I decided to jumpininsales. full-time and with forforHumanity.

Year award well asinbecoming Lifetime have Member of theBut for professional photography,” Melvin has never lost sight ofhew Gardens Silver asAward 2019. “I acouldn’t done haven’t looked back.”

Phone 310-734-1440 | Fax 310-734-1440 Circle ofallExcellence. place.is“My primary motivatio it without my world class training,” he says.

“My Looking to the future,first Jennifer excited to continue mag@topagentmagazine.com | www.topagentmagazine.com Tom says he’ll never go back a position power, wheregetting they to ca put me in a position fromher daybusiness, one.” and Today, Jennifer is anbrokerage agent with Michael Carr to&succeed growing plans toofwork towards Tom reports that 40% of his business is repeat and referral he now has a golden opportunity portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.he Topsays.

Agent “It excites to bui Dream,” Associates,NoInc., a boutique full-service real estate her broker’s license and eventually branch out love further clientele because of what he believes is his exceptional dreams.

“I especially seei Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published my clients’ lives.”

When listing a property, Melvin can harness his talents brokerage. materials, Based out of her office in Jefferson, Georgia, into commercial real estate.

“At the end of the day it’s Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. customer service. “We stay with our clients all the way getting the keys to their first home asbook a marketing guru totoensure that a all property reaches others.” a To subscribe or change address, send inquiry mag@topagentmagazine.com.

Jennifer runs a thriving of business across Jackson about helping through the transaction and have excellent communication,” is probably the biggest purchase m wide audience.

By suiting his clients with social media Published in theand U.S. although and Gwinnett County, she has only worked he asserts. “Once we take a listing, we give 110% commitand one of the most important, and and technology he can generate as a full-time agent forcampaigns justment.” over aAs year, she hassweet already anretargeting added bonus, Tom’s office gifts each plenty ofclient buzz around Meanwhile, 2 explosive growth.

Magazine new they ashe golisting. under a boxhe of can Belgian When Top not Agent working, Tom loves bein enjoyed In her firstwhen full year sold contract reach out to his extensive network at Better Homes and chocolate-covered strawberries with lettering that reads, great outdoors.

“You can either fin over $1 million in transaction volume, thereby earning

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How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 4

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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JOY BROWN BARNES

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JOY BROWN BARNES Joy Barnes has a deep claim in Georgia’s Fayette and Coweta Counties, tracing her family tree far back before the founding of Peachtree City. While some real estate professionals boast of years living in a community, Joy can trace her family roots back generations. “My Ancestry in Fayette and Coweta County dates back to pre-Civil War era,” she says. “And I’ve never lived anywhere else.”

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Those roots, combined with her 18 years of experience, make Joy singularly qualified to serve clients in the area. “When a client wants to move to the area I get them in the car and I like to show them more than the houses,” she says. “We have a lot of folks who move here for corporate relocation and you can’t see what the community is on a map. I like to show people what it used to be, what Top Agent Magazine

it is now and what the future growth is going to look like.”

That growth excites Joy, and she loves working with newcomers to Newnan. “I like the fact that people from all over the world are moving here,” she says, even though with growth comes challenges Top Agent Magazine

and can be a sore subject some. “I love being educated on their cultures, and educating them in return on this town and the home buying process.”

“Communication is so important,” Joy continues. “With first time home buyers they depend on you to get them Copyright Top Agent Magazine 9

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from contract to closing, and they want to understand what’s happening along the way. And communication is key for me - I listen to people, get to know them and understand what it is they want.”

With her deep roots in the community it’s no surprise that Joy gives back. Whether it’s being involved with the Chamber Top Agent Magazine

of Commerce, offering her perspective to local politicians (running for office) giving them marketing ideas, or raising money at her annual Black Dress Newnan Event, Joy makes sure to do her part for her hometown.

When she’s not working or giving back, Joy loves to stay in shape with cardio, Copyright Top Agent Magazine11

strength training and cycling, and she’s excited about taking advantage of the LINC which is a new local 26-mile trail system under construction. Traveling is a dream of hers, but working solo means she doesn’t have that much time to get away. There will be plenty of time to travel at a later date.

“I don’t have a team because I enjoy the personal approach,” Joy says. “But if I ever want to get that traveling done I may build a team.”

