MASSACHUSETTS 6-15-20

MASSACHUSETTS EDITION

Why Delegating is the Key to

LONG-LASTING SUCCESS

5 STEPS

TO ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT

FEATURED AGENTS

JOE CALI ROBYN NASUTI & SEAN TERRELL DIANNE NEEDLE COVER STORY

ERIC CALLAHAN

MASSACHUSETTS EDITION

JOE CALI ROBYN NASUTI & SEAN TERRELL DIANNE NEEDLE

Joe Cali had always been interested in real receive th 18 22 27 estate, although his fulltime career as a tell me th ® REALTOR started only three years ago. work wit Joe studied Finance in college, and made like they his first real estate investment purchase at this cons just 20, when he bought a piece of land able to co and then sold it when it was developed a of 20 mil few years later. He continued to buy and sell properties for his own portfolio, while There are ERIC CALLAHAN ROBYN NASUTI DIANNE NEEDLE JOE CALI working in the corporate world as a facilienjoys, o & SEAN TERRELL With a love for her community and extensive expe- leaving no questions unanswere ties director, and thenrience President large hisrunning sched in both lawof andareal estate, Dianne Needle mitment extends into th has made great strides as anlie agent in the greater are always trying to learn mor ahead for her.

Robyn initially signed on with Award winning, top producing Realtor Robyn company. But whenBoston his company was satisfacti first jobRE/MAX out of college motto we’re not growing, we’ beforewas shifting to‘if Century 21, and then, Nasuti – Branch Manager for region.

Real Her Living working as a titleimmerse examiner at himself a law firm, into which avid learners,think masterminding and bought out, Joe decided to fully didn’t they co Suburban Lifestyle Real Estate in Boston – is a finally, to Real Living Suburban Lifestyle in 2018. led to her becoming a paralegal. “I soon became a other top agents across the coun his real estate hobby.and He started out working for aparalegal bou- now had examples hardworking, dedicated trustworthy advospecialist in foreclosures as a real estate is tomany double our business th Robyn is thoroughly enjoying her cate for her many grateful buyers and sellers. in the early and Realty began consulting other firms more clients and families, so as wf tique agency, then opened up90s, Cali Group with could buy aposition house and their attorneys/paralegals,” she explains.

This “I the foundation make thatnew happ Manager. really like toassisting Alongside partnerCONTENTS Sean Terrell, Robyn has long Branch his Joshua Cali, who a Real attorney, and able torewarding figure part outofa led tofor aisnew path as Estate aserreal estate auctioneer, where“It’s the agents,” she says. most beenson, setting the gold standard customer she garnered started herscores own auction transaction, where clients lea avice group select agents. by the changing the job.” Finally, in After in herof area, and they have of company.

2012 she earned her real estate license, and hit the about their time together. One glowing five-star reviews in the process.

With a TO. ACHIEVE they looking 20) 5 STEPS 4) 8 THINGS SUCCESSFUL ground running as a REALTOR first heardwere of Dianne and BrucefN She hasn’t looked LONG Robyn’s more-than-six-year partnership with business based on a solid foundation of today honesty back since, and leads The Needle Group some agents might focus on new leads, for Joe lender that could fig TERM SUCCESS AS A REAL PEOPLE NEVER DOWhile Terrell has and integrity, both Robyn with and Sean have abso- TheSean her husband Bruce. vast majority of been a highly successful, symbithe focus been repeat and referral their clients comeAGENT from referrals andclients, repeat in that both are truly committed otic relationship lutely earnedhas theiralways stellar reputations.

ESTATE business, a testament to their to superior service.their many clients with the best providing who he believes are the bedrock of any successful busi- Giving back is imp 6) HOW TO SPEED Robyn UP FIRST-TIME possiblethat client service. “Sean has a construction began her career in“It’s realourestate in 2005, and knowledge sets ness.

And in the short time experience since opening the agency port local businesse background and following a long-term stint working at Fidelity GOAL HOMEBUYER TRANSACTIONS us 24) apart,” Dianne says.CONTRACTS “We pride ourselves in I have a marketing background,” he’s been able to collect a our solid andsays referral peragency sponso “so he will look atalso a property to Investments selling mutual funds.

