MARYLAND 7-12-21

MARYLAND EDITION

Every Player is Valuable:

BE THEIR REALTOR® FOR LIFE:

HOW TO BOOST YOUR TEAM’S MORALE

5 WAYS TO TRANSFORM

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

RENTERS INTO OWNERS

FEATURED AGENTS

BILL FRANKLIN ROBERT KAETZEL

COVER STORY

NURIT COOMBE

MARYLAND EDITION

BILL FRANKLIN ROBERT KAETZEL Bill Franklin began his real estate career 18 coach as a 9former teacher and basketball in his hometown of Bowie, Maryland. “I thought real estate was interesting, and it was something I could go into after I got out of coaching and teaching,” Bill recalls.

“That’s how I got into it, and I’ve been doing it for 32 years.” Throughout those years, Bill has excelled in helping his clients achieve their real estate goals.

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Community in Bill. He is a and Protective the University Terrapin Club Bill enjoys go ends at his hou

Asked for adv says, “You hav cessful in this NURIT COOMBE ROBERT KAETZEL BILL FRANKLIN ® As a Realtor and persistent, because it does head of The Bill Franklin Group at Coming from a family of real estate agents, entre- buyers and sellers. There is nothing m you’ve builtsomeone that good Long & Foster, preneurship Bill is based AnneKaetzel’s Arundel County. than helping whofoun trust is in in Robert DNA. “My fying who lets you guide them in making g dad was one of my business partner agents, we He serves Anne Arundel, Prince George’s, Calvert, and upon that.” worked together for 15 years, and his father was a sions.” When it comes to his buyers, h Carroll counties,real asestate wellbroker. as areas along the shore. “Our We just love ideas and we love time to truly understand their wants and CONTENTS future, Billideal sayp team covers a fairly large area, agentsthein business various doesAs notfor stop the looking until their people,” Robert says.with He entered time toat submit an offe when he was 24 years old, loving the idea of sales found. andOnce I’mit’sbetter doing wh counties,” Bill says. can rest assured he is doing withEVERY others. NowPLAYER in his clientsIS 4) 5 THINGS YOU CAN and building relationships 15) so I plan to keep on doing i 26th year in the industry, it’s safe to say he’s found possible to get them the best deal. Mean DO TO ACHIEVE YOUR portion HOW TO BOOST andenjoy talking with them, wh A significant of Bills’ business comes from sellers state-of-the-art marketing his true calling.

He isVALUABLE: the broker of Real Estate Professionals, inimpressive Baltimore, of this profession. That’s w repeat and referral clients,Inc.an YOUR feat thatMORALE BIGGEST GOALS TEAM’S Maryland, where he leads an office of speaks to the trust and confidence he inspires. “One what I enjoy about this bus about 80 people. “My personal team of my mottoes is, ‘I sell more because I do more,’” consists of 4-5 agents, but I work ® 20) 5 WAYS 6) BE THEIR REALTOR TO TRANSFORM directly withtoclients,” he explains.

By and give Bill explains. “We like go that extra step providing superior service to all he INTO OWNERS FOR LIFE: HOW TO BUILD RENTERS people great service.

We make sure we meet all works with, and prioritizing honesty, their WITH needs.” Robert exceeds expectations and conA RELATIONSHIP tinues to grow.

YOUR CLIENTS THAT WILL When it comes to marketing his listings, Bill uses a “I’m very enthusiastic about the LAST A LIFETIME comprehensive approach to ensure maximum expo-

NURIT COOMBE

business, even after all these years,”

he says.

“I truly enjoy working sure. This includes extensive online andwith social media advertising. “Almost every day we put something out Copyright Top Age there about real estate on our web pages and social Phone 310-734-1440 | Fax 310-734-1440 media to make sure we have that great internet expomag@topagentmagazine.com | www.topagentmagazine.com sure,” Bill says.

“We still do a lot of advertising in magazines well.whatsoever We always keep adverNo portion of this issue maylocal be reproduced in anyas manner without priorour consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure tising very simple, because my idea is that peoplethe accuracy of published materials, Top Agent Magazine cannotwant be heldtoresponsible opinions expressed facts supplied always see yourfor face with your orname, and by its authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com. that recognition may generate business years down Published in the U.S. the road.”

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The results speak for themselves: last year Bill did 130 transactions, with a total volume just over $62 million.

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To find out more

mailto:mag@topagentmagazine.com

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success. Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and con4

sideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC

Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific

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Your plan of action should include daily, weekly, monthly and yearly goals. goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE

Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one.

Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING

Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially Top Agent Magazine

important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways.

Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE

This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know. Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO

You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it. Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation.

Sticking to a plan everyday means adjusting it accordingly.

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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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NURIT COOMBE

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“I truly care for my clients, and I listen carefully to make sure I understand their needs and what the best way to help them is. This is such an important decision in somebody’s life; I want to make sure we get it right,” Nurit says.

