NATIONWIDE & INTERNATIONAL 9-20-21

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS KEN HARTER MARIANNE RULLO REYNARD CARRIE ALICIA KUZMA EARL & STEPHANIE IRVINE JULIUS HARRIS

FEATURED AGENTS JUSTINE HOOPER

ZACH CHITTENDEN

KAT HENDRICKSON

KIM HUNTER

KEITH & TERRY YUEDE

AARON DOBBS

KIMBERLY SUT

AMY CARLISLE

LANDON HOUSE

BARB “MATTY” MATYSZCZAK

LAURA MARIE LEIGH CALVERT

CANDICE GRIGG

LISA VAUGHN

CAROLYN JOSLIN CATHERINE ARNAUD-CHARBONNEAU

MEGAN BRUNER NHU TRAN

CHERYL RITCHIE

NIKKI ALDEN

DANIEL BURGESON

SARB BAINS

ESME MARTINSON

SHERI & WAYNE LONG

JENNA DAVIS

SUZIE LARSON

JENNIFER NELSON

TASHEANA HANZA

JOSH GOSS

YAN KAMINSKY

COVER STORY

KATHY TRICE

NATIONWIDE & INTERNATIONAL EDITION

MARIANNEREYNARD RULLO

CARRIE II

Marianne Rullo’s natural affinity for As a breast cancer survivor, Marianne is TophasAgent Reynard Carrie – of EXp the most things I’ve learned helping people proven to be a valuable theofcause and important 9 13 deeply passionate about 17 21 31 ® Realty in Columbia, South Carolina – about being successful in this industry.” kill in her work as a Realtor . Determined helps host events to raise donations for o always is giveaclients her best, Marianne She is of alsoexpanding a champion If you’re a homecharities. in process his business. “We’re interviewing hardworking, dedicated reallooking estateto sellvarious offers guidance, support, and her expertise for mental health awareness and works California’s South now.

We have in order to keep up professional who consistently keeps his Orange County agents right Another factorto grow that has played a large hroughout the transaction process, or the surrounding area, with you’ll organizations dedicated to suicide with the volume.

It’s a good problem to have!” eyes onandthe prize when role inandReynard’s success story would nsuring that buyers sellers always feel helping clients prevention. “Given the pandemic want to call Ken Harter immediachieve their real estate goals, whether his expert negotiation skills. Another ike their needs are prioritized. Affiliated knowing there has been a risebe of suicides ately.

Seriously, right now.

One factor driving that growth is the extremely effective with Keller Williams Realty, she helps and mental health issues, it was importthey be KEN buying, selling or MARIANNE enhancingRULLO an would beTRICE his comprehensive, leave-noKATHY HARTER REYNARD CARRIE KATHY TRICE marketing Ken employs. ALICIA Every KUZMA listing is lients throughout Monmouth, Ocean and ant for me to focus on thosestrategy causes and investment portfolio. stone-unturned approachKIM to marketing HUNTER his That’s because an incredible 75 captured in professional Middlesex counties. do whatJULIUS I could to help.”

In her free photographs and videography HARRIS listings, which includes heavy utilization timego Marianne enjoys working out and percent of Ken’s listings for as a matter of course.

But Ken also gathers drone footage “My wife and I attended a real estate school of social media.

“I also send out listings Her enthusiasm and exceptional client with his her twoifkids. askinghave price spending or above, while the 37 service 43 time 49view and size of the lot 54warrants it, supplementing 57 AARON helped Marianne build a successful business in the in 2007, not to become agents, that but in order a large roster thattoI create worked competitors only manage feat 25 percent of the the MetaPorttotechnology (usedofbyinvestors many agents pan of just few years. by her clients enthusiasm for her work, Marianne has no I became an agent,” he says.Soon after gr to abetter whichFull weof40 before time.understand KenDescribed nets hisinvesting, clients anywhere from to 80 thouvirtual tours)with with iGUIDE, allowing for a much more s patient, knowledgeable, personable, and always plans of slowing down anytime soon. She is currently with his degre were interested in doing,” recalls Reynard, All of this combined translates sand dollars more on the sale of their home.

“A standard comprehensive sense of the property.

“Instead ofinto just fast a willing to go the extra mile, it’s no surprise that a large working on obtaining her broker’s license so that she Management practice is forhe agents to automatically lower the priceher onbusiness.

3D dollhouse viewfor of to the this technology actually askedbusiness how began career incanthe sales tophome, dollar, not to mention happyAdministratio majority ofwhen Marianne’s consists ofhis referrals. keep building “I am determined a listing every ten days market, just find to turn allows theand buyer see whereand theyreferring are in the– floor plan would arrive industry. loved the creativity of the what canbuyers – get andto returning customers.

Clients appreciate the“Ivalue that I bring to it’s the on table help theirit perfect home sellers over,” Ken explains.

“Not me.

I’m more aggressive with while taking the tour.

This really helps out-of-state nd the type of personal service that I offer.

I’m really top dollar for their property.

It’s my goal to continue be done in the real estate industry, butHARRIS I put through the h KIM HUNTER JULIUS ZACH CHITTENDEN AARON DOBBS EARL & STEPHANIE ll about servingmy giving as much information learning and educating that ultimately,buyers I can get a good feel for the house. As a profess initial of the home, andMATYSZCZAK more proactive andsointernational BARB “MATTY” the ideaand on thepricing back shelf and didn’t think about it in formymyself When he’s not working, Reynard is an avid philanthropist IRVINE CATHERINE ARNAUD-CHARBONNE CAROLYN JOSLIN s possible to help my buyers and sellers make the bring value known to other people’s lives.” efforts to Isell it. busy I’m not interested in being by who We get lots of offers sight-unseen because of it.” dee quite a while. was as a fitness trainer, working gives back to his community in variety ofEach ways,whitetail When Kim got her start in real estate six a years ago, work-from-home customers seek Barb MattyTop brings her extensive market of the buyers coming in from out of the is also an expert most informed decisions,” she Isays, and Agent Candice Grigg – of“This Signature Candice ofroom her was able to the volume sell.

Myadds, reputation isCarolyn built on the quality listing getswith its own website, with being marketed she brought two decades ofalong experience inImarketer sales and with to roam.

Joslin began her real estate and approach this as teaching people Talk for very long Catherine Arnaudleveraging Co When Alicia Kuzma moved from knowledge and my passion for helping people they needprimarily to have a good introducwith brother to58 get him who into the 61 NFL.”area, After through his of local homeless shelters s especially crucial with first time homebuyers marketing to the support industry.65 She made the leap to become 62she 66decision of properties Real Estate Group in Henderson, Nevada – many listings.

“I market them through career over 40 years ago, when how to make the best for one of the work I do for clients.”

Charbonneau and you’ll realize that you’re a robust mark across all of the social media and real estate sites. ® Kimwas guides clients, new to to larger p eachachieving of figure her transactions, striving tion to to the property, and that’s abest done REALTOR once her career in media, working forshe re tohaving to outthat all the intricate that a anda her United States, eager sta goal, and todetails then, following relocation and that benefit the lessthink fortunate. husband were both of the investments will nuances of land ownership from the g the ins-and-outs ofthey land ownersh speaking toprograms someone for whom real “We begin wi andestate Disney, soshe muchbiggest time is a client trueentails. go-getter: hardworking, honest and high-tech platforms,” says, “that with facet oflike realABC estate, and I took my After becoming interestedformer inby real estate investevery with anMy unmatched great photography,” sheevery says.companies ealprovide estate South transaction goal is to give them them regarding land andhe howdc from her life that, waswith basically payingin people working as teachers.

“Iconfidence wasthanaway make their life.house, I’m acolleague, very caring Carolina where he inbegan working aofelementary teacher, recommendation of shows when Ithe meet clients.” ing athe fewyear yearsresident ago, as Julius Harris got his realThe “I“Ipeople went to open Iuse, barely isn’t the top priority.

Rather, it’s the agents, and th A1998 Boston, But rather focusing on numbers, shean most level ofinformation service.

Affiliated with deeply knowledgeable industry through and across alla tax Ken started hisRE/MAX career while working as an audio secondtoconnects reason for Ken’s success iscares the personal agricultural exemptions, or w ride my horses,” Kim recalls.Google s much as possible.

We about stayestate in20 close always studying real estate, looking in person, and my honesty and integrity Julius enjoys navigating the finer details of license in order to give him indepenhis real estate license, where he quickly she serves.

“The thing I love most about agents and co 440/Central, the largest multi-office Barbara supports many local organizaReynard ultimately followed his dream and became Reynard’s plan for the future of his business is to keep rights might affect their property.

Amy Carlisle had never imagined about the values that have anchored her team’s success in in which she works, there are few better social media platforms.”

She also markets engineer NewtoYork and houses on thespending side.

“I year connection he makes with his clients.

“My favoritewherever part I go.”

ZACH CHITTENDEN ommunication, and I makeinsure answer allflipping their and ®I saw this woman dressed in the Soon newspaper at what for sale,” have followed real estate transactions, he has the skill and dence in his dealings.

Aftertions, Today, Kim is aand REALTOR with Compass Real me RE/MAX grouplicensed in the Delaware Valley, she in including the local and state Board plished career as a specialist in the recr thisawas job isfirst helping people, which starts with including to p herself in sales. after gradthe place.

“Anyone can learn to sell real estate,” Amy fully an agent 2018. growing, and tofriends ultimately expand his reach toUtilizing the suited toreal helping clients achieve their real by networking with other agents across avery comprehensive database, questions promptly because Ias understand how stressful Estate covering north Texas, specializing in for equestrian paid estate agents good money to do little more than of this is the I make.

Our relationship extends know-how to consistently get great results studying real estate, Julius fell in love, and Carolyn recalls.

“I finally found such a works with clients primarily throughout uating college, she accepted of Realtors where she serves as a director. farmlands of Southwest and South Cen says.

“She was the agent, and being a good advisor.

What’s super amazing And of cours clients, tracking birthdays, ato pursue says.

“We allCharleston know the laws and theAnother market, and we allpasteven properties.

As a solo agent, Kim spends most hercanwith hisMontgomery process can be.” estate goals in the Las Vegas area.

Candice the country, particularly toofbecoming the fastestlucrative market. is his clients. optedand to leave hisfor corporate job my County, house on MLS wait phone calls. beyond the closing.

I’m always meeting people for marketing good deal that I convinced my husband to marketing listings, &list Bucks PA, their but he She also serves on several committees, time in the field, literally.

“I’m moreWhen often in it comes about this job is having folks trust you with to aRealtor Leasing Consultant package the datajeans in and a bow for our clients.

But this business aposition career asas a that the Tri-County that I awanted become one.” boots, walking through pasture, to buy amy duplex that we could live in Carolyn uses aadditional combination of tech- I consistently goes above and beyond for her growing counties that have people can service clients from Philadelphia to including anI Area educational committee, and Ithen, decided I could better than on in own, so CATHERINE dinner, exchanging holiday cards, texting totomoving see how Since Reynard hasdobuilt aBARB stellar business based on further integrated into his community via CAROLYN JOSLIN AMY CARLISLE CANDICE GRIGG “MATTY” Most recently, Aaron teamed up with Jay what is probably the biggest transaction of and dedicated Julius has spent the first two years of his career for Equity Residential, one of the is all about people.

Above all else, I care about connectchecking out water sources and footings, than ofshe Michigan.

He started the working full-time in new Known for her ability to createclients, genuineand and other half.”

After seeing niques to ensure maximum exposure.

Allentown areas. helps to train agents throughout ARNAUD-CHARBONNEAU many hasand built Las Vegas.”

The result her efforts islaunched MATYSZCZAK gotgrateful my license.”

He connections, subsequently moved to she California they’re It’s not work—just friends hanging out.”

Ito am in an office or cold Kim says.of a foundation of honesty, integrity ana rent indefatigable support of charitable causes.

Above all, however, earned her real estate license and his knowledge base and familiarizing theirmetelife.

I building love having that ability tocalling,” help, Land Specialist, and their ow JENNIFER NELSON nation’s top management ing with mydoing. clients and understanding exactly what they’re 2018, and BURGESON has the been thrilled to comsee the DANIEL Marianne is able to form everlasting relationships with that initial investment pay off, Carolyn Her listings include professional pho12 RE/MAX 440/Central offices in the greater JENNA DAVIS stellar reputation for truly herself as aofThere, trusted almost always aa barn fastand sale forLLC topSouthwest. dollar, There, to continue pursuing his recording work, but when the and I take the responsibility very seriously.”

Catherine and Realty he lean oric rise his business.

Julius’ success can be work ethic, and he has earned his stellar reputation remains his constant objective: to continue providing panies. while managing going through.”

“I’m so happy walking into helping lients and Daniel admits that favorite part of working as Philadelphia was hooked.area.

SheWhen and her husband tography“Iand staging assistance.

The Having grownBurgeson up her in began the Montgomeryville/North not working, she back since. never, ever stoppe Jen Nelson fell loves intolove with realhappy estate attract competi his real estate attributed between whatshe’s people could sell Ken their Top Agent Jenna Davis – of Keller because we to are very to picky real estate advisor. not mention –Luxury and returning and somebody take their horse to turn teams, out while hishe hard work, quick learning, and sn agent in the greatest media techniques.

And with market for business dropped, became avisit Realtor At home, and his wife dedicate themselves their their local skills and sharp business acumen to an he more 1,200 units, she had an isarea theawhere social aspect.

“Ihis love Ithan getto social as trusted and caring real advocate for his the top-of-the-line customer service that has become Wales she has lived allthe ofgotpeople her life,estate her to travel and her sons in South Carolina bought another duplex, then after they Collection isoura numbers department when she herdiscussing husband bought their nerd,” Je 69 70 73 74 77 career 14 years ago.

“I initially home for andtwo what they needed toand get ESME MARTINSON we’re how they’re looking for a Williams’s Jenna Davis Homes in about who we bring onto team. desire toher give an amazing experience to each my dream career.”

Alicia has con referring –Kim customers.

Catherine—or Cat, as her clients often call supporting lo their ambitions of land ownership, re 1987 and a very large database of potential buyer and full time.

“I was good at it—and my wife is incredibly children, who are two and five years old.

“Playing with opportunity to master the housTogether with her team, Amy supports a host of causes first investment home.

“I discovered a into a statistical central location has helped her to know and Colorado. both quit teaching they invested in within Walden Real Estate Group o meet insuburban this industry.

I truly enjoy helping them larger property,” says.

“These people all into the business because I wanted to in their next home.

We helped them Rolla, Missouri – is synonymous a hardworking, We’re really set on systems and client many grateful clients. Currently equally with his name. client heoverseeing works with. an love the things that I love, it be their her start in business at the real passion for bringing a house towhether life,” I Arlington work with An Candice – it—so a and Las Vegas native began with expertise and, above all, integrity. “ get into investments propuse their sales athem—seeing revolving door to the over the years.

Her is on knowing ing industry from up. and businesses around Boston.

Most recently, the I market started sellers, office does aGroup.” great Jobas supporting building aground Super 8 her—got motel in alocal small that focuses on world-class design, good at itfocus made sense to-my form thethe Harter the world the way they see it—keeps us Born and raised on a farm thriving in their new homes. deeply knowledgeable real estate services.” hrough thewell process and getting torental know them on a perwith each passing year by am land orthe their horses.” dedicated team of seven, who primarily work with Jen says.

“I saw power of connecting videographers, a erties, of which I do quite a few now,” get in their next home, salvaging any urging of her father, who had been a broker humanitarian professional who is truly committed her market, and knowing how to help her clients make In the future, Barbara plans to continue growing her all the way theand initial meeting to town. beautiful marketing, proprietary journey in and the her world real estate inour When she’s not working, Candice enjoys Later, wifeof would applyMontana this to Carlisle Group up Colletteys Cookies, a from busijustteamed outside ofwith Bayfield, Esme onal level. I her form deepAmy connections with my clients a multiour Buyers and Sellers, Ken laughs.

With a Agents, background inknowledge accounting, Julius our is ayoung,” people to place they’ll love, a place Jenna truly put together bea Daniel recalls.

“In the midst many of doing proceeds they had coming out of athat to enjoy providing her many clients with appreciates theto relationproviding superior service while Reynard focuses his considerable talents move, which has helped offriends herinclients business.

“I what I’m doing, and I really like the Over percent of Kim’s business in Montreal, Canada.

“He needed to take the Foundation. digital exposure.

It Over allows Carolyn showcase luxsays.

“We’ve got an amazing business build ahad successful business rental properties, which soon ness founded by a seventy-five young woman with Down syndrome nd,a smart very frequently, become good and Martinson was drawn to the the years, this genuine apa well-organized professional agent who has 2009.

“Iwe always been interested in real partaking in areferrals variety of hobbies, including day,” shebuyers getting them noticed in this sea of property They’re a good team to have on your side and especially they’ll build their lives around.

I wanted websites, we can so, I decided to pursue real estate.

I sale.

There is really no reason for top-of-the-line customer service. ships she forms with her clients; ones is referral based.

Her surged with the grow their assets in Real Estate.

Through the years this teaching aspect of it, and helping other agents develop exam here to get his license, and suggested I take it with entious about promoting “While the motel was being built, I got my real ury homes at an unprecedented level.

Her advertising with plenty of resources, but I still be put a lot of work into honing his craft.

He is working with sellers. inspired them to make leap to residential real estate. to raise awareness and inspiration thecar, region. keep in contact long after the transaction done.

I’ve real estate industry soon after a fantastic reputation throug todecades be part ofreal that process and others.” what perfs To learn more Marianne Rullo, estate,” she recalls, “but I the was working for her involvement inthroughout the vintage influx of buyers to help the region.

As theclassic Covid some very good mentors whois anybody to about beshe overpaying their and guidance to every client.

Rapidly approaching two that far Esme transcend the closing table. images Broker at hadher and multiple situations,” inbuild your neighborhood.

In most, ifoffer not all, of the helped to strong relationships with clients their business andCarolyn gethim. started inexplains, what has been a very estate license,” says.

“I was a top salespermaterials, international exposure, and dedication to I was studying broadcast journalism in college at essential after the Covid ye excellent at negotiating contracts, and his pandemic has changed the market, many With those goals at the heart of her media and print must individually sell themselves.

Tha lsohas been really lucky because the clients I have are graduating college.

After purevidenced by her rate of repeat cm “Over time, I realized that there was a lot more to this When she’s not with clients or giving back, she can be were in commercial and residential estate agent.” in real estate industry, Jenna’s “I talk to them quite a bit,” she says, mrullo.kw.com, email mrullo@kw.com, visit my communities family’s forand a they’re very long time.

At athecertain bicycling, hiking and rollerskating communities.

“Much oroughly and adds, “I feel the company you choose work, solely responsible for which has resulted in awere largebusinesses basethey of repeat referral rewarding career forapproach me over the past 30 years.”

Her Serving the Chicago practice, Jen has been serving her realensure those high-perfor son in my firstor year, and within two years, Iquality owned perfection each property reaches theday, right deep understanding of the local market is740 the time, but got my license astime a backup plan.

Itfrom turned real estate and very successful, client-first has earned her “and weher do agreater client appreciation event xtremely loyal, and they really value and appreciate start to finish, to take care of our c suing her license in 2015, she “But at the end of the I tru business than sales; real estate, instead, is all about buildfound spending at home with wife and call (732) – 9820.

JENNA DAVIS CHERYL RITCHIE DANIEL BURGESON ESME MARTINSON JENNIFER NELSON An impressive two-thirds of Reynard’s overall and Iunder realized that Ivalues was an entrepreneur, and Itrends. decided of business comes through networking within these business.

“My clients appreciate knowledge and toone those looking to purchase atop home is with to Copyright T lus Real to associate yourself with as a that professional clients integrity, dedication, high-traffic timesC increasing beyond theadvice market It’s second to none.

“The thing that sets me so Ipoint, studied them, and Imy decided Daniel emphasizes, really matters aoffice.” sterling reputation asmy aestate trusted year.” my own Carolyn had office intake her both locally and out I“Itthe didn’t like my field asabuyers, much as I each thought I globally.

When she’s not working, ll that I doand for them, which ishome very rewarding.” served under local broker, community thrive,” she says.

“It’ ing relationships,” shewith says.

“After that, I just knew it was their children, Story and River.

In fact, the Carlisle Group area, around 85% of her and skill. my clients the mo wisdom that I stay in close contact them even their time.

“Don’t get so hung up with the highs and to jump in.”

The rest is history, and whom you’re doing business with. advocate for buyers and sellers alike. to get myevery license.”

Candice began career toward the she says.

Candice is also an avid philanthropist apart is myher knowledge,” says.

“I’ve e, as wellconsiderable also contributes toclients your ability togroups,” succeed.

Iwhere business is pursue.” based upon repeat and town for 10Julius years.

After her divorce, she moved what homeowner wishes for: a team dedicated would, so Plan B became Plan A.” French, sostrategy I finding cook a she an opportunity forlisting me;“We’re instead, it’sJen’s about When athe property, Aaron equips I has wanted to very much family-run, with Amy’s wife managing has after the over transaction. stay with emails andthat lows the“I market.

Purchasing residential home isher ahad thesomething yearsIof Daniel excelled at crisis You’re only as is good your agent.”

As proof of Jenna’s commitment to excellence, oneCarolyn, put a of lot of time inofthe getting myself familiar to Coeur d’Alene, Idaho, anda as fell in love with it.

Community involvement is important to tail end theconnected economic decade. figured who gives back to community in a variety of ways, business consists of repeats ama andreferrals, have worked in Real Estate Industry for a significant achievement in the highly comto adding equity into your investment and making sure laughs.

“My biggest passio Now aof Realtor Realty Executives and leader of The completed over $13 inor to learn the business their home on or locating an expert approach.

On topmillion ofansha back end their business, serving asthe the “Oz” behind Prior to beginning her real Jenna worked needs tofrom look no further thanfirst Zillow.com, which their real estate goals.

His communication goes aItlong wayestate toward keeping letters ashelping well ashis onclients socialachieve media.” long-term commitment. shouldn’t becareer, driven aswith much “I love itfor here, of Realty course!

Everybody loves Coeur she isan active in every-othervarious local organizations, thatToday, ifColumbia I it’s could the one business all the difficult particularly through the hosting ofover Nelson Group, Jen loves theand role she in heran clients isa on to even better. “ 3through decades and here at Executives Judging bygetting, her success so far, Plan B was excellent having people over gathere ten years as reporter and then for the site she isplays aEsme Premier Agent with perfect, five-star hisof clients informed.

“Ia television prepare an executive that notlearn about transaction.

It’s about setting ground up.

Sure enough, who wants totrack start a do farm.” petitive market.

“Iover think a lot that has to do Amy is the Founder and Team Leader of the Carlisle their curtain. the regional MLS, he broadcasts by the price or the deal you’re but more by and referrals. d’Alene.

Everybody isBureau. coming here all over including herover local MLS. When she is not working, “Ifrom celebrating people,” Jen “It’sDC, really amazing clients who put their tru Better Business “My husband was inserving the overall rating, comprised of scores of time.” glowing testiAsthree the owner of Exsell Real Estate Experts, Daniel for my clients outlining the merits oflove their Copyright Agent Magazine trends, that when the industry bounced back, I’d be ready month ice cream social, at Top which she distributes 25 choice.

After 15 years clients allsays. good Gulf Coast Isummary am home. only have Ilives. found found fast success as an agent, inairparticular because With over decades working in real estate, Barb’s whether you seeNot yourself being happy there.” strong trends in your neighborhood that makes your Group, powered by Compass Real Estate, where she superthe Weiss Realty website and a blen with that20 Iagents work make sure every fun to walk withDakota,” someone through this process, whether world.”

Carolyn enjoys ballroom dancing, force, we ended upofmoving to North monials, including this one: “Jenna is greatgetting to work out in heads athe teamfact of about andcreatively growing. They to the sale, making sureand they’re aware their obligations Maryland and northern Virginia, Catherine has closed clients can and trustvises her be knowledge and industry experiI’d ahead of theassist game.”

– wasn’t 50 emergency food bags those who need real estate spoke tomuch her passion for helping others and Outside her Esme isplans trem verything a attractive Brand with national recognition, but one an elite staff to clients throughout Boston.

As one With the Carlisle Group as 2020’s Top platforms, including Am neighborhood the most towell live in, whether the home investment, ortoaand first-time home, orProducing a assistance.

For thecareer, future, Jen hasof t she recalls, “and there toisdoan up there. I ranked with makes the selling process smooth andLands easy. nature, and traveling. serve gets all of done,” southeastern Wisconsin, with a when focus as ashow the buyer’s obligations.

We’ve put a system deal says Reynard, asked he has ence.

“Often, this is the most expensive purchase my over $180 million in sales volume, and is living in the As for the future, Cather giving back to her community.

Most recently, though, her community.

Alongside serving downsizer.

We try to shoulder as much of the stress as want to help as many people Candice, who has branded herself the “Realtor in the Pink of America’s Top 100 Real Estate Agents, she has become a Team in the Compass Boston Office, Amy has strong plans decided to apply apartner jobfrom with a know.” real estate office.

It She“I is athink great communicator andcommitment keepsfor youfarmland updated phasis on on Waukesha, that supports it’s 310-734-1440 Sales Professionals the Phone 310-734-1440 | Fax premier outlets and asac it’s my Washington, andaOzaukee counties. in place that keeps all of ourforclients in the you’re a buyer or seller.

Carolyn and her business opened their own managed achieve such impressive levels ofwas trust and clients will everfixture make, and it’sindustry, an comes extremely personal we can.

It’sof really special tolevel be able to be by someone’s right now means bringing more t sweet spot for Realtors a repeat client and referral growing their business. a trust company, and they did awork lot ofof leasing and through every step of board the process.

We have bought she decided to the take her towith the next atfuture, Apostle for Bayfield School majority ofto their business from repeat and since of the with her team having been featured for future her business.

Going forward, she intends That is exactly what happened, and then Candice Bug” because her Vegas popular Pink Panther VW, also being one of the largest advertisers with your Apeople long top, atsoour International Headquarters in Phoenix, all the office in Coeur d’Alene with Accel Realty this past In the Carolyn plans to the continue working withDis“ to going above and beyond decisionloyalty that affects their family, I take it very side through this huge decision.” team.”

Jen iswant passionate aboutsb buying, and Ibusiness did their marketing.”

After relocating and sold many properties and Jenna isher the best we’ve referral clients, an impressive feat that speaks to the Community involvement isRealty, important tonearly Daniel, and For more information about Reynard Carrie, of 100 percent.

That loyalty is the agent.

We to grow, amongst those he works with.

“Every deal has Islands a leading firm in her region. a farm with boyfriend.

When Contact Ken at 310-633-0641 or mag@topagentmagazine.com | www.topagentmagazine.com on the Emmy Nominated TV show, American Dream; and on expanding her client base while further mentoring the He also gives his sellers an added rea January.