“I repeat decided giving clients expert advice andRobyn, taking the (A LIFE SKILL FROM THE out of the process. mission isfind toeffort give stress and potential issues come upJ that I wanted to behe closer to home, to agency’s lookOur try centage, which attributes toand the team he’s that notmight working, ourOLD clients anSCHOOL) experience theyduring would want their inspection, sure we can address for a sales job with a more flexible schedule,” 15) WHY DELEGATING IS THE and attentive treatment of clients. is all to make going to Cape Cod friends and family to“Our have.” agency Whether they’re recalls Robyn. “So, I decided to get my real estate it up front, while I’m looking at the home and helping buyers, sellers or investors, Dianne and KEY TO LONG-LASTING SUCCESS about effort. not at there tothroughout answer phone, theways business a tryingthea toprocess, come up withgrow creative to market license.”team Having enteredIftheI’m business the nadir her team guide clients the home.

We really bring those two of the economic of will. the previous someone on mycrash team I tookdecade, a two month vacation the team.

“Wedifferent don’ Copyrigh Robyn made the wise decision to spend significant strengths together to help people.” this year, and many of my clients didn’t even realize our goal. We just wa time studying for and earning several prestigious Iindustry was gone because team, my partner a sustainable busine Robyn and Sean can boast that close designations that my helped lay theparticularly ground- Currently, Phone 310-734-1440 | Fax 310-734-1440 to the entirety of their business is based upon work for Myers, the impressively careerand that continued Lauren didn’t successful miss a beat doing mag@topagentmagazine.com www.topagentmagazine.com showings|and open houses,” he says.

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No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Joe calls Cali Realty Group a one-stop-shop for his Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. clients, that not many real estate agencies posTo subscribe or change address, send inquiryatoquality mag@topagentmagazine.com.

Published in the U.S. sess. “Many of my clients are first time homebuyers,

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who don’t know much about home maintenance. So having people available to give them a plumber or an electrician is something they value very highly.” AndTop Agent Magazine aside from being a great source of information, clients

mailto:mag@topagentmagazine.com

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Things Successful People Never Do

There always seems to be people around you who find success with ease, but trust me, that is NOT the case. Although luck can often times play a role in someone’s success, most of the time it’s due to hard work and avoiding bad habits.

The best way to find your own success is to implement some of qualities you see in people you admire into your own life. The hard work part is still up to you, but by shifting your perspective a bit, and NOT doing some of the following

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things, that success might happen a little quicker.

1

DON’T JUST WING IT

Successful people plan everything. Not only do they have yearly goals, but weekly and sometimes daily ones as well. By giving your time a purpose, and a clearly defined goal, you’ll eliminate the time you spend haphazardly doing things that might not be a priority. It will also make you feel less scattered, which is always a good thing.

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THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

Successful people take on what they can do well, and no more. That all starts with a daily ‘do to’ list. They always make sure their list is manageable and then they don’t sleep until that list is completed. If you find yourself not finishing your list, assess whether it was too much or if you slacked off. You’ll be surprised at the feeling of accomplishment you feel when you finish your list. Not finishing will bring you down, so make sure you aren’t biting off more than you can chew.

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THEY DON’T WORK HARDER, THEY WORK SMARTER

Yes, having a strong work ethic is key, but that doesn’t mean you should waste time on things that will have less of an impact on your success. Focus on the things that will give you the most bang for your buck. Better to spend the majority of your time there, than spread yourself thin on numerous tasks.

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THEY DON’T TRY TO PLEASE EVERYONE

This might seem like a bad call in business, but successful people know when to cut your loses and move forward. Anything or anyone, that frustration into your life, is never a good thing.

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REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working Top Agent Magazine

and moving on from mistakes. Yes, you learn from them, but don’t repeat them. Part of being innovative is trying new things, that will keep you fresh and energized, but learning how to let go is an equally important part of the equation.

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GO FOR THE SHORT RUN SOLUTION

Successful people are in it for the long haul and therefore thinking long term. When you have a plan for success and the patience to see it through, while you might have a slow start, you’re establishing a foundation for long term success. Going for the easy fix, usually doesn’t pay off.

