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MASSACHUSETTS EDITION

Creative Meditation for the Real Estate Professional

By the Numbers:

Understanding the True Value of Square Footage

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

FEATURED AGENTS

ANTONIO KHOURY KIM WILLIAMS

COVER STORY

Vicky Kustov


MASSACHUSETTS EDITION

ANTONIO KHOURY

ssic Beacon Hill brownstones to down9 xury modern high rises and sprawling y penthouses, Antonio Khoury has seen it the ability to speak 4 languages fluently, is truly able to cater to a diverse group of and cultures he encounters representing roperties where he and his partner Brett r have the #1 market share.

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he says. “We just closed on a dea 23 KIM WIL with a really young kid, and it mad myself and my partner - that we w Almost all of Kim them their dream home. Their son is referrals and to move in there, and to be goin what keeps them fri that neighborhood. Ireferring know Itheir spea is theit’s level of se myself by saying that that sa “It’s important t keeps us going.” a personalized,

with me,” she say

themAntonio a high-end nd I were not only very close friends, Giving back also keeps go VICKY KUSTOV KIM WILLIAMS ANTONIO KHOURY experience.” was also my number one competition,” one listing right now, fully furnish onio. “After a while we realized that by ture, valued over $20,000,” he say Kim came to real estate later in life, an orces we could offer a higher level of gave us the greenanlight to do whatreaw successful, becoming award-winning inthat the business. That has of only grow o our clients. At the end of the day, it’s furniture. Sosuccess instead just t honored among her network’s top one per CONTENTS ationships that drive us.” It’s obvious we want to be able to maximize t member of The Institute for Luxury Marke eaking to Antonio that bridging gaps and making and give back, so we’re giving it to the YMCA, t Luxury trained agent. mes easily to him as he’s constantly looking at the in transition. “ This is one of many charitable p 4) 4 WAYS MENTORING 15) BY THE NUMBERS: “I assure started after hadgiving raised my family,” shec cture. working on to we Iare back to the

UP-AND-COMING EMPLOYEES Vicky Kustov MAKES YOU A BETTER deal is very different and we approach it as such,” AGENT

says. “We are quick to tailor to the unique needs of our clients while ensuring a seamless transaction for 6) BUSINESS GROWTH HACK: s.” That includes tailoring the marketing of a unit to ABSORB YOUR CLIENTS’ idual client, neighborhood, and property.

STRESS!

UNDERSTANDING THE stayed in tune with the local market and, TRUE VALUE OF and SQUARE in college I wanted to go back to work When he’s not brokering dream homes and luxu like a great fit. I love the communities that w FOOTAGE

or looking for next development we his raised our family, so I lovemove, helping A pe take time to himself. “I’m a huge fan of basketb this area.” 21) CREATIVE MEDITATION play at least three or four times a week,” he sa FOR THE REAL ESTATE She knows the area - she’s lived there fo like to relax with friends and family, to sometim it’s really important when you’re buying or PROFESSIONAL from work for a bit. I think balance is the key somebody who knows the geographic area successful career. work hard and always Ilike to say I have theit’s best importan commute we sell homes and whereready I’ve been livinga- Med time to feel rejuvenated to face new

etwork of partner brokers and clients across the world spread word of their luxury units to every major wood, Wrentham and Franklin.” 888-461-3930 | Fax “We had aPhone private event at one of 310-751-7068 the penthouses sented where we hand-picked who came| allowing “It’s just theAsbeginning fortheuscommunity at DeRocker mag@topagentmagazine.com www.topagentmagazine.com a member of where an sh owcase it to dedicated group prospective buyers says. “Our future seriously. is doing wh her for responsibilities “Buying and No aportion of this issue may beof reproduced in any manner whatsoever without priorplan consent ofthe the publisher. Topto keep Magazine is published by Feature Publications are taken to ensure the scale. accuracyWe have really in a quickAgent sale. It’s all about thinking outside GA, of Inc. theAlthough butprecautions on a much, much larger of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by n necessary.” ects in the works and we are dedicated to growing its authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com. the community with the best possible service. Published in the U.S. gest success for Antonio is seeing the look on his blooming period, and we’re looking forward to 2 aces when the deal is done. “I love seeing their faces,” be at the forefront of it.” Top Agent Magazine


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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 thought4

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

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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.

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Business Growth Hack: Absorb Your Clients’ Stress! Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth. 6

You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

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your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable. Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family. And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions. Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service. Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know Top Agent Magazine

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly. Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted. Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 8

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’” Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares. If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help. When clients feel cared for, they remember the agents and partners who helped them.

