MISSOURI 3-2-20

MISSOURI EDITION

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QUALITIES OF EXCEPTIONAL EMPLOYEES

GET YOUR HEAD IN THE GAME!

CONCIERGE CARE: Services that Lure Clients and Transform Your Reputation

COVER STORY

GARY KERLEY

FEATURED AGENTS

MARYBETH WALLACE AMANDA ALLEN

MISSOURI EDITION

MARYBETH WALLACE, REALTY EXECUTIVES OF 9

GARY KERLEY

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AMAND

Amanda Allen estate license b her husband houses, and wa with his busin started primar agent for the p interested in, picking up pr MARYBETH WALLACE AMANDA ALLEN own. “I found out I really liked it,” she decided to stick with it. In August of 2 my first of real company As the head of Realty Executives St.estate Louis,brokerage Top Agent Mary to a broker.

It’s a little different!” servies St. Louis city, St. Louis County, and northern Jefferso

CONTENTS

Now as a broker, Amanda has seven

Marybeth Wallace prides herself under on giving first-time her, and“Ithereally teamenjoy covers several ho c good advice. Frankly, that’s how her career as Marybeth.

“I have a home off Missouri. “We’ll go down to the Lake o REALTOR its start. relocating to OF St. idence in Soulard. I sit down 4) CONCIERGE CARE: SERVICES THAT® got 22) 4 After QUALITIES to Mexico City and we’ll go west to Sed Louis from her home state of Tennessee, she contract, I’ll show them all the to Westphalia.”

LURE CLIENTS AND TRANSFORM EXCEPTIONAL EMPLOYEES caught the real estate bug while advising corpo- and make sure they’re prerate pilots who were relocating to St. Louis and they feel comfortable.” And i YOUR REPUTATION To market herlender, properties, Amanda cove in need of help finding a new home.

She received she’s happy to make th 24) ARE YOU DOING BUSINESS her REALTOR® license and 1987 She and uses hasn’ther estimates that her first-time ho free access to Realtor.com 6) 5 TIPS TO GET NEW CLIENTS AS YOU ONMLS, FACEBOOK? looked back. houses from anywhere as well chase as real estate sites like Z to $500,000. social media sites like Facebook, and eve One of the top agents at Realty Executives of St. team also puts out videos on YouTube to 15) GET YOUR HEAD IN THE GAME! Louis, Marybeth covers quite a bit of ground, Marybeth’s experience has a and properties.

Herinproperties also range serving St. Louis city, St. Louis County, and ceed various financial clima openherlots to higher-priced homes, to for northern Jefferson County. She cherishes own with Premier Asset Services therecompany are a lotofoW neighborhood, the historic district sell of really Soulardquick arebecause a third-party which is home to some of the richestarea,” architecture ing] on foreclosure,” she sa she says. in the city as well as one of the largest Mardi Gras ago when the market was g Phone 310-734-1440 | Fax 310-734-1440 celebrations in the country. agents weren’t anyAma bus To stay in touch with past doing clients,

GARY KERLEY

mag@topagentmagazine.com | www.topagentmagazine.com once a month via email. “I try to do it once Copyrig

I don’tofwant to overwhelm them with e No portion of this issue may be reproduced in any manner whatsoever without prior consent the publisher.

Top up leaving our listserv. Around Agent Magazine is published by Feature Publications GA, Inc. Although precautions arethem takenend to ensure the accuracy I’ll mailorout magnets of published materials, Top Agent Magazine cannot be held responsible for opinions expressed facts suppliedthat by itshave a calen authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com. and information on them to clients tha Published in the U.S. And her efforts seem to be paying off; A

at least 70% of her business is repeat cli

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But it’s not Top justAgent emails and magnets Magazine coming back to Amanda and her team. integrity and kindliness for their repeat su

mailto:mag@topagentmagazine.com

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Concierge Care: Services that Lure Clients and Transform Your Reputation It’s a no-brainer: customer service is central to success in the real estate industry. While properties may be the product, this industry really revolves around people and the relationships you cultivate along the way. With that in mind, how would you describe the service you provide? If solid service is the baseline, then to set yourself apart you must deliver service that’s exceptional. But, how? Returning calls and displaying a friendly face won’t necessarily separate you from the pack. If you really want to take your customer service to the next level and build a reputation for white-glove, concierge-level courtesy, then keep a few of the following tips in mind as you create a professional style that’s completely bespoke.