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PAY ATTENTION TO THE NAYSAYERS

Lets face it, we all have people in our lives who might be a little more pessimistic than is healthy to be around. You can’t change them, all you can do is not let them drag you down into their ‘glass half full’ mentality. Have your plans and goals, be confident about them. When you’re insecure, that’s when you’re most vulnerable to those types of people.

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THEY NEVER QUIT

That doesn’t mean letting go of things that aren’t working. It means having an end goal.

Whatever obstacles or challenges come up, you take them on, always with that end goal in sight. Successful people know that adversity and overcoming those challenges, is how you grow, and will ultimately make you a better business person.

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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 6

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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ERIC CALLAHAN

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Top Agent Eric is the principal broker and owner of Prospective Realty Inc.,in Eastern Massachusetts. One side of the business focuses exclusively on residential sales, while the other focuses on bank owned properties.

When you sit down to chat with Eric Callahan, it quickly becomes apparent that you’re speaking to a true real estate expert.

After graduating from Fitchburg State College with a BS in industrial technology and a focus on architecture, Eric worked for a number of years in the construction industry while flipping homes on the side.

He decided to get his real estate license in 10 Copyright Top Agent Magazine

2007 in order to facilitate his flipping business, and found that he enjoyed that side of the business so much that in 2012 he became a full-time agent.

Eight years and hundreds of transactions later, Eric is now the principal broker and owner of Prospective Realty Inc., where he leads a team of 15 agents. Prospective Top Agent Magazine

Realty Inc. consists of two primary business units in Eastern Massachusetts. One side of the business focuses exclusively on residential sales in Worcester and Middlesex County, while the other focuses on bank owned properties. On top of his management responsibilities, Eric also personally works with homebuyers, sellers, and a slate of investors who specialize Top Agent Magazine

in flipping properties. In fact, Eric has closed 85+ transactions every year, ranging in price from $80,000-$700,000, for the past 5 consecutive years which has placed him in the top 2% for all realtors in North Central MA. If you ask Eric how he has managed to enjoy so much success, he will credit his deep 11 Copyright Top Agent Magazine

Eric has closed 85+ transactions every year, ranging in price from $80,000-$700,000, for the past 5 consecutive years which has placed him in the top 2% for all realtors in North Central MA. knowledge of the industry and individualized approach to dealing with clients as being the primary drivers of his business.

“I customize my services to what each client needs. With investors I figure out what it is that they’re looking for and then find them a property that best fits their desires,” Eric explains. “When I work with home buyers I draw on my background in architecture and construction to point out any potential problems up front so that there is no wasted time going forward.”

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When it comes to listing a property, Eric’s first step is to conduct a walk-through with his clients in order to adjust any furniture or decor inside the home so that it appeals to the largest number of buyers. Once the home looks its best, Eric has professional photographs taken, which he then uses to create a comprehensive online marketing campaign. Eric and his team also take the time to dig into the homes history to see if there are any interesting tidbits that can bring some color to the home’s story.

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“For example we have a listing right now that was an old mill building whose owner in the 1800s had family members who died on the Titanic,” Eric says. “Clients appreciate knowing the story behind their home when it has an interesting history.”

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Outside of work, Eric is heavily involved in his community. He is an active member of the Westminster economic development committee, and every week volunteers at his church to help with sound engineering. This past year the company spent a Copyright Top Agent Magazine 13

day donating photography with the United Way Day of Caring. In addition a portion of Prospective Realty’s proceeds go to support children in need with Compassion International.

Looking to the future, Eric is excited to continue growing his company while main-

taining the high-quality standards his business prides itself on. “Sometimes deals don’t go as smooth as clients would like them to.

Agents need to be on the ball in order to help them navigate the transaction. For me this job is all about helping people - I love being able to interact with people and help them achieve their real estate goals.”

For more information about Eric Callahan, visit Prospective-Realty.com, call 508-633-2288 or email callahan.eric@gmail.com www.

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Why Delegating is the Key to Long-lasting Success Delegating isn’t a dirty word. In fact, it’s the secret weapon of some of the most successful real estate leaders out there. Those that want to succeed and lead a business built to last understand that delegating is the key to growth and longevity. While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

DELEGATING DEVELOPS YOUR MANAGEMENT TECHNIQUE Have you ever considered that delegating tasks and responsibilities can help you, as Top Agent Magazine

a leader, develop your managerial skills?

