MISSOURI 6-1-20

MISSOURI EDITION

CREATIVE MEDITATION FOR THE REAL ESTATE PROFESSIONAL PLAYING THE REAL ESTATE MATCHMAKER

BY THE NUMBERS: UNDERSTANDING THE TRUE VALUE OF SQUARE FOOTAGE

FEATURED AGENTS

DEB HADDOCKDANAHER MELISSA HAYS COVER STORY

JENNIFER JONES

MISSOURI EDITION

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DEB HADDOCK-DANAH 23 MELISSA HAY

Withstarted a vibrant persona Deb Haddock-Danaher For th a love for people, Melis out in the corporate world and Kans is only one year into h has 25 years of sales, marketing Realt as an agent and is and business development expeShe a thriving. With 42 close in her first 12 rience. After dabbling actions as a real hosts sheencourearned Rookie of estate investor, she was seller is continuing to aged to get her licenseand in 2007. in the She’s gearing up to s JENNIFER JONES DEB HADDOCK-DANAHER Deb MELISSA HAYS was reality showskeptical focusing onatherfirst; business she and sa h however, when she started taking family. With six sisters, two brothers and six classes, she soon discovered how members Outsi of her own, and some of those family estate, it’s safe to“Real say there’s never ainborin well the industry fit withreal her personality. estate her the Hays’ household.

“Even with quarantine an CONTENTS was a hidden gem,” she says. “I wish I had gone into her C distancing, I’m still super busy,” she explains. this business much sooner.” biking St. Louis, St. Charles and Lincoln counties in M 4) CREATIVE MEDITATION 15) BY she’s THEbecoming NUMBERS: Natio a rising star in the region. holds her Kansas and Missouri FOR THE REAL ESTATE Currently, DebUNDERSTANDING THE license home Melissa first step into real estate eig with PlatinumTRUE Realty, wheretook sheher services clients mothe PROFESSIONAL VALUE OF SQUARE ago when sheHaving and her lived husband began flipping throughout theFOOTAGE Kansas City Metro. in the take o “Eventually I decided I should just get my re 6) PLAYING THE REAL ESTATE Kansas City area for nearly 40 years, she has devel- little license,” she says. Although she started o oped an acute20) understanding of the region, earning MATCHMAKER— FOLLOW 7 REASONS WHY YOUR assisting friends and family, it quickly grew. W a strong reputation as ahelp knowledgeable, honestNate andJohnson, When THESE 8 DATING RULES TO PROSPECTS TURNING of AREN'T her real estate mentor w ® hard-working Realtor.

“My clients know going to is onthe st National Director of I’m Realtors , she track ENSURE YOU MATCH YOUR INTO CLIENTS her biggest yearshe yet.says.

“I work solo currently do everything I can to serve them,” “I help cherisb CLIENT WITH THE PERFECT working on building a team,aka Empire” she e them every step of the way.” much HOME FOR THEM That team will likely include her 19-year-old d keep who just received her license, her two sisters w When listing a house, Deb first focuses on and price loveis m school to receive theirs her and cousin who a presentation. She spends much of her time with the of my her licensure test. “My goal is to create someth Phone 310-734-1440 | Fax 310-734-1440 homeowner in a free pre-list and Melissa then says. we can allconsultation work in together,” mag@topagentmagazine.com hires | www.topagentmagazine.com a stager to add the finishing touches. Her profesPart of beautiful Melissa’s immense growth is no do sional photographer photos, video No portion of this issue may be reproduced in any manner whatsoever withoutcaptures prior consent of the publisher.

Top Agent to her unique real estate. “I’m d Magazine is published by Feature Publications and GA, Inc. Although precautions are taken to ensure theapproach accuracy ofto published drone photography to ensure that a home puts its shebysays.

“I’m more down-to-Eart materials, Top Agent Magazine cannot be held responsible for opinions expressed different,” or facts supplied its authors. foot forward on its very first day on the market.

On of ‘profe To subscribe or change address, send inquiry tobest mag@topagentmagazine.com. parent, and sometimes the opposite Published in the U.S. top of that, Deb’s detail I’m on the listing and social not aMLS salesperson.