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Vicky Kustov

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Vicky Kustov Under the banner of EXIT Premier Real Estate, Vicky Kustov is based in Burlington, Massachusetts and serves the greater Middlesex County region. Vicky Kustov arrived to her career in real state by happenstance. She’d been reading some pertinent industry books and watching some creative HGTV shows, and thought it would make for an interesting and natural fit for a career. Fifteen years later, she has built a 10 Copyright Top Agent Magazine

reputation steeped in personalized client care, abiding integrity, and a proven track record of success. Today, Vicky is based in Burlington and serves the greater Middlesex County region and its Top Agent Magazine


range of communities. Under the banner of EXIT Premier Real Estate, she has built an enterprise largely driven by repeat and referral clientele—amounting to roughly 80% of her business. To account for her success thus far, Vicky cites service and communication above all else. Likewise, she credits the lasting impression a personal touch imparts. “I’m a service-oriented agent,” she says. “I’m less focused on sales figures. Rather, the most important part of what I do is serving my clients to make sure that the process—whether Top Agent Magazine

they’re buying or selling—is as easy and seamless as possible. I take on everything, from A to Z, to get the job done - organizing the process, making every step clear, and communicating throughout.” Vicky emigrated to the U.S. from Latvia when she was just seventeen. Learning English and paving her own career path taught her the lessons of hard work, persistence, and resourcefulness—all traits she applies in her daily work as an agent. Undaunted by a chal11 Copyright Top Agent Magazine


lenge and empathetic to her clients’ needs and goals, Vicky empowers those she serves by educating them along the way. “There are so many little details that go into each transaction,” she explains. “I like to break down that process step-by-step for my clients. I take the time to go over every phase and prepare my clients so that they always know what to expect and what’s coming next - that relieves a lot of the stress my clients could experience. I know how to work hard, manCopyright Top Agent Magazine Copyright 12

age multiple roles, and resolve any hiccups that we may experience along the way. I also make it a point to stay in touch with my clients consistently, so even if there are no new developments, I’m reaching out to make sure we’re on the same page and all their questions get answered. Communicating with clients is absolutely the key, because they should always know where things stand.” When it comes to marketing listings, Vicky ensures listings are presented memorably and Top Agent Magazine


leveraged for maximum exposure. Beginning with property touch-up’s that increase value, followed by staging, professional photography, and a video tour—all listings are showcased in their finest light as they make their market debuts. From there, homes enjoy superlative visibility on their own personalized website, and across the leading online listings platforms and social media outlets. “I’m a long-time Burlington resident,” Vicky says, “I know the market Top Agent Magazine

and the area, and I make my personalized service the centerpiece of what I do.” Beyond the office, Vicky spends her free hours with her family and loved ones. She also enjoys walks in the outdoors, reading a good mystery novel, and her dog training hobby. As for the future of her business, Vicky intends to maintain the momentum she’s generated over the course of her fifteen-year career, while looking toward Copyright Top Agent Magazine 13


expansion as she considers building a team in the years to come. For now, she is content to serve her community one home at a time. “What I love most about what I do is helping people,” she says. “It may sound like a simple, straightforward career, but it has a lot of mov-

ing parts and it’s not easy. I enjoy the guidance aspect of it, helping my clients from beginning to end. That’s the best part—helping them realize their goal, meeting and exceeding their expectation, and doing it all in a manner where they’re completely happy with the results.”

To learn more about Vicky Kustov email RealtorKustov@gmail.com, visit VickyKustovRealtor.com, or call (781) 956 – 7789 www.

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By the Numbers:

Understanding the True Value of Square Footage Measuring the square footage of a property may seem like an objective and straightforward task, but you’d be surprised at how many agents and homebuyers misunderstand this pivotal figure. True square footage provides homebuyers a concrete understanding of their prospective domain, but here’s the problem: the rules to determine a home’s square footage are not always uniform across the board. What’s more, much of Top Agent Magazine

a home’s value is determined by its size, so accuracy is certainly important. While many real estate agents have their own systems for determining or confirming a home’s true square footage, it doesn’t hurt to update your practices and become an expert on the subject. After all, you may learn a few techniques that could add value to a listing, or better prepare you in guiding house-hunters on the lookout.

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1. Do your due diligence Most towns and cities have a local records department where floorplans and blueprints are kept on file. It’s worth noting that these records don’t typically include any subsequent additions or remodels on a property, but they still give archive hunters a legal baseline when outlining a property’s square footage. Oftentimes, a straightforward online search of a city or county’s records office can pull the information necessary, or else agents can poke around in person to uncover informative blueprints at the records office. Either way, access to original blueprints or floorplans is a great tool for determining livable square footage. As a bonus,

original blueprints and floorplans—especially in historic properties—can be intriguing visual aids for prospective buyers, as well.