While the main objective of delegation is to distribute work in a balanced, efficient way, it’s also a chance to assign tasks with insight, calibrating your team in the process.

Consider delegation an opportunity to build strengths and address weaknesses on your team by choosing specific tasks for specific employees. You can also work on and expand your communication skills, find ways to streamline your delegation tactics, and create opportunities for collaboration. Don’t just delegate blindly, be thoughtful in how you parcel out the workload and responsibilities. Doing so will allow you to fortify your

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While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

management skills, in addition to lightening your load for the better.

DELEGATING BUILDS COLLECTIVE CONFIDENCE Another byproduct of delegating is that it builds collective confidence in the ranks of your office. By giving employees the chance to flex their skills and control their own small slice of the pie, you’ll be fostering a sense of responsibility and growth on your talent roster. Not only will your staff benefit from the chance to step out on their own, but the team will also benefit as a whole, as each member will attack their duties with a renewed sense of confidence and competence. This collective aptitude will translate to clients and industry colleagues, who will sense the power of a practiced, well-calibrated team in which each member has the chance to shine.

DELEGATING SHARPENS WEAK SPOTS IN OFFICE COMMUNICATION Proper delegation requires clear communication and the careful outlining of responsibilities, goals, and expectations. By regularly delegating to staff, you’ll be giving the whole office the chance to curtail careless communication habits and establish a new benchmark for quality correspondence. Begin by setting an example by clearly communicating delegated responsibilities, leaving the door open for 16

questions, and by making progress reports the standard. After a while, these good habits will become engrained in your team, and your office will benefit from a uniform and effective communication style, no matter the project.

DELEGATING TURNS ACCOMPLISHMENTS INTO A TEAM WIN The ultimate goal of delegating duties is to get the job done, but when you practice delegation, each team member will have a stake in the outcome. In other words, a job well done can be celebrated by all. Giving your team the chance to invest themselves in an overarching project allows for a big pay-off once success is achieved. Not only does this boost morale and provide meaningful motivation for daily work, but it also builds a sense of comradery among the ranks. What’s more, team members will know they’re taken seriously and considered valuable to the team’s dynamic. And don’t forget: a job well done is a reward in and of itself, but it also doesn’t hurt to demonstrate your gratitude for a team goal accomplished.

Delegating responsibilities isn’t a new idea, but the benefits are more plentiful than most imagine. With that in mind, capitalize on opportunities to delegate and you’ll not only be bolstering your business, but building your team and your own professional profile for the long haul.

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ROBYN NASUTI & SEAN TERRELL

Award winning, top producing Realtor Robyn Nasuti – Branch Manager for Real Living Suburban Lifestyle Real Estate in Boston – is a hardworking, dedicated and trustworthy advocate for her many grateful buyers and sellers.

Alongside partner Sean Terrell, Robyn has long been setting the gold standard for customer service in her area, and they have garnered scores of glowing five-star reviews in the process. With a business based on a solid foundation of honesty and integrity, both Robyn and Sean have absolutely earned their stellar reputations.

Robyn began her career in real estate in 2005, following a long-term stint working at Fidelity Investments selling mutual funds. “I decided that I wanted to be closer to home, and to look for a sales job with a more flexible schedule,” recalls Robyn. “So, I decided to get my real estate license.” Having entered the business at the nadir of the economic crash of the previous decade, Robyn made the wise decision to spend significant time studying for and earning several prestigious industry designations that helped lay the groundwork for the impressively successful career that 18

lie ahead for her. Robyn initially signed on with RE/MAX before shifting to Century 21, and then, finally, to Real Living Suburban Lifestyle in 2018.

Robyn is thoroughly enjoying her position as Branch Manager. “I really like assisting new agents,” she says. “It’s the most rewarding part of the job.”

Robyn’s more-than-six-year partnership with Sean Terrell has been a highly successful, symbiotic relationship in that both are truly committed to providing their many clients with the best possible client service. “Sean has a construction background and I have a marketing background,” says Robyn, “so he will look at a property to try and find potential issues that might come up during inspection, to make sure we can address it up front, while I’m looking at the home and trying to come up with creative ways to market the home. We really bring those two different strengths together to help people.”

