Nationwide 2-26-18

NATIONWIDE & INTERNATIONAL EDITION

ALEJANDRO AVILA

MARCI BURGOYNE

TERRI CHRISTIE

ANNA CIANO-HENDRICKS

KIMBERLY COX PANITT

JANINE GERSHON & LORI MICHELLE MARKS

CANDACE HAYNIE

LYDIA RUTH HILL

JOHNNY HODGE

BOB IDAKAAR

NANCY KEENAN

OLGA MAYAYEVA

JEN NOWAKOWSKI

ROBIN PHILLIPS

OLGA MAYAYEVA MATTHEW RENTERIA

Plus

STELLER GROUP

MICHELLE SWEENEY

MICHAELA VIARD

TOP AGENT MAGAZINE'S TOP SOCIAL MEDIA AGENT LIST WINNERS!

NATIONWIDE & INTERNATIONAL EDITION

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JOHNNY HODGE

25

21

NANCY KEENAN

STELLER GROUP

OLGA MAYAYEVA

17

14

MICHAELA VIARD

29

JEN NOWAKOWSKI

CANDACE HAYNIE

33

MICHELLE SWEENEY

38

ALEJANDRO AVILA

CONTENTS 4) 3 BEYOND-THE-OFFICE OLGA MAYAYEVA ACTIVITIES TO INSPIRE A CREATIVE BUSINESS BOOM 10) 5 STEPS TO ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT 16) 3 MENTAL TRICKS THAT WILL TAKE YOUR BUSINESS TO THE NEXT LEVEL

19) IS FINDING A NICHE MARKET RIGHT FOR YOU? 23) EVERY PLAYER IS VALUABLE: HOW TO BOOST YOUR TEAM’S MORALE 27) 3 WAYS JOINING A PROFESSIONAL ORGANIZATION CAN MAKE YOUR BUSINESS BETTER

31) MODERN EMAIL ETIQUETTE FOR TODAY’S AGENTS 35) DAILY HABITS THAT WILL INCREASE YOUR MENTAL STRENGTH 36) TOP AGENT MAGAZINE'S TOP SOCIAL MEDIA AGENT LIST

Phone 888-461-3930 | Fax 310-751-7068 mag@topagentmagazine.com | www.topagentmagazine.com No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S.

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MARCI BURGOYNE

TERRI CHRISTIE

ANNA CIANO-HENDRICKS

KIMBERLY COX PANITT

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LYDIA RUTH HILL

BOB IDAKAAR

ROBIN PHILLIPS

39) 7 SIMPLE TIPS THAT ARE PROVEN TO HELP YOU STAY AHEAD OF THE COMPETITION 45) NEWER AGENTS: MORE QUESTIONS TO ASK YOURSELF

49) FOUR CHALLENGES AND SOLUTIONS FROM THE FRONT LINES OF THE REAL ESTATE INDUSTRY

REALTOR Vendors and Real Estate Companies— Get Nationwide & International exposure!

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JANINE GERSHON & LORI MICHELLE MARKS

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MATTHEW RENTERIA

53) HOW TO THROW A CLIENT APPRECIATION EVENT NO ONE WILL FORGET 56) HOW TO OVERCOME YOUR WORKPLACE FEARS

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3 Beyond-the-Office Activities to Inspire a Creative Business Boom Maintaining motivation year-round is a challenge, especially for those who are several years into a demanding real estate career. It’s easy to burn out, get stuck in a rut, or cycle blindly through a well-worn routine. But those that leave an impact on their industry understand that creativity holds the key to innovation and longevity. To stay ahead of 4

the curve and build your brand, you’ve got to take the time to breathe new life into your practice and see things from a new angle. But where to begin?

To invite change, you’ve got to look outside the box—or in this case, beyond the office. If you’re in need of a professional creative make-

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To stay ahead of the curve and build your brand, you’ve got to take the time to breathe new life into your practice and see things from a new angle. over, or at least want to experience a burst of inventive energy, consider some of the activities below. You may just shake up your routine, bend your brain in new ways, and inject some inspiration into your professional path.

Expand your mind through meditation.

You’ve likely heard all about the supposed powers of meditation, and perhaps you’ve long considered it an over-hyped New Age invention. But did you know that some of the foremost entrepreneurs of our era practice this cost-free, mentally restorative routine? From Oprah Winfrey to Steve Jobs, practitioners of meditation cite its stress-relieving principles, in addition to improvements in concentration, energy, self-awareness, and overall health.

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Even mainstream medicine is beginning to understand the preventative and restorative health benefits that meditation affords. As professional fields go, the mortgage and real estate industries require their fair share of emotional labor—you’re tasked with guiding clients through the investment of a lifetime.

Meditation promotes peace and perspective, while reducing stress, adding a new level of self-awareness, and helping you mentally declutter. When it comes down to it, it only makes sense that taking time to go quiet and center your mind helps professionals find wherewithal amidst a hectic industry. Next time you’re feeling drained, out of ideas, or at your wit’s end—consider just fifteen minutes of meditation to get you started. Like most things, it takes some practice. But, if you commit the time, you’ll be thanking yourself later.

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Learn something new.

If you’re facing burnout, then adding a new responsibility to your plate may seem like the least appetizing self-help solution there is.

However, learning a new skill can reinvigorate your understanding of familiar tasks and dilemmas. Plus, learning a new skill doesn’t have to mean formal classes or time-draining homework. Select something that can even kill two birds with one stone. Want to let off some steam, too? Try a kickboxing class that meets just once-a-week. You’ll have something new to look forward to, meet new people, challenge yourself, and earn some feel-good endorphins, 6

too. Want to cut loose and have some fun? Join a board game meet-up group, take a cooking class, or try rock-climbing for the first time. A stimulating new activity will light up long-dormant parts of your brain, and your clients and colleagues will surely notice the influx of energy to your outlook. Still don’t think you have enough time to add something new to the mix? Blend your morning commute with an audio language learning service. The point is to shake-up your habits and introduce a new challenge that’s unrelated to work. Doing so can make you look at things in a new light and boost your mood along the way.