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Make your communications matter For many agents, communication during and after a transaction are perfunctory affairs, with one-sizefits-all newsletters or promotional postcards that feel mass-produced. To really grab the attention of your clientele, you’ll want to build a recognizable brand. To accomplish this, begin by adding value to your regular communications. Clients are likely to bypass your communications if they think your only intent is to sell them something. Focus instead on creating content that’s compelling and dishes out value to your clientele. Just like a favorite blog you revisit again and again for its quality content, con-

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sider your communications as an extension of your brand and identity. A few popular ideas from which clients can derive value include: local restaurant guides, tax tips for homeowners, reports on home values and the marketplace, or highlighting home décor and landscaping trends. Make your communications readable and useful, and your clients past and present will think twice before skipping past your name.

Showcase the lifestyle Clients remember when you go the extra mile, and that additional effort distinguishes run-of-the-mill agents from high-powered professionals. Whether listing or buying, consider a property’s lifestyle.

First, think about a client’s everyday experience.

Where’s the best breakfast spot nearby? How’s access to public transportation or bike paths? Which outdoor recreational opportunities exist in the area?

Where might your client swing by for coffee?

Neighborhood guides that outline the livability of a home and its area not only boost value and highlight potential, but they also demonstrate your ability to think outside the box and connect on a personal level. After all, a home isn’t just a house; a home is all about the daily experience that unfolds within and beyond those four walls. With that in mind, do your homework and make yourself a local expert.

Your clients will feel they’re in good hands and will better envision their future unfolding, all thanks to your thorough legwork.

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant Top Agent Magazine

message, or email, whereas older clientele may prefer face-to-face time or connecting by phone call.

Adapting your communication style is as simple as a brief discussion: ask your client how they prefer to communicate and adapt accordingly. While it may seem like a small matter, it provides clients with a sense of comfort and control. Again, the key here is communication. Talk with your clients about their preferred methodology. Maybe they prefer a marathon house-hunting trek on a weekend day, or perhaps they rather sift through listings online before making in-person visits to a narrowed list. It’s okay to encourage clients or fill them in on industry norms, but it’s important to create an experience that’s tailored to their style and personality.

Authentically seek feedback While it may feel uncomfortable, asking for feedback during and at the end of a transaction can dramatically improve your working style and professional blind-spots. It can also help you adapt your working style to better suit your respective clients.

Of course, it’s important to be open-minded and to quash the need to be defensive. Not all feedback will be useful, but you can incorporate the parts that are. This not only grows your skillset, but it also demonstrates to clients that you are open to constructive criticism and sincerely prioritize a job well done over personal praise. As a bonus, positive feedback can be parlayed into client testimonials, which are incredibly useful tools to boost your business on the whole.

It’s no secret that real estate is a busy, self-determined business. While your client care may feel all accounted for, there is always room to grow. Professionals at the top of their field know this and never stop building out their repertoire. If you want to take your business to the next level and create an imprint that’s synonymous with concierge care, then keep these ideas in mind as you build your relationships and your brand.

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5 Tips to Get New Clients If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 6

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

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Become a referral partner with industry peers

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Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

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with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

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Partner up with a Relocation Company

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Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

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Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much

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house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

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GARY KERLEY Top Agent Magazine

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GARY KERLEY Gary Kerley is a solo agent, with one licensed Realtor® as a Director of Client Care, covering the Kansas City metro area.

For Gary Kerley, getting into real estate was a much-needed change. “I got started because I was a police officer for 14 years. I was a Crimes Against Children Detective for 11 of those years, and I needed a break. People can only take so much.”

When an acquaintance asked if he’d considered real estate, Kerley was at first apprehensive. “I 10 Copyright Top Agent Magazine

said, ‘Absolutely not, I have no idea what that even entails.’ But he was like, ‘I promise you, if you can do [detective work], you can sell a house.’”