Currently, Robyn and Sean can boast that close to the entirety of their business is based upon Copyright Top Agent Magazine

Top Agents Robyn and Sean can boast that close to the entirety of their business is based upon returning clients and referrals, a true testament to the white-glove customer service they provide their buyers and sellers. returning clients and referrals, a true testament to the white-glove customer service they provide their buyers and sellers. “We are really working hard to make sure that our clients get a five-star experience when working with us,” says Robyn. The reviews the pair have generated suggest that is exactly what they are doing. “Robyn and Sean were very professional and worked very hard,” reads just one of these. “Their experience and their commitment to helping us sell our home was essential to our goal. We thought the world of them and really appreciated all they did for us. It is without reservation that we would recommend others to call on them.”

Robyn, who has been involved with the local and National Boards of Directors for the Asthma & Allergy Foundation of America and the Mendon Upton Education Foundation Board of Trustees, is excited about the future of their business. “We’ll be adding a marketing intern soon, and we’re going to continue to really refine our processes and continue to grow our business.”

Above all, however, remains Robyn and Sean’s overarching objective: to continue providing the referral-inspiring, unparalleled customer service that has become synonymous with their names.

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For more about Robyn Nasuti & Sean Terrell, please call 774-573-1336 or email Fivestarhomesteam@gmail.com Copyright Top Agent Magazine 19

5 Steps to Achieve Long Term Success as a Real Estate Agent Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business.

So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

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FIND A MENTOR

Once you get your license and hang your sign at a Brokerage, you’ll find that you’re pretty much on your own. That’s why it’s a good idea for new agents to find a large Brokerage that offers in-house training and mentorship or a boutique brokerage that has more seasoned agents who are eager to take a new agent under their wing. Being able to shadow a more experienced agent is invaluable and allows you to mirror what you’ve seen and run through the numerous scenarios that will arise when you are representing a client.

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CONTINUOUS TRAINING

This is a business that is constantly changing, so it’s smart to always stay ahead of the curve when it comes to new technological innovations and systems. There are even numerous online resources, where you can keep up on your trade, such as blogs by top producing agents that are a treasure trove of information. A confident agent with an in-depth knowledge of the business is one that easily earns the trust of their client, leading to repeat and referral business, which will be the bread and butter of your business.

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BUILD A STRONG ONLINE PRESENCE

Yes, referrals are the basis of your business, but building a strong online presence and marketing yourself to new clients is also important, especially before you’ve built up a strong referral base. Facebook, Snapchat, Instagram, and other social media tools are great way to get leads both for your listings and for yourself. It’s even a good idea to buy several domain names when you start, so that when you’re ready to build a website, you can ensure you have the names you want. Obviously the internet is also a great resource to find leads. Before you find a niche for yourself, it’s important to take advantage of every avenue there is. A lot of successful agents started off doing things no one else wanted to take on like foreclosures, expired listings or lower priced homes. But as you’ll find out, helping those who need it most is a great way to build a loyal client base, that will not only come back to you when they are ready to sell or buy again, but will be your biggest cheerleaders when it comes to referring you to friends and family.

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BUILD A SOLID FOUNDATION

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SET GOALS

One thing you’ll find in this business is that doing a lot of work up top, will lead to a more successful outcome down the road. That goes for marketing plans for your listings, as well as your business as a whole. It might not be the fun part, but it will allow you to one day focus on what you do best, dealing with your clients. Set up your CRM and the other systems you want to use from the get go. Getting these things established before you’re hopefully a busy agent is the best time to really learn them and decide what’s best for you.

Once you build a strong foundation and are establishing your client base, it’s important to continually set goals that help you implement your business strategy.

You can even invest in a real estate coach if you need someone to hold you accountable. It’s also important to constantly reevaluate what you’re doing. Set up a monthly audit, where you go over what is and what isn’t working. As we mentioned above, this is a fluid business and things are constantly changing, the same can be said of your business. What worked a year ago, might be losing you money as your business grows.