In the meantime Joy has been working with a real estate partner, Jacqui Robertson, and they continue to grow with Dustin Shaw Homes as a big part of their plans for the future. “We have some great new construction projects coming up,” she says. “And in the meantime I’m always stopping and re-evaluating, figuring out how I can work harder and smarter, and how to stay connected to all the exciting changes that are happening around here.”

To find out more about Joy Barnes, visit joybarnes.bhhsgeorgia.com, call 404-328-5699 https://

or email Joy.Barnes@bhhsgeorgia.com

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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 14

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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MELISSA PHILLIPS

Melissa Phillips began her real estate career after several years as an entrepreneur building multiple businesses. She was always interested in real estate, but it wasn’t until late 2018 that Melissa decided to pursue this field and get her license.

Now she uses her marketing skills, strong work ethic, and personal touch to help clients achieve their real estate goals.

Melissa serves the Northeast Side of Atlanta, including Buford, Lawrenceville, Dacula, Loganville, Hoschton, Monroe, Grayson, Athens, Winder, and Braselton. Most of her business comes from referrals because her clients often recommend Melissa to their friends and families. They trust her to act in their best interests. “I do what I say I’m going to do,” Melissa explains.

really about knowing how people think,” Melissa says. “I go into a listing appointment thinking, ‘Who is that buyer going to be?’ I tailor all my marketing to who I think those buyers are.”

Melissa prepares a detailed marketing strategy for every new listing beforehand. “I prepare as much as I can before it goes live,” she says. “I use my skills from my network marketing business, primarily built on Facebook, to get friends to share listings on social media.” She also markets her listings via “Just Listed” postcards sent to the whole neighborhood as well as distributing flyers to specific

Marketing is one area where Melissa really stands out from the rest; she has a marketing degree from UGA. This training, combined with her experience building a successful network marketing business, makes her uniquely suited to help homeowners sell their houses at a price point that works for them. “Marketing is 16

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businesses she thinks potential buyers might frequent. “When it comes to marketing, I try to find unique ways that maybe other agents haven’t thought about doing,” Melissa says.

The results speak for themselves. Last year, her first full year in real estate, Melissa did $4.5 million in volume with a total of 17 transactions. And at the end of June this year, she will surpass last year’s volume.

Community involvement is important to Melissa, and she helps out wherever she can. She donates a portion of the proceeds from each transaction to local children’s charities through Keller Williams Kares for Kids. She and her colleagues also participate in the Keller Williams Red Day every year.

Adventure Bags is another charity Melissa is passionate about. It is an organization that fills backpacks with essentials for children in need.

When she is not working or giving back, Melissa loves traveling and spending time with her husband and two children. She enjoys going to the beach and has recently taken up golfing. Melissa, a former collegiate gymnast, also spends time each year working as a National Judge for USA and NCAA gymnastic events.

In the future, Melissa plans to continue her business and build a team. She would like to hire an assistant and a buyer’s agent to give her more time to focus on the listing and marketing side of real estate. She has set a goal to help 30 families in 2020. Above all, Melissa wants to continue serving her clients and giving them the best experience possible. “I love helping people and helping families get what they want. I want them to achieve their goal whether it’s finding their ideal house or getting a certain price point when selling their home.”

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For more about Melissa Phillips, please call 770-633-1937, email melissa@thephillipslegacy.com, or visit thephillipslegacy.com http://

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Be Their REALTOR for Life: ®

How to Build a Relationship with Your Clients That Will Last a Lifetime In the world of real estate, an agent’s relationship with their clients can make or break their career. This industry revolves around working well with people, and being able to develop a strong relationship with your clients is the foundation that you business is based upon.

Just like with a house, if that foundation is weak, the rest of the structure is also going to be unsteady and fragile. The mark of a good REALTOR® is their ability to build up a good referral network and following of loyal clients. This isn’t something that just happens by accident. Building healthy, strong relationships with your clients takes work and knowing how to gain another person’s trust, respect, and friendship. Here are some ways to make sure you are building the right kind of relationship with your clients.

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1. Use Your Friendliness and Optimism to Win Them Over: No one wants a pushy, overly confident salesperson for a REALTOR®. Clients are much more inclined to put their trust in the hands of someone who is friendly when it comes to one of the biggest financial transactions of their lives. A pleasant, outgoing disposition will win you more clients as well as friends. You want to establish rapport in the first few minutes of first meeting prospective clients. Rather than starting with business right off the bat, begin your meeting with some small talk such as similar interests, hobbies, and family life. This will immediately help to put your clients at ease, and show that you are not simply trying to “sell” them something.