For me, it’s all about thosethe friendships. of the buyers I’ve work media marketing ensures home isMost seen nationhave become my friends.”

Melissa wide. Elsewhere, she utilizes her extensive of hosts clien Topnetwork Agent Magazine events every where she invites fellow realtors to match ciation the home with itsmonth, ideal buyer.

current clients to have a fun night on the town w

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

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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 4 forms of meditation that can integrate quite

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 Top Agent Magazine

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.

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Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home.

When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day.

In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures.

Make sure to encourage them to take some time before making such a big com-

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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees?

Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with 8

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union!

When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing.

Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

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JENNIFER JONES

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JENNIFER JONES Over the past five years Jennifer Jones has built a thriving business that operates in Jefferson, Saint Louis, and Saint Francis County, and closes anywhere between $10-$13 million in transactions each year.

Although real estate wasn’t Jenn Jones’ original career, her creative marketing and deep commitment to integrity have quickly built her a reputation as one of the go-to real estate experts in her community. After working in sales and marketing for more than 20 years, Jenn’s company was sold in 2015, at which time she immediately decided to transition 10 Copyright Top Agent Magazine

into real estate. “It was always something I was interested in, so I decided to jump right in,” she says with a laugh.

Over the past five years she has built a thriving business that operates in Jefferson, Saint Louis, and Saint Francis County, and closes anywhere between $10-$13 million in transactions each year.

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Drawing on her extensive marketing experience, Jenn has created a unique brand within the community that she believes drives the majority of her extensive referral business. “I drive a big Jeep, so when I was just starting out as an agent I created a series of promotional videos focusing on the hustle and mobility that my car represents,” Jenn explains. “I use taglines like ‘beep beep in my Jeep Jeep’ and ‘on the go with Jenn Jo’ in all of my Top Agent Magazine

marketing. Now when I’m out and about people will yell out ‘hey on the go’, or give me a little beep beep with their car’s horn. It’s really made my brand well known.”

Besides her brand, Jenn credits her integrity and deep real estate knowledge as being key components of her success.

“I’m honest and upfront with all of my clients. They come away from working 11 Copyright Top Agent Magazine

Jenn credits her integrity and deep real estate knowledge as being key components of her success. “I’m honest and upfront with all of my clients. They come away from working with me without feeling like they’ve been pushed into buying something that isn’t right for them.” with me without feeling like they’ve been pushed into buying something that isn’t right for them,” she explains. “On top of that, I pride myself on really learning all the details of a specific property and using that information, along with my pre-existing knowledge of the industry, to educate my clients.”

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Jenn’s connection with her clients doesn’t end with the close of a transaction, and she uses a combination of calls, texts, Facebook, and a quarterly email to keep in touch with former clients. She also hosts an annual client appreciation party to ensure she gets face time with as many people she has worked with as possible.

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Improving her community is incredibly important to Jenn, so she helps organize a monthly bag drop to collect nonperishables for the De Soto food bank, and is a financial supporter of Pevely’s Safe House, a shelter for women and children in abusive relationships. In addition, she is an active member of both the Hillsboro Top Agent Magazine

and De Soto Chambers of Commerce.

When Jenn isn’t working or giving back to her community, she loves to travel with her husband and spend time with her kids and grandchildren.

With an eye to the future, Jenn is in the process of getting her broker’s license, Copyright Top Agent Magazine 13

and plans to become the broker-manager for an office where she will help to train new agents. When you ask her why she loves working in real estate, she’ll tell

you that it’s all about the people. “I’m so thankful for all the absolutely amazing friendships and relationships I get to build on the daily.”

For more information about Jennifer Jones, please visit onthegowithJennJo.com call 314-952-3994 www.

or email jenniferjones@realtyexecutives.com

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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,

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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

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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.

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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.

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

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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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DEB HADDOCK-DANAHER Deb Haddock-Danaher started out in the corporate world and has 25 years of sales, marketing and business development experience. After dabbling as a real estate investor, she was encouraged to get her license in 2007.