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DIANNE NEEDLE

With a love for her community and extensive experience in both law and real estate, Dianne Needle has made great strides as an agent in the greater Boston region. Her first job out of college was working as a title examiner at a law firm, which led to her becoming a paralegal. “I soon became a specialist in foreclosures as a real estate paralegal in the early 90s, and began consulting other firms and their attorneys/paralegals,” she explains. This led to a new path as a real estate auctioneer, where she started her own auction company. Finally, in 2012 she earned her real estate license, and hit the ground running as a REALTOR®. She hasn’t looked back since, and today leads The Needle Group with her husband Bruce. The vast majority of their clients come from referrals and repeat business, a testament to their superior service.

leaving no questions unanswered. That same commitment extends into running their business, as they are always trying to learn more. “We live by the motto ‘if we’re not growing, we’re dying,’ so we are avid learners, masterminding and collaborating with other top agents across the country. Our plan right now is to double our business this year and service more clients and families, so we continue to build the foundation to make that happen.”

After the transaction, clients leave glowing reviews about their time together. One recently said, “We first heard of Dianne and Bruce Needle (The Needle

“It’s our experience and knowledge that sets us apart,” Dianne says. “We pride ourselves in giving our clients expert advice and taking the stress out of the process. Our mission is to give our clients an experience they would want their friends and family to have.” Whether they’re helping buyers, sellers or investors, Dianne and her team guide clients throughout the process, 22

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Group at Keller Williams) through a local community Facebook group. They were among the top recommendations coming from the 100+ responses we received from our fellow townspeople. This recommendation was completely proven once we selected The Needle Group and started to work with them on selling our home of 23 years and searching for our new home in nearby towns.

Selling our home, Dianne immediately clicked with us - she was warm, empathetic, supportive, and completely professional. She explained the process carefully, and helped us every step of the way. Her attention to detail and deep understanding of what was needed to sell the house was right on the mark - and as a result we sold our house immediately after our open houses.”

Dianne and Bruce are heavily involved in the community, it is one of the ways they have been able to reach such great heights. They host a video series called ‘Live, Love, Sharon’ on YouTube and Facebook, highlighting local businesses in their hometown of Sharon, Massachusetts. They’re annual sponsors of the Sharon Cricket Youth Association, Sharon Youth Baseball and Softball Association, and Friends of Art and Music Education. Dianne is a past President of the Sharon Education Foundation, and Bruce is President of Sharon Travel Basketball Association and the founder of the Annual Father’s Day Baseball Tournament. The couple also loves giving back to the community in various other ways throughout the year, including a recent gift card giveaway aimed at supporting local restaurants.

As The Needle Group continues to grow, Dianne and Bruce are loving every minute of their work and can’t imagine doing anything else. “I love how much value we bring to our clients. I want to give people the best service and experience. There’s nothing better than hugging someone at closing and seeing them happy.”

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For more about Dianne & Bruce Needle, please call 781-858-8366 or email dianne@theneedlegroup.com Copyright Top Agent Magazine 23

Goal Contracts

By Barry Eisen

(A Life Skill from the Old School) A few months ago I spoke at a real estate sales meeting in an office where I’ve spoken and taught seminars for many years. As soon as I was finished, an agent, who had transferred into this office about a year before, standing in the back of the room, graciously offered a glowing testimonial about my seminar he had taken ten years ago. He talked of a number meaningful changes for the better he had experienced in his life since that seminar. Then he took out 24

of his pocket a small number of 3 by 5 cards and held them up like he was holding the Holy Grail. Of all the internal and external techniques he was exposed to in the seminar, these cards (Goal Contracts) were his game changer.

I stopped guessing years ago, which ideas or systems I teach will be best or most appreciated. We all perceive ideas so differently. Generally, feedback I get in coaching sessions is Top Agent Magazine

that the biggest issue for most, who are not fulfilling their own personal promises, is lack of focus, not lack of ability or planning. There are lots of good ideas available to shake a person out of the Limbo they’ve created. Here’s one that has worked for many. If you like the idea, don’t just acknowledge it as a “nice idea.”

Do it for a month. Get past the initial new/awkward/judgmental stage. Then decide whether this is an idea worth continuing or not. Come from KNOWING, not second-guessing. 3. On the second line, answer the You have everything to gain and time question. What is the specific nothing to lose.

TARGET or DUE DATE for that goal to be accomplished? (A specific The Goal Contract date creates a sense of urgency.)