As Managing Partner of The Agency D.C. Metro, Nurit Coombe uses her passion and expertise to deliver results and exceed client expectations every single time. Handpicked by The Agency’s founder and CEO, Mauricio Umansky, to own and lead the DC expansion of the luxury real estate brokerage, Nurit has quickly lived up to her potential and elevated her team to a new level of excellence. Just last year her team sold 560 homes, achieving $260 million in sales volume. “Our transition to The Agency has been a huge blessing for my team. All of our marketing has been elevated to the best of the best in Copyright Top Agent Magazine 10

the United States. We have the latest technology at our fingertips. It truly allows us to give luxury service for a regular price range.”

Hailing from Israel, Nurit came to America to work on a government military missile program. When she met her husband, Dave, she decided to stay and became interested in a real estate career while buying her first house. She won Rookie of the Year her first year in the business and has been accumulating awards and accolades ever since. This year, Nurit and her team were featured on the exclusive REAL Top Agent Magazine

9418 Thrush Lane $2,785,000

9418 Thrush Lane $2,785,000

Trends list of America’s top 1,000 real estate sales professionals, teams, and brokerages, as advertised in The Wall Street Journal. They were named #14 in the nation by number of transactions, and #24 in the nation by sales volume.

Whether she’s helping someone find their dream home or sell their property, Nurit treats everyone as if they were her only client. “I truly care for my Top Agent Magazine

clients, and I listen carefully to make sure I understand their needs and what the best way to help them is. Our whole team works with great precision and heart. This is such an important decision in somebody’s life; we want to make sure we get it right,” she says.

A key part of Nurit’s strategy for success is her extensive and innovative marketing. “As part of Copyright Top Agent Magazine 11

5331 Merriam Street $1,499,000

As of 2021, Nurit and her team were ranked by the Wall Street Journal. “So humbled to be ranked #14 nationwide amongst all Realtors Nationwide!! Real Trends in partnership with The Wall Street Journal, recognize the top .07% of more than 1.4 million real estate professionals in the nation. “Thank you to all our clients who trusted us in working with them throughout the years. Thank you to my Partner Alex Martinez and our AMAZING team!!! I LOVE you all!!!

The Agency family, we have the best PR and one of the largest social media followings at our disposal. We invest in high-end marketing materials and our listings get nationwide coverage. Even in this hot market where all you have to do is put up a sign, we still cover all our bases. That includes an exclusive 12-page brochure, beautiful photography, and virtual 3D tours,” she says, and adds, “In addition, we put a lot of emphasis on having a Copyright Top Agent Magazine 12

large online presence. We have social media campaigns, and we work with different influencers. I also host a national TV show once a month called The American Dream, where I highlight real estate in the DC Area, which helps give our listings a wide exposure and get our sellers the highest price.

It’s a real honor since we were the only team picked to represent Washington DC. Exposure is a crucial element of real estate because at the end of the day, Top Agent Magazine

6 Sedwick Lane $2,845,000

6306 Huntover Lane $2,350,000

I can have a beautiful house or pretty pictures, but if I don’t put it in front of the right people, then it doesn’t matter.”

to make sure they have a good heart, and they will fit in with the culture of our company, which is all about helping and caring for people.”

What keeps Nurit working as hard as she does is her love of people. “I love working with people and helping them; that includes both my clients and my team. That’s why when I hire anyone, I have

Outside of work, Nurit is tightly involved in her community. She is on the board for the American Red Cross, where she helps out with blood drives.

She is also on the board of the Israeli American

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Council. When the COVID-19 pandemic hit, Nurit knew that she wanted to help out in some way, so she donated 3000 face masks to hospital workers, doctors, and the elderly. To unwind, she loves to go to the beach, swim, and travel.

Going forward, Nurit is focused on growing her business and continuing to provide her clients with white-glove service. “We’re growing fast, so my goal is to make sure that we pace ourselves. I want to continue to do what I love, which is working with people and helping the community.”

To learn more about Nurit Coombe, call (301) 346-5252, email nurit@teamnurit.com, or visit TeamNurit.com www.

Photos by A. Claire Vision Photography Copyright Top Agent Magazine 14

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Every Player is Valuable: How to Boost Your Team’s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly.

Even a task that seems simple, such as answering phones, can be overwhelming at Top Agent Magazine

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious.

Here are some things that you can do to increase morale and productivity in your workplace: 15

While it’s important to point out when an employee is doing something wrong, it is equally – if not more – important to acknowledge when that employee is doing something right.

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While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team.

An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

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Determine what all of your employee’s goals are, and what their expectations for growth might be. There may be lower level employees who are perfectly content doing what they’re doing, and who have absolutely no expectations for growth in your business. Others, however, may have an interest in moving up the ladder. Make it your business to determine this early on, and try to take a personal interest in your employee’s growth with your company. Knowing there is room to grow is an important factor in employee satisfaction, and knowing who wants to grow and who

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doesn’t is something you should be aware of. Groom from within, and your employees will be grateful and work harder.

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If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too.

Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees.

Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit.