Deb was skeptical at first; however, when she started taking classes, she soon discovered how well the industry fit with her personality. “Real estate was a hidden gem,” she says. “I wish I had gone into this business much sooner.”

Currently, Deb holds her Kansas and Missouri license with Platinum Realty, where she services clients throughout the Kansas City Metro. Having lived in the Kansas City area for nearly 40 years, she has developed an acute understanding of the region, earning a strong reputation as a knowledgeable, honest and hard-working Realtor. “My clients know I’m going to do everything I can to serve them,” she says. “I help them every step of the way.”

When listing a house, Deb first focuses on price and presentation. She spends much of her time with the homeowner in a free pre-list consultation and then hires a stager to add the finishing touches. Her professional photographer captures beautiful photos, video and drone photography to ensure that a home puts its best foot forward on its very first day on the market. On top of that, Deb’s detail on the MLS listing and social media marketing ensures the home is seen nationwide. Elsewhere, she utilizes her extensive network of fellow realtors to match the home with its ideal buyer.

Meanwhile, Deb strives to help her buyers make choices on their dream home with total clarity, no matter how long it takes. In fact, she even offers a “Love It or Leave It” Guarantee, promising to resell a purchased home, free of charge, if her clients don’t absolutely love it in their first year of ownership.

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For this open-hearted approach, Deb is known in the Kansas City area as a dependable and experienced Realtor who puts her clients’ best interests at heart.

She also prioritizes keeping in touch. Every year she hosts a Client Appreciation party for all her buyers and sellers, where she can check back in and hear about life in their new homes. “I never lose track of my clients,” she says. “They can reach out to me anytime.”

Outside of her career, Deb maintains an active role in her community. She plays in the handbell choir of her Catholic Church and also stays active waterskiing, biking, golfing and playing tennis (playing for the National title in 2019). Deb also has her hands full at home. Recently remarried, she is now the proud grandmother of thirty children to date! Occasionally, she may take one of them with her to show houses. “They’re little Realtors in training,” she says with a laugh.

When Deb looks ahead to the future, she envisions the steady growth of her business. But she will always cherish the personal touch that has brought her so much success around Kansas City. “I’m just going to keep persevering for my clients,” Deb says. “I simply love my occupation, and I plan on doing it for the rest of my life.”

For more about Deb Haddock-Danaher please call (816) 645-1633 email debidsellshomes@gmail.com, or visit debidsellshomes.com www.

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7 Reasons Why Your Prospects Aren’t Turning Into Clients Real estate experts suggest prospecting daily so that your sales pipeline never runs dry.

But sometimes all that effort doesn’t translate into results. If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

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1. You’re Too Slow The Association of Real Estate License Law Officials estimates that there are about 2 million active real estate licensees in the United States alone. Of course, not all these individuals are working in the same markets. Nonetheless, that

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If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

means that realtors face a lot of competition. If you are slow to respond to messages from prospective clients, someone else is sure to beat you to it. As a rule of thumb, it’s best to return calls and emails within 24 hours.

If you’re too busy working with active clients to return the phone calls and emails of prospective clients, consider hiring a real estate assistant who can help take administrative or marketing tasks off your plate.

2. They Don’t Trust You There are different reasons why a client might not trust you, some of which overlap with others on this list. When a client asks you a question, do you answer it directly or do you sidestep it?

Do you have testimonials and reviews from happy clients publicly available? Do you have an online presence? Social proof of your skills and knowledge is key.

3. You Don’t Seem Knowledgeable Enough Is your client constantly coming to you with new listings or marketing ideas rather than the Top Agent Magazine

other way around? Do they mention real estate and finance terms you’ve never heard of or ask you questions you’ve never thought to ask yourself? Every agent starts somewhere, but if this seems to be a pattern, it’s one clients will pick up on too.

Your clients want to know that you will add value to their home buying or selling experience, and part of that value is your expertise and passion.