She serves Kootenai County, as well as her partner to make sure their clients are taken care built highly respected, thriving business that is based uses the between attention her car worked garners toI help raisehermoney forlooking ualifying broker, herayear way down our newest agent.

They have provided mewell as collaborative experience, both alone, Ken and Ashley expect to double to various Missouri – Rolla is outings, located Springfield with. recommend to anyone to seriously.trust Ihas like helping people and building strong andThis confidence that Daniel and histo team inspire. he supports charity golf as natural consequence of howofCatherine and her father that weethical lose sight of the m or giving back, she enjoys relaxin please call 803-319-1435 or a different quirk to it, and I also know how to lower along the way, she has cultivated a boutique process to meet up-and-coming members of her team.

Most importantly, that has led to my success,” Bonner and Benawah counties.

A large portion of.

“We look to work with highly people who shows and his own sphere of influenc With aemail team of Ken@TheHarterGroup.com dedicated professionals, every professional who she enc and St. Louis – and Jenna started doing real estate in her buy or sell.” The Nelson significantly on referrals from past clients and the the cancer community. e Sales Professionals with edge,both proprietary technology, systems, to networking with other local business owners.

When relationships with through thecutting years Harter because they thethem business of The Group.

He’s already in the chose to focus their business, and reflects a reputation is the relationship we build Currently, Esme is a Realtor® for Apostle Islands, beloved daughter or caring for her business comes from repeat and referral areraise very care about email Reynard.Carrie@exprealty.com iswill well-poised to deliver highcommunity-minded quality “Iand try always actpeople,” with integri current market full-time in 2013. theagents demands of any clients transaction. though, she continue to the barcustomer of service allto Daniel stays in touch with past long after“Ithebelieve hethink is not working, enjoys watersports including my stress during the process. that isDaniel one realize that I clients’ understand how important this purchase other she networks with. that has to do uyers and sellers she manage and promote myICarolyn’s business that are second toGroup none.

Alicia explains.

“My clients they are very proud of.athe care.

“IMassachusetts. have team of amazing women,” Jen says.

“We and to respect every person where she assists clients Bayfield and the When she’s not busy helping clients achieve success ankiteboarding, impressive that speaks tothroughout trust Carolyn says.

“I love helping people to achieve theI wo purchase or sale, and they often how continue to seek him clients, surfing and asfeat well as traveling. throughout “Customer service has always Elsewhere, Aaron is just as helpful is for them and they trust that I know to help guide with my knowledge and my experience,” saysSince Candice, Candice’s plans forthat thestaying future ofliving her business includes ips and making sure“I’ve I am such proud to tell my customers and clients that I am the then, Jenna’s business has grown exponen– she sold an impressive 143 Magazine properties insays.

2020 prioritize education and abreast of the market.” agents,” Jen “Real estatepis Copyright Top Agent out years later. become a resource that my tip of Northern Wisconsin.

Specializing in custom Looking ahead, Esme has strong and confidence she inspires.

“My clients can tell dream of in the house that’s right for them. are–ofofJenna never anothing transaction, it backgroun iswant the When listing a property, Amy offers her clients a forbeen the most important aspect my enjoys career,” she Leveraging says. them through it,” she explains. his Jen buyers. tially year after year, andwant she now works out ofand twoconscientious With thorough approach, and tomore end ofthan the spending day,his we all when how she has managed to IIngenerate soexplains. much both growth and the mentoring newer agents provide neverasked have any reservations about pickingatupRealty theExecutives future, Daniel says, “We to their continue all feel clients understood.

Qualifying Broker Gulf Coast.”

“We build relationships, not just with our clients, built homes and lakeshore properties, she has comher business.

With Bayfield having care,” she “I’m working for my clients, Ialone love that feeling of accomplishment and seeing Copyright Top Agent Magazine ward-thinking approach.

After helping them ready their “In each transaction, I genuinely care about our clients’ deer hunter and extensive knowledge offices, one in Rolla and one in St. James.

She also time on a boat or visiting her two grown daughters her team provide personable and compassionate service, give the best that we can to our c thetrust phone and calling me toamongst see how things arepast going,clients growing our company so wethem can spread the wordto achieve success. very personal to me.

I make and loyalty both and her peers. with tools d, Completing but this business and they can feel that.

I was an elementary teacher, people thrilled to have the home they wanted.” but also with the other agents, the loan officers, the bined her in-depth knowledge of the region with the one of the best small towns in Ame an average of 35 to 40 transactions per oversees an equally dedicated team of eight agents in Manhattan.

She also gives back to her commuwhichand hastowellbeing—from helped them create a start thriving and home forin the market,orshe broadcasts a variety to business finish.”

2 Top AgentheMagazine estate market, carefully guides th what’s happening the industry, just to pick my it thatover you don’t have to of overpayhappiness your brokerage get contractors—everyone involved.

Our commitment is toincluding extensive atrecognition herCurrently, brokerage navigate even scaling her standards of service to t’syear, crucial to stay in What keeps Cheryl motivated ready toresources work with and administrative personnel. an to nity in a variety of ways, serving as Vice Barb leaves stone unturned when comes earn for their success.

Jen has been ranked brain,” he no says.

“Idigital become a source ofit information the same,The ifand nottwo better, results.

We’re building this targeted and social mediatocampaigns. highest investment for their needs.

Moreove To learn more about Barb “Matty” Matyszczak impressive 40% of Jenna’s overall business based President of the South Central Board of in the Top 1% from ofisArizona Realtors.

Nelson Group always being available start to finish, and to good marketing.

“I focus a lot onaZillow social media toughest transaction. clientele.

“I love bringing new pe to them, providing solid foundation for their real model create really solid engine that connects Fortoin more about Carolyn Joslin, please call 208 699The 8887, email cjoslin3@gmail.com Another factor that has platforms played alike large role Candice’s Above all, however, is her primary, unwavering goal: toRealtors, e transaction through diligence every day isBoston, her ability to athe help people.

“People reviewed Premier Agent in she leverages

KEN HARTER

CANDICE GRIGG

AMY CARLISLE

CHERYL RITCHIE

www.

upon repeat clients, referrals and positive wordemail remaxmatty@gmail.com,

among other civic commitments.

KEITH & TERRY YUEDE

With over 40 years of experience as started with the next chapter of their real estate agents between them, the life,” Keith offers. “And we will work Yuede brothers have built a reputation hard for them every step of the way to JUSTINEallHOOPER over the state of Missouri for their make their dream a reality.”

KAT HENDRICKSON integrity and the lengths they go to on helpgiving my clients at timewanted and in ustine Hooper in Josh puts truly sets he Kimberly Sutwhatever haswonderful always to has work agent who made the Self-motivated andbehalf people-oriented, uerque, Josh first took an interest sincere into his of effort their toclients.

Some might When it comes to their listings, 78Kat Hendrickson feltsay 81 82 85 86 process of both selling and buying a drawn to the real whatever method works best for them.” eal estate following a series of successful for people. in real estate.

She pursued successful it’s experience all in a day’s possible. work. But He for the the brothers utilize a cutting edge “ ored with the clients the best home as smooth as can be. She is very estate world after her parents sold their ransactions in Caledonia and Middleville. careers in the corporate world, in governYuedes, it hardly feels like work at all. marketing strategy that netsmeeting sellers topnew scape of the makes himself available responsive to all of our needs and quesrestaurant.

“I worked with them for 15+ to answer any “I’m fun, ene Through the years, Justine has earned a ment, and in education before she decided At the encouragement of her Realtors®, dollar for their investment.

“Selling tions. She is extremely knowledgeable ssionally for theyabout might have years, soquestions I was thinking what I and takes the people anytim toreputation thethroughout leap.about With her passion, fantastic Michigan, “I think that particular insheorder to be amake good has been easy in the current market, he accepted the market.

When her selling our could dotime with my skills,” o he becamea position as an Inside Sales tohospitality meet their needs.

A real home, always guided us in the right Her favoriteestate aspectagent, of working youwith have toisenergy, be passionate but our normal process is place andtoable to li and heroflove of she learning, Kimberly the vast majority her volume comAgent Bellabay Realty, whereexplains. she creative ike he for could problem solver, Josh able to direction, never steering us wrong and in the food and beverage industry wasexplains. “It’s a lot of about it,” Keith ‘coming soon’ ads on Facebook and through and d achieved early and impressive success.

She ing from repeat clients or personal referad to learn the business caleantoopportunity help tackle any obstacle that comes his way. it paid off when we were able to sell interacting with the people. “I loved fun, meeting new people and being other social media, then follow that holds a Bachelor’s Degree in Hospitality rals.

In fact, every year, her business has rom the ground up; and sure enough, she our home fast and for over asking. getting to know them and hearing their as a personal r’s Assistant, “After pursuing soccer able thought to help them.

Or looking at successful with an openSUT house onceTo themarket listing he KEITH & TERRY JOSH GOSSlicensed HENDRICKSON we have a question stories, ambition so JUSTINE I immediately Management, andWhenever a Master’s Degree in she isup KIMBERLY better and more than the asn’t looked getting g leads, and back. Since forHOOPER so long, real it been is KAT truly fulfilling different kinds Sometimes you’re in the goes live.

It’s a strategy that we’ve found to be very to quick to respond and has gone out of estate would be the perfect fit.” She wasof property.

YUEDE Technology.

In her LISA first shefor was named MEGAN BRUNER uses every VAUGHN Well on pace exceed heryear, goals Justine has authored an accom- to find opportunities tolast. sn a2016, real estate others indaytoyou’re her way to at show us any home we were right, as she quickly fell in lovesometimes with her help country, the city.

One looking effective.”

They stay in touch with past clients mainly digital and social media Rookie thedrawn Year, and the following year she tripled 2021, Justine is of most to real lished career. career as a Realtor®, and career most asthis -time field,” says.

“Knowing I’m interested in!estate Sheand always has our best an agent.

Serving Fairfield and a Josh million dollar home, thethat nextA day you’re checking out through social media wine they host checks asfantas a devoted businesswoman longtime earned aprofess Working for Bank ofits America’s REO diviFollowing after tour a sale, Lisa with agents inWemoney. other states—broadening Studies have Marie, shown Americans tend When working with Laura that will earn them It’sand a upa Leveraging her her sales, earning aand spot as a are Top Agent with Listing Ahelping lifelong resident ofone the to ensure his are thriving their new homes. interest inclients mind truly listens toinus. know we New that Haven counties in Connecticut, Kat provides for dynamic lifestyle.

“No two days ecently, r years she now,partnered with Rachel Mabie, someone with of the biggest a home that will list for twenty thousand dollars.

Every client appreciation event once a year. resident of Scottsdale, Megan Bruner got Arizona, with 89 90 93 94 97 sion gave Lisa a uniqueThis insight into the in with clients via periodic phonebuyers calls, are in good hands with superior service at all steps of the transaction. hisKat!” sphere—which means more trust to a British accent more when receivskillfully matches Leaders.

For Kimberly, the satisfaction and reward of resources Carolinas, Landon House Since launching his real estate career in 2019, he has ne can over expecttoagent, superior service, market right now for both the same,” she says.

“One moment could be helping a fellow leading launch the Dream Home quickly transactions of their lives isHer one of her the day is fresh and interesting.” start inIhard the hospitality industry.

Along volume coming estate industry. work asearned ancomes asset sending holidayand greetings, and messages. has resulted in arrive mostreal of her business deriving from she works tirelessly her career from helping her clients succeed.

“I’ve would at his current already a fantastic reputation all throughout the for his clients.

He and his team are also ing information, but that’s not what keeps client or educating members of my team, andcame the next, I anand Team. would have been possible withmiliarity with things love most about my her job.” ound “None andof this current market buyers and for different way, though, she to sellers take interest “Rea Terry Keith are of their community When Kat isn’t working, she’s staying active in“I her repeat clients andI referrals. analyst introduced toloved the the behind-theletproud them supporters know I still carereferrals. and that offer I’m receive competitive every minute ofhusband. my time inasreal estate,” Kimberly position on Keith onecould of Charlotte’s Carolinas, asestate, evidenced by his rapidly growing rate of utilizing very technologically savvy, tarRealtor Leigh Calvert’s clients combe setting off on a road trip with my It’s ut Rachel’s awesome help,” Justine says.

“We share in real and at the encouragement of honesty, comm children’s schools through volunteering and fundwillingness to started his career in 2002, a year after Terry, well, donating a percentage of their profit for every uidance, and unparalleled real reasons, so having someone scenes processes of REO contracts and still herebyfor them,” Lisa explains. “My seventy-two transactions says.

“It’s been both challenging and rewarding, anmedia raising.

During her free time, marketing she’s traveling with her top-producing real estate repeat clients and referrals.

“I’m always available,” Kat says. listen, and make her colleagues, she decided tohome switch tracks says. neve ® flexible being deeply involved.” he same positiveing and“People desire tolike work hard who suggested hestill getIand his license so they team they sell toand Children’s Last lients.

In his free time, Joshforenjoys playing soccer tennis, geted on social along Hospital. back. working with me“Iwhile transactions.

When Lisa made the leap to your a could for“It’s life and isSt.toJude be their REALTOR state advice. attitude She entered the side, assisting you ingoal making family, hiking, biking or visiting local Inspired, restaurants. my buyers and sellers feel very comfortable.

I show team in place, Kimberly lo amazing journey so far.

I love everything about this job. and pursue her career as an agent. me; instead, it teams through a chance up.

Since then, the brothers have built a very successful year they also donated to the Muscular Dystrophy ur clients.” as well exploring the culture, art, and history of career in independent sales, she brought all I remind them of that.” with more traditional platforms like the because I don’t trythem toasbethat a salesman,” Leigh I will work hard on their behalf and Every that more people.

She has built eal just over six smart real estate moves, makes transaction is unique, so every day is a new day, a she accepted a position for a leading Broker and learning encounter.

At the time, he was Outside his career, Landon is tremendously active business with their RE/MAX franchise, serving clients Association, and in 2021 will donate to the Spinal Outside her career, Justine is active within her ets estate as an industry agent is his Santa Fe. He takes pride in having a deep connection prior journey In the future, Kat luxury hopes to continue growing and I care.” Understanding thisknowledge is one of thealong largeston her home magazines.

Every home iswhich explains. “I’m an advisor.

My jobher is that to share inlearning San city. she hadsatisfying, an oftentimes vendors, her When itthe comes to marketing, Lisa helps utilizesbec a new challenge.

Problem-solving isthis very and in St. Louis and its counties.

InCalifornia, 2020 they Muscular Atrophy waiting for hisbuilding then fiancee tosurrounding around his To go with their regular work inAssociation. ears listing agoof when she first moved easier, less stressful, more everything she can about ever-evolving transactions her clients will ever she aims to Josh to amake, business, helping clients sell nuances estate in with the area he grew up in.

Among other things, community.

Along with the restDiego, offor her team, shewhere has When areal home, Justine personalizes her approach professionally prepped, photographed and my knowledge of the market to help homeLISA VAUGHN LANDON HOUSEeliminate stress LAURA MARIE LEIGH CALVERT MEGAN BRUNER opportunity to learn the business from the the course of ou variety of methods to reach the right buyer. offer great service. the reward is getting the client to the closing table and closed 50 to 60 transactions for a sales volume of 8 industry.

But in the meantime, she’s enjoying every and make the process smooth.

“As a complete shift at awith localhis restaurant, when he found community, hisatsuccessful team has recently partnered with the orthrough land anddonating find home, is needs historically engages community todream the hosted a variety oftheir annual events her offices, from the distinct ofLaura herher sellers.

Starting out, shehomes ooThe St.region Petersburg.

Marie ground up.

Taking all shetransactions.” had learned andpeople remain importa featured on its own website. buyers and sellers make good decisions.” minute of her current work.

“I Going love meeting mother of four, I can usually juggle and handle pretty Through PalmerHouse Properties, Lisa can million, with 80 percent of that business coming from forward, the Yuede brothers want to continue seeing how happy they are.” includes theof luxury homeBAINS market. himself seated beside Thomas Elrod, the Compassion Impact Program, anforarea nonprofit organiSHERI &returned WAYNE LONG nd such,“I thehave value and Somos Unidos Foundation, aFounder non-profit organization Thanksgiving celebrations raise elpsas them prepare their house for the market andwhich SARB andthat helping them reach goals in estate.” much anything that comes my way,” she explains.

“I experienced, xplains, always been shedonations thentheir toreal Arizona into future.” engage a robust digital marketing rollout repeat clients and referrals. growing their team so theyDedicated can help people He laughs, then adds: “Okay, I’ll admit, the tomore thethe communi High Performance Real Estate Advisors.

Following zation.

In the meantime, the team at High Performance ite different from street to that promotes progressive social change through New local food pantries to partnerships with area nonprofit rovides a suite of professional photography and videlove to problem solve.”

Kat guides people through Equipped with over 35 years of business long-term to and launched her own career as a Realtor.

Today, Lisa is an Associate Broker and for each listing, posting across multiple began with in an and averages over twenty-five transactions a achieve their dream of home ownership and build Sheri and Wayne Long understand just we send out a survey to the client ande nterested love all things home and garden When you check out her reviews, Laura consistently Bains her real estatesure careerjoin andvolunteers Malaysian, which helps her has Animal Building on her Hindi incredible success, Kimberly When not working, Leigh spendsTreasured most of Friends accent does help aSarb little.” every part ofbegan the process, making questions are Food their conversation, Thomas invited Landon Real Estate Advisors also for local women’s ledge ofservices, New Mexico has Mexico, and volunteering at the local Roadrunner organizations like Together We Rise.

Always ener® tono graphy as well as floor plans and Matterport Outside her c 98 101 102 105 106 experience, Suzie Larson was first drawn with their new PalmerHouse Properties REALTOR and realty websites.

Ads boostedto almost fifteenand years ago when she was to better the communicate with her MLSs clients While working year, by August ofwith 2021, hasof already Part ofimportant what keeps clients back islocation simply wealth through real estate. how the role acoming good Realtor® follow up with notes, texts Professional and emails local Young opened her own of Listing Leaders Executive left unanswered.

For her buyers, this means learning nd have studied years how to leverage real estate receives glowing 5-star reviews. his time with his wife three children, hisfor team, noting his outgoing personality and acute shelters and provides Blessing Bags for those inand need. avigating the complexity Bank.

For the future of his business, he hopes to hire Today, Megan is an agent for Launch involved in h getic, when she’s not with clients or giving back, she echnology.

Once the property is ready to go, she broadto real estate in 2009.

As a single mother approach has seeking a new path that better spoke to and to serve the diverse population of & Associates covering the Metro Atlanta area and across social media platforms put Lisa’s properties right knowledge and experience thehad brothers that Indiana, helps ospace as an closed transactions for Real the year about what theytwenty-six want, continuing to search for is.and “About 10 years ago we to sell our further connect with and them.

The relationevents network.

In he Estate inbring Lowell, she serves asallthe one of whom is affected by Rett Syndrome. one of in ayou-know-where, Leigh moved tofound the Pacific business instincts.

When he’s not with clients or where giving back, Landon Real Estate, where she assists clients throughout of He’s of volunteering for local nvestment to create wealth profile.

I was raised Joshit says.

He isBorn not only an assistant to property enable him to consistently help 50-60 her entrepreneurial spirit and her passion British Columbia. can be traveling the world with her beloved asts over a blend of targeted digital and social media surrounding counties.

Her designations include a SRS at a prospective buyer’s fingertips.

Otherwise, Lisa their ideal until it is found.

When it’s time to of eight children, seven of them under the reputation am them ensure the process goes smoothly.

Whether clients country We hiredOwner an agent to get uswas just ship doesn’t end at the closing table.

We Engineer, she with five more underhouse. contract. buying our first home and Nikki made itoneasy When Nikki Alden 22 loves to spend time he and Managing Broker.

With aCharlotte team of twenty Scottsdale.

Licensed in both Arizona and California, she tournaments, she for helping others.

Her experience and can found cheering on his favorite sports connected, andNorthwest has made tocabinetry families every year. you’re looking for aninvesting, informed negotiate, makes sure they are getting the best deal top donors for the Portland Strollathon, dedicated in 2010, settling in IfVancouver, Washington. husband and son. ampaigns.

Always looking add value tobackground, hershe transacSeller Representation Specialist and MRP spreads the news ofenjoy athe home on the market by serves word-ofconstruction/fine so my When Laura isn’t working, she’s giving back to are buying, selling, or Keith and Terry offer agebe ofthe fourteen, sheMilitary was seeking a career alike, withon th through the stressful time, and he did an also seeing alland our clients again at eithtoainvest in kayak explore caves. agents and growing, Kimberly is well-poised to help To market her clients’ listings, Sarb home search as needed and was more than w years old, she was inspired to enter knowledge in the business and banking possesses the creativity, expertise, and integrity needed Research Hospital Committe possible.

Meanwhile, her sellers enjoy exceptional Since then, Landon has gone on to learn the business teams, from the Panthers to the Hornets, or visiting the hips with other agents in herof and motivated Realtor in New Mexico, look no further Relocation Professional. mouth, marketing herself asthe a when reliable realty presence in r to empowering families who are coping with condiWith years experience in sales, business management ons, Justine also promotes listings via postcards to free consultations, and the decades-long relationships that spoke to her entrepreneurial spirit but coming from amazing job selling it quickly when the Thanksgiving we give them a free ew beginnings in St. Petersburg became the perfect community through Feeding Tampa Bay, which helps implements a comprehensive strategy h an agent to As awithprofessional who oncares about her sectors has helped her listings give exceptional marketing, their going Kat’s team a wide range ofeven clients achieve their estatesogoals. to facilitate the transaction.

“There turned back, she an what active w li usreal homes, we could get anenjoys idea of the Real Estate “I toughest always from up, establishing atosphere of influence occasional local brewery with his wife. well-rounded insight tothe hisground Josh Goss. the neighborhoods where she isthe selling. they’ve built with people around thebusiness. industry—lenders, Going forward, Justine hasItion, strong ambitions for the fuhe tri-county area, networking events, and outreach and the hope ofto finding a She cure. and sports, hethan knew what aher well-functioning team looked that includes social media, afforded the flexibility be there for everythin market was rather stagnant. knew then pie.

Now that pandemic mostly services to“At Real Estate website.

Adriana & Company, we have our own lized that the community, Nhu can regularly be found out to her be quite aindustry, few similarities between realdigital estate and venturing upislove toexcited theis mountai Kimberly abou Committed to her own professional growth, Kimberly With aclients.

BS Degree in Business, MIS Specialization and ming to shift into real estate.”

After earning her those struggling with food insecurity. is also was honest and I didn’t feel pressured at any p had an interest in the so urce information that when spans thedifference state.

Today, he will is asend Lead Agent at High contractors, building inspectors, title companies, other and print advertising, virtual tours, database and our properties out everyone ture of customer her business. her volume maintains itsshe rapid hose of in her extensive professional sphere. that I wanted toto pay itisAs forward, sohas I got over, we can’t wait invite them for a her family. training and the between excellent serthe hospitality industry,” says.

“Both ofkeeping them require occasional weekend aturally to her. volunteering with her family, often twenty-four years in real Lisa built aAnimal strong “I focus on property values upreal in I’m the communiand theto estate indust an accredited Buyer’s Representative and aplans, Military cense, she hitlike, theclients ground running and hasn’t looked involved with Pet Pals and animal offer was accepted she answered all ofgetaway. my que when Iestate, lost my job I3-D decided to on there,” she says.

“I will also through She serves her clients throughout the scans ofWAYNE theShelter property, floor agents—allows them toSARB meet any need of the client that w Mexico, and his Performance Real Estate Advisors, powered byadvertise Keller Going forward, Landon has strong ambitions for the SHERI & LONG growth, she intends on mentoring the up-and-coming NHU TRAN NIKKI ALDEN BAINS SUZIE LARSON my license in 2013,” Sheri explains.

The party at ourappreciate home,” Sheri says. buyers and se you to provide excellent customer service and develop As for the business, Leigh has this advice for anyone customer base that includes regular repeat clients. ties that I serve, and they that.” sort with which most of us are all ything on that vice and the middling through churches and temples.

Nhu helps grow,” Kimberly says.

“I’ Relocation Professional. postcards, YouTube, social media, and Zillow.”

Fraser Valley area, from Chilliwack custom brochures, YouTube videos, might arise. the place he grew up.just came up.

Highly her!” take all ofher the money Ihas had and Williams where heassisting assists clients throughout future of his business.

As his volume maintains its rapid ack since.

Serving theasRealty, greater Tampa Bay Currently, area, the When it’s time to relax, you will find her bik-recommend members ofwelfare. her team while expanding her referral base Elsewhere, Justine attentive when husband and wife duo currently work lasting relational connections.

Ultimately, these values Looking ahead, Megan hasthe ex Since then, Suzie gone on to author Above all, ninety percent of business derives from s. “I thought, I tooisfamiliar.

Vietnamese neighbors in need of in English my volume every year, an For more information about Kat Hendrickson, looking to buy or sell aAnnually, home: “There are lots of good Whento he made his including move into real estate Abbotsford, Mission, and hand-delivered flyers, Sarb knows Lisa averages approximately twenty-four to Charlotte theconsists surrounding areas.

There, he has he intends onshe expanding his team forging invest itwho inBut classes”.

She earned her under the umbrella ofgrowth, Keller Williams When they’re not business. working, Sheri and have brought me into great place inin our market.” of her While on pace throughout the region. most oftoor all, isafor excited er buyers, harnessing her and customer service ast majority of herhe business ofbackrepeats and ing, dancing Tango Salsa, swinging awhile hammock, After working with Kat, clients love to spread the repeat and referral clients can attest Lisa’s ability please call 203-610-1767 or an accomplished career asher an agent, than helping Langley, Surrey and Vancouver.

Sarb how to position clients’ properties to trajectory.”

Passionate abo myself.” translations, even for matters outside of Kimberly’s what she does speaks tomany professionals out there, but there are also agents 2015, was determined not to be just another guy.

Another reason for their success is email theenthusiasm quality of their thirty transactions, and has already seen an increase in osh works with Sotheby’s With twenty-five years of experience in clients the absolute best when it come developed a hands-on approach catered to the direct deeper bonds within his community.

Through it all, he word about her work.

One recently said, “Kat is a kat@adrianaandcompany.com shetravel intends ongarden. further“We’re honing Partners, Inc, and servethat clients Wayne loveexceptional to andcustomer Her dedication servic in 2006 and theor ground the potential opportunities liehit ahead.

“This last round to guide them to the right homeworks for their best in-toRealty with all types offor clients, fromlicense attract competitive offers.

Well-versed in and get results. distinguishing herself asgoing a being top transition in th eferrals.

By consistently exceeding expectations and garden toproducer the beach. sheitloves, Kimberly advi deeply held values about of service.

Already, real estate.

She sometimes accompanies service and thecreating spirit inher which it’s paradises delivered.