People also respond well to optimism. During what can be a very stressful time, clients need someone to help them stay positive when a situation looks difficult and challenging. Optimism also tends to radiate charisma, and people want to be around and do business with charismatic people. You want to learn how to understand, motivate, and inspire people.

2. Be an Inquisitive Learner and an Empathetic Listener:

On the other side of this coin is knowing how to listen empathetically. Empathy involves actually putting yourself or your mind in their shoes so you can genuinely understand their concerns, needs, and opinions. That understanding and empathy is then reflected in your conversation with that client. Your clients want to know that you care about their situation, and that they’re not just another sale for you to make. People are much more willing to put their trust in you when they can sense that you are actually making an effort to feel what they feel in order to understand their situation.

Showing your interest through questions, and then thoughtfully listening goes a long way towards gaining trust. Showing empathy and acknowledging the feelings and emotions involved in your clients situation helps build a relationship founded on genuine care and trust.

3. Watch for Nonverbal Clues:

Don’t be afraid to show your curiosity and ask your clients a lot of questions. Some of these questions may even be difficult and uncomfortable. You want to discover and learn as much as you can about your client. Don’t make the mistake of jumping straight into the role of the know-it-all. Every different client has unique needs, so you want to learn as much as you can about their specific situation before trying to propose a solution. You want to uncover their primary motive for buying or selling, and flush Top Agent Magazine

out any potential concerns they might have.

After you’ve gained as much information as possible, you can then gauge their interest in your possible solutions by asking “what if” questions. Being inquisitive also demonstrates to your clients that you are genuinely interested and invested in their situation.

Most communication happens nonverbally, so knowing how to interpret your client’s body language can be incredibly helpful. Here are a few things to pay special attention to: Eye contact: Be careful with the level of eye contact you use with clients when first meeting.

Too much and too little eye contact can send the wrong impression. You want to try and maintain eye contact around 70 percent of the time. That is the amount that most people are comfortable with. Pay attention to your client’s level of eye

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contact to determine how comfortable they are.

When someone avoids eye contact that could mean they are not engaged in the conversation.

A good way to quickly build a feeling of rapport when first meeting clients is to make eye contact when you first meet them and then start nodding yes to what they’re saying. If the client reciprocates the eye contact and nodding, you’ve established a connection.

4. Prove your honesty and credibility:

Choose the right handshake for each client: One handshake does not fit all people, and that first handshake can be crucial to making a good first impression. The way to do a good handshake for each client is to try and mirror the other person’s handshake in strength, keep your shoulders aligned as you are preferably standing when you shake hands. While you shake your client’s hand make sure you make eye contact and give them a sincere smile.

Showing a little weakness can actually be to your advantage in this situation, and will actually make others more inclined view you as honest. You don’t want to come across as too good to be true. When revealing this weakness, however, the key to coming out on top is turning what sounds like a weakness into a strength. For example, your service may be more expensive, but that’s because you offer more personalized and extra services than your competitors.

Honesty and integrity are the two traits that 98 percent of buyers and sellers report are qualities they consider “very important”. The thing is you can say you have these traits all you want on your website, bio, etc., but trust has to be earned, and the only way to do this is to prove your credibility.

Here are a few tips for how to sound more credible:

When you talk to your clients avoid using filler words such as “um” and “uh”, which can decrease your credibility. You also want to watch the tone of your voice. People tend to translate a deeper tone as sounding more credible.

You want to develop a relationship to last a lifetime when interacting with your clients. There are many things you can do to accomplish this, and using these tips can take you from getting just a few referrals and repeat customers to gaining a loyal client following. Taking the little extra time to make sure you are projecting the right attitude and making sure that you are doing things to gain your client’s trust can make a world of difference for your business.

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MELVIN BESARES Dating back his childhood spent trimming the lawns around his hometown in Puerto Rico, Melvin Besares has always possessed an entrepreneurial spirit. In America, he started his career in marketing, serving as the National Director of Field Sales for a successful startup company. Through it all, he was encouraged to explore real estate, where he could apply his charisma and compassion to help others. In 2017, he finally took the plunge.