4. You Have No Web Presence It’s not enough to be on Zillow or have a Facebook page. There are clients who don’t use these platforms, and at the end of the day, you don’t own the content or your access to it. Both platforms could suddenly go out of business and any following you’ve gained could be lost.

It doesn’t cost much to create and maintain a website today. If customization matters little to you, sometimes you can even get up and running for free. At the very least, it’s a good idea to invest in a domain name because yourwebsite. wordpress.com looks a lot less professional than yourwebsite.com.

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5. You Don’t Seem to Care When clients don’t think you care, it usually means they don’t feel like you are listening.

You may have systems, processes, and a proven marketing strategy. You may like to get right down to business, but to your client, this isn’t just business—it’s their life and their family’s livelihood.

When your client tells you what’s important to them, they want to make sure that you really hear them. Make sure your body language conveys that. Slow down. Shut your office door.

Make eye contact, nod your head, and pause before you speak so that they understand that you’ve put thought into your words—that they aren’t simply lines from a script.

6. You Use Too Much Jargon Remember that your clients don’t speak real estate. At most, they might buy or sell a home once every few years. They hired you to be their advocate and may even expect you to be a bit of a teacher too. Use layman’s terms so that your

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client fully understands how the two of you will work together.

7. Your Target Audience Is Everyone Your clients are home buyers and sellers, yes, but who is your ideal client? Some specialties you might consider are college students and recent graduates, working professionals, military families, seniors, CEOs, or other high-profile clients.

As a newer agent, your target audience might be anyone who will hire you, but over time, you might find that you click more with certain clients, that their lifestyle is similar to yours, or that their goals align with your mission. Whatever the reason, marketing your business to this “ideal client” rather than every potential client will make selling your services easier.

Remember: It’s within your power to alleviate your client’s concerns, but understanding why your prospects aren’t turning into clients is a good start.

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MELISSA HAYS With a vibrant personality and a love for people, Melissa Hays is only one year into her career as an agent and is already thriving. With 42 closed transactions in her first 12 months, she earned Rookie of the Year and is continuing to grow.

She’s gearing up to star in a reality show focusing on her business and her large family. With six sisters, two brothers and six children of her own, and some of those family members entering real estate, it’s safe to say there’s never a boring day in the Hays’ household. “Even with quarantine and social distancing, I’m still super busy,” she explains. Serving St. Louis, St. Charles and Lincoln counties in Missouri, she’s becoming a rising star in the region.

After the transaction, not only do they stay in touch, but they also spread the word about Melissa’s work.

One recently said, “Melissa was fantastic in both her responsiveness and ability to navigate the real estate world. We bought our first home using Melissa as our agent and she worked tirelessly to ensure we were able to find the perfect home and negotiate the sale quickly and efficiently. We will definitely be using her as our agent in the future!”

It’s safe to say Melissa has an exciting path ahead of her, and she can’t wait to see how it unfolds. She loves everything about her work and can’t imagine doing anything else. “I was a stay-at-home mom a year ago, so it just goes to show if you put your mind to something, you can do it.”

Melissa took her first step into real estate eight years ago when she and her husband began flipping homes.

“Eventually I decided I should just get my real estate license,” she says. Although she started off only assisting friends and family, it quickly grew. With the help of her real estate mentor Nate Johnson, who is the National Director of Realtors®, she is on track to have her biggest year yet. “I work solo currently but I am working on building a team,aka Empire” she explains.

That team will likely include her 19-year-old daughter who just received her license, her two sisters who are in school to receive theirs and her cousin who is awaiting her licensure test. “My goal is to create something that we can all work in together,” Melissa says.

Part of Melissa’s immense growth is no doubt due to her unique approach to real estate. “I’m definitely different,” she says. “I’m more down-to-Earth, transparent, and sometimes the opposite of ‘professional;’ I’m not a salesperson. For me, it’s all about building those friendships. Most of the buyers I’ve worked with have become my friends.” Melissa hosts client appreciation events every month, where she invites past and current clients to have a fun night on the town with her.

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For more information about Melissa Hays, please call 314-616-2601 or email mmrealty314@gmail.com Copyright Top Agent Magazine 23

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