2. Know the rules While there aren’t universal standards when it comes to measuring square footage, there are general guidelines that can help determine square footage in an authentic way. Per the American National Standards Institute (ANSI), here are the official recommendations for measuring a home’s real square footage: n

Called “below grade spaces,” basements and sunrooms beyond a home’s typical

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living quarters do not count toward a home’s true square footage. According to ANSI, even big draws like finished basements don’t count toward a property’s Gross Living Area. Of course, even below grade spaces have their own desirable value and should be outlined as such on listings. n

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Did you know the space inside closets and on stairways counts toward a home’s square footage? Even if these areas are relatively small, they still add to a property’s calculable square footage. When recording square footage, ANSI actually suggests performing measurements from a property’s exterior—though this method does not account for the

thickness of exterior walls, which could skew square footage numbers. n

Just like below grade spaces, a garage, a pool house, or even a guest house should not be included in a property’s Gross Living Area. The rationale at work here is this: if you must go outside to access additional living areas, then they are beyond the square footage scope of the primary dwelling and should not be included in a home’s Gross Living Area.

3. Double-check by doing the dirty work Buyers and sellers have or will make a sizable investment in a property, so isn’t it fair to double-check all the relevant facts and figures

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when it comes to true square footage? If you want to take on the endeavor yourself, here are a few helpful steps to take. n

First, you’ll need a few things to get started, including a tape measure that can measure at least 100 ft., graph paper, and a pencil.

n

Next, choose a room to start measuring wall-by-wall. Measure Wall 1, then proceed to assign each square on the gridded paper a corresponding measurement, rounding to the nearest tenth of a foot for the sake of clarity.

n

From there, draw out the wall you measured and measure the remaining walls in the

room. Once you’ve completed the room’s measurements, multiply the room’s length and width to determine its square footage. n

As you go measure throughout the home, using your own system to scale, you will construct a failsafe floorplan.

Mastering your craft is everything, and the real estate industry is no different. Every now and again, it’s worthwhile to update your well of information, take matters into your own hands, and continue to innovate with the industry. While square footage may not seem like the juiciest starting off point for such a venture, never forget: mastery of technical knowledge is a sure sign of expertise.

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ANTONIO KHOURY From classic Beacon Hill brownstones to downtown luxury modern high rises and sprawling Back Bay penthouses, Antonio Khoury has seen it all. With the ability to speak 4 languages fluently, Antonio is truly able to cater to a diverse group of clientele and cultures he encounters representing luxury properties where he and his partner Brett DeRocker have the #1 market share.

he says. “We just closed on a deal with a family with a really young kid, and it made us so happy myself and my partner - that we were able to find them their dream home. Their son was so excited to move in there, and to be going to school in that neighborhood. I know I speak for Brett and myself by saying that it’s that satisfaction that keeps us going.”

“Brett and I were not only very close friends, but he was also my number one competition,” says Antonio. “After a while we realized that by joining forces we could offer a higher level of service to our clients. At the end of the day, it’s these relationships that drive us.” It’s obvious when speaking to Antonio that bridging gaps and making deals comes easily to him as he’s constantly looking at the bigger picture.

Giving back also keeps Antonio going. “We have one listing right now, fully furnished with furniture, valued over $20,000,” he says. “The owner gave us the green light to do what we wanted with that furniture. So instead of just throwing it out, we want to be able to maximize the opportunity and give back, so we’re giving it to the YMCA, to help families in transition. “ This is one of many charitable projects we are working on to assure we are giving back to the community.

“Every deal is very different and we approach it as such,” Antonio says. “We are quick to tailor to the unique needs of each of our clients while ensuring a seamless transaction for both sides.” That includes tailoring the marketing of a unit to the individual client, neighborhood, and property.

When he’s not brokering dream homes and luxury penthouses, or looking for his next development move, Antonio likes to take time to himself. “I’m a huge fan of basketball, and I try to play at least three or four times a week,” he says. “But I also like to relax with friends and family, to sometimes just turn off from work for a bit. I think balance is the key to a long and successful career. I work hard and it’s important to find down time to feel rejuvenated and ready to face a new day.”