Today, Melvin is a Realtor for Better Homes and Gardens Real Estate, where he services clients throughout the Atlanta metropolitan area. By combining his prior experiences in business and marketing with the extensive resources at his brokerage, he has quickly forged an accomplished career, earning the Better Homes and Gardens Silver Award in 2019. “I couldn’t have done it without all my world class training,” he says. “My brokerage put me in a position to succeed from day one.”

When listing a property, Melvin can harness his talents as a marketing guru to ensure that a property reaches a wide audience. By suiting his clients with social media campaigns and retargeting technology he can generate plenty of buzz around a listing. Meanwhile, he can reach out to his extensive network at Better Homes and Gardens to find the perfect match between a property and a prospective buyer. Above all, he makes sure to stay on the cutting edge, where he can best serve his clients and adjust with the ebbs and flows of the industry. “I use the most up-to-date technology,” he says. “Whatever it takes to get the job done.”

While Melvin takes a thoroughly modern approach when working with listers, he offers his buyers a compassionate ally in their search for a house. By applying his expert negotiation skills, he can bring his clients the right offer for their needs. Not only does he work carefully with them throughout the buying process, but he also stays in touch long after closing to make sure they Top Agent Magazine

are enjoying life in their new homes. “I make friends with my clients,” he says. “That’s what this industry is all about: You have to build relationships and offer clients a process that makes sense.”

As his list of referrals keeps growing, Melvin takes pride in the service he provides to his clients. “When I wake up each morning,” he says, “I have an opportunity to help somebody reach their real estate and investment goals.”

Outside of his career, Melvin continues to hold himself to a high standard of service, always searching for ways to better the lives of those in his community. When he’s not working, he can be found exercising, spending time with his wife and daughter or visiting his sister in the Panhandle.

Looking ahead to the future, Melvin plans to continue his ascent towards the top of Atlanta’s market, nurturing the strong relationships he has built through the years.

But Melvin has never lost sight of what drives him in the first place. “My primary motivation is to put people in a position of power, where they can seize the American Dream,” he says. “It excites to build that foundation in my clients’ lives.”

To learn more about Melvin Besares please call (678) 994-1700, email melvin.besares@metrobrokers.com, or visit realestateagenthomes.com www.

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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 22

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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Top Agent Magazine

JENNIFER FAST particular part of town and since then I’ve been helping her look for six months. When you tell me what you want I will remember everything and keep looking until you tell me to stop.” Jennifer explains. “On top of this I try to keep all of my contact with clients very personal, even after closing. I take them out to lunch, I stop by to check in on them, and about a month and a half ago I bought a number of these cute homemade seed-planters, put a handwritten note on them, and dropped them off at all the homes I’ve sold.”

For top agent Jennifer Fast, working in real estate is all about helping her friends and neighbors. “I love that my job is centered on forming meaningful relationships with people in my community,” Jennifer tells Top Agent. “I feel blessed to be able to help guide my clients through the homebuying process, and see the joy on their faces when I hand them the keys to their new home.”

Like many agents, real estate wasn’t the first industry Jennifer worked in. Rather, she started off her career working at Verizon wireless for just under 16 years. She’d always been interested in real estate, and a couple of years ago she decided she was ready for a change. Jennifer initially planned to dip her toes into working as an agent while keeping her job at Verizon, but events quickly forced her to reconsider.

“I was interviewing with my broker and as soon as I walked out I got an email from Verizon saying they were offering the entire company a voluntary separation,” Jennifer recalls. “I was like, ‘okay that’s a sign that this is meant to be,’ so I decided to jump in full-time and haven’t looked back.”

Today, Jennifer is an agent with Michael Carr & Associates, Inc., a boutique full-service real estate brokerage. Based out of her office in Jefferson, Georgia, Jennifer runs a thriving book of business across Jackson and Gwinnett County, and although she has only worked as a full-time agent for just over a year, she has already enjoyed explosive growth. In her first full year she sold over $1 million in transaction volume, thereby earning her a spot as a member of the I-85 North Board of Realtors ‘circle of excellence,’ and recognition as the Rookie of the Year by both her brokerage and the I-85 North Board of Realtors.