Clients who only got into real estate because they thought was volume for 2021.

109 110 quality online advertising When listing a home, Megan empowers her clients with that have truly set her apart first time home buyers to investors. social media and web advertising, Sarb needs of every buyer or seller.

“Throughout my life, is most excited to scale his high standards of integrity throughout the Greater Kansas City area. getting ready to leave for Mexico this week.

But when Contact Keith or at 636-399-2878 year, my business partner and I Northeast started really honing in she evident.

Nearly 15Terry years into treat her career Nik running, Ohio.

Atand erests.

“I’m always willing talk something through describe theto real estate business, Yan Kaminsky to rate luxury advertising andothers visibili inserving her region.

2015, though, decided the40%, time how they incom ord she has earned aIn repeat client referral of industry, Nhu is“That an agent them to jobbest interviews ordon’t helps tono translate important both brothers as not only but ways looking out for clients’ she “Ibusiness take for an answer.

Iprofessional, go in, I’m confiAbout 90% ofinterests, Sarb’s comes from repeat showcases her clients’ properties across Facebook, an easy way to make aand quick buck.

No matter whom you firsther year I to didn’t even worry about whether Icornerstone was aWhen straightforward philosophy: Leave no stone unturned. makingin people’s dreams Copyright Top Agent Magazine the entire globe, enticing we’re atthe home, we enjoy working thecommunity, garden together.”

I’ve been drawn face-to-face industries,” he says. toand help even more clients throughout Carolinas. ® or email Kyuede@gmail.com on our team,” she says.

“Our agents are rip-roaring nd make sure that, without a doubt, my clients feel multi million dollar sales winner of the OA the of her business is who cares about her Lisa As a REALTOR was right to take her work to the next level, pursue her With her team having c has the unmatched knowledge and for their listings.

“What we offer and stay motivated,” Kimb personable and caring.

“We love helping people get a testament to her ability build trust with clients. ichita, Kansas where over documents.

“People see how I’ve helped them with referral clients, an impressive feat that speaks to the Twitter, Instagram, and other websites for ongoing dent to come out knowing I’ve secured the listing or sale.

Drawing from her foundations in design, remodeling, end of the day, there is noth as become a prominent agent in the region.

Looking ahead, Laura’s sights are set ontake to buy properties in real New choose tous,” work with, always thein time to Honor interview making enough to live on.

IWith relied on my savings aimportant solid network of repeat and referral clients, “In estate, Imoney love the process of getting to“Clients know “It’s never about he says.

“Our team iscontinuous truly this ready to go, and my goal is to keep building them up sfrom though they’ve had every question answered by the has served on her local HOA board for over twenty years, Sales Club, a BHHS Society member an reliability.

“It is to me that If I say I’m going to do Broker’s License, and launch her own real estate firm. in volume in the past fi people you look up to.

Cu Kimberly has a strong skillset and a rich professional trust and confidence she inspires. appreciate digital marketing. repeat and referral other things and his know they can trust their me for their real I’m a closer.” and home staging, the she takes a hands-on approach with ten fighting forbetter a client in thistheir ma to on help clients reach hands-down times than ou listings personally over Sheri believes it’s the high level ofand service pair toanalyze InDouglas the future, the pair want to continue offering them, objectively the source of informaso that Iexpertise could focus building good practices, doing my clients and figuring out how toand help them get todo business to serve.

We’re here see our clients reach growth.

“Ishe recently moved over to Elliman guiding her neighbors to the maintain property values encouraging all of them to be their best.” losing,” she says.

“Above all, Iestate believe in being ready my customer service they know they trust and inmake the companies topkeeping 200strong monthly.

During something, I and make sure Ican it,” says.

Nearly everyone Today, she is the Owner and Broker of Turning Point Suzie isAgent devoted to afte giv everything you can learn. background that allow her approach her business Copyright Top Magazine tsional first house that started it needs when the time comes.” each property, helping herto sellers key decisions them happy well provide that keeps clients coming back.

“Ever since I clients a high-quality level of service and guiding them photography and goals.

Yancount and his business partner, Ryan competition,” Yan says.

Every listin Committed to giving back theit’s community, Sarb wherever they want to go.

Because of that, I’m job always the chapter of their lives,toFrom and we’ve gotshares all the onworking me to give Lisa’s them the best informed advice tonext with the upkeep of well-kept properties in the neighborability to foster trust and accountability has gained tion you’re getting.” business the right way.

The moment your becomes One of the key reasons people love with me Real Estate, which Ito love because allowing me because that’s the best free way with creativity, thoughtfulness, and foresight.

What Realty, LLC. she manages anshe elite team to assist To gogoals. with hosting to add value their homes. there, shebe her with can found family and friends, h she works with is areliable repeat client or awhere referral, which of knowledge about started ineither this business, my goal was to make people to all of their real estate iswho an active volunteer, offering herfulfilling language skills home look pristine -what the help them make the right choices.”

Being and hood.

She also serves as Chair on several HOA Board her a reputation as a REALTOR® keeps her clients’ looking for ways to grow so I can better serve them.” resources needed to help them accomplish their goals.”

Doell, founded Landmark Brokerage, receives professional staging service about the money, that attitude influences everything you listings over a variety of resources, including targeted For more information about Justine Hooper, clients throughout Litchfield County, Western Hartford homebuyers, she also tr because I’m tenacious, a good communicator, I am to serve at an even greater level.

I feel so blessed enjoying the outdoors or at the ballpark wat stands as a testament to her dedication and commitment to her clients from her own When she’s not working, Nhu enjoys gardening and to client. servea as a translator the large immigrant trustworthy is Sarb’swellbeing commitment to her clients.my feel likeinthey were Whether it’s afor committees ys is best exemplified on and regularly volunteers her time and advice the forefront of only navigating transaction. social media campaigns, mailers to the surrounding Contact atdone 604-7826, If you inwork Washington State, for please the guys do, and people will pick up on it(505) whether you do call (269) 509-2254, email Justine@dreamingofMIhome.com, aother boutique business that offers and alooking counseling session County, all of live Massachusetts, andthe all of Rhode Island. eight-module real Rean estate population in the Fraser Valley.

She tries to help For with more about Kimberly Sut, call with 219-669-608 nagement experience.

Her cooking with kids.

Looking toclients the future of her play baseball. allher sheJosh serves. amazing negotiator and don’t stop until the job is because I get to meet and most $100,000 sale or $1,000,000 sale, I want them to know nfierce Park Ranch listing!

Josh on best practices for homeownership.

TASHEANA HANZA YAN KAMINSKY When listing a home, Landon equips his clients with awhich areas, and extensive professional networking—all to to begin!

“Real estate transactions are not only a big deal for those who have trouble communicating ingood English or visit dreamingofmihome.com email Josh.Goss@sothebys.realty, or visit with a British accent might be a place or not.

I always put my clients’ best interests first, There, she has cultivated a boutique process around she is tremendously in “I believe the key to being the best in real estate is to assessing a property gives business, Nhu’s ultimate goal is to one day open her email KimberlysutNWI@gmail.com, or visit card.get-c transparent communication, luxury The Landmark Team creates a cu that their transaction is important to me.

That includes es volume 2021, is to alleviate people, and help make dreams true.” ght.

Thatinsaid, Iand work stress and make asI much buzz as come possible.

Butshe’s she also leans on Lisa stays active with daily comprehensive suite resources.

Leveraging thebuild full myofclients, but also among the to most exciting and generate withand their doctor, schools, and other community When not working, know how relationships, love working values of integrity and tireless hard work, meeting the supporting various local joshgossnm.com for more information sometimes means steering them away from a bad deal. keeps them coming back own brokerage.

With her track record of business answering their calls, texts, and emails anytime they and homesnap.com/Kimberly-Sut in years to approach, come, Nikki usin plan “My overall knowledge inservices. the business, of the marketing, and ainvestments tireless commitment to drive tomized important for my clients,”and Sarb says. her Sheprofessional also delicate donatesnetwork part ofLooking her earnings to marketing extensive to give herahead sellers an strengthexperience. of the elite marketing team atwith High Performance aendfun andyear. positive I have also created exercise, walking, and gardening. families especially,” Lisa says. of any transaction. demands nizations and encouragin how them houses, I’llapproach tell growth and amazing her clients, she’s well have ato question.

For us, isfoundations. key,” That has“So, earned meatry their trust, and I’m proud to I always toservice treat their purchase and sale as ifcommunication several cancer added advantage. business to the next level.

“Ias want to expan understanding yet matter of fact approach, and the she fact Real Estate Advisors, he helps his sellers fully prepare their needs.

Now Managing Director and Managing cutting-edge technological tools such virtual tour with electricians, In fact, herwork team were myachieving own.” explains, adds, “Another thing my clients appreurofessional says. “I keeprelationships open comon heritplumbers, way to that goal. say it’s led to athe very healthy repeat and referral business.”

Looking to the future, Lisa isother developing new qualiShe adds, “Ithen think that building relationships makes and possibly bring inservice. agents to that I’m always looking to learn andHaving grow, are some ofup the Copyright Top Agent Magazine their home for market and shares each property over C built a thriving business, Sarb has no plans lived Broker, Yan has extensive industry knowledge and aabusiness, aerial videos, and video walk-throughs.

With c. that my clients may need before, during or after When home, Suzie provides her clients with launching its owntargete nonpro ciate is thatI am.

I keep focused onlisting their goals.

When we transaction so they know Megan is just as involved with her buyers.

Having fications to expand her business.

Lisa concludes, a lot of who I’m ethical, and in this you spreading my knowledge about the Real“IfE reasons people come back to me,” says.

“I “I stay onhelping top others a diverse blend ofSarb’s targeted digital and social goal is to make every clientmedia a customer for Nikki to slow down. enjoy achieve their first meet, I spend a lot of time interviewing them, in the valley for over eighteen years, she utilizes her elite a comprehensive strategy.

After helping them ready individuals and struggli versatile skill set.

“I have my mortgage license, so I and sponsored ads across specific websites, th can trust me.” No someone’s looking an honest, take-charge they have to be ethical and love what you do toclients makewithout itand work. heir transaction.

Myrecently service doesn’t end the day of portion ofalongside this issue may reproduced in any manner whatsoever prior consent of theforlike-minded publisher. life. She in touch with her clients, after real estate goals.

It’s veryhelp rewarding to see my clients Leigh joined fellow Brit Harvey Coker toeven form by mentoring agents.”person In the m ofkeeps thebe market trends, soradio that I can advise my campaigns, traditional outlets like negotiation skills to market, fight forSarb her says. clients’ best interests really getting toand know them, and trying to understand their property for the she shares itwant over both foundations To learnwithin more Litch abou can trust to“Iensures get the job done,most I’m thecompetitive one.”

Ithat think people see that when they work with me.” completing the real estate transactions, by sending happy with the end result!” to know the ins and out of process, I can advise my Landmark Team the offe osing. My clients know that I love what I do, and the OxfordMagazine Street The Hasson Company, Top Agent is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy advertisements to thePartners surrounding communities. soaking up every second of her current path. themwith make the best decisions possible.”

The relationships and uncover creative ways for them to excel in their what their are.personal That I can serve them theof satisfied, please call (48 theway local MLS amyin mix boosted find social holiday greetings, cards, andgoals making continue to and keep clients moremedia doesn’t stop at the close clients onthem financial decisions,” Yan says.

“We have coneach listing.

Their strategy has off: last yea hey also know I calls, love making people money and offering exceptional customer service clients throughlove Iorshe do, I’msupplied able toorpaid build the business sheAgent forms with her buyers sellers are her topfor priority. highly competitive market.

Through thewhat years, has of published materials, Top Magazine cannot be held responsible for opinions expressed facts by its best way possible.” email meganbrun phone calls checking in toto make sure if herand clients ways to connect with my clients, and create an even campaigns.

Beyond leveraging her company’s large With Turning Point Reai exts and check-in Find out more at vaughnlisa.georgiamls.com.

Elsewhere, Landon is just as devoted to his buyers, need any guidance or help.

Sarb, who migrated to better experience for them.

This work has been very out Southwestern Washington.

Leigh’s been a Top struction and property management knowledge.

Recently Yan and his team completed over $92 million in has sale it’s truly the perfect career for me.”

“I nurture those personal relationships, so that means letting reating on and off market opportunities for them.” authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S. online presence, she about also calls uponvia trusted methods anniversary, Suzie ents to make sure they’re Torewarding learn House Connect with Lisa how via phone atmore 404-245-7624 and email Canada in 1998 from Malaysia, knows exactly and I have suchor aLandon great relationship withat topagentlisa@gmail.com. taking a hands-on approach to ensure that every In the currently competitive market, Sheri and Wayne people know I care about them, whether it be a phone call, Producer for Hasson over the last four years, assisting partnered with Homes, amoving localtoColorado home When it comes herwe sellers, she’s oftenLokal Cop like mailers and flyers to asthe surrounding neighborof her business. As her s. Fluent in both to English email landon@hprea.com, overwhelming itable can beto for sell a client a new clients.

I want to help many people as I can and client finds the perfect home for their A strong goneeds. above and beyond to helpmytheir buyers get their text message.” easy for her to maintain those bonds with everyone from first-time homebuyers toIt’s seasoned inveshoods—all to give her clients an added advantage and growth, she intends on ad clientsabove to overcome lanneighborhood.

Multi-lingual, Sarb speaks Punjabi, provide the best values to my clients.” omes market value, and she regularly saves her building company, which is an incredible partnership that For both Yan and Ryan, they find the most fulfillme highperformancerealestate.com believer inyear, going the extra mile with every transacdream home.

“We’ve had tovisit gettogether. pretty creative with our Copyright Top Agent Magazine the trust that is built while working She (704) provides tors.

Last he closed 63 transactions, and is on track maximize their value. her up-and-coming agen anslate and connect them or call 659-5552. uyers thousands results lead Laura will be These very beneficial tothe our clients.” not new from the transactions, but from helping the offers.

I’ve gone out of my way to try to figure tion,ofhedollars. remains in touch well after deals are done more about Sarb Bains, please call guidance and support at every step of604-991-9098, the out process, within the communities th to exceed that number inhands-on 2021. For to home insurance. strategies for making winning offers to get my buyersachieve their dreams. “I love that I have th oepairs earning two to eight referrals each week from past clients fraservalleyrealestatehome.com sarbains@gmail.com, orisvisit Suzie just as committed to her buyers, carefully on solutions, 3not problem which notemail only helps it go smoothly all the way to close, but Top Agent o talk to people and getMagazine to a house right now.” When it comes to marketing, the ients. Another one ofByLaura’s superpowers includes top-tier customer service, Yanthem andto“Ithewant opportunity change people’stogether, lives,” and Yanwesays. guiding right their best interests. don’t“A se ouses,” Nhu says.

“When results in put forming lasting relationships. tohome be forto “I’m there forproviding my clientsalso whenever they need me,” Leigh duo a strong emphasis on social media, mainly For more information about Laura Marie, Contact Leigh at 360-909-5371 ® etting clients into amazing properties Copyright Top Agent Magazine Moreover, she remains a helpful advocate for her Instead, we’re all driven b good.” her investor his team have built a thriving business and a stellar one recent example, a former client called me and sai forThanks life!” your REALTOR explains. “And we work smart when it comes to Nikki marFacebook. to theirsays. diligent work, they ended

KIMBERLY SUT

JOSH GOSS

LAURA MARIE LEIGH CALVERT LANDON HOUSE

ASHEANA HANZA

SUZIE LARSON

NHU TRAN

NIKKI ALDEN

YAN KAMINSKY & RYAN DOELL

www.

https://

www.

www.

http://

www.

www.

CONTENTS 6) 5 FRESH NEW APPROACHES TO CONTENT MARKETING 11) 4 WAYS MENTORING UP-AND-COMING EMPLOYEES MAKES YOU A BETTER AGENT 15) 4 EASY WAYS TO REDECORATE YOUR OFFICE THAT WILL BOOST MORALE & IMPRESS CLIENTS 19) 3 MENTAL TRICKS THAT WILL TAKE YOUR BUSINESS TO THE NEXT LEVEL 28) 5 TIPS TO MAKE NEW HIRES A LONGLASTING SUCCESS 34) 5 TIPS TO GET NEW CLIENTS 40) 6 HABITS OF HIGHLY PRODUCTIVE AGENTS

46) BEYOND CLEANING AND DECLUTTERING: WHAT IMPROVEMENT EXPENSES MAKE THE MOST SENSE? 52) 3 MIND-BENDING PHILOSOPHIES TO EXPAND YOUR PROFESSIONAL PERSPECTIVE 59) 3 SUREFIRE METHODS THAT MAKE FOR A PRODUCTIVE MEETING 63) 3 WAYS TO MAKE YOUR WORKSPACE WORK FOR YOU 67) 4 QUALITIES OF EXCEPTIONAL EMPLOYEES 71) 4 REASONS WHY MULTITASKING CAN ACTUALLY DERAIL YOUR DAY 75) 4 WAYS TO WIN THE BATTLE AGAINST PROCRASTINATION

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79) 5 THINGS YOU CAN DO TO ACHIEVE YOUR BIGGEST GOALS 83) 5 MORNING HABITS TO MAKE YOUR DAY SUPER PRODUCTIVE 87) 5 SIMPLE MINDSET SHIFTS THAT WILL HELP YOU ACHIEVE YOUR GOALS 91) 5 SOCIAL MEDIA MISTAKES REAL ESTATE AGENTS MUST AVOID 95) HOW TO MAKE YOUR COMMUTE PRODUCTIVE 99) HOW TO OVERCOME YOUR WORKPLACE FEARS 103) HOW TO SEND SMARTER EMAILS 107) HOW TO ANSWER THE INEVITABLE QUESTION: WHY SHOULD I CHOOSE YOU?

Top Agent Magazine

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

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5 Fresh New Approaches to Content Marketing A couple of weeks ago we were conducting a workshop when we were asked two excellent questions about content marketing:

• People

don’t want to hear from a roofing company every day. So how do you produce fresh and interesting content for social media that goes beyond your core services and yet ties back to your business?

• Can

you extend your social media presence and content to include personal things (like your hobbies) and how does that affect your overall business image?

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The workshop attendee who asked the first question was right. Almost no one wants to hear from any company every day… especially if all the content is about products and services…and yes, even if they’re giving helpful tips and information. Does that mean you should stop producing excellent daily content related to your business? No, of course not! Content is created for two reasons.

First, to provide knowledge, expertise and even entertainment to your ideal customers in order to achieve top of mind awareness as an authority in your industry. And second, to produce SEO-rich results that keep you at the top of search engines. You must strike a

Top Agent Magazine

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balance between the two, and try to include content that draws people in by being super interesting and entertaining….and yes, sometimes personal.

To help answer those content questions above, here are five different types of content (beyond the traditional stuff) that can give your brand a fresh, unique and balanced approach:

1. PHILANTHROPIC Your community efforts say a lot about who you are, and people will make an extra effort to do business with you as a result of this connection. We’ve consulted business owners who are very hesitant to promote these efforts because they don’t want it to seem as though they are exploiting the charities and organizations—and most especially because they don’t do it for the promotional aspects. They do it to give back. I ask you to keep this in mind. Nonprofit and charitable organizations very often have small marketing budgets. Not only do they rely on outside marketing forces to promote their initiatives, they would likely be forced to close their doors without that support. That means that when someone with a strong brand and presence promotes them, it’s a highly trusted and personal connection, and you can’t buy that kind of support. In other words, they not only need you to promote them, they want you to promote them. But your instincts are correct. It’s not about you. So just make sure your entire content focuses on the organization you’re helping, what they do for the community and how Top Agent Magazine

others can join in the cause. Then it becomes a huge win for all.

2. HOBBIES You bungee jumped from four of the tallest bridges in the U.S. In your spare time, you go fly fishing. You love playing chef and use only locally grown, organic foods. Your friends are always begging you to go to Vegas with your card shark talents. You’ve done mission work in Africa and would like to start your own group. You almost played professional baseball. You have an insane talent for gardening design or bass guitar.

Your family works at a soup kitchen once a month. Ok…you get the picture. And two more words. Reality TV. People are interesting…and people are interested in interesting people. We remember others based on these unique traits. And most of all, people love the story behind the face. Don’t be afraid to share your hobbies. Quite often, it’s the first thing that will personally connect you to a prospect.

3. CREATIVE CONNECTION This one is perhaps our favorite. While we can’t imagine seeing something come across our news feed from a landscaping company every day, imagine this for a moment. What are we always told to remember in this hectic world? Stop and smell the roses, right? So what if…a landscaping company posted a beautiful flower each day, just to remind you to ‘stop and smell the roses’. And at the bottom of that photo (small print), you included

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the type of flower and type of environment needed to make it flourish (moist soil, full sun, etc.). And then, of course, watermarked it with your logo….and a title like, “Sam’s Daily Reminder: It’s Time to Stop & Smell the Roses”. You could even include some great, thought-provoking quotes. It has the personal connection (Sam), the business connection (flowers & logo watermark) and a cool creative connector (pause the meetings and paperwork to take a moment and appreciate life by noticing this beautiful flower). This is a great idea for staying ‘top of mind’ and connecting business with the kind of creative messaging people wouldn’t mind seeing every day.

4. EXPERIENCES This one is similar to hobbies from the personal aspect, but instead of something that identifies us like our hobbies, our experiences are random happenings that can have great interest and meaning to our audience.

Whether you have a unique experience buying a new car or a fateful conversation with a stranger in the airport, if you feel it ties into a life lesson or business lesson you’d like to share, by all means do. The lesson is to keep your radar up 24/7. Any experiences you have which relate to your

ideal customer are an opportunity to connect beyond the business world. And when we do that, we become a part of the family.

5. INFLUENCERS “Show me your friends and I’ll show you your future”. You’ve probably heard that saying, and the same is true whether you are a teenager or a business owner. Maybe you’ve learned a lot of your business knowledge from Bill Gates, Steve Jobs or Warren Buffet…or you like to quote Benjamin Franklin. Perhaps you have some mentors you’d like to recognize and tell why they’re important to you. Sharing the people and things that influence us is what makes us human. No matter how successful your business, you didn’t get there alone. People and circumstances shaped you along the way. Recognizing others for their contribution in our lives, large or small, is important in staying connected and grounded.

We hope these five types of content help you to put a fresh spin on what you share with your audience, whether personal or professional. We believe you must have the combination of both to build an incredible brand.

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

KEN HARTER If you’re looking to sell a home in California’s South Orange County or the surrounding area, you’ll want to call Ken Harter immediately. Seriously, right now.

That’s because an incredible 75 percent of Ken’s listings go for asking price or above, while his competitors only manage that feat 25 percent of the time. Ken nets his clients anywhere from 40 to 80 thousand dollars more on the sale of their home. “A standard practice is for agents to automatically lower the price on a listing every ten days it’s on the market, just to turn it over,” Ken explains. “Not me. I’m more aggressive with my initial pricing of the home, and more proactive in my efforts to sell it. I’m not interested in being known by the volume I sell. My reputation is built on the quality of the work I do for clients.”

Ken started his career in 1998 while working as an audio engineer in New York and flipping houses on the side. “I paid real estate agents good money to do little more than list my house on their MLS and wait for phone calls.

I decided I could do better than that on my own, so I got my license.” He subsequently moved to California to continue pursuing his recording work, but when the market for his business dropped, he became a Realtor full time. “I was good at it—and my wife is incredibly good at it—so it made sense to form the Harter Group.”

They’re a good team to have on your side and especially in your neighborhood. In most, if not all, of the communities they work, they’re solely responsible for increasing home values beyond the market trends. It’s what every homeowner wishes for: a team dedicated to adding equity into your investment and making sure that it’s not about one transaction. It’s about setting strong trends in your neighborhood that makes your neighborhood the most attractive to live in, whether you’re a buyer or a seller.

This year alone, Ken and Ashley expect to double the business of The Harter Group. He’s already in the Top Agent Magazine

process of expanding his business. “We’re interviewing agents right now. We have to grow in order to keep up with the volume. It’s a good problem to have!”

One factor driving that growth is the extremely effective marketing strategy Ken employs. Every listing is captured in professional photographs and videography as a matter of course. But Ken also gathers drone footage if the view and size of the lot warrants it, supplementing the MetaPort technology (used by many agents to create virtual tours) with iGUIDE, allowing for a much more comprehensive sense of the property. “Instead of just a 3D dollhouse view of the home, this technology actually allows the buyer to see where they are in the floor plan while taking the tour. This really helps out-of-state and international buyers get a good feel for the house.

We get lots of offers sight-unseen because of it.” Each listing gets its own website, along with being marketed across all of the social media and real estate sites.

The second reason for Ken’s success is the personal connection he makes with his clients. “My favorite part of this is the friends I make. Our relationship extends beyond the closing. I’m always meeting people for dinner, exchanging holiday cards, texting to see how they’re doing. It’s not work—just friends hanging out.”

At home, Ken and his wife dedicate themselves to their children, who are two and five years old. “Playing with them—seeing the world the way they see it—keeps us young,” Ken laughs.

Contact Ken at 310-633-0641 or email Ken@TheHarterGroup.com Copyright Top Agent Magazine 9

Kevin A. Budde is proud to congratulate

KEN HARTER

on being featured for the State of California in Top Agent Magazine!

_

KEVIN A. BUDDE | PRESIDENT CA DRE 00831552 | NMLS 325450

949-784-0397 Office | 949-422-2075 Mobile kbudde@monarchcoastfinancial.com monarchcoastfinancial.com www.

20151 SW Birch St., Ste. 230, Newport Beach, CA 92660 10

Top Agent Magazine

4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent In the world of real estate, there are always new agents joining the ranks. Even if you’ve been practicing for just a few short years, you’ve likely learned your fair share of lesson along the way. As an agent, much of your working philosophy is derived from first-hand experience and your work on the ground. This means that new agents are less prepared for the inevitable curveballs of the industry. That’s where you come in.

While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thoughtTop Agent Magazine

fully explore and demonstrate their own ideologies, practices, and rationale. With that in mind, take a look at some of the benefits of mentorship below, and you’ll get a sense of why counseling new agents can be a boon to your own business.

Teaching lessons to others reinforces your own professional values.

Showing the ropes to young agents is a great way to brush-up on your foundational skills.

Verbalizing and demonstrating processes, or walking through the rationale behind negotiation tactics—all cause mentors to think through their established practices and outline in detail why they’ve chosen this route over an

Top Agent Magazine

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alternative. This helps older agents fine-tune their routines, while getting back in touch with the critical thinking that went into constructing those habits.

Mentorships allows you to see the big picture.

surely sharpen your ability as the head of a team. What’s more, you’ll be building skills of empathy, understanding, teaching, and constructive criticism. Working on those skills will better your practice and your ability to lead in your office.