With a network of partner brokers and clients across the world they can spread word of their luxury units to every major market. “We had a private event at one of the penthouses we represented where we hand-picked who came allowing us to showcase it to a dedicated group of prospective buyers resulting in a quick sale. It’s all about thinking outside of the box when necessary.” The biggest success for Antonio is seeing the look on his clients’ faces when the deal is done. “I love seeing their faces,”

“It’s just the beginning for us at DeRocker and Khoury,” he says. “Our plan for the future is to keep doing what we’re doing but on a much, much larger scale. We have really exciting projects in the works and we are dedicated to growing and providing the community with the best possible service. Boston is in a blooming period, and we’re looking forward to continuing to be at the forefront of it.”

To find out more about Antonio Khoury, visit derockerkhoury.com, call 781 - 385 - 1695, or email antonio@compass.com www.

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Creative Meditation

for the Real Estate Professional The real estate world can be an industry of intense emotional and psychological pressure. Deadlines, meetings, employee needs, client needs and a hundred other items on which one needs to focus on a daily basis can create an environment that is not only not conducive to mental well-being, but can be outright detrimental. Learning to quiet the mind has been the focus of meditation for millennia. While those not familiar with the concept of meditation may instinctively think of yoga mats, incense, and chanting when the word “meditation” arises, there are in fact, many forms of meditation that can integrate quite Top Agent Magazine

easily into the daily hustle & bustle world of the busy real estate agent. First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening 21


Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts. These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument. Here are some examples of meditations you can try:

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For when you’re driving, download and listen to any number of audio Guided Meditations available on the internet. YouTube has a generous selection of these, many of which are geared towards success in business.

2 Repeating a mantra can be very calm-

ing, particularly when you are trying to rid yourself of negative, self-defeating thoughts. It doesn’t matter what words you choose, as long as you feel good about your choice. “I am a success” or “I will approach all of my clients with love today” are two examples. Whatever works for you and gets you into the desired mindset.

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3 Something as simple as listening to pleasant music in your car can be considered meditation, provided it brings you to a place of comfort as opposed to one of spiritual discordance.

4 The most important thing, however, is to take time to find gratitude in everything you do. Count your blessings, be grateful the exciting career in real estate you have built for yourself.

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis. When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity. Top Agent Magazine


KIM WILLIAMS Almost all of Kim Williams’ business is referrals and repeat clients, and what keeps them coming back and referring their friends and colleagues is the level of service Kim provides. “It’s important that my clients have a personalized, custom experience with me,” she says. “I am able to give them a high-end concierge service experience.”

probably the biggest financial transaction most families will make,” she says. “I’m particularly honored and touched when past clients refer their children to me; I’ve had opportunities to work with the second generation of a family.”

Kim came to real estate later in life, and was immediately successful, becoming an award-winning realtor in her first year in the business. That success has only grown; she was recently honored among her network’s top one percent. Today she is a member of The Institute for Luxury Marketing and is a Global Luxury trained agent.

“I also try to give back to the community,” she says. “We work with a group every year called Happy Feat, which benefits women’s charities. For example they benefit Learn To Cope, which is an organization that support families dealing with a loved one’s addiction. We’ve supported women’s shelters that help homeless women get back on their feet. And we support Habitat for Humanity. Working in real estate I truly understand that home is everything, and it’s important that everybody have an opportunity to have a safe and comfortable place to live.”

“I started after I had raised my family,” she says. “I had always stayed in tune with the local market and, when my kids were in college and I wanted to go back to work full time, it seemed like a great fit. I love the communities that we live in and where we raised our family, so I love helping people find homes in this area.” She knows the area - she’s lived there for 24 years. “I think it’s really important when you’re buying or selling to work with somebody who knows the geographic area well,” she says. “I always like to say I have the best commute in the world because we sell homes where I’ve been living - Medfield, Norfolk, Westwood, Wrentham and Franklin.” As a member of the community where she works, Kim takes her responsibilities seriously. “Buying and selling a house is

Kim works hard to be innovative in how she markets her listings. “Eight out of ten buyers in our area are finding homes online,” she says. “We do a high-end multimedia advertising plan that includes a narrated video and even sometimes a 3D walkthrough of the home.”

Giving her neighbors the safety and comfort is what has made Kim one of the most successful Realtors® in the Norfolk area. “It’s going to sound kind of hokey, but what I like most is working with people,” she says. “There are closings where we hug and cry. It can be a very close relationship that you develop with the client. I love helping people meet their goals and find a new home. “Growing up my family did not own our own home,” she continues. “At a very young age home ownership became my dream. I understand the dream and how important it is for people. My goal is not to sell one hundred homes - it’s to do a great job selling one home at a time.”

To find out more about Kim Williams visit kimwilliamsrealestate.com, call (508) 298-9725 or email kimwilliamsrealestate@gmail.com www.

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