If you ask Jennifer how she has managed to ramp up her business so quickly, she will credit her follow-up, resourcefulness, and personal touch as being the largest drivers of her success. “I love helping people find exactly what they are looking for. I had a lady call me looking for a 5000 square-foot house on 12 acres in a Top Agent Magazine

Outside of work, Jennifer loves to hang out on the lake, spend time with her husband and daughter, and eat the delicious food that her husband regularly whips up. She is also heavily involved in her community. She is an active member of both the local Chamber of Commerce and the I-85 North Board of Realtors, and is on the organizing committee for a virtual horse-racing event called the Jackson Derby. In addition she participates in several community events every year and volunteers with Habitat for Humanity.

Looking to the future, Jennifer is excited to continue growing her business, and plans to work towards getting her broker’s license and eventually branch out further into commercial real estate. “At the end of the day it’s all about helping others.”

For more information about Jennifer Fast, visit jenfasthomes.com, call 678.822.2264 or email jfast@michaelcarrmail.com www.

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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.

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TOM McBRIDE Tom McBride was literally born into the real estate industry. His father practiced in Florida and Tom got his license before entering college. “We all worked in my dad’s office, but I never thought I’d actually become a full-time practicing agent,” he recalls. After college, Tom pursued a career with the Boy Scouts of America serving volunteers and youth in SE Georgia. Later he got a job in the corporate world and while doing that got interested in investing in rental properties. After a couple of years, he decided to get a Georgia Real Estate license and used it mainly to flip houses and invest in rental properties.

but Tom and his team were awesome. They were very professional and very easy to talk to. During the entire process, there was not one time that our concerns, questions, or suggestions were not responded to in a timely manner. They seemed to always be on the job to do whatever was needed to sell our home. They are excellent at what they do, and we would recommend them to anyone buying or selling their home or property.”

To stay in touch with his clients, Tom sends out mailers that contain the latest market trends. He also makes phone calls to check in and say, ‘hello.’

In 2007, he got his broker’s license and decided to take the plunge into real estate full time. “I left the corporate world and never looked back,” he said. “At first I was doing really well, then the housing market crash of 2008 took place. That was tough, but I survived it and moved forward.”

Tom is also quick to adapt to the times. As soon as the coronavirus pandemic hit, Tom turned to cutting edge technology to create video and virtual walk-throughs to replace open houses.

“We always stay ahead of the trends to meet our clients’ needs and goals,” he says.

He now runs his own boutique agency, Avalon Properties group, with a staff of 10 agents. “Probably the best group of people I’ve ever worked with,” he says. The agency covers Southeast Georgia and its environs. In 2019, his office made $20 million in sales. In 2016, Tom earned the Realtor of the Year award as well as becoming a Lifetime Member of the Circle of Excellence.

With regards to featuring properties, Tom has invested in high-end marketing methods, including drone photography, popular real estate websites, AI, and social media ads. “I also advise my clients what they need to do to make sure the homes are in the most presentable condition to appeal to buyers and for professional photography,” he says.

Tom reports that 40% of his business is repeat and referral clientele because of what he believes is his exceptional customer service. “We stay with our clients all the way through the transaction and have excellent communication,” he asserts. “Once we take a listing, we give 110% commitment.” As an added sweet bonus, Tom’s office gifts each new client when they go under contract a box of Belgian chocolate-covered strawberries with lettering that reads, “Congratulations.”

As part of his top-notch service, Tom forwards surveys to past clients for performance ratings. It’s no wonder he receives 5-star reviews. One client wrote: “Our home was a very unique property and we knew it would not be an easy sell,

Tom says he’ll never go back to corporate America because he now has a golden opportunity to help people realize their dreams. “I especially love seeing first-time homebuyers getting the keys to their first home,” he says. “Buying a home is probably the biggest purchase most people will ever make and one of the most important, and I get to be a part of it.”

When not working, Tom loves being out on the water or in the great outdoors. “You can either find me on a boat or biking on Jekyll Island.”

As for the future, Tom got his Florida Brokers license and plans to expand his business into Florida and North Carolina.

“I want to keep doing what I’m doing,” he says. “I also love seeing my agents succeed. It’s a great feeling.”

To learn more about Tom McBride, email him at tom@avalonpropertiesgroup.com, or visit searchcoastalgeorgia.com, or call (912) 222-4403 http://

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