“I never really thought of it that way,” Kerley says. “I didn’t realize that because I was a cop, could do so many other things, and I think to Top Agent Magazine

myself every day now, why not me?” And with that thought, Kerley jumped right into real estate in May of 2016. Today, he’s a solo agent, with one licensed Realtor® as a Director of Client Care, covering the Kansas City metro area. Even though he’s relatively new in real estate, Kerley’s referral rate is good, with about half of last year’s business coming from referrals. His ultimate goal is to become the Number 1 Realtor® in Kansas City within five years.

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Kerley describes his approach as different from many other agents. “I’m very laid-back, I work on building that rapport. I’m very relationship-based [and] I treat [my clients] as if they’re a family member.” He also credits his former career for his interpersonal skills. “[Thanks to] my previous job, I feel like I can get along with just about anybody. Real estate itself is not hard; the hard part is getting along with people, handling the stress.”

And Kerley certainly knows how to handle stress: 11 Copyright Top Agent Magazine

“I’m not smarter than anyone else, I’m not magic.

I just treat everyone the way I would want to be treated and nobody will ever out-work me.”

“I was a hostage negotiator and interrogator in the police department, so I have a very different skill set. I keep everything in perspective. It’s not life or death; it’s just houses.”

While his experience has taught him how to remain calm, he still works hard. Kerley says it’s his work ethic that sets him apart from his peers.

He also focuses on being humble and grateful for his current career and credits his hard work for his success. “I’m not smarter than anyone else, I’m not magic. I just treat everyone the way I would want to be treated and nobody will ever out-work me.”

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Kerley uses social media to stay in touch with his clients. “I’m huge on Facebook,” he says. “I try to post a few times a day. The majority of my clients I communicate with [that way].” He’s also just gotten his first CRM. “It’s crazy that I’ve been able to sell this much without a CRM,” he says, “but I don’t like the automation...so much, I just think it’s very impersonal.” Being personal is something Kerley feels strongly about. “I take people out to lunch and dinner all the time. I try to just be genuine.”

Being genuine has led to some real friendships.

“I know it sounds super corny, but after we close, and I know I’m not going to talk to [the clients] as Top Agent Magazine

WHAT SETS US APART FROM THE REST! Full Time Agents There are over 15,000 Realtors in the Kansas City area. Many of them are part time which takes the focus off the task at hand which should be getting your home sold in the quickest amount of time at maximum value! Once you work with us, you will find out why we are in the top 1% of all Realtors in the Kansas City Area.

Professional staging A well-staged home sells faster and for more money! It allows home buyers to visualize themselves in your home and they are more likely to overlook small issues because they already feel at home!

Professional photos You only get one chance at making a first impression. That’s why we have spared no expense when it comes to surrounding ourselves with the best in the industry. Our professional photos stand out above the rest which will help your home sell faster and it will demand a higher price which means more money in your pocket!

Drone Photography and video Nothing grabs a buyer’s attention as much as aerial photos and video of your beautiful home. Anytime we can showcase your home from above, we will!!

Videography Each home we sell will get a custom video that will be published on multiple platforms for maximum exposure.

Master Negotiators There is more to negotiations than what meets the eye. During the home selling process, we will negotiate purchase price, earnest money, closing date, closing costs, inspection repairs and appraisal and so much more. You can rest assured you’re in good hands. How many other Realtors can say they are trained hostage negotiators? My guess is ZERO!!

Upgraded Real Estate Signs Successful people step out of traditional ideas. That’s what we wanted to do with our signs. We wanted to stand out amongst the rest. We have beautiful hanging signs that will give your home the luxury feeling it deserves.

Secure Lockboxes Nothing means more to us than your safety. When you entrust us with the keys to your home, we don’t take that responsibility lightly. We have gone above and beyond and use secure Supra I-boxes. Only licensed Realtors can access the keys to your home during the time frame that we set.

House Cleaning We know that selling your home is stressful. The last thing you need to do is worry about cleaning. We have house cleaners on standby ready to do that work for you. They will ensure that your home is in ship-shape before we go live on the market.

much, it’s kind of bittersweet. You develop this really close bond with people.”