After a lengthy industry tenure, it’s not uncommon for battle-worn agents to lose some steam and begin to burn out. By devoting some time to mentoring up-and-coming agents, you’ll get back in touch with your early days, remembering the excitement, the trials, and the hard lessons gleaned. Spending time with the next generation of real estate professionals can reinvigorate your practice, as seeing the business from the eyes of an eager amateur can inject energy into your working life.

You’ll benefit from seeing things from a new perspective.

Just as working with young agents can help you remember your career’s big picture, you may also benefit from working alongside someone with a new perspective. Young agents bring a different set of skills and awareness to their work, and established agents can benefit from a fresh take. If technology isn’t your strong suit, or you’re interested in tapping the Millennial homebuyer market, working with a younger agent is an excellent way to see through fresh eyes.

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can 12

While some may balk at the time commitment or energy required to take on a mentee or two, you might consider it an act of ongoing education or professional development. While your mentee will undoubtedly benefit from access to your expertise, there’s certainly much to be gained from taking the time to cultivate tomorrow’s real estate leaders.

Top Agent Magazine

Top Agent Magazine

MARIANNE RULLO Marianne Rullo’s natural affinity for helping people has proven to be a valuable skill in her work as a Realtor®. Determined to always give clients her best, Marianne offers guidance, support, and her expertise throughout the transaction process, ensuring that buyers and sellers always feel like their needs are prioritized. Affiliated with Keller Williams Realty, she helps clients throughout Monmouth, Ocean and Middlesex counties.

Her enthusiasm and exceptional client service have helped Marianne build a successful business in the span of just a few years. Described by her clients as patient, knowledgeable, personable, and always willing to go the extra mile, it’s no surprise that a large majority of Marianne’s business consists of referrals.

“Clients appreciate the value that I bring to the table and the type of personal service that I offer. I’m really all about serving and giving as much information as possible to help my buyers and sellers make the most informed decisions,” she says, and adds, “This is especially crucial with first time homebuyers who are having to figure out all the intricate details that a real estate transaction entails. My goal is to give them as much information as possible. We stay in close communication, and I make sure to answer all their questions promptly because I understand how stressful this process can be.”

Known for her ability to create genuine connections, Marianne is able to form everlasting relationships with clients and admits that her favorite part of working as an agent is the social aspect. “I love the people I get to meet in this industry. I truly enjoy helping them through the process and getting to know them on a personal level. I form deep connections with my clients and, very frequently, we become good friends and keep in contact long after the transaction is done. I’ve also been really lucky because the clients I have are extremely loyal, and they really value and appreciate all that I do for them, which is very rewarding.”

Top Agent Magazine

As a breast cancer survivor, Marianne is deeply passionate about the cause and helps host events to raise donations for various charities. She is also a champion for mental health awareness and works with organizations dedicated to suicide prevention. “Given the pandemic and knowing there has been a rise of suicides and mental health issues, it was important for me to focus on those causes and do what I could to help.” In her free time Marianne enjoys working out and spending time with her two kids.

Full of enthusiasm for her work, Marianne has no plans of slowing down anytime soon. She is currently working on obtaining her broker’s license so that she can keep building her business. “I am determined to help buyers find their perfect home and get sellers top dollar for their property. It’s my goal to continue learning and educating myself so that ultimately, I can bring value to other people’s lives.”

To learn more about Marianne Rullo, email mrullo@kw.com, visit mrullo.kw.com, or call (732) 740 – 9820. www.

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Jennifer Cunningham is proud to congratulate

MARIANNE RULLO

on being featured for the State of New Jersey in Top Agent Magazine!

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Jennifer Cunningham VP of Business Development jennifer@rmsta.com | rmsta.com https://

106 Union Avenue, Lakehurst, NJ 08733

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4 Easy Ways to Redecorate Your Office that Will Boost Morale & Impress Clients Your office is a battle-station of sorts. It’s where you field business, launch your communications, and make the magic of your enterprise happen on a daily basis. While you’ll certainly need to have all the functional elements of an office in order to get your work done—desk, chair, internet—have you really considered the physical environment you’ve cultivated in the process? Think of it this way: working all day in a windowless, poorly lit room Top Agent Magazine

wouldn’t exactly inspire productivity or morale, would it?

The fact is humans take all sorts of social, behavioral, and emotional cues from our environments.

And as a real estate professional, you likely already understand the power of the visual and the benefits of making a good impression. With all that in mind, how can you redecorate or retool your

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office space in a way that will boost your mood, productivity, and client relationships? For inspiration, here are a few tips to keep in mind as you consider the ambiance and environment in which you conduct business.

1. A little goes a long way Redecorating your office space doesn’t have to break the bank. Style and décor are often about tiny details adding up to make an overall impression. For instance, paint color, plant life, and lighting are all straightforward ways to rejuvenate a room without spending a fortune. Have dark, drab walls? Consider springing for a lighter, fresher color that will breathe new life into your space. Have bare window sills or empty corners?

Buying and potting a few low-maintenance plants like ferns or succulents can add freshness and pops of color to a sparse room. Rely on fluorescent lighting? Consider sprucing up your space with a few well-chosen floor and table lamps that add accents of taste while warming up the tone in your office. A few intuitively placed items can inspire renewed energy.

2. Reduce, Reuse, Recycle One way to make a big change in your office environment without spending a penny is to declutter and reorder. Let’s say you have rows upon rows of crowded, bulky filing cabinets. Try digitizing your records and cut the clutter, opening up square footage in the process. Maybe your desk has faced the same wall for years. Have you considered rearranging your existing furniture and décor? Just by reorganizing the flow of your workspace, you can give your office the cheapest face-lift possible.

You can also make work areas flow more intuitively, based on the processes and collaboration you’ve adapted to over time.

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3. Think like a client Imagine you’re walking into the office for the first time. As a client, what details would stick out? What red flags would come to mind? While you’re used to working in the same space every day, clients are coming into your office with no set expectations. With that in mind, complete a walkthrough of your office area to address eye sores, clutter, and whatever feels unprofessional or amateur. Half the battle of redecorating your space is finding opportunities and seeing things anew, instead of being content with the status quo.

4. Build out your brand Redecorating your space is about aesthetics, but it’s also about creating a unifying setting for your professional brand. If you’re catering to luxury clientele, it makes sense that your office space should appear elegant, high-end, and sophisticated.

If you’re selling second homes out in the country, perhaps a more rugged but well-curated ambiance would set the right tone for your services. Maybe you’re courting the Millennial market or touting your tech-forward approach to real estate. In that case, a modern, sleek, progressive layout would speak to your company’s values and culture.

Whatever the case may be, think of your office environment as an extension of your brand that communicates with clients, motivates your team, and sets the tone for your day-to-day operations.

Even if decorating isn’t exactly in your wheelhouse, there are plenty of simple and philosophical shifts you can make to your space that will maximize your presence and productivity. What’s more, real estate is a business built on relationships—so it doesn’t hurt to create an office where clients are comfortable and confident in the environment you’ve built.

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REYNARD CARRIE II Top Agent Reynard Carrie – of EXp Realty in Columbia, South Carolina – is a hardworking, dedicated real estate professional who consistently keeps his eyes on the prize when helping clients achieve their real estate goals, whether they be buying, selling or enhancing an investment portfolio.

“My wife and I attended a real estate school in 2007, not to become agents, but in order to better understand investing, which we were interested in doing,” recalls Reynard, when asked how he began his career in the industry. “I loved the creativity of what can be done in the real estate industry, but I put the idea on the back shelf and didn’t think about it for quite a while. I was busy as a fitness trainer, working with my brother to get him into the NFL.” After achieving that goal, and then, following a relocation to South Carolina where he began working as a teacher, Reynard ultimately followed his dream and became fully licensed as an agent in 2018.

Since then, Reynard has built a stellar business based on a foundation of honesty, integrity and an indefatigable work ethic, and he has truly earned his stellar reputation as a trusted and caring real estate advocate for his many grateful clients. Currently overseeing an equally dedicated team of seven, who primarily work with buyers while Reynard focuses his considerable talents working with sellers.

An impressive two-thirds of Reynard’s overall and considerable business is based upon repeat clients and referrals, a significant achievement in the highly competitive Columbia market. “I think a lot of that has to do with the fact that I work creatively to make sure every deal gets done,” says Reynard, when asked how he has managed to achieve such impressive levels of trust and loyalty amongst those he works with. “Every deal has a different quirk to it, and I also know how to lower my clients’ stress during the process. I think that is one Top Agent Magazine

of the most important things I’ve learned about being successful in this industry.”

Another factor that has played a large role in Reynard’s success story would be his expert negotiation skills. Another would be his comprehensive, leave-nostone-unturned approach to marketing his listings, which includes heavy utilization of social media. “I also send out listings to a large roster of investors that I worked with before I became an agent,” he says.

All of this combined translates into fast sales for top dollar, not to mention happy – and returning and referring – customers.

When he’s not working, Reynard is an avid philanthropist who gives back to his community in a variety of ways, primarily through his support of local homeless shelters and programs that benefit the less fortunate.

Reynard’s plan for the future of his business is to keep growing, and to ultimately expand his reach to the very lucrative Charleston market. Another is becoming even further integrated into his community via additional support of charitable causes. Above all, however, remains his constant objective: to continue providing the top-of-the-line customer service that has become synonymous with his name.

For more information about Reynard Carrie, please call 803-319-1435 or email Reynard.Carrie@exprealty.com Copyright Top Agent Magazine 17

Daniel Saadi is proud to congratulate

REYNARD CARRIE

on being featured for the State of South Carolina in Top Agent Magazine!

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Daniel Saadi | Senior Loan Officer | NMLS#455610 Mobile (803) 414-1867 | eFax (803) 630-5632 movement.com/daniel.saadi www.

110 Wildewood Park Dr., Suite A, Columbia, SC 29223

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3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic. Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next Top Agent Magazine

level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

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1

Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique. Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead. Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

2

Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibilities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client.

This may seem obvious, but one of the best ways to clarify your communication and ensure your com-

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plete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

3

Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game.

If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do.

The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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KATHY TRICE Top Agent Magazine

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KATHY TRICE Kathy Trice is a highly effective Broker known for her integrity, in-depth community and market knowledge, marketing savvy, effective negotiation skills, and discretion.

With over 3 decades of experience spanning 3 states, Kathy Trice has not only remained relevant in her current market on the Alabama & Florida Gulf Coast for 30 years, but she has a history of record breaking sales, dating all the way back to 1993 and current to 2021.

Specializing in luxury properties, Kathy has 22

served some of the most popular resort and coastal towns in the U.S. She believes your reputation is recognized by the inventory you carry.

Several of her listings have been featured on the cover of the Re/max Collection Magazine, and a house owned by a celebrity located on exclusive Ono Island, was featured in the Private Properties Top Agent Magazine

Collection in the Wall Street Journal.

Just a year after high school, Kathy found her dream career in real estate. However, her parents wanted her to complete her college education, so, after a year in real estate she returned to school to study Civil Engineering.

“After several years of studying, one summer I was offered a job as an agent at the beach on the Alabama Gulf Coast. I was successful, enjoyed working with different types of people, and loved being out of an office. ” At the same time, the Department of Defense offered her a position where she could utilize her education.

But after giving it some thought, Kathy went Top Agent Magazine

with her intuition, and made real estate her main focus. “I threw that letter away and never looked back.”

After working in Gulf Shores, Alabama for several years, Kathy started fresh in western North Carolina after marrying. “My husband and I moved to an area near the ski resorts, and he encouraged me not to work because I didn’t know how to drive in the snow or on ice yet,” Kathy says. After taking a brief foray into hobbies from baking to building wood sheds & dog houses, out of total boredom, they both decided she definitely needed to go back to work. “I came across a big article in the 23

newspaper about the opening of a new luxury home development at the top of the ski slopes, so I decided to go the next day and explain why they should hire me.” The rest was history, and Kathy was running the entire project just eight months later. Working with some of the wealthiest people in the world, she gained valuable connections and was loving every minute of it.

Six years later, she was ready for a change.

“The winters were harsh, and I wanted to go back to the beach, & be closer to my family” Kathy says. “So in 1991, we moved back and stayed here.” Today Kathy is based in Orange Beach, Alabama at RE/MAX of Orange Beach, where she serves the Alabama Gulf Coast and

surrounding areas. With her focus on luxury properties, she has often worked with celebrity clientele, such as pop stars, professional athletes, and famous authors. as they love her vast experience and exceptional customer service. No matter who she is helping, Kathy goes above and beyond to ensure all her clients and customers are happy. She is a highly effective Broker known for her integrity, in-depth community and market knowledge, marketing savvy, effective negotiation skills, and Discretion.

In 2004, just as Hurricane Ivan was about to hit, I listed a pre-construction 95 unit Condominium Complex. After the hurricane, the office had no roof, so I had to work from my home office,

This $3.3 million listing was featured in the Wall Street Journal Private Properties Collection.

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which I shared with my 3 dogs, as the category 3 Hurricane had torn my fence down, and downed 42 trees. We were very blessed that none fell on the house or pool, as we were in the house during Ivan. Once I had a generator running, my phone & computer back up, & operating, I immediately started reaching out to clients and other agents. I had an obligation to my seller to get his property sold as quickly as possible regardless of my personal situation.

Within just a couple of weeks, I had 35 contracts and the remainder sold shortly thereafter.

My power was not restored for 2 weeks and it was 90 degrees outside. I have to admit, it got a little easier once I had full power with air conditioning! When the project was completed, the real estate market had turned down, but despite that, I closed 94 out of the 95 units, and successfully took a condo project from ground up to completion & closing.

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I work as an Independent agent, as most of my clients are busy and have limited time. They want to deal with one or two highly effective people at the most to accomplish their real estate goals. However, I am fortunate to have a very qualified, licensed assistant who is bright, resourceful, tech savvy, and trustworthy; and All my clients and co-workers love Briana.

Kathy says, she has worked in practically every market known from hot to cold, flat, upside down, 18% interest rates & anything in between. You have to be out of the box, quick, smart, and resourceful to be successful in any type of real estate market. Just being a face on the internet or having a nice website won’t cut it in every market. She says any agent can sell from the MLS, but not everyone has the talent or tenacity to locate a property not for sale, convince an owner to sell, then coordinate a 25

successful & smooth transaction for both parties, as she often does. Going the extra mile, is why Kathy is a member of the Re/Max Hall of Fame, keeps her in the top percentage of Realtors® in the United States, and accounts for her high volume of repeat and referral business.

anything in the real estate business. Kathy says her honest and straight forward business style appeals to clients and customers in all categories. She is not an agent who tells her clients what they want to hear. and she knows that price is not always the driving factor in luxury real estate.

Kathy’s extensive market knowledge & experience makes her uniquely qualified for just about

Kathy observes that the skills demanded in both luxury and investment markets is always welcomed, as excellence is no accident.

Kathy Trice is a licensed Broker in AL, FL, & NC. For more information please call 251-952-8444, email beachkat@gulftel.com, or visit kathytrice.com www.

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

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5 Tips to Make New Hires

a Long-lasting Success Bringing a new employee into the mix is process commonly known as onboarding. The idea behind onboarding is to make the transition from new hire to team member as efficient and pain-free as possible. However, polling shows that some 31% of entry-level and intermediate level hires leave their new posts within just six months of starting. The question is: why?

The hiring and training process is time-intensive and doesn’t come cheap. This means that making 28

a good match for the long haul requires more than just assessments of skill and personality. To ensure a talented new hire sticks around and is truly positioned for success, the onboarding process must be executed with the same care applied during hiring. For a few ideas on how to make the most of the onboarding process, consider the tenets below as you guide your new hire toward long-lasting success within your company.

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1. Be honest about the scope of the role

2. Build in some perks

Let’s say you’re looking to add a new buyers agent or loan processor to your team. You write up the position’s responsibilities, but neglect to mention that you want the new hire to handle a host of administrative tasks, as well. Maybe it doesn’t seem important enough to outline in detail, as it’s the sort of thing the rest of your does. Miscommunications like these are a leading reason why new hires leave their roles.

If there isn’t clarity and transparency about a position’s true responsibilities, then new hires may become quickly disillusioned and seek out greener pastures.

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While stocking the breakroom with bagels every Friday may seem like a small gesture, it’s often those little morale-boosting moves that build loyalty and comradery among the team. Bike-to-work incentives, subsidized gym memberships, and benefits that match the needs of your employees—all are ways to demonstrate appreciation and investment in your team.

Likewise, the right candidate will return the favor and invest his or her energies into their new role.

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3. Get a sense of big-picture career plans

4. Keep the lines of communication open

Another reason new hires move on may have nothing to do with you or your office. In fact, many hires in entry-level or even intermediate roles have doubts about their long-term vision.

That’s why it’s important to be upfront from the beginning regarding a candidate’s five-year plan and ultimate dream job. Maintain realistic expectations when asking these questions, but use it as an opportunity to gage a candidate’s seriousness about the real estate or mortgage industry. Why this line of work over another?

Emphasizing industry longevity and career growth during the interview process can save you drama down the road.

Take a proactive approach in communicating with your new hire. Take time to check in regularly during the first six months of his or her addition. If you can, make time to train new hires yourself—if only for a part of the onboarding process. You’ll forge a deeper professional bond and create an avenue for further questions. All in all, make it clear that you’re personally invested in their presence and talents, and that you care what they have to say. That way, if any issues or doubts arise, you can stay on top of it and work out a solution, rather than lose a new employee.

5. Give new hires meaningful work to do It’s natural to keep the kid-gloves on with new hires, but don’t let that stop you from giving them a chance to shine. New team members will feel empowered and motivated if given meaningful projects to focus on. Don’t relegate their daily duties to busy work as they build experience.

Instead, task new teammates with something challenging, or that draws on a specific skill you hired them for. You’ll instill confidence, demonstrate your commitment to their growth, and with any luck—keep them around for the long haul.

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ALICIA KUZMA

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ALICIA KUZMA

When Alicia Kuzma moved from Poland to the United States, she was eager to start a new career.

“I went to an open house, I barely spoke English, and I saw this woman dressed in a suit,” Alicia says. “She was the agent, and I decided then that I wanted to become one.” In 1994, Alicia earned her real estate license and hasn’t looked back since. “I never, ever stopped loving it, it’s my dream career.” Alicia has continued to grow with each passing year by providing superior service and guidance to every client.

Serving the greater Chicago area, around 85% of her business consists of repeats and referrals.

sure they get the best possible options so they are happy.” Understanding this is one of the largest transactions they will make in their lifetime, Alicia puts their needs above everything else.

Taking each buyer and seller step-by-step, she leaves no questions unanswered. This results in a stress-free experience. “I’m also a very happy person, so I make it enjoyable for all involved and always make the journey about them.” For

“I think it’s my commitment to going above and beyond that has led to my success,” Alicia explains. “My clients are never a transaction, it is very personal to me. I make 32

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Alicia’s buyers, she takes the time to understand exactly what they are looking for and develops a plan to get them there. Meanwhile, all of her listings receive thorough marketing, so word spreads far and wide about what she has available. Whether she’s assisting a buyer or a seller, Alicia’s top-notch negotiation skills means they are receiving the best deal possible.

After the transaction, clients leave glowing reviews about their time together. One recently said, “We’ve been working with Alicia since moving to Chicago in 2013. Since then, she’s helped us buy two condos and find tenants on two occasions. We continue to have an active working relationship and depend on Alicia for all our real estate needs. We highly recommend Alicia and will continue to work with her in the future!” Another wrote, “I highly recommend Alicia Kuzma as a real estate agent. Alicia is very knowledgeable in regards to the neighborhood and the process. She was our agent when we listed our home for sale. She was always available for questions and updates. Definitely an honest and trustworthy agent.”

Community is an important part of Alicia’s life and business, so she makes sure to donate time and money to causes close to her heart. “I am part of Chicago Basket Brigade, where we give away baskets full of food every Thanksgiving to families in need.” She is also a regular donor to the Tony Robbins Foundation, Children Miracle Network, and Habitat for Humanity, among many others.

Alicia hopes to hire an assistant in the near future, but doesn’t plan to expand into a team, as she always wants to be the main point of contact for her clients. “The people are what I love most. I’m very compassionate, and I put all of my energy into serving others, so this is the perfect field for me to be in.”

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For more about Alicia Kuzma, RE/MAX City, please call 847-274-3902 or email aliciakuzma@remax.net

Copyright Top Agent Magazine 33

5 Tips to Get New Clients

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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

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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1

Become a referral partner with industry peers

2

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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3

Partner up with a Relocation Company

4

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

5

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 36

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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EARL & STEPHANIE IRVINE Top Agent Magazine

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EARL & STEPHANIE IRVINE

Earl and Stephanie Irvine are a dynamic real estate duo dedicated to providing clients with a high standard of service. Owners of The Irvine Group LLC, they serve clients throughout Deatsville, Millbrook and Prattville, Alabama.

Committed to helping buyers find exactly what they’re looking for, Earl and Stephanie take their time to listen and understand their client’s lifestyle and personal needs. “What we truly love is seeing the excitement on someone’s face when they walk into the right house. It’s especially lovely when it’s newlyweds or a young couple who are buying their first home and starting a family. It gives us a lot of joy to listen to people and figure out what they want out of life and see how we can help them. That’s what gets us up out of bed in the morning and provides us with the drive to keep working hard,” Earl explains.

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With a steady flow of repeat and referral clients, Earl and Stephanie have decided to expand their business model and become a one-stopshop for buyers, sellers, and investors. “We are able to facilitate everything, from beginning to end. We work with many investors, both in state and out of state and we have a builder’s license so we can control the quality of the work. We can find it, renovate it, manage it,

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and sell it later to protect our client’s assets,” Stephanie says, and Earl adds, “Our logo is ‘Your Friends In Real Estate’ and we mean that. We don’t look at people as clients but as friends, and we develop lasting relationships with them. We don’t just give them a small gift at closing and call it a day. We spend quality time with them and if they like we even organize a party at their new place and help them enjoy their new purchase.”

Earl and Stephanie lead every transaction with education and enjoy helping clients learn how to make money from real estate. “We teach our clients to look at their home as an investment.

It’s something they can always sell, upgrade, or turn into an investment property. We’ve coached many of our clients how to get started in rental properties.”

Outside of work, the married couple are committed to investing back into their local community. “We sponsor a lot of school and church functions and try to make a positive difference in our neighborhood.” In their spare time they love to do fun activities with their three boys, including traveling, biking, and hiking.

In the future Stephanie and Earl are hoping to expand The Irvine Group and continue to provide their clients with top-notch service.

“We would like to keep growing the investor side and we’re looking to bring more agents on board. We also want to increase the building side with new construction projects. The goal is to be diversified enough that no matter which way the market will sway, our business will continue to prosper.”

Photos by: Daryl Maughon Photography @DarylMaughonPhotography Top Agent Magazine

To learn more about Earl & Stephanie Irvine, please call (334) 922 - 8883 or email Info@BuyInvestRentSell.com 39

6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 40

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day.

Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as Top Agent Magazine

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it.

As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list.

You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second.

We all do it!

Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do Top Agent Magazine

4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful.

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova41

tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news?

Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 42

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business.

Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about.

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JULIUS HARRIS

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JULIUS HARRIS

After becoming interested in real estate investing a few years ago, Julius Harris got his real estate license in order to give him independence in his dealings. After spending a year studying real estate, Julius fell in love, and he opted to leave his corporate job to pursue a career as a Realtor in the Tri-County Area of Michigan. He started working full-time in 2018, and has been thrilled to see the meteoric rise of his business. Julius’ success can be attributed to his hard work, quick learning, and desire to give an amazing experience to each client he works with.

with every facet of real estate, and I think my confidence shows when I meet with clients.”

Julius enjoys navigating the finer details of real estate transactions, and he has the skill and know-how to consistently get great results for his clients.

Julius has spent the first two years of his career building his knowledge base and familiarizing

With a background in accounting, Julius is a well-organized professional agent who has put a lot of work into honing his craft. He is excellent at negotiating contracts, and his deep understanding of the local market is second to none. “The one thing that sets me apart is my knowledge,” Julius says. “I’ve put a lot of time in getting myself familiar 44

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himself with the process of conducting a transaction, but his ability to build trust with clients has been equally fundamental in the development of his business. He is a naturally social person who loves meeting new people, and puts effort into making his clients feel comfortable and secure during the first meeting. “I aim to leave clients with the best impression,” Julius says. “Now that my business is stable, I am working on building my referral base, and I truly want to help my clients accomplish their goals.”

Julius’ personability and desire to make his clients’ lives easier make him a Realtor people look forward to working with.

Because of Julius’ drive to turn his passion for homes into a substantial career, he has seen immense growth in his business over a short period of time. He has built his business from the ground up, using social media to generate leads, Inside Sales Agents (ISA) to nurture them and cross marketing with other agents to gain exposure, all while learning how to read market trends and navigate complex transactions. All of this has brought Julius tangible results, as he closed $4 million in 2020 and is on track to triple that number this year!

A huge sports fanatic, Julius loves watching sports and reading about them in his spare time. He is also very social, and looks for opportunities to network and catch up with friends. Looking to the future, Julius hopes to build out his team in the coming years, and to expand his business and apply his array of skills to other markets, such as California and Georgia. If you’re looking for a knowledgeable, hard-working Realtor in Michigan, get in touch with Julius Harris today!

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Contact Julius at (248) 910-9991, email Julius.Harris@exprealty.com, or visit JuliusHarrisRealEstate.com www.

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Beyond Cleaning and Decluttering: What Improvement Expenses Make the Most Sense?

Decluttering open spaces, emptying cabinets and drawers and removing knick-knacks might seem like obvious – and free – ways to improve a home’s presentability. Unfortunately, however, not all sellers or agents are willing to do much more than decluttering and cleaning.

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 46

neatly and drive a clean car, people would think you don’t care about yourself. They may wonder, “If he doesn’t care about how he presents himself, how is he going to present my house?” Likewise, not prepare a house for its most beautiful presentation might cast doubt on how the overall marketing will go. And, while not all changes will be immediately noticeable, chances are that what isn’t changed will be noticed.

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Ashley Aguilera, REALTOR®, broker and owner of The Aguilera Team in California’s Murrieta Valley and Temecula, says that after every consultation, her team formulates a game-plan. “We want to set their property apart from everything else on the market, but also fall within the comfort zone of the seller’s lifestyle,” she says. Changes may run the gamut from minor repairs and moving furniture for better flow, to adding accent pieces to harmonize the home’s look or create a “wow” factor before professional photography.

Many agents recommend conducting a professional inspection prior to listing; some will even hire the inspector at their own expense. Of course, any necessary repairs found during inspection and not repaired before listing must be formally disclosed. But wouldn’t it be nice to have no surprises during the buyer’s formal inspection?

In general, some improvements are required, others are low-cost and others pay for themselves

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with lower time on the market, competing offers or higher sale price.