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ROBERT KAETZEL

Coming from a family of real estate agents, entrepreneurship is in Robert Kaetzel’s DNA. “My dad was one of my business partner agents, we worked together for 15 years, and his father was a real estate broker. We just love ideas and we love people,” Robert says. He entered the business when he was 24 years old, loving the idea of sales and building relationships with others. Now in his 26th year in the industry, it’s safe to say he’s found his true calling. He is the broker of Real Estate Professionals, Inc. in Baltimore, Maryland, where he leads an office of about 80 people. “My personal team consists of 4-5 agents, but I work directly with clients,” he explains. By providing superior service to all he works with, and prioritizing honesty, Robert exceeds expectations and continues to grow.

buyers and sellers. There is nothing more gratifying than helping someone who trusts you, and who lets you guide them in making good decisions.” When it comes to his buyers, he takes the time to truly understand their wants and needs, and does not stop looking until their ideal property is found. Once it’s time to submit an offer, Robert’s clients can rest assured he is doing everything possible to get them the best deal. Meanwhile, his sellers enjoy state-of-the-art marketing, including

“I’m very enthusiastic about the business, even after all these years,” he says. “I truly enjoy working with 18

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professional photography and enticing copywriting. “Our goal is to get someone to look at the property in person, so we advertise just enough photos and write the perfect amount of description to get buyers curious.” It’s clear his strategies are working, as his brokerage closes about 500 transactions each year, with his personal team closing around 200. By the end of 2021, his company will have completed 10,000 transactions since Robert started the business in 2002.

After working with Robert and his team, clients love to spread the word about their experience.

One recently said, “If you’re looking for a good agent that works with you, Robert is your man. He went over and beyond to help me with issues I had trying to sell my house. He worked with my HOA and the county, pointed me in the right direction and told me what I needed to do.” Another wrote, “As a real estate investor I have been working with Rob for over 3 years now, he is always very responsive, pleasant to work with and very knowledgeable about the housing market. I’m very pleased to have a dedicated Real Estate Agent/Broker.”

When Robert isn’t working, he’s playing in his synth pop-inspired band, riding his bike, fishing, hunting or reading. But much of his free time is spent planning for his future growth.

“One thing that makes us a little different is that we have brick and mortar locations, so I want to build out some more of those, and I’m working with my partner agents to establish the next generation of folks that are going to come in.”

Wherever his path leads, Robert is soaking up every minute of it. “I love working with my team, I consider them my friends. I invest a tremendous amount of time and resources into those relationships, and it’s so great to see them grow.”

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For more about Robert Kaetzel, please call 410-916-8200 or email robert@reprofessionals.com Copyright Top Agent Magazine 19

5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 20

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

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Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

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Collaborate with mortgage professionals to find the right financing opportunities

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Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

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pay monthly in a mortgage—while building a lasting asset.

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Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

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Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

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BILL FRANKLIN Bill Franklin began his real estate career as a former teacher and basketball coach in his hometown of Bowie, Maryland. “I thought real estate was interesting, and it was something I could go into after I got out of coaching and teaching,” Bill recalls.

“That’s how I got into it, and I’ve been doing it for 32 years.” Throughout those years, Bill has excelled in helping his clients achieve their real estate goals.

As a Realtor® and head of The Bill Franklin Group at Long & Foster, Bill is based in Anne Arundel County.

He serves Anne Arundel, Prince George’s, Calvert, and Carroll counties, as well as areas along the shore. “Our team covers a fairly large area, with agents in various counties,” Bill says.

A significant portion of Bills’ business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence he inspires. “One of my mottoes is, ‘I sell more because I do more,’” Bill explains. “We like to go that extra step and give people great service. We make sure we meet all their needs.”

Community involvement is important to Bill. He is a member of the Benevolent and Protective Order of Elks, as well as the University of Maryland M Club and Terrapin Club. When he is not working, Bill enjoys golfing and spending weekends at his house near the ocean.

Asked for advice for newer agents, Bill says, “You have to build a base to be successful in this business. You have to be persistent, because it doesn’t happen overnight. Once you’ve built that good foundation, then you can expand upon that.”

As for the future, Bill says, “I enjoy what I’m doing, and I’m better at doing what I do now than I ever was, so I plan to keep on doing it. I just love meeting people and talking with them, which is one of the best parts of this profession. That’s what I enjoy doing, and it’s what I enjoy about this business.”

When it comes to marketing his listings, Bill uses a comprehensive approach to ensure maximum exposure. This includes extensive online and social media advertising. “Almost every day we put something out there about real estate on our web pages and social media to make sure we have that great internet exposure,” Bill says. “We still do a lot of advertising in local magazines as well. We always keep our advertising very simple, because my idea is that people always want to see your face with your name, and that recognition may generate business years down the road.”

The results speak for themselves: last year Bill did 130 transactions, with a total volume just over $62 million.

Bill is the top agent in his area, and #5 in the whole Mid-Atlantic region.

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To find out more about Bill Franklin, please call 301-346-5690, visit billfranklin.net, or email Bill.Franklin@LNF.com www.

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