Kerley also uses his individualized approach to market his listings. “I don’t think there’s any cookie-cutter marketing plan. I try to make everything unique,” he says. “If it’s a lake property, Top Agent Magazine

I won’t market it to everybody; I’ll market it to people looking at lakes. I double-end a lot of my listings because I have such a large buyers’ pool for listings,” he adds.

Real estate has also afforded Kerley a freedom he couldn’t get with the police department. “In Copyright Top Agent Magazine 13

the police department, you can’t do anything without [being told] what to wear, where to go. I like the freedom of choice of what to wear every day!”

More importantly, though, is the freedom to rearrange his schedule to spend more time with his family, something also not part of police life.

It’s also given him time to give back. In 2010, before his real estate days, he founded a charity

to benefit victims of child abuse, and he’s currently working on spending more time with it.

“Eventually, I’d like to start another nonprofit to help people be successful,” he says. “I’d eventually like to become a life or real estate coach, so I spend a lot of my off time with people, talking to them and helping them. Ultimately, above all, I want to provide my family with a life I never thought I could.”

To learn more about Gary Kerley, visit zillow.com/profile/GaryKerley, email hardcorerealtor@gmail.com, or call (816) 522-1533 www.

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Get Your Head in the Game!

By Barry Eisen

Can you think of any top athlete in any sport who is inconsistent in prepara­ tion, has little focus, has no defined game plan, and has low confidence and self-esteem? If you can, you’re not thinking of a top athlete, you’re thinking of a wanna-be poser. There are lots of gifted and talented people in sports, but the world doesn’t care as much about the talent unless it shows up, demonstrates focus, shows a dedicated plan of action and acts like success is the natural by product of all the previous preparation.

The same scenario is true about successful entrepreneurs. You’d be hard pressed to think of a winner who wasn’t prepared, focused, strategized and confident.

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The stories about Ben Hogan, Jack Nicklaus, Billie Jean King, John McEnroe, Kobe Bryant, Michael Jordan, Michael Phelps, Lionel Messi, Amanda Beard, and thousands of other sports greats share many When you hear negative basic success principles.

Think of the Captains of Commerce in your business and chances are the success principles are much the same.

messages in your mind... take a deep breath and replace them with supportive words.

I’ve been privileged to have worked with some of the very best in sport and business over many years and this is some of what I’ve learned from them.

5 ideas for stepping up your game.

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Preparation is what creates confidence. Don’t work on confidence.

Practice more. Whether it’s practicing getting out of the starting blocks quickly in the 100 meter dash, efficient flip turns in the pool, chipping onto the green from 30 yards away or rehearsing business presentation scripts, introducing yourself while knocking on doors, or closing assertively after a strong presentation...you can’t get around practice/preparation. Check out “the 10,000 Hour Rule,” in Gladwell’s, Outliers. Ya gotta do the work!

Mental practice in a relaxed state of mind (self-hypnosis) can speed up the success process from 2-5 times. Read almost any autobiography of a successful athlete or business personality and recognize this common trait; almost all successful people saw and savored the end result in their quiet, meditative states first.

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The quality of Self-Talk is a big reason for the separation between superstars and the herd that follows. It’s easy to be positive and use positive words when things are going great and your attitude is up. One way of getting and keeping an “up” attitude is to silently tell yourself what the outcome of the next event will be...where the ball will land, your time for the 100 butterfly, the height of the high jump you’ll clear, the room you’ll mesmerize with your speech, the powerful listing presentation you’ll

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give today, etc. The result of negative self-talk (self fulfilling prophesy) is obvious...poor posture, unfocused, procrastination, fear. Self sabotage!

When you hear negative messages in your mind...take a deep breath and replace them with supportive words. This will get easier and more automatic with practice and so will your successes.

(If you don’t achieve what you set out for...it doesn’t matter...keep doing this.) The difference in how the ultimately successful get to where they are and where everyone one else gets, is how soon you pull the plug and quit.

Raise your game by staying in it. As you shift your mind your game will improve/your business will improve.

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Visualize the self-talk. Pictures make more and deeper neurological impressions. A picture IS worth a thousand words. The greats in every sport played the game, walked the course, saw the 100 mph fastball come in, saw the touch at the pool’s wall, broke the beam at the finish line well before their bodies were involved. Your actions are based on your thoughts.