Landscaping & Exterior First impressions begin outside. Be sure to mow and edge the lawn regularly; prune back overgrown trees and hedges; hire a professional to repair uneven pavement (especially if it’s a hazard); remove or replace dying annuals; and clean or repair porches or railings. Are there dry or dead patches of lawn? An inexpensive repair to the irrigation system might be the solution.

While painting an entire house can be extreme, a wise investment is to paint trim, porches, steps or railings that may look tired or have too many colors; choosing a single, neutral color for trim can create a bright, cohesive look. Finally, check the roof, gutters and windows, looking for spots to caulk, shingles to replace, or debris to remove.

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Paint is extremely important if the home has faded or dirty walls, holes or chips on paint or plaster. If an entire paint job is not feasible, at least consider cleaning repairing the obvious and adding a fresh coat of semi-gloss to baseboards, moldings, windowsills, doors, banisters balustrades and built-ins. Don’t overlook the ceilings!

A long-ago leak from a second-floor bathroom may have been completely repaired and moisture abated, but a patched-up ceiling is a red-flag.

Kitchens and baths

Walls, carpets, ceilings and trim Next, it’s time for agent and seller to open up to one another about the interior. Janelle Holte, who leads Seller’s Edge Home Team in the Minneapolis/St. Paul area, loves walking into a home knowing that her team will be the driving force behind selling it.

“I like seeing how owners took care of it and raised their family in it,” she says. “But I won’t sugar-coat anything, so I tell them not to shoot the messenger!” She gives it to them straight, explaining what needs to be done to stage it to present well from a buyer’s perspective.

Those changes often include repainting at least the primarily living areas and replacing carpet, especially worn carpet or carpet that has faded or stained beyond what professional carpet cleaning could remedy. Sometimes, all that’s needed is professional carpet stretching to remove any buckling prior to cleaning.

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Most agents agree that the easiest costs to recoup in home improvements prior to selling are those spent in bathroom and kitchen updates. Complete remodels are unwise; you can’t anticipate the style preferences of their buyer. But refinishing, touching-ug up or painting cabinets can create a great impact, while also forcing the seller to remove unwanted or overstocked items from cabinets and drawers. Don’t forget the cabinet pulls – shiny, new nobs look nice.

Lee Ritchie of Ritchie Realty Group in Columbus, Ohio, gives a reminder to discuss any and all issues up front. “People need to be able rely on the professional who’s presenting, pricing and marketing their home,” she says. An honest and diligent agent will be an open book about the current market conditions, the quality of comparable listings and the potential return-on-investment for improvements.

Some agents, like Debra Dobbs of @properties in Chicago, even roll up their sleeves to help with decluttering and repairs. While not at all required or expected, doing so sure lets sellers see the investment their agent is willing to make for them.

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ZACH CHITTENDEN

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ZACH CHITTENDEN

A lifelong resident of the Treasure Valley, Zach Chittenden began his career by launching a successful trade business in Canyon County. A natural entrepreneur, he sold his business in 2011 and proceeded to delve into real estate, combining his sharp instincts and passion for helping others to facilitate transactions of all kinds throughout the region. Today, Zach is a Realtor for Fathom Realty, where he collaborates with an elite team to assist clients across the Treasure Valley and all of Southern Idaho. In his career, he has cultivated a distinguished workflow around open communication and attentive service, placing the client relationship at the heart of every choice he makes.

mailers to the surrounding areas—all to generate as much buzz as possible while leading up to a lively open house showing.

As one former client describes, “Zach sold our home on five acres in September 2020 in just four days. The process was incredible! Zach is totally on top of his game, and his negotiation skills are second to none. He got us $30,000 over our asking price and negotiated for us to stay in the home an extra ten days until our new

When listing a home, Zach caters his approach to the direct needs of his sellers. Starting out, he helps them ready their house for the market and provides them with a suite of professional photography services, drone photography, and cutting edge resources like 3D Matterport technology. From there, he shares his listings over hundreds of websites and a blend of social media blasts. Never settling, though, he also uses trusted techniques like flyers and

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home closed. His knowledge and expertise really set him apart from others. He’s professional, yet totally down to earth, and he had a way of keeping us at ease even when things were a little crazy.”

Elsewhere, Zach is just as comprehensive when assisting his buyers, leveraging his years of experience and background in real estate investment to guide them to the right home for their best interests. Moreover, he values openness throughout the transaction, carefully educating his clients and helping them make informed decisions on their future. “Real estate comes down to being genuine, real, and trustworthy,” he says. “All of my clients know I will be transparent from start to finish and tell them the truth—no matter what.”

Over the past decade, Zach has earned a terrific reputation throughout Idaho, with the vast majority of his volume coming from repeat clients and referrals. As his volume maintains its steady growth, he is most excited by the mark his work has left on buyers and sellers alike in his home state.

“There’s nothing more rewarding than watching people reach their goals, support their families, and build wealth through real estate. And I especially love seeing my first time homebuyers win in this highly competitive market.”

Outside of real estate, Zach is deeply involved in his community. In the past, he has applied his expertise to serve as Director, Vice President, President elect and President of the Nampa Association of Realtors, and he currently serves as the big game chairman on the board for Idaho State Bowhunters.

When he’s not with clients or giving back, he can be found spending quality time at home with his wife and two boys, or venturing into the mountains surrounding his town. He also enjoys setting off on the occasional hunting or fishing trip with his close friends.

Going forward, Zach has exciting plans for the future of his partnership at Fathom Realty. Now averaging close to $14 million in annual volume, he intends on expanding his work with new home development and investment properties in the months ahead.

But above all, he can’t wait for the new clients and opportunities that await in the community he loves.

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To learn more about Zach Chittenden email zchittenden@gmail.com, visit reamofidaho.com or call 208-407-2246 http://

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3 Mind-Bending Philosophies to Expand Your Professional Perspective

Beyond the day-to-day duties that make your business tick, so much of success is derived from the principles you put in place to guide your business. The foundational tenets you subscribe to can make or break your business for the long-term; they not only influence how you complete routine 52

tasks, but also impact your growth, your ability to manage a team, and what the future might hold. With all that in mind, here are three philosophies to remember as you strategize your professional life—whether you’re mapping your monthly goals or creating an overarching plan for growth.

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1

Treat Your Business Like a Business

One of the perks of working in real estate is that you’re often able to create and manage your own schedule and volume, but that doesn’t mean you can skimp on the technical details of being your own boss.

No real estate professional worth his or her salt would forgo empowering tools like a business and marketing plan, or spreadsheets to track cash flow and expenses, or regular profit-and-loss statements, or fiscal year budgets and projections. Taking these measures may appear daunting at first— and completing them will certainly require discipline and a learning curve—but harnessing valuable data and information can intelligently inform your professional decisions, strategies, and long-term growth.

2

Achieve a Holistic Understanding

When schedules are busy, it sometimes feels like enough to reach the end of the week’s to-do list. But, if you’re planning on a lasting career built on year-to-year growth, it’s not enough to account for the short-term.

By creating daily, weekly, monthly, quarterly, yearly, and five-year goals, you’re outlining and quantifying your progress.

While your quarterly and yearly goals may be clear in your mind, what about five years from now? Perhaps you’d like to add to your designations, or incorporate a new team member, or add an additional branch.

No matter how you envision your profesTop Agent Magazine

sional future, the first order of business is to create a timeline. Once you have a clear deadline in mind, it’s far easier to build out the steps and calendar necessary to achieve your goals.

3 Specificity is Empowering While you may have a general sense of where you’d like to see your business go in the next few months or years, it’s hard to work toward or attain a goal that’s abstract.

To make the most of your time and efforts, you must identify and understand precisely what you’re aiming toward. For instance, instead of planning to add volume to your enterprise, outline a specific, attainable number to work toward. Or, if you’d like to add an administrative staff in the years to come, consider the details of this decision—the money it would take, the type of people you’d want to hire, how many hours per week they’d work, what tasks they would complete, etc. Adding hard details to your goals not only makes them more realistic, but progress is more easily made when you have specific items you can cross off your to-do list along the way.

While there are no 100% fool-proof or guaranteed routes to success, shifting your mindset from the present and the abstract, to the specific and the long-term can have a major impact on your chances of success.

Instead of dreaming of being more productive or successful, do yourself a favor and craft a gameplan you can bank on.

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KIM HUNTER

When Kim got her start in real estate six years ago, she brought two decades of experience in sales and marketing to the industry. She made the leap to become a REALTOR® once her career in media, working for companies like ABC and Disney, took so much time away from her life that, “I was basically paying people to ride my horses,” Kim recalls.

Today, Kim is a REALTOR® with Compass Real Estate covering north Texas, specializing in equestrian properties. As a solo agent, Kim spends most of her time in the field, literally. “I’m more often in jeans and boots, walking through a pasture, checking out water sources and footings, than I am in an office or cold calling,” Kim says.

work-from-home customers seek larger properties with room to roam.

Kim guides clients, new to larger properties, through the ins-and-outs of land ownership. She educates them regarding land use, and how considerations like agricultural tax exemptions, or water and mineral rights might affect their property.

Utilizing a comprehensive database, Kim stays in touch with past clients, tracking birthdays, anniversaries, and

“I’m so happy walking into a barn and helping somebody take their horse to turn out while we’re discussing how they’re looking for a larger property,” Kim says. “These people all love the things that I love, whether it be their land or their horses.”

Over seventy-five percent of Kim’s business is referral based. Her referrals surged with the influx of buyers to the region. As the Covid pandemic has changed the market, many 54

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events of interest to her clients, sending them regular updates of importance in their everyday lives.

When it comes to marketing, Kim owns her niche in equestrian properties. “When I started, there were maybe one or two agents who did equestrianspecific sales.” Booths at horse shows allow Kim to market locally, talking in depth about properties with prospective buyers.

Kim’s high-caliber production videos blend drone video and photos, and HD images with music to tell a property’s story in three minutes.

Videos distribute nationally through horse shows, ad space on equestrian property platforms, and most powerfully through Compass’s Equestrian Division; when a video matches a client need, a flyer with detailed information is sent to the client with the video.

Compass’s Equestrian Division enables Kim to refer clients to a network of equestrian agents with representatives in 75+ equestrian markets.

“Compass’s Equestrian Division allowed me to ramp it up to the next level. It’s the only company with a network of agents that specialize in this area,” Kim explains. “That agent will know everything about what this particular equestrian is going to need for their horses.”

Annually, Kim averages $12 million in volume, and is on pace to double that in 2021.

Looking to the future, Kim has arrived at the point of her career to start building a team that can meet a rising demand for horse REALTOR®s. It takes an agent with a specific knowledgebase to meet her clients’ needs. “If I pass someone off to another agent, I want them to know all these details for a client who’s used to getting that immediate response.”

“I want to make clients as happy with who they’re handing their property off to as with the price,” Kim concludes. “I love this land as much as they do… It means something to me, and I understand that it has meant something to them. I try to pair them up with a buyer to get the price they want but also peace of mind.”

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www.

Find out more at har.com/kim-hunter/agent_NTREIS-0651245 Connect with Kim at 214.766.5568 or email kim.hunter@compass.com Copyright Top Agent Magazine 55

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AARON DOBBS Soon after graduating college with his degree in Construction Management and Business Administration, Aaron Dobbs would arrive at real estate through the hunting industry.

As a professional guide for whitetail deer hunting, he was able to observe dozens of properties and master the nuances of land ownership from the ground up. At the recommendation of a colleague, he decided to pursue his real estate license, where he quickly built an accomplished career as a specialist in the recreational land and farmlands of Southwest and South Central Wisconsin.

Most recently, Aaron teamed up with Jay Frazier, a fellow Land Specialist, and launched their own team at Weiss Realty LLC Southwest. There, he leans on his hunting skills and sharp business acumen to help clients realize their ambitions of land ownership, representing them with expertise and, above all, integrity. “I take my clients all the way from the initial meeting to the closing,” he says. “We’ve got an amazing business and provide them with plenty of resources, but I still believe each agent must individually sell themselves. That means striving, from start to finish, to take care of our clients.”

When listing a property, Aaron equips his clients with an expert approach. On top of sharing his listings over the regional MLS, he broadcasts them over both the Weiss Realty website and a blend of third party platforms, including Lands of America and other premier outlets for farmland and acreage including being one of the largest advertisers on Landwatch.

He also gives his sellers an added reach through trade shows and his own sphere of influence.

Elsewhere, Aaron is just as helpful when assisting his buyers. Leveraging his background as a whitetail deer hunter and extensive knowledge of the local real estate market, he carefully guides them to the right investment for their needs. Moreover, he applies his Top Agent Magazine

acute business instincts to navigate each step of their transaction, providing assistance with everything from contracts to negotiations and ensuring his clients make informed decisions on their future.

In fact, Aaron even remains in touch well after closing to keep his clients apprised of the market and educate them on opportunities to maximize their value in the future. “My clients know I’m knowledgeable in the industry, and they trust me to fight for their best interests,” he says. “At the end of the day, they know they can come to me to find the exact property they specifically want.”

Outside his career, Aaron is deeply involved in his community. On top of supporting various youth programs, he also contributes to an assortment of nonprofit organizations and volunteers time as a coach. When he’s not with clients or giving back, he can be found hunting trophy bucks with his friends and enjoying the lush scenery of the Wisconsin countryside.

Looking forward, Aaron has strong plans for the future of his business. As his volume maintains its steady growth, he intends on scaling his standards of service while expanding the Southwest name and adding more partners to his team. But most of all, he is excited for the new clients and opportunities that await in his beloved home state.

To learn more about Aaron Dobbs, please call (608) 289-7202, email aaron@weisschoice.com, or visit weisschoice.com www.

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AMY CARLISLE A 20 year resident of Boston, Amy Carlisle had never imagined herself in sales. Soon after graduating college, she accepted a position as a Leasing Consultant for Equity Residential, one of the nation’s top management companies. There, while managing more than 1,200 units, she had an opportunity to master the housing industry from the ground up.

Later, Amy and her wife would apply this knowledge to build a successful business in rental properties, which soon inspired them to make the leap to residential real estate.

“Over time, I realized that there was a lot more to this business than sales; real estate, instead, is all about building relationships,” she says. “After that, I just knew it was something I wanted to pursue.”

Today, Amy is the Founder and Team Leader of the Carlisle Group, powered by Compass Real Estate, where she supervises an elite staff to assist clients throughout Boston. As one of America’s Top 100 Real Estate Agents, she has become a fixture of the industry, with her team having been featured on the Emmy Nominated TV show, American Dream; and along the way, she has cultivated a boutique process to meet the demands of any transaction.

When listing a property, Amy offers her clients a forward-thinking approach. After helping them ready their home for the market, she broadcasts it over a variety of targeted digital and social media campaigns. The highest reviewed Zillow Premier Agent in Boston, she leverages not only the wealth of resources available through Compass Real Estate, but also her own extensive professional sphere to generate buzz around each listing.

But Amy is just as hands-on when helping her buyers, carefully guiding them to the right investment for their best interests. Moreover, she stays in touch with her clients well after the deals are done through frequent check-ins, gifts, appreciation parties, and even group exercise classes—all to ensure they are fully satisfied in their new homes. For her expertise and tireless work ethic, Amy has earned a fantastic reputation throughout Boston, with the vast majority of her volume coming from repeat clients and referrals.

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But rather than focusing on the numbers, she cares most about the values that have anchored her team’s success in the first place. “Anyone can learn to sell real estate,” Amy says. “We all know the laws and the market, and we can all package the data in a bow for our clients. But this business is all about people. Above all else, I care about connecting with my clients and understanding exactly what they’re going through.”

Together with her team, Amy supports a host of causes and local businesses around Boston. Most recently, the Carlisle Group teamed up with Colletteys Cookies, a business founded by a young woman with Down syndrome to raise awareness and inspiration throughout the region.

When she’s not with clients or giving back, she can be found spending quality time at home with her wife and their children, Story and River. In fact, the Carlisle Group is very much family-run, with Amy’s wife managing the back end of their business, serving as the “Oz” behind their curtain.

With the Carlisle Group ranked as 2020’s Top Producing Team in the Compass Boston Office, Amy has strong plans for the future of her business. Going forward, she intends on expanding her client base while further mentoring the up-and-coming members of her team. Most importantly, though, she will continue to raise the bar of service all throughout Massachusetts. “Customer service has always been the most important aspect of my career,” she says.

“In each transaction, I genuinely care about our clients’ happiness and wellbeing—from start to finish.”

To learn more about Amy Carlisle, www.

email amy@carlislegrouprealestate.com, visit carlislegrouprealestate.com or call 617-699-0033 Copyright Top Top Agent Agent Magazine Magazine

3 Surefire Methods that Make for a Productive Meeting Sometimes a business meeting can achieve exactly what it sets out to do: communicate, assess actions, set goals, or otherwise. Other times, meetings can feel like a drain on your time and energy, and only advance your agenda in marginal ways. While meetings are an integral form of communication in the professional world, how can you ensure that they are both productive and worthwhile?

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The truth is, it takes intentioned planning to make a meeting a success. A well-curated meeting makes partners and employees feel unified as a team, excited about what’s to come, and motivated to achieve a collective goal. With that in mind, consider a few approaches below to maximize your next meeting and ensure that all parties involved leave with a renewed sense of direction and inspiration.

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1. Create a detailed agenda in advance Oftentimes meetings are scheduled with a loose goal in mind—to hash out the terms of a contract or to strategize a new marketing campaign, for example. To ensure your meeting is productive, time-efficient, and achieves its end, create a detailed agenda in advance. This means breaking down your overarching goal into pieces and outlining what’s required to complete each component. You might also consider making time blocks for each respective component, so there is a clear structure and hierarchy in place. Not only does this ensure that time is used wisely and evenly, but it also creates order and momentum for the greater task at hand. What’s more, you’ll want to distribute this detailed agenda in advance of your meeting, so that all attendees will be familiar with the format and delineated goals of your gathering. This will set a professional tone, while keeping team members and conversation on task.

2. Reserve off-topics ideas and comments for later Too many meetings are derailed when an off-topic question or comment is made and hijacks the attentions of attendees. While it’s natural that outlying issues may arise when all team members are gathered, you can ward off distractions by creating a so-called holding area for off-topic talking points. This holding area will serve as the receptacle for any off-topic or lower priority addendum, and you can create a chunk of time towards the end of your meeting to readdress those 60

points separately. Once you’ve achieved the highest priority goals of your meeting, you can then return to the items in your holding area. Note: be sure to familiarize your staff with this approach so that the expectation is already in place and interruptions won’t distract from your meeting’s true intent.

3. Conclude every meeting with a brief summary and action items The very last thing you should do before concluding your meeting is to reemphasize the main takeaways of your gathering and outline a specific list of action items. Again, successful meetings are clear and give attendees a sense of direction. That’s why reiterating action items—or next steps in need of completion—to each respective employee is an essential component of a productive meeting. Likewise, summarizing main takeaways unifies a team’s understanding of what’s important and why the meeting was called in the first place. Ending on a concrete yet proactive note helps launch team members toward the next event in their day and gives them a sense of confidence as they tackle their duties.

Meetings don’t have to be a formality or a bore. When planned and executed with incisiveness, they can inspire your talent roster and streamline productivity in your office.

Especially in the world of real estate, ensuring everyone is on the same page and doing their jobs effectively is key to success and longevity. Put a little planning into your next meeting, and you’ll save yourself valuable time and energy as you move forward.

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BARB “MATTY” MATYSZCZAK Barb Matty brings her extensive market knowledge and passion for helping people to each of her transactions, striving to provide every client with an unmatched level of service. Affiliated with RE/MAX 440/Central, the largest multi-office RE/MAX group in the Delaware Valley, she works with clients primarily throughout Montgomery & Bucks County, PA, but can service clients from Philadelphia to Allentown areas.

Having grown up in the Montgomeryville/North Wales area where she has lived all of her life, her central suburban location has helped her to know her market well over the years. Her focus is on knowing her market, and knowing how to help her clients make a smart move, which has helped many of her clients grow their assets in Real Estate. Through the years this has helped her to build strong relationships with clients which has resulted in a large base of repeat and referral business. “My clients appreciate my knowledge and wisdom and that I stay in close contact with them even after the transaction. I stay connected with emails and letters as well as on social media.”

With over three decades working in real estate, Barb’s clients can trust her knowledge and industry experience. “Often, this is the most expensive purchase my clients will ever make, and it’s an extremely personal decision that affects their family, so I take it very seriously. I like helping people and building strong relationships with them through the years because they realize that I understand how important this purchase is for them and they trust that I know how to help guide them through it,” she explains.

Completing an average of 35 to 40 transactions per year, Barb leaves no stone unturned when it comes to marketing. “I focus a lot on social media platforms like Facebook, Twitter and LinkedIn. I also focus strongly on phenomenal photography and video. With so many Top Agent Magazine

of the buyers coming in from out of the area, they need to have a good introduction to the property, and that’s best done by great photography,” she says.

Barbara supports many local organizations, including the local and state Board of Realtors where she serves as a director.

She also serves on several committees, including an educational committee, and she helps to train new agents throughout the 12 RE/MAX 440/Central offices in the greater Philadelphia area. When she’s not working, she loves to travel and visit her two sons in South Carolina and Colorado.

In the future, Barbara plans to continue growing her business. “I enjoy what I’m doing, and I really like the teaching aspect of it, and helping other agents develop their business and get started in what has been a very rewarding career for me over the past 30 years.” Her advice to those looking to purchase a home is to take their time. “Don’t get so hung up with the highs and lows of the market. Purchasing a residential home is a long-term commitment. It shouldn’t be driven as much by the price or the deal you’re getting, but more by whether you see yourself being happy there.”

To learn more about Barb “Matty” Matyszczak email remaxmatty@gmail.com, visit barbmatty.com, or call (215) 219–2767 www.

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CANDICE GRIGG Top Agent Candice Grigg – of Signature Real Estate Group in Henderson, Nevada – is a true go-getter: hardworking, honest and deeply knowledgeable about the industry in which she works, there are few better suited to helping clients achieve their real estate goals in the Las Vegas area. Candice consistently goes above and beyond for her many grateful clients, and she has built a stellar reputation for herself as a trusted real estate advisor.

Candice – a Las Vegas native - began her journey in the world of real estate in 2009. “I had always been interested in real estate,” she recalls, “but I was working for my family’s businesses for a very long time. At a certain point, I realized that I was an entrepreneur, and I decided to get my license.” Candice began her career toward the tail end of the economic crisis of that decade. “I figured that if I could learn the business through all the difficult trends, that when the industry bounced back, I’d be ready and I’d be ahead of the game.”

That is exactly what happened, and since then Candice has built a highly respected, thriving business that is based significantly on referrals from both past clients and the other agents she networks with. “I believe that has to do with my knowledge and my experience,” says Candice, when asked how she has managed to generate so much trust and loyalty amongst both past clients and her peers.

Another factor that has played a large role in Candice’s ever-growing success story would be the top-of-the-line, go-above-and-beyond customer service she provides every one of her buyers and sellers. A residential specialist, Candice is also extremely well-versed in the new home sales arena. “I really enjoy that,” she says. “I know everything about a home; how they are built and how they work.”

Candice is also an expert marketer of her many listings. “I market them through high-tech platforms,” she says, “that connects through Google and across all social media platforms.” She also markets by networking with other agents across the country, particularly to the fastestgrowing counties that have people moving to Las Vegas.” The result of her efforts is almost always a fast sale for top dollar, not to mention happy – and returning and referring – customers.

When she’s not working, Candice enjoys partaking in a variety of hobbies, including her involvement in the classic car, vintage bicycling, hiking and rollerskating communities. “Much of my business comes through networking within these groups,” she says. Candice is also an avid philanthropist who gives back to her community in a variety of ways, particularly through the hosting of an every-othermonth ice cream social, at which she distributes 25 – 50 emergency food bags to those who need assistance.

Candice, who has branded herself the “Realtor in the Pink Bug” because of her Vegas popular Pink Panther VW, also uses the attention her car garners to help raise money for the cancer community.

Candice’s plans for the future of her business includes both growth and the mentoring of newer agents to provide them with tools to achieve success.

Above all, however, is her primary, unwavering goal: to continue providing the exceptional customer service that has become synonymous with her name.

“I surround myself with professional people who get the job done,” says Candice. “I never take no for an answer, and I think outside the box. If there is no inventory, I create it. I’m a perfect matchmaker for buyers and sellers.”

For more information about Candice Grigg, please call 702-235-8485 or email CandiceSellsVegas@gmail.com 62

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3 Ways to Make Your Workspace Work for You Productivity experts agree that a curated workspace positively impacts productivity and mood, but oftentimes we settle for bland desks and cubicles that lack personalized details or considerations for workflow. Why miss out on the opportunity to optimize your surroundings when it could brighten your day—and boost your performance? Keep in mind some of these tactics to make your workspace your own and reap the benefits along the way.

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DETERMINE YOUR WORKING STYLE AND DECORATE ACCORDINGLY For the creative set, a colorful and art-filled workspace can inspire fresh ideas and reduce stress. Likewise, casual yet aesthetically pleasing furniture, accessories, and décor set an inviting yet functional mood. A pop of color from an office tool—even something as basic as a stapler—can inject a sense of fun and modernism into your daily tasks. For the more analytical, right-brained worker, clean

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lines and zero clutter go a long way. A few well-chosen personal photos in tasteful, unassuming frames can provide a motivating connection to the world beyond the office, while accessories and supplies that are sleek, monochrome, and contemporary inspire a sense of calm efficiency.

BUILD A WORKSPACE WITH YOUR DAILY ROUTINE IN MIND If you find yourself spending hours on the phone per day, or assembling stacks of documents and brochures, or even coming and going from the office with frequency—there are simple adjustments you can make to your workspace that will save you time and energy. If you sit for long hours—responding to e-mails or making calls—try incorporating an ergonomic chair or keyboard wrist-pad to maximize comfort. If you spend a long time assembling presentation materials, then file organizers, trays, and easy-to-pull labels can shave valuable time off your efforts. Lastly, those who step out for frequent meetings can reduce the hassle of being on-the-go by making your space mindfully organized—a coatrack and a dish for your keys by the door, an auto-brew coffeemaker, or an easily edited whiteboard calendar can make jet-setting simpler.

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ADD EASY DETAILS THAT ENRICH YOUR WORKING EXPERIENCE While organization and décor can rally productivity and mood, there are also a few extra details you can introduce to your workspace to improve the quality of your working life.

Healthy, easy to grab-and-go snacks—think nuts, homemade trail mix, and fresh fruit— can keep your energy up without the sugar crush or guilt. If there’s a window nearby, a hard-to-kill plant like a philodendron or a fern not only cleanse the air around you, but also provide a welcome connection to the natural world. Being prepared in a pinch is another great way to make your workspace work for you: a spare tie, a tube of lip balm, hand sanitizer, or a box of Band-Aids can save you a trip to the store when an unexpected need arises.