Get as many 3 X 5 cards for as many 4. On the third line of each card selected personal/business goals answer the HOW? question. This is the action step, where the rubber you’d like to accomplish. meets the road. How are you going 1. Create 4 horizontal lines across to get from where you are to where each card with a few spaces in you are going? Dig deeper than the lazy answer: “If I knew what to do between each.

I’d be doing it!” If you’ve crossed the street by yourself a few times You have everything to already, chances are you know what gain and nothing to lose. you need to do. Write this down in a few words on the third line.

2. On the top line of each card answer the question WHAT? What 5. On the bottom line of each card, is that card’s goal? Write that goal SIGN YOUR NAME. As simple and on the top line (e.g. Weigh 150 lbs., perhaps silly as this may seem, we $200,000, run a 42 minute 10K, etc). have been conditioned to live up to Top Agent Magazine

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you feel self conscious), on your office and home office desk, etc.

Just the physical act of moving the cards, subconsciously reinforces what the cards represent. Since most of our attitudes and actions are subconsciously motivated, you will feel more immediately compelled to make the better, usually more 6. Stick a small piece of double productive decision. sided tape on the back of each card.

This is a little idea that can play big 7. Carry these cards with you in getting you to another level. through the travels of your day. In Because it’s easy to do, it becomes your pocket or handbag, carry case, easy to NOT do. Do it, you’ll like it! on the dashboard of your car (not when you have others with you, if Copyright©, Barry Eisen.

responsibilities we sign for (mortgages, insurance, credit cards, cars, etc). Personal and business goals don’t generally fall into that category. A small action can have a huge impact. As you sign your name, feel the responsibility of your commitment.

Barry Eisen teaches personal development seminars and coaches Southern California top producing rEALtOrS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 26

Top Agent Magazine

JOE CALI Joe Cali had always been interested in real estate, although his fulltime career as a REALTOR® started only three years ago.

Joe studied Finance in college, and made his first real estate investment purchase at just 20, when he bought a piece of land and then sold it when it was developed a few years later. He continued to buy and sell properties for his own portfolio, while working in the corporate world as a facilities director, and then President of a large company. But when his company was bought out, Joe decided to fully immerse himself into his real estate hobby. He started out working for a boutique agency, then opened up Cali Realty Group with his son, Joshua Cali, who is a Real Estate attorney, and a group of select agents.

While some agents might focus on new leads, for Joe the focus has always been repeat and referral clients, who he believes are the bedrock of any successful business. And in the short time since opening the agency he’s been able to collect a solid repeat and referral percentage, which he attributes to the agency’s team effort and attentive treatment of clients. “Our agency is all about team effort. If I’m not there to answer a phone, someone on my team will. I took a two month vacation this year, and many of my clients didn’t even realize I was gone because my team, particularly my partner Lauren Myers, didn’t miss a beat and continued doing showings and open houses,” he says.

Joe calls Cali Realty Group a one-stop-shop for his clients, a quality that not many real estate agencies possess. “Many of my clients are first time homebuyers, who don’t know much about home maintenance. So having people available to give them a plumber or an electrician is something they value very highly.” And aside from being a great source of information, clients can also count on Joe to give them the best treatment, no matter the price. “I treat every single customer and client the same. Regardless of the price, all our clients Top Agent Magazine

receive the same service. Most of my clients tell me that they would never even know I work with other people, because they feel like they’re my only client.” It’s through this considerate approach that he has been able to complete 50 transactions, for a total of 20 million dollars, this past year.

There are many aspects of this job that Joe enjoys, one of them being the flexibility of his schedule. But what brings him the most satisfaction is helping out someone who didn’t think they could become a homeowner. “I’ve had many examples of people who did not think they could buy a house for different reasons. And we were able to figure out a way for them to get one, either by changing where they were looking, changing what they were looking for, or putting them in touch with a lender that could figure out their particular solution.”

Giving back is important to Joe, and he likes to support local businesses and donate to local charities. The agency also sponsors numerous local events. When he’s not working, Joe enjoys gardening, sports, and going to Cape Cod. Going forward he would like to grow the business and add more like-minded agents to the team. “We don’t want to be the biggest, that’s not our goal. We just want to have a strong reputation and a sustainable business.”

For more information about Joe Cali email joe@calirealtyma.com, visit calirealtyma.com, or call 508-259–7311 www.

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