Don’t be random. Choose successful pictures that move you forward.

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Feel the satisfaction of success for just a moment. How would it feel hitting that perfect dive, making the 20 foot putt, running your personal best in a 10k, nailing that listing presentation, passing that test?

Allowing the neurotransmitter dopamine to flash through the pleasure centers of your brain, reinforces the positive goal towhich you are moving.

We do things to maximize pleasure or to minimize discomfort. As you associate the task or goal with a positive feeling, you’ll approach the task/ goal with a more open, “CAN DO,” attitude. It’s attitude not aptitude that usually matters more. Like a pep talk before a game, like a supportive hand on a child’s shoulder before a test in school, like a smile from a prospect that says, “I’m open to what you have to say,” feel good about what you’re here to do. You’ll make changes, not because you need to or want to, but because it feels good. Take the kicking and screaming out of your life to experience a more centered and focused energy.

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Relax before you compete/take care of that piece of business. Some use music, some meditate, some create physical rituals (eat a certain food, do push ups, clap hands, stretch, a couple of breathes (and a whole lot of other crazy things you’ve seen. It ain’t crazy if it works.) Create a small ritual that focuses you in the last moment before the event/business presentation/prospecting/public speaking...

Some sport psychology is about emotional, social and or physical issues, more to be addressed by qualified coaches, counselors or therapists, trained to deal with psychological baggage and physical scars. Some business leaders sit in with therapists and coaches to sort out individual blocks.

But after all the analysis is said and done, the smart ones go back to the basics. See the ball, hit the ball.

Copyright©, 2016 Barry Eisen. All rights reserved.

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 18

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

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MARYBETH WALLACE, REALTY EXECUTIVES OF ST. LOUIS

As the head of Realty Executives of St. Louis, Top Agent Marybeth Wallace servies St. Louis city, St. Louis County, and northern Jefferson County.

Marybeth Wallace prides herself on giving good advice. Frankly, that’s how her career as REALTOR® got its start. After relocating to St. Louis from her home state of Tennessee, she caught the real estate bug while advising corporate pilots who were relocating to St. Louis and in need of help finding a new home. She received her REALTOR® license and 1987 and hasn’t looked back.

One of the top agents at Realty Executives of St. Louis, Marybeth covers quite a bit of ground, serving St. Louis city, St. Louis County, and northern Jefferson County. She cherishes her own neighborhood, the historic district of Soulard which is home to some of the richest architecture in the city as well as one of the largest Mardi Gras celebrations in the country.

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“I really enjoy first-time home buyers,” says Marybeth. “I have a home office here at my residence in Soulard. I sit down, I’ll go through a contract, I’ll show them all the steps to go through, and make sure they’re pre-qualified and that they feel comfortable.” And if they don’t have a lender, she’s happy to make that connection. She estimates that her first-time home buyers will purchase houses from anywhere between $120,000 to $500,000.

Marybeth’s experience has allowed her to succeed in various financial climates. “I have worked with Premier Asset Services for 25 years. They are a third-party company of Wells Fargo [focusing] on foreclosure,” she says. “And 15 years ago when the market was going down, many agents weren’t doing any business, I was. It was Copyright Top Top Agent Agent Magazine Magazine

a foreclosure market. I had a whole team.

I had to work three times harder and got less pay. But I survived that.”

Not only has Marybeth survived, but she’s thrived. She also considers herself well-versed in handling younger clients.

“I’m dealing with solid people that I recommend to my buyers and sellers,” says Marybeth. “I just want to be more in tune with the times. I want to think like Generation X and Millennials. And you know what? Most of my friends are younger than me, too, so I guess I’m young at heart.” She’s also appeared on HGTV a few years ago on “My First Place” when it was in production.

However, Marybeth doesn’t mind being old school, either. She has a beloved wall calendar which she sends out to roughly 480 previous clients. She estimates that 50% of her business comes from repeat clients, including grandchildren, nieces, and nephews of original clients. “I’ve sold to three generations of families,” she says.