While we take great pains to make our homes our sanctuaries—complete with the decorations, furniture, and food we favor—we often overlook our work areas, even though we spend a sizable portion of our week sitting at the same desk. Challenge yourself to add a few of these personalizing, productivity-boosting details to your work area and bring the comfort of home to your working life.

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CAROLYN JOSLIN Carolyn Joslin began her real estate career over 40 years ago, when she and her former husband were both working as elementary teachers. “I was always studying real estate, looking in the newspaper at what was for sale,” Carolyn recalls. “I finally found such a good deal that I convinced my husband to buy a duplex that we could live in and rent the other half.” After seeing that initial investment pay off, Carolyn was hooked. She and her husband bought another duplex, then after they both quit teaching they invested in building a Super 8 motel in a small Montana town.

“While the motel was being built, I got my real estate license,” Carolyn says. “I was a top salesperson in my first year, and within two years, I owned my own office.” Carolyn had the top office in her town for 10 years. After her divorce, she moved to Coeur d’Alene, Idaho, and fell in love with it.

“I love it here, of course! Everybody loves Coeur d’Alene. Everybody is coming here from all over the world.”

Carolyn and her business partner opened their own office in Coeur d’Alene with Accel Realty this past January. She serves Kootenai County, as well as Bonner and Benawah counties. A large portion of Carolyn’s business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence she inspires. “My clients can tell that I care,” she explains. “I’m working for my clients, and they can feel that. I was an elementary teacher,

and I approach this as teaching people how to make the best decision for one of the biggest investments they will make in their life. I’m a very caring person, and my honesty and integrity have followed me wherever I go.”

When it comes to marketing listings, Carolyn uses a combination of techniques to ensure maximum exposure.

Her listings include professional photography and staging assistance. The Luxury Collection is a department within Walden Real Estate Group that focuses on world-class design, beautiful marketing, and proprietary digital exposure. It allows Carolyn to showcase luxury homes at an unprecedented level. Her advertising materials, international exposure, and dedication to perfection ensure each property reaches the right buyers, both locally and globally.

Community involvement is important to Carolyn, and she is active in various local organizations, including her local MLS. When she is not working, Carolyn enjoys ballroom dancing, getting out in nature, and traveling.

In the future, Carolyn plans to continue working with her partner to make sure their clients are taken care of. “We look to work with highly ethical people who are very community-minded and care about people,” Carolyn says. “I love helping people to achieve the dream of living in the house that’s right for them.

I love that feeling of accomplishment and seeing people thrilled to have the home they wanted.”

For more about Carolyn Joslin, please call 208 699 8887, email cjoslin3@gmail.com or visit wrapper.accelrealtypartners.com/agents/carolyn-joslin https://

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CATHERINE ARNAUD-CHARBONNEAU Talk for very long with Catherine ArnaudCharbonneau and you’ll realize that you’re speaking to someone for whom real estate isn’t the top priority. Rather, it’s the people she serves. “The thing I love most about this job is helping people, which starts with being a good advisor. What’s super amazing about this job is having folks trust you with what is probably the biggest transaction of their life. I love having that ability to help, and I take the responsibility very seriously.”

Catherine—or Cat, as her clients often call her—got her start in the business at the urging of her father, who had been a broker in Montreal, Canada. “He needed to take the exam here to get his license, and suggested I take it with him. I was studying broadcast journalism in college at the time, but got my license as a backup plan. It turned out that I didn’t like my field as much as I thought I would, so Plan B became Plan A.” Judging by her success so far, Plan B was an excellent choice. After 15 years serving clients all over DC, Maryland and northern Virginia, Catherine has closed over $180 million in sales volume, and is living in the sweet spot for Realtors with a repeat client and referral business of nearly 100 percent. That loyalty is the natural consequence of how Catherine and her father chose to focus their business, and reflects a reputation they are very proud of.

leveraging Compass’s resources to create a robust marketing plan for every listing.

“We begin with our extensive network of agents, and then we also boost the listing to agents and companies outside our sphere, including to potential international buyers.

And of course we do all of the digital marketing to the social media platforms and dedicated real estate websites.”

Catherine and her team are active in both their local and international community, supporting local animal shelters like the Arlington Animal Welfare Center and humanitarian organizations like the CASA Foundation. They’ve also been conscientious about promoting small businesses, especially essential after the Covid year.

When she’s not working, Catherine is all about family.

“We’re French, so I cook a lot. It’s my meditation,” she laughs. “My biggest passion is making a big meal and having people over gathered around the table, having a good time.”

As for the future, Catherine and her father are still growing their business. “We’ve just added another agent. We want to grow, but don’t want to get so big that we lose sight of the main reason we do this, which is the relationship we build with the client.”

“We build relationships, not just with our clients, but also with the other agents, the loan officers, the contractors—everyone involved. Our commitment is to always being available from start to finish, and to good communication throughout the process. By the time we close the transaction, our clients have become friends, and we continue nurturing that friendship beyond the closing table.”

That degree in mass communications and media has come in pretty handy too, with Catherine skillfully 66

Contact Catherine at 301-602-7808 or email Catherine.Charbonneau@Compass.com Copyright Top Top Agent Agent Magazine Magazine

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 68

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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CHERYL RITCHIE For Cheryl Ritchie, real estate runs in the blood. “I’ve been in business since 1987 and I’m a second-generation REALTOR®. I started working with my mother who was a multimillion-dollar producer back in the day,” she explains. Cheryl is a Qualifying Broker at Realty Executives Gulf Coast and thoroughly enjoys her supporting role to 40 plus Real Estate Sales Professionals in her office, as well as her customers and clients on Alabama and Florida Gulf Coast.

Keeping relationships at the heart of everything she does, Cheryl places a large emphasis on communication and staying in touch with your people long after the transaction is over. As a qualifying broker, her customers and clients consist of the Sales Professionals she supports and trains, as well as buyers and sellers she serves. “It’s all about the relationships and making sure that the agents, buyers and sellers, all feel understood.

Certainly, there is property involved, but this business is about relationships. That’s why it’s crucial to stay in touch with everyone attached to the transaction through personalized interactions.” She has found that handwritten notes let people know they are not just a transaction, they are important. “Social media has made communication easier, but to me social media is just way too generic. A computer doesn’t know all the little idiosyncrasies your agents, buyers or sellers have, nor the unique details of your relationship. That’s why I do my best to remember things that are important to everyone that I serve, and I think that goes a long way.”

Even though the current hot market makes selling property easier than usual, Cheryl continues to put in the hard work in order to educate her office and real estate consumers on how to navigate the complex arena that is the current real estate market place. “Everything is going quickly in this market, but I’m still sticking to my usual strategy.

Sphere of influence and social media are the two keys to marketing listings. Jennifer Abels, our Director of Business Development, keeps us all up to date on the latest and

greatest social media techniques. And with a very large database of potential buyer and sellers, my office does a great Job supporting our Agents, our Buyers and our Sellers, getting them noticed in this sea of property and multiple offer situations,” she explains, and adds, “I feel the company you choose to associate yourself with as a professional also contributes to your ability to succeed. I have worked in the Real Estate Industry for over 3 decades and here at Realty Executives Gulf Coast I am home. Not only have I found a Brand with national recognition, but one that supports it’s Sales Professionals from the top, at our International Headquarters in Phoenix, all the way down to our newest agent. They have provided me with cutting edge, proprietary technology, and systems, to manage and promote my business that are second to none.

I am proud to tell my customers and clients that I am the Qualifying Broker at Realty Executives Gulf Coast.”

What keeps Cheryl motivated and ready to work with diligence every day is her ability to help people. “People are my passion. It’s just in my blood, I love helping people.”

Her passion for helping people extends beyond real estate and into her personal life. When she’s not busy working, she is an active member of her community and has served two terms as Vice President of the Baldwin Realtors and a band member at the Gulf Shores United Methodist Church. She is also involved with Christians United Ministries and serves as an instructor and administrator at Coastal Realty Institute where she teaches young agents how to succeed in business.

In her free time, she enjoys boating and playing the guitar.

In the future, Cheryl plans to continue growing the company.

“Our goal is to expand and hire new agents to help us sustain our growth and provide our buyers and sellers with excellent service. I make sure that any agents we bring on board align with our philosophy, which is that you can only keep what you have, by giving it away. If you hold something too tight, you stifle it. Your business grows when you help others grow theirs.”

For more about Cheryl Ritchie, email cherylregulfcoast@gmail.com, visit cheryl-ritchie.com, or call (251) 609–5767 www.

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DANIEL BURGESON Daniel Burgeson began his real estate career 14 years ago. “I initially got into the business because I wanted to get into investments and rental properties, of which I do quite a few now,” Daniel recalls. “In the midst of doing so, I decided to pursue real estate. I had some very good mentors who were in commercial and residential real estate and were very successful, so I studied under them, and I decided to jump in.” The rest is history, and over the years Daniel has excelled at helping his clients achieve their real estate goals.

As the owner of Exsell Real Estate Experts, Daniel heads a team of about 20 agents and growing. They serve all of southeastern Wisconsin, with a focus on Waukesha, Washington, and Ozaukee counties.

A majority of their business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence that Daniel and his team inspire.

Daniel stays in touch with past clients long after the purchase or sale, and they often continue to seek him out years later. “I’ve become such a resource that my clients never have any reservations about picking up the phone and calling me to see how things are going, what’s happening in the industry, or just to pick my brain,” he says. “I become a source of information to them, providing a solid foundation for their real estate mindset.”

What really sets Daniel and his team apart from the rest is their flat fee structure. “We started this company in a down market, trying to bridge the gap

between what people could sell their home for and what they needed to get in their next home. We helped them use their sales as a revolving door to get in their next home, salvaging any proceeds they had coming out of that sale. There is really no reason for anybody to be overpaying their real estate agent.”

Daniel emphasizes, “It really matters whom you’re doing business with.

You’re only as good as your agent.”

His communication goes a long way toward keeping his clients informed. “I prepare an executive summary for my clients outlining the merits of their sale, making sure they’re aware of their obligations as well as the buyer’s obligations. We’ve put a system in place that keeps all of our clients in the know.”

Community involvement is important to Daniel, and he supports various charity golf outings, as well as networking with other local business owners. When he is not working, Daniel enjoys watersports including surfing and kiteboarding, as well as traveling.

In the future, Daniel says, “We want to continue growing our company so we can spread the word that you don’t have to overpay your brokerage to get the same, if not better, results. We’re building this model to create a really solid engine that connects our clients to their sales a bit more, because there can tend to be a lack of transparency in our business where the consumers are kept in the corners. We like to try to break down those barriers and streamline the business, and do so with integrity.”

For more about Daniel Burgeson, please call 262-483-0888, email dan@exsellexperts.com, or visit exsellexperts.com www.

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4 Reasons Why Multitasking Can Actually Derail Your Day Common wisdom dictates that a master multitasker is likely to garner the most success. After all, doesn’t juggling multiple projects at once mean you’ll work faster than if you took each one as it came? While multitasking is often cited as a desirable skill—and surely serves its purpose now and again—studies show that a mere 2% of individuals can actually multitask effectively. Meanwhile, the remaining 98% might be doing more harm than good by trying Top Agent Magazine

to tackle too much at once. Take a look below at some little-known facts about the risky side of waging a routine built on multitasking.

1. Multitasking decreases productivity While multitasking gives us the illusion of completing two tasks at once, it actually means

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our focus and productivity is split. In other words, switching back and forth between two activities doesn’t mean they’ll each be completed sooner; it means that you’re getting half-as-much complete as you would if you focused on a singular task. Multitasking fatigues your brain, elicits stress, and make you less efficient in retaining new information.

2. Multitasking is actually addictive While watching TV or taking a walk, have you ever noticed the impulse to check your smartphone or scroll through your social media feed? Even though we think about multitasking as a workplace skill, it’s also an addictive form of mental stimulation. By satiating our need for distraction with constant check-ins online, we become accustomed to frequent breaks in our focus, training us to crave updates, messages, and push notifications—we even hit refresh when we’ve checked in five minutes prior! This negative habit-building makes it difficult to complete sustained bouts of concentration.

3. Multitasking has negative physical side effects Studies show that those who juggle multiple focus-intensive activities actually show spikes in cortisol, a stress hormone. Likewise, frequent multitaskers display symptoms of sleep deprivation: fatigue, disorientation, and lack of focus. Studies in Europe have recently 72

discovered that those who consistently multitask may actually show decreases in empathy and emotional control. What’s more, a constant sense of anticipation—readying to switch from one task to another, or persistently checking for e-mail updates—can potentially cause a decrease in overall IQ.

4. Multitasking breeds mistakes When our attention is split between tasks, it’s difficult to perceive and retain detail-oriented information. Because of this, mistakes—typos, clerical errors, mislabeled documents, and the like—occur with greater frequency. We’re in such a hurry to complete a portion of a task and switch to the next project that we lose sight of prompts, deadlines, and tying up loose ends. This means multitaskers are far more likely to overlook a glaring error than an individual who is devoting 100% of their attention to the task at hand.

Now that we understand some of the dangers of multitasking, what can we do about it? While our tech-driven day-to-day might make focusing on a singular task a difficult endeavor, it’s the surest way to produce efficient, error-free work—while cutting down on stress, fatigue, and miscommunication.

Try approaching your tasks for the day with a clear-cut schedule, moving one task at a time down your to-do list. This approach can eliminate some of the inefficiency inherent in multitasking and make for your most productive work routine yet.

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ESME MARTINSON Born and raised on a farm just outside of Bayfield, Esme Martinson was drawn to the real estate industry soon after graduating college. After pursuing her license in 2015, she served under a local broker, where she had an opportunity to learn the business from the ground up. Sure enough, Esme found fast success as an agent, in particular because real estate spoke to her passion for helping others and giving back to her community. Most recently, though, she decided to take her work to the next level at Apostle Islands Realty, a leading firm in her region.

Currently, Esme is a Realtor® for Apostle Islands, where she assists clients throughout Bayfield and the tip of Northern Wisconsin. Specializing in custom built homes and lakeshore properties, she has combined her in-depth knowledge of the region with the extensive resources at her brokerage to navigate even the toughest transaction.

When listing a property, Esme caters her strategy to the direct needs of her clients. After helping them prepare their home and providing them with a suite of professional photography services, including drone photography, she shares their house over a blend of digital and social media campaigns. Moreover, she further amplifies her listings via print advertisements, promotions at local events, and even billboards—all to give her clients an added reach.

Elsewhere, Esme is just as hands-on with her buyers, leveraging her extensive background in the area to guide them to the right home for their needs. Having grown up in Bayfield, she possesses an unmatched insight into the local market, which allows her to educate her clients and help them make informed decisions on their future investments. She also remains in touch long after closing, forging a lasting relationship with her clients, ensuring they are fully satisfied and Top Agent Magazine

thriving in their new homes.

Over the years, this genuine approach has earned Esme a fantastic reputation throughout the region, as evidenced by her rate of repeat clients and referrals.

“But at the end of the day, I truly want to see my community thrive,” she says. “It’s never about sales for me; instead, it’s about finding one of my friends their first home or locating an orchard for someone who wants to start a farm.”

Outside her career, Esme is tremendously active in her community. Alongside serving as a member of the board for the Bayfield School District, she has started a farm with her boyfriend. When she’s not with clients or giving back, she enjoys relaxing at home with her beloved daughter or caring for her Spanish mustang.

Looking ahead, Esme has strong plans for the future of her business. With Bayfield having recently been voted one of the best small towns in America, she intends on scaling her standards of service to assist her growing clientele. “I love bringing new people into our area,” she says. “It’s always so exciting to get a young person their first home or help a renter find a permanent place in our town. We’re such a tight knit community, and we need folks with enthusiasm and big ideas to make a commitment to our region. After all, we’re a great place to be—all year round.”

To learn more about Esme Martinson, please call (715) 209-5276, email esme@apostleislands.com or visit apostleislands.com www.

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JENNA DAVIS Top Agent Jenna Davis – of Keller Williams’s Jenna Davis Homes in Rolla, Missouri – is a hardworking, deeply knowledgeable real estate professional who is truly committed to providing her many clients with top-of-the-line customer service.

Rapidly approaching two decades in the real estate industry, Jenna’s client-first approach has earned her a sterling reputation as a trusted advocate for buyers and sellers alike.

Prior to beginning her real estate career, Jenna worked for ten years as a television reporter and then for the Better Business Bureau. “My husband was in the air force, and we ended up moving to North Dakota,” she recalls, “and there wasn’t much to do up there. I decided to apply for a job with a real estate office. It was a trust company, and they did a lot of leasing and buying, and I did their marketing.” After relocating to Missouri – Rolla is located between Springfield and St. Louis – Jenna started doing real estate in her current market full-time in 2013.

Since then, Jenna’s business has grown exponentially year after year, and she now works out of two offices, one in Rolla and one in St. James. She also oversees an equally dedicated team of eight agents and two administrative personnel. Currently, an impressive 40% of Jenna’s overall business is based upon repeat clients, referrals and positive wordof-mouth. “I think that’s because we focus on the service we provide our clients,” says Jenna, when asked how she manages to inspire such impressive levels of trust and loyalty amongst those she works with. “Our biggest competition right now is gigantic

teams, because we are very picky about who we bring onto our team.

We’re really set on systems and client services.”

Jenna truly appreciates the relationships she forms with her clients; ones that far transcend the closing table.

“I talk to them quite a bit,” she says, “and we do a client appreciation event each year.”

As proof of Jenna’s commitment to excellence, one needs to look no further than Zillow.com, on which site she is a Premier Agent with a perfect, five-star overall rating, comprised of scores of glowing testimonials, including this one: “Jenna is great to work with and makes the selling process smooth and easy.

She is a great communicator and keeps you updated through every step of the process. We have bought and sold many properties and Jenna is the best we’ve worked with. I recommend her to anyone looking to buy or sell.”

When she’s not busy helping clients achieve success – she sold an impressive 143 properties in 2020 alone – Jenna enjoys nothing more than spending time on a boat or visiting her two grown daughters in Manhattan. She also gives back to her community in a variety of ways, including serving as Vice President of the South Central Board of Realtors, among other civic commitments.

“I really love what I do for a living,” says Jenna, her sincerity obvious. “Helping a client with what is often the biggest purchase of sale of their lives is very special.”

For more information about Jenna Davis, call 701-340-4204 or email Jennakdavis@gmail.com

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4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making.

Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting Top Agent Magazine

work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With

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that in mind, take a look at a few tricks below to jumpstart your motivation and nix the lastminute time crunch. After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client.

Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed. If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your 76

list can inspire you to continue on to the next item in the spirit of productivity.

3. Work in Windows If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.

4. Switch Up Your Environment If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses. Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done.

There’s no one way to overcome procrastination.

In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

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JENNIFER NELSON Jen Nelson fell in love with real estate when she and her husband bought their first investment home. “I discovered a real passion for bringing a house to life,” Jen says. “I saw the power of connecting people to a place they’ll love, a place they’ll build their lives around. I wanted to be part of that process and help others.”

With those goals at the heart of her practice, Jen has been serving her real estate clients with integrity, dedication, and skill.

Now a Realtor with Realty Executives and leader of The Nelson Group, Jen loves the role she plays in her clients lives. “I love celebrating people,” Jen says. “It’s really fun to walk with someone through this process, whether the home is an investment, or a first-time home, or a downsizer. We try to shoulder as much of the stress as we can. It’s really special to be able to be by someone’s side through this huge decision.”

With a team of dedicated professionals, The Nelson Group is well-poised to deliver high quality customer care. “I have a team of amazing women,” Jen says. “We prioritize education and staying abreast of the market.”

With their thorough and conscientious approach, Jen and her team provide personable and compassionate service, which has helped them create a thriving business and earn recognition for their success. Jen has been ranked in the Top 1% of Arizona Realtors. The Nelson Group is almost all referral-based, which is a point of pride for Jen. “We try to show our clients love and appreciation,” Jen says, “not only at closing, but throughout the process, which means showing up with coffee or flowers, and checking in to make sure they feel heard and their questions are answered. We treat everyone like family.

It is genuinely fun for us to celebrate people and take good care of them.”

To market their listings, Jen and her team rely on a quantitative and qualitative approach that combines data-driven decision-making with gorgeous materials Top Agent Magazine

to attract competitive offers. “I’m a giant numbers nerd,” Jen says, “and I get very into a statistical approach to marketing.

I work with amazing photographers, videographers, and drone pilots, who put together beautiful images. On our websites, we can see from back-end data what images perform well. I build social media and print media marketing around those high-performing images. I study high-traffic times in social media to give my clients the most bang for their buck.”

Jen’s strategy has paid off: last year, she completed over $13 million in sales, and this year she is on track to do even better. “I’m so grateful for my amazing clients who put their trust in us,” Jen says.

For the future, Jen has plans to expand and grow. “I want to help as many people as I can,” Jen says, “which right now means bringing more talented women onto the team.” Jen is passionate about creating a positive and collaborative experience, both for her clients and for every professional who she encounters in the business.

“I try to always act with integrity and professionalism, and to respect every person I work with, including other agents,” Jen says. “Real estate is competitive, but at the end of the day, we all want the same thing, which is to give the best that we can to our clients.”

To find out more about Jen Nelson, please call 602-684-0199, email JenNelson@RealtyExecutives.com, or visit NelsonGroupSW.com www.

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JOSH GOSS Born and raised in Albuquerque, Josh Goss has always been enamored with the social and geographic landscape of the area. He played soccer professionally for some time, but a few years ago he became interested in homes and felt like he could use his knowledge of his locale to help people. He became a Realtor’s Assistant, making cold calls and finding leads, and soon thereafter got licensed as a real estate agent to start his own full-time career.

He’s been in the industry four years now, and his business has grown quickly over that period, thanks to his familiarity with his local community and his willingness to go the extra mile to help his clients.

One of Josh’s greatest assets as an agent is his deep understanding of the nuances of real estate in Albuquerque and Santa Fe. The region is historically rich and culturally diverse, and as such, the value and character of homes can be quite different from street to street. “My background knowledge of New Mexico has proven really useful when navigating the complexity of the market in these parts,” Josh says. He is not only knowledgeable but also well-connected, and has made an effort to nurture relationships with other agents in the area in order to provide well-rounded insight to his clients. Josh is a reliable source of information when it comes to real estate in New Mexico, and his clients appreciate his enthusiasm for the place he grew up.

When it comes to marketing, Josh works with Sotheby’s International Realty to utilize quality online advertising techniques that reach across the entire globe, enticing clients from other countries to buy properties in New Mexico. He markets his listings personally over social media, using professional photography and videography to make each home look pristine - the standard of quality he employs is best exemplified on his $5,400,000 Magic Canyon Park Ranch listing! Josh has closed $12M in total sales volume in 2021, and is on pace to close $25M by the end of the year.

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Josh puts sincere effort into giving his clients the best experience possible. He makes himself available to answer any questions they might have and takes the time to meet their particular needs. A creative problem solver, Josh is able to tackle any obstacle that comes his way.

“After pursuing soccer as a personal ambition for so long, it is truly fulfilling to find opportunities to help others in this field,” Josh says. “Knowing that I’m helping someone with one of the biggest transactions of their lives is one of the things I love most about my job.”

In his free time, Josh enjoys playing soccer and tennis, as well as exploring the culture, art, and history of Santa Fe. He takes pride in having a deep connection with the area he grew up in. Among other things, Josh engages with his community through donating to the Somos Unidos Foundation, a non-profit organization that promotes progressive social change through New Mexico, and volunteering at the local Roadrunner Food Bank. For the future of his business, he hopes to hire an assistant to enable him to consistently help 50-60 families every year. If you’re looking for an informed and motivated Realtor in New Mexico, look no further than Josh Goss.

Contact Josh at (505) 604-7826, email Josh.Goss@sothebys.realty, or visit joshgossnm.com for more information www.

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

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

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

1. MAKE YOUR GOALS SPECIFIC

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

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

2. MAKE IT ATTAINABLE

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

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

3. PUT A PLAN OF ACTION IN WRITING

Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially 80

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

Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE

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

5. ADJUST AS YOU GO

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

Sticking to a plan everyday means adjusting it accordingly.

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JUSTINE HOOPER Justine Hooper first took an interest in real estate following a series of successful transactions in Caledonia and Middleville.

At the encouragement of her Realtors®, she accepted a position as an Inside Sales Agent for Bellabay Realty, where she had an opportunity to learn the business from the ground up; and sure enough, she hasn’t looked back. Since getting licensed in 2016, Justine has authored an accomplished career as a Realtor®, and most recently, she partnered with Rachel Mabie, a fellow leading agent, to launch the Dream Home Team. “None of this would have been possible without Rachel’s awesome help,” Justine says. “We share the same positive attitude and desire to work hard for our clients.”

When listing a home, Justine personalizes her approach to the distinct needs of her sellers. Starting out, she helps them prepare their house for the market and provides a suite of professional photography and videography services, as well as floor plans and Matterport technology. Once the property is ready to go, she broadcasts it over a blend of targeted digital and social media campaigns. Always looking to add value to her transactions, Justine also promotes her listings via postcards to the tri-county area, networking events, and outreach to those in her extensive professional sphere.

Elsewhere, Justine is just as attentive when assisting her buyers, harnessing her customer service background to guide them to the right home for their best interests. “I’m always willing to talk something through and make sure that, without a doubt, my clients feel as though they’ve had every question answered by the closing,” she says. “Above all, I believe in being ready

to help my clients at whatever time and in whatever method works best for them.”

Through the years, Justine has earned a fantastic reputation throughout Michigan, with the vast majority of her volume coming from repeat clients or personal referrals. In fact, every year, her business has been better and more successful than the last. Well on pace to exceed her goals for 2021, Justine is most drawn to real estate for its dynamic lifestyle. “No two days are the same,” she says. “One moment I could be helping a client or educating members of my team, and the next, I could be setting off on a road trip with my husband. It’s flexible while still being deeply involved.”

Outside her career, Justine is active within her community. Along with the rest of her team, she has hosted a variety of annual events at her offices, from Thanksgiving celebrations that raise donations for local food pantries to partnerships with area nonprofit organizations like Together We Rise. Always energetic, when she’s not with clients or giving back, she can be found traveling the world with her beloved husband and son.

Going forward, Justine has strong ambitions for the future of her business. As her volume maintains its rapid growth, she intends on mentoring the up-and-coming members of her team while expanding her referral base throughout the region. But most of all, she is excited for the potential opportunities that lie ahead. “This last year, my business partner and I started really honing in on our team,” she says. “Our agents are rip-roaring and ready to go, and my goal is to keep building them up and encouraging all of them to be their best.”

For more information about Justine Hooper, call (269) 509-2254, email Justine@dreamingofMIhome.com, or visit dreamingofmihome.com www.