She also makes sure to gives back to her community by donating a percentage of each deal to different charities. And she takes great pride in her family. Between Marybeth’s and her husband’s family, she counts six children and thirteen grandchildren.

Whether it’s work or play, Marybeth loves to make sure her family and clients succeed. “I enjoy making people happy,” she says. “I feel like buying a house is probably one of the biggest traumas in life, besides divorces or death. It’s a big investment. 33 years of selling real estate and I still love what I do.”

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To learn more about

MARYBETH WALLACE, email Mb4123@aol.com, visit marybethbradfordwallace.realtyx.com,

https://

or call (314) 550-7250 Copyright Top Agent Magazine 21

4 Qualities of Exceptional Employees Hiring a new employee is one of the more stressful parts of being a business owner. After all, you’re taking someone on and trusting that they’ll not only be a valuable addition to the team, but won’t do anything to hurt your business’s hard earned reputation.

Sometimes a person comes in and you click right away, and other times you might be blown away by an impressive resume. But there are things you should look for that might not be as obvious at first. Employees that have the following qualities are ones you should seek out, because they will definitely be well worth the time and energy you invest in them.

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1. They have the confidence to be innovative There’s a reason people are drawn to those who think outside the box. Not only do innovations often lead to an extremely profitable business, even when that thinking doesn’t pan out, creative thinking is something that will energize your business and will motivate more employees to start taking chances.

Innovative thinkers also usually have great leadership skills. Ironically, you want an employee who isn’t afraid to speak up to authority and is someone who knows how to bend the rules without breaking them. They know that

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the success of the team and business is what’s most important, as long as it’s done ethically and with respect for everyone involved.

2. They are constantly reviewing their past performance A good employee looks forward, but they also look back. They are always evaluating what worked and what didn’t work in past performances and then adjusting their plans going forward accordingly. If they are coming off a big win, they know how to capitalize on that by using the momentum and cementing in everyone’s minds the value that they add to the team.

If things didn’t go as planned, they assess what they can do better next time, and they don’t get bogged down in insecurity. They take responsibility and they have confidence that they won’t repeat past mistakes. They know that failure is a temporary state, and are able to learn lessons from their mistakes, that will make them a better employee going forward.

While no one wants to fail, having the confidence to try something and fail will one day let you strike gold. Someone who lets failure shut them down, leads to a dead end and will soon make them a dead weight on your team.

3. They value teamwork Even though an exceptional employee might be a rising star, they realize that success is Top Agent Magazine

not an individual endeavor, it relies strongly on who you’re working with. Exceptional employees make sure that everyone is contributing and valued for their input. They put the interests of the company above their own, and thrive in an environment where ideas and information are shared freely.

Shared success is the ultimate goal for every project. Exceptional employees have the confidence to know that even when they’re not singled out for praise, they’re an irreplaceable component of a larger machine.

4. They are self-motivated learners A key thing to remember is that while experience is a valuable commodity, intelligence and intellectual curiosity is usually something that can’t be taught. Yes, you might request employees get additional training or attend seminars, but exceptional employees will be seeking out educational opportunities constantly. Even if they don’t have a lot of money for weekend retreats, they will be getting books from the library, downloading audiobooks, and most importantly, taking advantage of one their greatest resources, YOU. Exceptional employees know that the way to stay ahead is to always be at the forefront of new technology and systems. They don’t see educating themselves as a burden, they actually enjoy it. They realize that everything they take in, will one day make them not only an exceptional employee, but an exceptional boss as well.

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Are You Doing Business As YOU On Facebook?

Are you ‘Doing Business As YOU’ on your personal Facebook page? In other words, are you posting your business content from your personal page?

Yesterday a REALTOR® asked us, “Why should I bother with a company Facebook page? Can’t I just post everything from my profile page?”

The answer lies in what we call division of content. As you may be aware, social media began as just that… social. It was never truly intended for business use.

Over time, as businesses began to see the potential in reaching the masses in a new way, they began to intrude on this communication. Today, it is widely accepted that business will be conducted on all social platforms, but the manner in which we do so (and in which we are received) is still a touchy subject at times.