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KAT HENDRICKSON Self-motivated and people-oriented, Kat Hendrickson felt drawn to the real estate world after her parents sold their restaurant. “I worked with them for 15+ years, so I was thinking about what I could do with my hospitality skills,” she explains. Her favorite aspect of working in the food and beverage industry was interacting with the people. “I loved getting to know them and hearing their stories, so I immediately thought real estate would be the perfect fit.” She was right, as she quickly fell in love with her career as an agent. Serving Fairfield and New Haven counties in Connecticut, Kat provides superior service at all steps of the transaction. This has resulted in most of her business deriving from repeat clients and referrals.

“I’m always available,” Kat says. “I listen, and I make my buyers and sellers feel very comfortable. I show them that I will work hard on their behalf and that I care.” Understanding that this is one of the largest transactions her clients will ever make, she aims to eliminate stress and make the process smooth. “As a mother of four, I can usually juggle and handle pretty much anything that comes my way,” she explains. “I love to problem solve.” Kat guides people through every part of the process, making sure no questions are left unanswered. For her buyers, this means learning about what they want, and continuing to search for their ideal property until it is found. When it’s time to negotiate, she makes sure they are getting the best deal possible. Meanwhile, her sellers enjoy exceptional marketing, with their listings going on Kat’s team website. “At Adriana & Company, we have our own database and will send our properties out to everyone on there,” she says. “I will also advertise through postcards, YouTube, social media, and Zillow.”

After working with Kat, clients love to spread the word about her work. One recently said, “Kat is a 82

wonderful agent who has made the process of both selling and buying a home as smooth as can be. She is very responsive to all of our needs and questions. She is extremely knowledgeable about the market. When selling our home, she always guided us in the right direction, never steering us wrong and it paid off when we were able to sell our home fast and for over asking.

Whenever we have a question she is quick to respond and has gone out of her way to show us any home we were interested in! She always has our best interest in mind and truly listens to us. We know we are in good hands with Kat!” When Kat isn’t working, she’s staying active in her children’s schools through volunteering and fundraising. During her free time, she’s traveling with her family, hiking, biking or visiting local restaurants.

In the future, Kat hopes to continue growing and learning everything she can about this ever-evolving industry. But in the meantime, she’s enjoying every minute of her current work. “I love meeting people and helping them reach their goals in real estate.”

For more information about Kat Hendrickson, please call 203-610-1767 or email kat@adrianaandcompany.com Copyright Top Top Agent Agent Magazine Magazine

5 Morning Habits to Make Your Day Super Productive For many, most mornings begin with a rush—a rush to get dressed, a rush to find something edible for breakfast, a rush out the door and into rush hour. Likely you have heard articles advising you to set your

alarm early to give yourself some flexibility —which is sound advice, of course—but consider a few of these additional tweaks to your morning routine that can set a productive tone for your day at large.

1. Keep Screens Away Until Breakfast Oftentimes, our first instinct upon waking is to check-in on our phones, tablets, or computers, to scope out the latest social media updates and e-mail correspondence. While diving into the action might seem productive, studies show that waylaying screen time until you’re up and dressed, and have had a good breakfast, will actually make your first pass Top Agent Magazine

at all things digital more focused, clear, and efficient. Instead of answering a few e-mails, checking out a friend’s photos, and then hurrying to shower and dress, instead make a resolution to keep the online world at bay for the first half-hour to an hour after you rise, then you’ll approach the digital world with fresh eyes, energy, and adeptness.

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2. Meal Prep Sometimes hitting the snooze button is inevitable, but if you make prepping breakfast the night before a part of your routine, then grabbing something healthy on the go will be a snap—and your stomach will thank you for it. Load up your coffee machine ahead of time, so all you have to do

is hit brew. Or, chop up a fruit salad, mix a smoothie, or simply put a granola bar and a grapefruit in your lunch bag, ready to be grabbed on your way out the door. Even if it’s small or basic, keeping yourself fueled will keep distractions, inefficiency, and mood swings at bay.

3. Queue Up a Podcast on Your Commute Whether you’re driving, biking, or taking public transportation into the office, a podcast is a perfect way to brush up on industry knowledge. Try sourcing a podcast relative to your field and narrated by experts.

Not only will it get you thinking about the topics of your industry—while expanding

your professional vocabulary—it will also wake up your brain and get your head in the game as you prepare to launch your day. Use your commute time to bump up your knowledge and conversation points, and you’ll be ahead of the curve before you reach the office.

4. Begin with a To-Do List When work gets busy, sometimes just getting started is an overwhelming prospect.

Before you dive in to your e-mails and projects, take twenty minutes and be thoughtful as you assess your daily and weekly to-do

list items, then map them. By giving yourself a bullet point system of what you need to accomplish and by when, you can undo some of the anxiety that a busy schedule promotes.

5. Walk It Out, Even If You Missed the Gym While we often rely on coffee for our morning buzz, exercise provides a potent burst of energy that can supercharge your day. But, let’s say you’re running behind and skip the gym—all is not lost! Take fifteen minutes in

the early morning to take a walk around the block a few times. The fresh air and aerobic exercise will wake you up, get your blood moving, and provide your morning with a natural injection of motivation.

Everyone’s morning routine varies, but perhaps the first step is identifying aspects of your routine that could be improved, and tackling them from there. From waylaying

screen time distractions to getting in a little blood-pumping exercise, keep these tips in mind as you launch your most productive morning routine ever.

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KEITH & TERRY YUEDE With over 40 years of experience as real estate agents between them, the Yuede brothers have built a reputation all over the state of Missouri for their integrity and the lengths they go to on behalf of their clients. Some might say it’s all in a day’s work. But for the Yuedes, it hardly feels like work at all.

“I think that in order to be a good real estate agent, you have to be passionate about it,” Keith explains. “It’s a lot of fun, meeting new people and being able to help them. Or looking at different kinds of property. Sometimes you’re in the country, sometimes the city. One day you’re looking at a million dollar home, the next day you’re checking out a home that will list for twenty thousand dollars. Every day is fresh and interesting.”

Keith started his career in 2002, a year after Terry, who suggested he get his license so they could team up. Since then, the brothers have built a very successful business with their RE/MAX franchise, serving clients in St. Louis and its surrounding counties. In 2020 they closed 50 to 60 transactions for a sales volume of 8 million, with 80 percent of that business coming from repeat clients and referrals.

Part of what keeps clients coming back is simply the knowledge and experience the brothers bring that helps them ensure the process goes smoothly. Whether clients are buying, selling, or investing, Keith and Terry offer free consultations, and the decades-long relationships they’ve built with people around the industry—lenders, contractors, building inspectors, title companies, other agents—allows them to meet any need of the client that might arise.

Another reason for their success is the quality of their service and the spirit in which it’s delivered. Clients describe both brothers as not only professional, but personable and caring. “We love helping people get Top Agent Magazine

started with the next chapter of their life,” Keith offers. “And we will work hard for them every step of the way to make their dream a reality.”

When it comes to their listings, the brothers utilize a cutting edge marketing strategy that nets sellers top dollar for their investment. “Selling has been easy in the current market, but our normal process is to place ‘coming soon’ ads on Facebook and other social media, then follow that up with an open house once the listing goes live. It’s a strategy that we’ve found to be very effective.” They stay in touch with past clients mainly through social media and a wine tour they host as a client appreciation event once a year.

Terry and Keith are proud supporters of their community as well, donating a percentage of their profit for every home they sell to St. Jude Children’s Hospital. Last year they also donated to the Muscular Dystrophy Association, and in 2021 will donate to the Spinal Muscular Atrophy Association.

Going forward, the Yuede brothers want to continue growing their team so they can help more people achieve their dream of home ownership and build wealth through real estate.

Contact Keith or Terry at 636-399-2878 or email Kyuede@gmail.com Copyright Top Agent Magazine 85

KIMBERLY SUT Kimberly Sut has always wanted to work in real estate. She pursued successful careers in the corporate world, in government, and in education before she decided to make the leap. With her passion, her energy, and her love of learning, Kimberly achieved early and impressive success. She holds a Bachelor’s Degree in Hospitality Management, and a Master’s Degree in Technology. In her first year, she was named Rookie of the Year, and the following year she tripled her sales, earning a spot as a Top Agent with Listing Leaders. For Kimberly, the satisfaction and reward of her career comes from helping her clients succeed. “I’ve loved every minute of my time in real estate,” Kimberly says. “It’s been both challenging and rewarding, and an amazing journey so far. I love everything about this job.

Every transaction is unique, so every day is a new day, a new challenge. Problem-solving is very satisfying, and the reward is getting the client to the closing table and seeing how happy they are.”

Building on her incredible success, Kimberly has opened her own location of Listing Leaders Executive Real Estate in Lowell, Indiana, where she serves as the Owner and Managing Broker. With a team of twenty agents and growing, Kimberly is well-poised to help a wide range of clients achieve their real estate goals.

Committed to her own professional growth, Kimberly is an accredited Buyer’s Representative and a Military Relocation Professional.

Kimberly’s enthusiasm for what she does speaks to her deeply held values about being of service. Already, she has earned a repeat client and referral rate of 40%, a testament to her ability to build trust with clients.

Kimberly has a strong skillset and a rich professional background that allow her to approach her business with creativity, thoughtfulness, and foresight. What

truly sets her apart is her abiding love for people. “I love talking to people and meeting new people,” Kimberly says.

“I’m fun, energetic, and available to help people anytime. I’m there for my clients and able to listen to their goals. I followthrough and deliver.”

To market her clients’ listings, Kimberly uses every tool at her disposal, including digital and social media as well as print advertising.

Leveraging her professional network, Kimberly skillfully matches buyers with her clients’ properties, and she works tirelessly to ensure that her clients receive competitive offers. Last year, she completed seventy-two transactions on her own. Now with her team in place, Kimberly looks forward to helping even more people. She has built great relationships with local vendors, which helps her to achieve fast results and offer great service.

Dedicated to the community, Kimberly volunteers with Treasured Friends Animal Rescue, and works with the local Young Professional Network, helping them host events and network. In her limited free time, Kimberly loves to spend time on her orchard. She also loves to kayak and explore caves.

Kimberly is excited about the future of her business and the real estate industry. “We plan to continue to grow,” Kimberly says. “I’ve been on a trend to triple my volume every year, and I plan to continue on that trajectory.” Passionate about the future of the industry she loves, Kimberly advises new agents to focus on how they treat others in order to succeed. “Stay positive and stay motivated,” Kimberly says. “Be kind and find people you look up to. Cultivate mentors and soak up everything you can learn. Keep learning and growing, because that’s the best way to help your clients.”

For more about Kimberly Sut, please call 219-669-6081 email KimberlysutNWI@gmail.com, or visit card.get-card.com/kimberly-sut and homesnap.com/Kimberly-Sut https://

www.

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5 Simple Mindset Shifts That Will Help You Achieve Your Goals

Everyone knows that a positive attitude is one of the key steps to achieving success. It’s very easy to let negativity bring you down and oftentimes, people end up quitting at the first set back. Even if you don’t think of yourself as a negative person, you’re probably doing numerous things you don’t even realize are holding you back.

Recognizing these negative mindsets, and then implementing simple mindset shifts, are sure to help you not only create a more positive outlook, but a more successful outcome to whatever goal you’re trying to achieve.

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1

Turn jealousy into admiration

It’s very easy to look at someone who has what you want, and feel envious, which quickly turns into criticism and excuses about why you weren’t able to get what they seemed to get with ease. This is something successful people never do. Instead, they recognize that the only thing keeping them from success is themselves.

If you want what someone else has, you should look to them as a role model. What

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are they doing that you aren’t? There’s probably more to their story than you’re giving them credit for. Someone else’s success doesn’t hinder your ability to do the same, but constantly having a ‘life’s not fair’ attitude definitely will.

2

Tackle the things you dread doing first

We all procrastinate to some extent. Usually it’s things we don’t want to do. But when you put something like that off, it creates a serious cloud over your whole day.

Experts recommend getting those things out of the way first. Not only do get it crossed off your list, but you will feel energized by your accomplishments and tackle the day with even more force.

3

Don’t make decisions based on emotion

Reaching goals, especially long term ones, can have a lot of ups and downs. The key to achieving them is to stay level-headed during setbacks, really focusing on your plan and how the setback fits into your long term vision.

If you have a solid plan in place, you could be destroying months of hard work with one rash emotional decision, that is probably coming from a place of panic.

When you’re feeling emotional...wait.

It really is that simple. Wait it out until 88

you’re back in a rational state of mind and take it from there.

4

Learn to love feedback

It’s very easy to be thrown off by negative feedback or constructive criticism. No one likes it. But when it comes to achieving your goals, you need to be able to hear it, assess it and then make an unemotional decision about what it means to you and your success.

In fact the business world’s most successful leaders are there because they not only take in that feedback, they actually constantly ask for it. Fresh perspectives on what you’re doing are always valuable. When you’re in the thick of it, it can be hard to see what needs improvement. Asking a trusted peer or advisor can be instrumental in keeping the momentum on reaching your goal going.

5

Replace a fixed mindset with a growth mindset

You might be wondering what the difference between the two are. A fixed mindset thinks that growing intelligence or skills is impossible, while a growth mindset thinks those things can be developed.

People with a growth mindset are more likely to expand beyond their comfort zone, since they really believe almost anything is possible with hard work. And if it isn’t?

They’re willing to give it a try. Being willing to try and fail, is a key element to reaching even the most lofty goals.

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LANDON HOUSE A lifelong resident of the Carolinas, Landon House would arrive at his current position on one of Charlotte’s top-producing real estate teams through a chance encounter. At the time, he was waiting for his then fiancee to complete her shift at a local restaurant, when he found himself seated beside Thomas Elrod, the Founder of High Performance Real Estate Advisors. Following their conversation, Thomas invited Landon to join his team, noting his outgoing personality and acute business instincts.

Since then, Landon has gone on to learn the business from the ground up, establishing a sphere of influence that spans the state. Today, he is a Lead Agent at High Performance Real Estate Advisors, powered by Keller Williams Realty, where he assists clients throughout Charlotte and the surrounding areas. There, he has developed a hands-on approach catered to the direct needs of every buyer or seller. “Throughout my life, I’ve been drawn to face-to-face industries,” he says.

“In real estate, I love the process of getting to know my clients and figuring out how to help them get to wherever they want to go. Because of that, I’m always looking for ways to grow so I can better serve them.”

to ensure his clients are thriving in their new homes.

Since launching his real estate career in 2019, he has already earned a fantastic reputation all throughout the Carolinas, as evidenced by his rapidly growing rate of repeat clients and referrals.

Outside his career, Landon is tremendously active around his city. To go with their regular work in the community, his team has recently partnered with the Compassion Impact Program, an area nonprofit organization. In the meantime, the team at High Performance Real Estate Advisors also volunteers for local women’s shelters and provides Blessing Bags for those in need.

When he’s not with clients or giving back, Landon can be found cheering on his favorite Charlotte sports teams, from the Panthers to the Hornets, or visiting the occasional local brewery with his wife.

Going forward, Landon has strong ambitions for the future of his business. As his volume maintains its rapid growth, he intends on expanding his team while forging deeper bonds within his community. Through it all, he is most excited to scale his high standards of integrity to help even more clients throughout the Carolinas.

“It’s never about us,” he says. “Our team is truly in this business to serve. We’re here to see our clients reach the next chapter of their lives, and we’ve got all the resources needed to help them accomplish their goals.”

When listing a home, Landon equips his clients with a comprehensive suite of resources. Leveraging the full strength of the elite marketing team at High Performance Real Estate Advisors, he helps his sellers fully prepare their home for the market and shares each property over a diverse blend of targeted digital and social media campaigns, alongside traditional outlets like radio advertisements to the surrounding communities.

Elsewhere, Landon is just as devoted to his buyers, taking a hands-on approach to ensure that every client finds the perfect home for their needs. A strong believer in going the extra mile with every transaction, he remains in touch well after the deals are done Top Agent Magazine

To learn more about Landon House email landon@hprea.com, visit highperformancerealestate.com or call (704) 659-5552. www.

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LAURA MARIE When working with Laura Marie, one can expect superior service, sound and current market guidance, and unparalleled real estate advice. She entered the real estate industry just over six years ago when she first moved to St. Petersburg. Laura Marie explains, “I have always been interested in and love all things home and garden and have studied for years how to leverage real estate investment to create a wealth profile. I was raised with a construction/fine cabinetry background, so my new beginnings in St. Petersburg became the perfect timing to shift into real estate.” After earning her license, she hit the ground running and hasn’t looked back since. Serving the greater Tampa Bay area, the vast majority of her business consists of repeats and referrals. By consistently exceeding expectations and always looking out for her clients’ best interests, she has become a prominent agent in the region.

“One of the key reasons people love working with me is because I’m tenacious, a good communicator, I am a fierce negotiator and don’t stop until the job is done right. That said, I work to alleviate stress and make it a fun and positive experience. I have also created professional relationships with plumbers, electricians, etc. that my clients may need before, during or after their transaction. My service doesn’t end the day of closing. My clients know that I love what I do, and they also know I love making people money and creating on and off market opportunities for them.”

When it comes to her sellers, she’s often able to sell homes above market value, and she regularly saves her buyers thousands of dollars. These results lead Laura to earning two to eight referrals each week from past clients. Another one of Laura’s superpowers includes getting her investor clients into amazing properties that appreciate over time and yield high returns. “I’m great at ensuring my clients make informed choices 90

that will earn them money. It’s a hard market right now for both buyers and sellers for different reasons, so having someone by your side, assisting you in making smart real estate moves, makes for easier, less stressful, more successful transactions.”

When you check out her reviews, Laura consistently receives glowing 5-star reviews.

When Laura isn’t working, she’s giving back to the community through Feeding Tampa Bay, which helps those struggling with food insecurity. She is also involved with Pet Pals Animal Shelter and animal welfare. When it’s time to relax, you will find her biking, dancing Tango or Salsa, swinging in a hammock, creating garden paradises or going to the beach.

Looking ahead, Laura’s sights are set on continuous growth. “I recently moved over to Douglas Elliman Real Estate, which I love because it’s allowing me to serve at an even greater level. I feel so blessed because I get to meet and work with the most amazing people, and help make dreams come true.”

For more information about Laura Marie, please call 727-350-7003 or email laura@yourhomesoldfl.com Copyright Top Top Agent Agent Magazine Magazine

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SOCIAL MEDIA MISTAKES

Real Estate Agents Must Avoid There is perhaps no greater marketing tool for agents these days than having a large presence on social media, but there is more to social media marketing than just opening an account and gaining followers. A lot of agents forget the social part of social media. It’s all about engagement, but it needs to be the right kind of engagement. This can often be the first impression potential clients or industry peers have of you, so make it count. There is no second chance to make a first impression, and that is especially true for real estate agents. Here’s just a few things you want to avoid.

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1 Using it to Vent

Social Media is a great place to complain and commiserate about things, but save that for your personal page. A real estate transaction is already a stressful ordeal, the last thing anyone wants is someone who seems like they’ll bring a negative energy to the process. Even worse?

Bad mouthing other Realtors® or listings. You’re selling yourself and your skills, so don’t sell anything that shows you in a bad light. Much like marketing a property, everything you put out should be professional and inviting.

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Lack of Consistent Branding

Yes, social media is about social engagement, but it’s also about creating brand recognition. While you don’t want it to be purely promotional, you are running a business, so create a consistent branding across all social media platforms. If you can afford a professional graphic designer to help you out with this, that’s great. But at the very least, have the same profile pic, cover image and highly visible contact information, across the board. And don’t forget to share links to your other accounts, some people prefer different social media applications.

3Not Posting Enough

It’s good to create a schedule of how many times you’ll be posting per day and to pick times when you might have the most engagement.

Don’t over do it, but three posts a day at the right time, tends to be a good goal. There are numerous tools on Facebook, for example, that 92

can let you see when interactions are the highest.

Stick to your schedule and adjust accordingly.

It’s also important to not just post your listings.

Be a resource for people who follow your page.

Post community events, or other informative articles that are relevant to home ownership.

Be a page they want to follow even when they aren’t buying or selling a property. They’ll remember you when the time comes.

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Not interacting With Your Followers

It’s called social media for a reason. The more you engage with your followers, the more they see you as a real person, and not just a marketing tool. Not only do you get to know your past clients and potential clients, on Facebook, engagement actually will make your posts seen by more people. So it’s a win/win.

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Not Sharing or Linking to Others

It might not seem like a good idea to not promote the blogs, pages or listings of other people, but it’s not only an excellent way to build goodwill, it will also increase your own presence when they reciprocate. So make a point to share posts and links for local businesses and even the blogs of your peers, if it’s a post that offers valuable insight into an expertise you don’t have. That will encourage them to share your posts and even your listings, which will increase your potential buyer pool. This is another incentive to create your own blog. Unique informative content is always of value, and more likely to be shared than promotional links.

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LEIGH CALVERT Studies have shown that Americans tend to trust a British accent more when receiving information, but that’s not what keeps Realtor Leigh Calvert’s clients coming back. “People like working with me because I don’t try to be a salesman,” Leigh explains. “I’m an advisor. My job is to share my knowledge of the market to help homebuyers and sellers make good decisions.”

He laughs, then adds: “Okay, I’ll admit, the accent does help a little.”

Born in you-know-where, Leigh moved to the Pacific Northwest in 2010, settling in Vancouver, Washington.

With years of experience in sales, business management and sports, he knew what a well-functioning team looked like, and the difference between excellent customer service and the middling sort with which most of us are all too familiar. When he made his move into real estate in 2015, he was determined not to be just another guy.

“That first year I didn’t even worry about whether I was making enough money to live on. I relied on my savings so that I could focus on building good practices, doing business the right way. The moment your job becomes about the money, that attitude influences everything you do, and other people will pick up on it whether you do or not. I always put my clients’ best interests first, which sometimes means steering them away from a bad deal.

That approach has earned me their trust, and I’m proud to say it’s led to a very healthy repeat and referral business.”

with agents in other states—broadening his sphere—which means more resources for his clients. He and his team are also very technologically savvy, utilizing targeted marketing on social media along with more traditional platforms like the luxury home magazines. Every home is professionally prepped, photographed and featured on its own website.

When not working, Leigh spends most of his time with his wife and three children, one of whom is affected by Rett Syndrome. He’s one of the top donors for the Portland Strollathon, dedicated to empowering families who are coping with the condition, and the hope of finding a cure.

As for the business, Leigh has this advice for anyone looking to buy or sell a home: “There are lots of good professionals out there, but there are also many agents who only got into real estate because they thought it was an easy way to make a quick buck. No matter whom you choose to work with, always take the time to interview them, and objectively analyze the source of the information you’re getting.”

If you live in Washington State, looking for the guys with a British accent might be a good place to begin!

Leigh recently joined fellow Brit Harvey Coker to form the Oxford Street Partners with The Hasson Company, offering exceptional customer service to clients throughout Southwestern Washington. Leigh’s been a Top Producer for Hasson over the last four years, assisting everyone from first-time homebuyers to seasoned investors. Last year, he closed 63 transactions, and is on track to exceed that number in 2021.

“I’m there for my clients whenever they need me,” Leigh explains. “And we work smart when it comes to marketing.” Leigh spends extra time building relationships Top Agent Magazine

Contact Leigh at 360-909-5371 or email leigh@oxfordstreetpartners.com Copyright Top Agent Magazine 93

LISA VAUGHN Working for Bank of America’s REO division gave Lisa a unique insight into the real estate industry. Her work as an asset analyst introduced her to the behind-thescenes processes of REO contracts and transactions. When Lisa made the leap to a career in independent sales, she brought all her prior knowledge along on her journey to building a business, helping clients sell homes or land and find their dream home, which includes the luxury home market.

Following up after a sale, Lisa checks in with clients via periodic phone calls, sending holiday greetings, and messages.

“I let them know I still care and that I’m still here for them,” Lisa explains. “My goal is to be their REALTOR® for life and I remind them of that.”

Today, Lisa is an Associate Broker and REALTOR® with PalmerHouse Properties & Associates covering the Metro Atlanta area and surrounding counties. Her designations include a SRS Seller Representation Specialist and MRP Military Relocation Professional.

With a BS Degree in Business, MIS Specialization and twenty-four years in real estate, Lisa has built a strong customer base that includes regular repeat clients.

Currently, ninety percent of her business derives from repeat and referral clients who can attest to Lisa’s ability to get results.

“I don’t take no for an answer. When I go in, I’m confident to come out knowing I’ve secured the listing or sale.

I’m a closer.”

Lisa’s ability to foster trust and accountability has gained her a reputation as a REALTOR® who keeps her clients’ wellbeing in the forefront of navigating a transaction.

“I believe the key to being the best in real estate is to know how to build relationships, and I love working with families especially,” Lisa says.

She adds, “I think that building relationships makes up a lot of who I am. I’m ethical, and in this business, you have to be ethical and love what you do to make it work.

I think people see that when they work with me.”

When it comes to marketing, Lisa utilizes a variety of methods to reach the right buyer.

Through PalmerHouse Properties, Lisa can engage a robust digital marketing rollout for each listing, posting across multiple MLSs and realty websites. Ads boosted across social media platforms put Lisa’s properties right at a prospective buyer’s fingertips. Otherwise, Lisa spreads the news of a home on the market by word-ofmouth, marketing herself as a reliable realty presence in the neighborhoods where she is selling.

“I focus on keeping property values up in the communities that I serve, and they appreciate that.”

Annually, Lisa averages approximately twenty-four to thirty transactions, and has already seen an increase in volume for 2021.

As a REALTOR® who cares about her community, Lisa has served on her local HOA board for over twenty years, guiding her neighbors to maintain strong property values with the upkeep of well-kept properties in the neighborhood. She also serves as Chair on several HOA Board committees and regularly volunteers her time and advice on best practices for homeownership.

When she’s not working, Lisa stays active with daily exercise, walking, and gardening.

Looking to the future, Lisa is developing new qualifications to expand her business. Lisa concludes, “If someone’s looking for an honest, take-charge person they can trust to get the job done, I’m the one.”

Find out more at vaughnlisa.georgiamls.com.

Connect with Lisa via phone at 404-245-7624 and via email at topagentlisa@gmail.com. http://

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How to Make Your Commute Productive The highest caliber business owners and entrepreneurs utilize every minute of their day.

Though this may be a lofty goal, there are certainly ways to make our daily routines more efficient and productive. Consider the morning and evening commute—time blocks that are accounted for every day. For some of us, daily commutes may mean a lengthy drive through gridlock traffic, or perhaps just a quick fifteen-minute crosstown excursion. However short or long your commute may be, there are ways to maximize this component of your daily routine and reap the rewards.

With that in mind, take a look at some ideas below to inject some energy and productivity into your daily commute.

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Listen to the latest industry-centric podcasts or audiobooks Whether you drive, bike, walk, or take public transportation, a commute is the perfect time to tune into an industry-oriented podcast or audiobook as a way of building your skills or getting into the zone for the day. Instead of letting your commute time be passive, you can process insights from leading industry professionals, or develop your skillset on a topic you haven’t yet made time for. Perhaps you’d like to develop your social media presence, or maybe you’d like to tap into the millennial homebuyer market—whatever the case may be, there is audio material out there suited to your interests. What’s more, podcasts are free and easy to incorporate on your smartphone or

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tablet, and there are ample audiobook subscription services out there that make regular listenership cost effective.

Create a mental to-do list to get a head-start on your day, or to prepare for tomorrow Getting your thoughts in order with a straightforward to-do list can help you dive in once you make it to your desk, or serve as a conclusive mental routine to end your work day.

If you drive to and from work and don’t have your hands free, don’t fret. Speaking your to-do list aloud can help you detangle your thoughts and tasks by vocalizing them. You can also try breaking down your to-do list by verbalizing the day’s goals, the week’s goals, and the month’s goals as a way of structuring priorities. If your commute is hands-free, you can incorporate a variety of apps that serve as custom-made todo lists that’ll organizationally map your duties for the day. In either case, use your commute window to identify and name the tasks ahead of you, and you’ll be able to hit the ground running when the time comes to perform.

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Tend to your personal commitments and planning A productive commute can boost your professional performance, but it can also serve your personal growth and out-of-the-office responsibilities, as well. Perhaps you can think out and plan your meals for the week so that you don’t come home burnt out and with nothing in mind for dinner. Maybe you check in with a relative or partner and catch up for a spare twenty minutes.

Not only does this eliminate a few items off of your personal to-do list, it can actually give you a more focused mind at the office. If your personal life is in good order, you’ll be able to devote your full attention to work tasks.

As the old saying goes, there are only so many hours in a day. If you added up all the minutes spent commuting around town, how many hours would amount? Though the trek to and from the office is an engrained part of professional life, it doesn’t have to be a drag. Account for those spare commute windows in productive ways, and in only a month you’ll have devoted a significant portion of your time to bettering yourself as a person and a professional.

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MEGAN BRUNER A devoted businesswoman and longtime resident of Scottsdale, Megan Bruner got her start in the hospitality industry. Along the way, though, she came to take an interest in real estate, and at the encouragement of her colleagues, she decided to switch tracks and pursue her career as an agent. Inspired, she accepted a position for a leading Broker in San Diego, California, where she had an opportunity to learn the business from the ground up. Taking all she had learned and experienced, she then returned to Arizona and launched her own career as a Realtor.

Today, Megan is an agent for Launch Real Estate, where she assists clients throughout all of Scottsdale. Licensed in both Arizona and California, she possesses the creativity, expertise, and integrity needed to facilitate even the toughest transaction. “There turned out to be quite a few similarities between real estate and the hospitality industry,” she says. “Both of them require you to provide excellent customer service and develop lasting relational connections. Ultimately, these values have brought me into a great place in our market.”

When listing a home, Megan empowers her clients with a straightforward philosophy: Leave no stone unturned.

Drawing from her foundations in design, remodeling, and home staging, she takes a hands-on approach with each property, helping her sellers make key decisions to add value to their homes. From there, she shares her listings over a variety of resources, including targeted social media campaigns, mailers to the surrounding areas, and extensive professional networking—all to generate as much buzz as possible. But she also leans on her extensive professional network to give her sellers an added advantage.

Megan is just as involved with her buyers. Having lived in the valley for over eighteen years, she utilizes her elite negotiation skills to fight for her clients’ best interests and uncover creative ways for them to excel in their highly competitive market. Through the years, she has Top Agent Magazine

earned a fantastic reputation throughout Arizona, with the vast majority of her volume coming from repeat clients and referrals. “Real estate comes down to honesty, communication, and trust,” she says. “It’s never about the transaction for me; instead, it’s about meeting people and learning their needs. My clients oftentimes become close friends over the course of our time together, and they remain important parts of my life long into the future.”

Outside her career, Megan is deeply involved in her community. On top of volunteering for local charity events and golf tournaments, she serves on the St. Jude Children’s Research Hospital Committee. When she’s not giving back, she enjoys an active lifestyle outdoors, golfing, venturing up to the mountains, or setting off on the occasional weekend getaway.

Looking ahead, Megan has exciting plans for the future of her business. While on pace for a career year in 2021, she intends on further honing the standards of service that have truly set her apart in the region. “I just love making people’s dreams come true,” she says. “At the end of the day, there is nothing more rewarding than fighting for a client in this market, seeing them win, and keeping them happy well after the deals are done.”

To learn more about Megan Bruner please call (480) 415-9891 or email meganbrunerRE@gmail.com Copyright Top Agent Magazine 97

NHU TRAN Nhu’s career in real estate began with an investment in her future. While working at Bombardier Learjet Aerospace as an Avionic Electrical System Engineer, she realized it was the right time to invest in property. After working with an agent to purchase a house, Nhu realized that the homebuying process came naturally to her.

“I felt like I did almost everything on that transaction,” Nhu remembers. “I thought, I can get a license and do this myself.”

Now, with five years in the industry, Nhu is an agent with Abode Real Estate in Wichita, Kansas where over half of her business derives from repeat and referral clients. Since purchasing that first house that started it all, Nhu has gained a wealth of knowledge about what makes a good investment for her clients from her own investment and property management experience. Her honesty and expertise when assessing a property gives clients a peace-of-mind that keeps them coming back to work with her. “When I show them houses, I’ll tell them what’s bad is bad,” Nhu says. “I keep open communication throughout every transaction so they know exactly what’s going on and can trust me.”

averages over twenty-five transactions a year, and by August of 2021, has already closed twenty-six transactions for the year with five more under contract.

As a professional who cares about her community, Nhu can regularly be found volunteering with her family, often through churches and temples. Nhu helps Vietnamese neighbors in need of English translations, even for matters outside of real estate. She sometimes accompanies them to job interviews or helps to translate important documents. “People see how I’ve helped them with other things and know they can trust me for their real estate needs when the time comes.”

When she’s not working, Nhu enjoys gardening and cooking with her kids. Looking to the future of her business, Nhu’s ultimate goal is to one day open her own brokerage. With her track record of business growth and amazing service to her clients, she’s well on her way to achieving that goal.

Nhu’s service to her clients doesn’t stop at the close of a transaction. Through texts and check-in calls, Nhu follows up with past clients to make sure they’re settling into their new homes. Fluent in both English and Vietnamese, Nhu assists clients to overcome language barriers, helping to translate and connect them with resources from home repairs to home insurance.

“I’m a people person. I love to talk to people and get to know them while showing houses,” Nhu says. “When I get to help someone, I feel good.”

When it comes to marketing, Nhu utilizes a variety of methods to reach the right buyer, from signs in yards to robust digital rollouts for each listing. Ads across a wide range of realty platforms like Zillow, Trulia, and Homesnap put Nhu’s listings right at a buyer’s fingertips and alert them to her open houses. Nhu 98

Find out more at zillow.com/profile/nhu4.

Connect with Nhu via phone at 316-990-4307 and via email at nhu.realtor@gmail.com. www.

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How To How To Overcome Your Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.

your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether.

Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

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Really owning the emotions that are putting you in a place of fear, is the first step.

By just naming it and then talking it out in

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me,

ASSESS THE FEELINGS BEHIND THE FEAR

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TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

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it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

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THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad after all.

Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off.

Countless people in their dream jobs now, were once fired and thought it was the end of the world. Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

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COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, 100

Start thinking of fears as challenges.

As scary as it might seem to face them, for the most part they are things that can be fixed.

you’re taking in your fears and figuring out ways to overcome them.

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START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed.

A lot of fear is based on inexperience which leads to a lack of confidence. A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties.

Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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NIKKI ALDEN When Nikki Alden was just 22 years old, she was inspired to enter the Real Estate business. “I always had an interest in the industry, so when I lost my job I decided to take all of the money I had and invest it in classes”. She earned her license in 2006 and hit the ground running, serving Northeast Ohio. At the cornerstone of her business is reliability. “It is important to me that If I say I’m going to do something, I make sure I do it,” she says. Nearly everyone she works with is either a repeat client or a referral, which stands as a testament to her dedication and commitment to all she serves.

buying our first home and Nikki made it easy to adjust our home search as needed and was more than willing to show us homes, so we could get an idea of what we wanted. She was honest and I didn’t feel pressured at any point! Once our offer was accepted she answered all of my questions as they came up. Highly recommend her!”

“My overall knowledge and drive in the business, delicate understanding yet matter of fact approach, and the fact that I’m always looking to learn and grow, are some of the reasons people come back to me,” Nikki says. “I stay on top of the market trends, so that I can advise my clients and help them make the best decisions possible.” The relationships she forms with her buyers and sellers are her top priority.

“I nurture those personal relationships, so that means letting people know I care about them, whether it be a phone call, or text message.” It’s easy for her to maintain those bonds with the trust that is built while working together. She provides hands-on guidance and support at every step of the process, which not only helps it go smoothly all the way to close, but also results in forming lasting relationships. “I want to be your REALTOR® for life!” Nikki says.

Looking ahead in years to come, Nikki plans to take her business to the next level. “I want to expand my services and possibly bring in other agents to work alongside me, spreading my knowledge about the Real Estate industry by mentoring like-minded agents.” In the meantime, she’s soaking up every second of her current path. “I absolutely love what I do, I’m able to build the business into our life, so it’s truly the perfect career for me.”

Her dedication and exceptional customer service are certainly evident. Nearly 15 years into her career Nikki is a yearly multi million dollar sales winner of the OAR Presidents Sales Club, a BHHS Honor Society member and consistently in the companies top 200 monthly. During any free time, she can be found with family and friends, hiking, fishing, enjoying the outdoors or at the ballpark watching her son play baseball.

When it comes to marketing her listings, Nikki goes above and beyond for her clients. “After guiding sellers to get the home prepared for market, I bring in a professional photographer for all of my listings no matter the price point,” she says. “This includes 3D tours and drone footage so people can get a realistic view of what the home looks like. The homes will then be posted in the local MLS, on social media outlets and all of the Real Estate websites.” By preparing her sellers ahead of time, Nikki is able to sell homes quickly and efficiently for the highest amount the market will allow.

After the transaction, clients leave glowing reviews about their time together. One recently said, “Had a great experience with Nikki and I’ll be recommending her to anyone I know who is looking to buy in the future! I was worried about Top Agent Magazine

For more information about Nikki Alden, call/text 330.618.4845 or visit NikkiAlden.com www.

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SARB BAINS Sarb Bains began her real estate career almost fifteen years ago when she was seeking a new path that better spoke to her entrepreneurial spirit and her passion for helping others. Her experience and knowledge in the business and banking sectors has helped her give exceptional services to her Real Estate clients.

She serves her clients throughout the Fraser Valley area, from Chilliwack to Abbotsford, including Mission, Langley, Surrey and Vancouver. Sarb works with all types of clients, from first time home buyers to investors.

About 90% of Sarb’s business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence she inspires. “Clients appreciate my customer service and they know they can trust and count on me to give them the best informed advice to help them make the right choices.” Being reliable and trustworthy is Sarb’s commitment to her clients.

“Real estate transactions are not only a big deal for my clients, but also among the most exciting and important investments for my clients,” Sarb says.

“So, I always try to treat their purchase and sale as if it were my own.”

Sarb’s goal is to make every client a customer for life. She keeps in touch with her clients, even after completing the real estate transactions, by sending them holiday greetings, cards, and making personal phone calls checking in to make sure if her clients need any guidance or help. Sarb, who migrated to Canada in 1998 from Malaysia, knows exactly how overwhelming it can be for a client moving to a new neighborhood. Multi-lingual, Sarb speaks Punjabi,

Hindi and Malaysian, which helps her to better communicate with her clients and to serve the diverse population of British Columbia.

To market her clients’ listings, Sarb implements a comprehensive strategy that includes social media, digital and print advertising, virtual tours, 3-D scans of the property, floor plans, custom brochures, YouTube videos, and hand-delivered flyers, Sarb knows how to position her clients’ properties to attract competitive offers. Well-versed in social media and web advertising, Sarb showcases her clients’ properties across Facebook, Twitter, Instagram, and other websites for ongoing digital marketing.

Committed to giving back to the community, Sarb is an active volunteer, offering her language skills to serve as a translator for the large immigrant population in the Fraser Valley. She tries to help those who have trouble communicating in English with their doctor, schools, and other community services. She also donates part of her earnings to several cancer foundations.

Having built a thriving business, Sarb has no plans to slow down. “I enjoy helping others achieve their real estate goals. It’s very rewarding to see my clients happy with the end result!” Sarb says. “I want to continue to keep my clients satisfied, find more ways to connect with my clients, and create an even better experience for them. This work has been very rewarding and I have such a great relationship with my clients. I want to help as many people as I can and provide the best values to my clients.”

For more about Sarb Bains, please call 604-991-9098, email sarbains@gmail.com, or visit fraservalleyrealestatehome.com www.

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How To Send

SMARTER EMAILS

Email is a great tool for agents to use when trying to stay in touch with their past clients, as well as for reaching out to prospective clients. However, used incorrectly it can make your attempts to reach out seem like spam. The secret to using email effectively is making sure that everything you send out does one thing: ensure that you remain relevant to your contacts. To do this you have to get personal. Personalization will go far to ensure that your contacts are actually clicking on your emails. This means that if you do reply on an automated drip email campaign to build business, you need to customize your content so that it delivers something meaningful to each individual recipient. Here are some steps that will help you do exactly that:

1. SEND A WELCOME EMAIL TO

NEW CLIENTS AND PROSPECTS Rather than simply add new contacts to your automated email drip campaign, make sure to send each new contact receives a warm welcome as well. Sending a welcome email along with adding new contacts to your drip campaign is proven to be 86 percent more effective at catching your contact’s attention. Let them know they are welcome and that you appreciate their interest.

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2. NURTURE YOUR RELATIONSHIP

THROUGH YOUR EMAIL To let your potential client know that you are thinking about them by sending them useful content that relates to the process of buying or selling a house. Some great topics include credit score information, ways to save money, regular market updates, what buying in your market is like, information about the neighborhood, tips on how they can prepare their home for sale, and other relevant information. A great way to

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add to these emails’ punch is to time them so that they coincide with what that individual is going through and dealing with at that time on their path through the buying or selling process.

3. CELEBRATE IMPORTANT DATES

Everyone loves to be noticed and appreciated.

Schedule emails to go to each client that celebrate their purchase anniversary or birthday.

Make sure you include a personal note and your own wishes that the year ahead goes well for them. If you’ve been a bit out of touch with your contacts, you might want to send them a friendly hello.

4.

MOBILE-FRIENDLY EMAILS With our phones being akin to mini computers, most people read their emails on their phone these days. So, it is particularly important to make sure that your emails are rendering well on the smaller screens. If you want to make any kind of impact, you have to run a mobile-friendly email campaign in today’s world. You are going to lose a lot of your audience if they can’t read your email on their phones.

5.

TRACK THE PERFORMANCE OF YOUR EMAILS AND ALTER ACCORDINGLY The best way to make sure your emails are being read and making the kind of impact you desire is to consistently monitor the analytics,

and see what your readers are actually clicking on and what elements are most popular with your contacts. Going forward you can alter different elements of your email campaign such as content, images, graphics, and even smaller elements like your subject line to draw in more clicks from your readers, and cater to what grabs their attention.

You also want to follow a targeted email strategy. The best way to do this is segment your email list based on the data from your CRM and the demographics of your contacts. Different clients are going to be interested in different content. Long-time clients looking to buy a second home or possibly downsize are going to be interested in completely different content than your first-time buyers. A good way to filter your contacts is by looking at which ones are looking to buy or sell, how far along in the process they are, as well as other important information about them.

6.

DON’T SPAM UNDER ANY CIRCUMSTANCES You probably already know that flooding your clients’ emails is big no-no. However, different people have different ideas about what is too much contact. One great way to approach this problem is to ask your clients whether they would prefer weekly, monthly, or occasional emails from you. This way you can cater to each client’s preference.

The emails you send your clients can often be a double-edged sword when it comes to how well they work to bring in business. Following these simple rules will help your emails be as successful as they can possibly be, and will make your contacts much happier with you. So, don’t just send out emails without doing your homework about how to do it right. Your email campaigns can be a powerful tool if you know how to create and utilize them in the right manner.

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SHERI & WAYNE LONG Sheri and Wayne Long understand just how important the role of a good Realtor® is. “About 10 years ago we had to sell our country house. We hired an agent to get us through the stressful time, and he did an amazing job selling it quickly when the market was rather stagnant. I knew then that I wanted to pay it forward, so I got my license in 2013,” Sheri explains. The husband and wife duo currently work under the umbrella of Keller Williams Realty Partners, Inc, and serve clients throughout the Greater Kansas City area.

With a solid network of repeat and referral clients, Sheri believes it’s the high level of service the pair provide that keeps clients coming back. “Ever since I started in this business, my goal was to make people feel like they were my only client. Whether it’s a $100,000 sale or $1,000,000 sale, I want them to know that their transaction is important to me. That includes answering their calls, texts, and emails anytime they have a question. For us, communication is key,” she explains, then adds, “Another thing my clients appreciate is that I keep focused on their goals. When we first meet, I spend a lot of time interviewing them, really getting to know them, and trying to understand what their goals are. That way I can serve them in the best way possible.”

In the currently competitive market, Sheri and Wayne go above and beyond to help their buyers get their dream home. “We’ve had to get pretty creative with our offers. I’ve gone out of my way to try to figure out new strategies for making winning offers to get my buyers a house right now.” When it comes to marketing, the duo put a strong emphasis on social media, mainly Facebook. Thanks to their diligent work, they ended last year with 42 closed transactions.

Maintaining close relationships with past clients is an important part of Sheri and Wayne’s recipe for success. “Every time we have a sale or close on a deal, Top Agent Magazine

we send out a survey to the client and follow up with notes, texts and emails to further connect with them. The relationship doesn’t end at the closing table. We also enjoy seeing all our clients again at Thanksgiving when we give them a free pie. Now that the pandemic is mostly over, we can’t wait to invite them for a party at our home,” Sheri says.

When they’re not working, Sheri and Wayne love to travel and garden. “We’re getting ready to leave for Mexico this week. But when we’re at home, we enjoy working in the garden together.”

In the future, the pair want to continue offering their clients a high-quality level of service and guiding them to fulfilling all of their real estate goals.

For more information about Sheri & Wayne Long, call (913) 406–7485, email sherilong@kw.com, or visit sherilonghomes.com www.

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SUZIE LARSON Equipped with over 35 years of business experience, Suzie Larson was first drawn to real estate in 2009. As a single mother of eight children, seven of them under the age of fourteen, she was seeking a career that spoke to her entrepreneurial spirit but afforded her the flexibility to be there for her family.

Since then, Suzie has gone on to author an accomplished career as an agent, distinguishing herself as a top producer in her region. In 2015, though, she decided the time was right to take her work to the next level, pursue her Broker’s License, and launch her own real estate firm.

Today, she is the Owner and Broker of Turning Point Realty, LLC. where she manages an elite team to assist clients throughout Litchfield County, Western Hartford County, all of Massachusetts, and all of Rhode Island.

There, she has cultivated a boutique process around values of integrity and tireless hard work, meeting the demands of any transaction.

When listing a home, Suzie provides her clients with a comprehensive strategy. After helping them ready their property for the market, she shares it over both the local MLS and a mix of boosted social media campaigns. Beyond leveraging her company’s large online presence, she also calls upon trusted methods like mailers and flyers to the surrounding neighborhoods—all to give her clients an added advantage and maximize their value.

Suzie is just as committed to her buyers, carefully guiding them to the right home for their best interests.

Moreover, she remains a helpful advocate for her clients well after the deals are done, providing a complementary truck on moving day and staying in touch

long-term to ensure they are fully satisfied with their new homes. This compassionate approach has earned her team a fantastic reputation among clients and fellow agents alike, with the majority of her volume coming from repeat clients and referrals. “I love everything about what I do—whether I’m training new agents, educating my buyers and sellers, or negotiating a deal.

Above all, there’s nothing more rewarding than helping someone make such a huge transition in their life.”

With her team having completed over $60 million in volume in the past five and a half years alone, Suzie is devoted to giving back to her industry.

To go with hosting free workshops for sellers and homebuyers, she also trains new agents through an eight-module real estate class. Outside her career, she is tremendously involved in her community, supporting various local events and charitable organizations and encouraging a companywide culture of service. In fact, her team is currently in the process of launching its own nonprofit which will help homeless individuals and struggling families establish stable foundations within Litchfield County.

With Turning Point Realty approaching its six year anniversary, Suzie has strong plans for the future of her business. As her volume maintains its rapid growth, she intends on adding to her team, mentoring her up-and-coming agents, and deepening her ties within the communities they serve. “Our team focuses on solutions, not problems,” she says. “We all work together, and we don’t see each other as competitors.

Instead, we’re all driven by the same positive mindset, and so far, that’s been the key to our cohesion and client satisfaction.”

For more information about Suzie Larson, email info@tprealtyllc.com, visit tprealtyllc.com or call (860) 909 -1162. www.

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How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even Top Agent Magazine

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

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same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions.

In real estate, there’s so much to enjoy.

There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones.

There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person 108

you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

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TASHEANA HANZA The year was 2013 and with her kids now in school, Tasheana had time that needed filled. She was looking for a new challenge and direction. She and her husband attended a few creative real estate seminars that led to opportunities within Real Estate.

Tasheana was interested in creative Real Estate and decided the best first step was becoming a licensed Realtor.

By 2015, Tasheana and her husband were into their first investment property, a stucco home in Mapleton Fall Creek area followed by a bungalow in Southern Broad Ripple and then a Craftsman home in Bates Hendricks. Each project was larger and more complex.

Tasheana was proving to be a powerhouse Realtor and Investor, spending time on project sites daily, and handling all project design elements. The smart design, transformations, and market creation began to attract attention. To help others achieve the same success, Tasheana started Hanza Designs, a business focused on helping others achieve the right balance and level of improvement through smart design elements and accurate understanding of market demands.

One key asset that Tasheana’s team has is access to extensive knowledge and resources that stretches across every facet of real estate. Her husband, a general contractor, works closely with the team and offers convenient assistance with construction and repairs for Hanza Realty clients - the team also offers property management for their clients’ investment properties. On top of that, Tasheana’s team of educated agents come from diverse backgrounds, and together they have the information necessary to solve any problem that might arise for a client during their transaction.

Tasheana loves transferring knowledge and getting to know her clients. She finds it incredibly fulfilling to

guide her clients through the process of purchasing, selling, or investing in Real Estate.

“We are big on communicating thoroughly with our clients, pinpointing their specific needs, understanding their goals, and working to meet or exceed them,” Tasheana says.

“The service we provide is world class – we are responsive and efficient and refuse to leave a client waiting to hear from us.” Tasheana’s hands-on approach to working with clients has paid dividends, as she gets 100% of her business through referrals from satisfied clients.

Tasheana is methodical in her work typically closing 75-100 transactions per year. A long-time resident of Indiana, she loves her local community and is enthusiastic about property analysis and market trends bringing that enthusiasm with her every day as she negotiates contracts and meets with her clients.

Today Hanza Realty successfully works with clients all over the globe, many whom they have never met in person. The brand has grown a strong reputation within the community for their vast knowledge, integrity, advisement, and the ability to handle the entire process under one roof. Hanza Realty has grown to include nearly 20 agents, all cross trained to work with investors. Tasheana is especially excited about a complete remodel and addition of their downtown headquarters where they will be adding a modern second story with beautiful views of the Indianapolis skyline.

For the future, Tasheana will continue to grow her team & brand while also maintaining her standard of excellence.

If you are looking for an educated & driven team to help you buy or sell your next investment property, personal residence, or commercial property, look no further than Hanza Realty!

Contact Tasheana at (317) 800-4438 or at Hanza.Realty@gmail.com. You can also visit her at HanzaRealty.com or her team’s Facebook page at facebook.com/hanzarealty www.

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YAN KAMINSKY & RYAN DOELL With twenty-five years of experience in the real estate business, Yan Kaminsky has the unmatched knowledge and expertise to help his clients reach their goals. Yan and his business partner, Ryan Doell, founded Landmark Brokerage, a boutique business that offers clients transparent communication, luxury marketing, and a tireless commitment to their needs. Now a Managing Director and Managing Broker, Yan has extensive industry knowledge and a versatile skill set. “I have my mortgage license, so I know the ins and out of that process, and I can advise my clients on financial decisions,” Yan says. “We have construction and property management knowledge. Recently we partnered with Lokal Homes, a local Colorado home building company, which is an incredible partnership that will be very beneficial to our clients.”

By providing top-tier customer service, Yan and his team have built a thriving business and a stellar reputation in Denver, Colorado. They offer a personalized and attentive experience for each of their clients.

“We have excellent administrative support staff. Our executive assistant, Heather Cuda, has been with me for nineteen years.” Yan says. “Our team is tight-knit, communicative, and very effective.”

Landmark Brokerage operates entirely on repeat clients and referrals. “Our integrity keeps our clients coming back and referring us,” Yan says. “We are always there for our clients, even five, ten, or fifteen years down the road, we assist our clients no matter what they’re facing.

Our client loyalty is truly a huge part of our continued success and means so much to us.”

With a full-time Vice President of Marketing, Reana Kaminsky, Landmark Brokerage is able to offer their

clients the absolute best when it comes to luxury advertising and visibility for their listings. “What we offer is hands-down ten times better than our competition,” Yan says. Every listing receives professional staging services and a counseling session with Reana.

The Landmark Team creates a customized marketing approach, using cutting-edge technological tools such as virtual tours, aerial videos, and video walk-throughs. With targeted and sponsored ads across specific websites, the Landmark Team ensures the most competitive offers for each listing. Their strategy has paid off: last year, Yan and his team completed over $92 million in sales.

For both Yan and Ryan, they find the most fulfillment not from the transactions, but from helping their clients achieve their dreams. “I love that I have the opportunity to change people’s lives,” Yan says. “As one recent example, a former client called me and said, ‘We don’t know what we would have done if we’d been in our old house before Covid. Thank you for helping us.’ It’s an incredible feeling when you get to help someone live the life they want.”

Though his business keeps Yan busy, when he does step away to take time for himself, he loves to travel and to exercise. “It’s important to me to spend my free time focusing on my health so I can work to the highest and best of my abilities at all times,” Yan says.

Proud with what they have built, Yan and his team plan to continue to operate as a boutique business, and to keep providing the excellent service they are known for. “We love what we are able to do for our clients,” Yan says.

“We plan to keep doing what we do well, which is to work harder than anyone else on behalf of our clients.”

To find out more about Yan Kaminsky and Ryan Doell, call 303-995-9041 or 719-510-6382, email Yan@EliteMetro.Com or Rdoell@LandmarkColorado.com 110

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