We believe it’s important to be transparent on social media. Draw the line between communicating as the Person and the Professional. Not only does this help you keep your content separate and appropriate, it also gives the control to your network of family, friends, colleagues, acquaintances and customers.

They get to decide whether to ‘like’ or ‘follow’ your company page. They get to decide whether they want to see your business related posts. User control is the #1 reason you need a business page if you’re conducting business on Facebook. Wouldn’t you rather have a willing and engaged audience over a forced, potentially reluctant one? We have personally eliminated many of the ‘DBA’ offenders from our news feeds and you have likely done the same.

As in all controversial social media topics, there is some gray area. And that gray area is often subjective, so consider this post food for thought and decide for yourself. We try our best to keep professional content on our business pages, with a couple of exceptions: 1. Philanthropic Promotion: We’re in favor of posting anything that will help an organization in need on both your personal and business pages. Nonprofits often have little to no marketing budget and rely on all of us to promote their good works, so we believe that’s a good line to cross (as long as it’s about the organization, and not you).

2. Recognition Tagging: Facebook does not allow you to tag an individual on your business page. Yes, there are some tricky work-arounds, but they are inconsistent at best. So when it’s truly important for us to recognize and tag an individual, especially someone who has done something nice for us (inviting us as guests on their radio show or podcast, for instance), we will generally post that on the business page first, then share it from our personal pages, along with a comment recognizing and tagging the individual(s) or business who helped us.

Either way (personal or business), remember to be true to the social aspect. Our participation on social media should be about giving, helping, recognizing and connecting…especially when it comes to your business.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

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Top Agent Magazine

AMANDA ALLEN Amanda Allen obtained her real estate license back in 2014 after her husband started flipping houses, and wanted to help out with his business. While she started primarily as a buyer’s agent for the properties he was interested in, she soon started picking up properties of her own. “I found out I really liked it,” she says, “and so I decided to stick with it. In August of 2019 I purchased my first real estate brokerage company and transitioned to a broker. It’s a little different!”

Now as a broker, Amanda has seven agents working under her, and the team covers several counties in central Missouri. “We’ll go down to the Lake of the Ozarks, up to Mexico City and we’ll go west to Sedalia and east over to Westphalia.”

To market her properties, Amanda covers all her bases.

She uses her free access to Realtor.com via the team’s MLS, as well as real estate sites like Zillow and Trulia, social media sites like Facebook, and even Craigslist. The team also puts out videos on YouTube to show off houses and properties. Her properties also range quite a bit, from open lots to higher-priced homes, to foreclosures. “They sell really quick because there are a lot of investors in this area,” she says.

Amanda, who lives only 20 minutes from her office, is also active in her community. “It’s not specific to just one organization,” she explains. “We try to help out as many different people as we can.” Helping out comes in different forms. “There was somebody who was diagnosed with cancer, so we donated money to them.

Or they’ll have different golf tournaments for different fundraisers throughout the year, so we’ll donate money to that.”

She also has big plans for the future. “Right now, I’m focused on adding property management to our portfolio. Nobody in our office has done it, so I look forward to expanding our skill set.” Amanda and her husband have managed their own properties, but she’s hoping to bring management services into her professional environment through the brokerage. “It seems like we’re always looking at properties, especially with my husband’s business” she says. “We frequently take our kids with us when we look at properties,” she adds with a laugh. But she hopes that taking the kids along will give them a glimpse into the working world and “see that aspect of life, what a job is, how you can build your own business, and what it takes to do it. Sometimes they don’t like it, but we take them anyway!”

To stay in touch with past clients, Amanda reaches out once a month via email. “I try to do it once a month because I don’t want to overwhelm them with emails and [have] them end up leaving our listserv. Around Christmas time, I’ll mail out magnets that have a calendar and our logo and information on them to clients that we’ve served.”

And her efforts seem to be paying off; Amanda says that at least 70% of her business is repeat clients.

But it’s not just emails and magnets that keep clients coming back to Amanda and her team. She credits their integrity and kindliness for their repeat success. “We’re not pushy agents, and we’re very responsive to [our clients].”

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To learn more about Amanda Allen, visit mocentralre.com/amanda-allen, email amandawithmcre@gmail.com, or call (573) 301-1630 www.

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