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JOHNNY HODGE Top Agent Magazine

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JOHNNY HODGE Shortly after finishing college, Johnny Hodge added his real estate license to his credentials at the urging of one of the top REALTORS® and brokers in all of Kentucky. “She told me about some of the opportunities in the real estate world and how I could come on as her buyer’s agent,” says Johnny, who, after three years working with his esteemed mentor branched out on his own as an independent agent and today is proud to be with Coldwell Banker West Shell. “Now we’ve formed the Johnny Hodge Family Team,” he adds.

His licensed team members include his fiancée, Rachel Morrow, and three other affiliated agents, each of whom has a unique set of specialties.

In business since 2001, Johnny focuses on Northern Kentucky personally. “This is where I grew up and have been my whole life,” says Johnny, noting that the Northern Kentucky market extends from the border of Cincinnati, Ohio, to as far south as Carrollton or Georgetown. Within that geographic area, Johnny makes a point of delivering his service to a wide variety of clients. “As far as listings, I have anything from condos to houses with 20 acres and everything in between,” he says. “I’ve always thought it was important to be involved in the big picture of real estate rather than working one specific niche of properties.”

Doing so gives him holistic market knowledge that he can share with all of his clients, whether buyers or sellers.

Although the region he covers may be large and include diverse opportunities, Johnny approaches his business with deliberately slow and steady growth. “I want to keep improving my business while still focusing on the personal touch I deliver to each client.” In fact, it’s that personal touch that has earned him referral and repeat business over the years. They describe Johnny as “attentive to every detail” when listing homes, and supportive, caring and patient with buyers. “Buying a home can be scary at

times,” explained one client. “Johnny and his team were excellent and the process was painless.”

Working with good people, says Johnny, makes the round-the-clock work of real estate worth every minute. “I enjoy meeting people, being someone they can rely on who will do what’s in their best interest.” Those clients can also depend on his knowledge base, with confidence that he will counsel them in making the best real estate decisions for them. “People can count on me to be very accurate as well as energetic and fair-minded,” he says. As a longtime community member, he is also a visible contributor to the local schools, including serving as treasurer of his daughter’s school’s PTA. Given his experience and steady exposure to the real estate community through his past service with the Northern Kentucky Association of REALTORS®, Johnny is also known for being thorough and able to sell homes quickly for top dollar. “We spend the extra money for featured online listings to put our homes in the forefront,” says Johnny. “And we are very successful with open houses.” He adds that the online syndication provided by Coldwell Banker West Shell is a boon to all his sellers.

Repeating the belief that slow and steady is the smartest way to grow, he says that after he and Rachel broke the $10 million mark, they aimed for $11 million the following year, keeping healthy relationships and successful transactions as the priority over growth.

His goal is that every client he works with looks back and remembers that he did well by his them and the community and provided a valuable service. “I want them to say, ‘Johnny really did us right and put us in a very good position,’” he says. “That’s what drives me to keep doing this every day, whether it’s sunny outside or it’s cold and rainy and we’re out for eight hours looking at properties on acreage!” Clearly, Johnny Hodge provides all-weather service.

To learn more about Johnny Hodge, visit coldwellbankerhomes.com/ky/crestview-hills/agent/john-hodge/aid_170452, https://www.facebook.com/CBWestShell or go to Facebook, email johnny.hodge@cbws.com or call 513.315.8420. www.

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Joe Wilcox is proud to congratulate

Johnny Hodge

on being featured for the state of Kentucky in Top Agent Magazine!

I would like to congratulate Jonny for a well deserved honor! He has been very helpful and loyal to me and my home inspection business. Johnny has been there to guide my family members through the sale of their homes and in the search for a perfect new one. I am happy to have him as a friend and peer.

Joe Wilcox | Advantage Home Inspections 859-609-6351 | wilcox.joer@gmail.com “PUT YOUR MIND TO REST & LET ADVANTAGE DO THE TEST�

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

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

1

FIND A MENTOR

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

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CONTINUOUS TRAINING

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

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BUILD A STRONG ONLINE PRESENCE

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

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BUILD A SOLID FOUNDATION

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SET GOALS

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

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

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

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THE STELLER GROUP Integrity, professionalism and doing whatever it takes to deliver the best possible service— that’s what distinguishes The Steller Group of Keller Williams Realty DTC in Greenwood Village. It’s what their clients rave about and it’s what keeps their business growing. Ranked in the Top 1 percent of Realtors® nationwide, the team has grown its transactions from 52 in 2010, when they joined forces, to 205 last year.

“Because we work on a referral basis, our clients are coming from people we know. They’re not just a number,” says Conrad Steller, team leader. “We work hard to deliver the highest level of customer service and satisfaction.”

Co-owners Conrad and Emily Jones Lonborg serve the Denver Metro Area, and 70 percent of their business originates from repeat customers and referrals. Clearly, they’re doing something right.

“It’s not just about the transaction,” Emily explains. “It’s also about helping people through the process, and then helping them beyond the closing, when they may need assistance or advice.”

Their 16-person, full-time team includes two listing agents, three buyer agents, a showing assistant, listing manager, transaction coordinator, stager, staging assistant, operations manager, marketing coordinator and handyman. The Steller Group coordinates construction and improvement projects to get the homes ready for market. They function as a true team, supporting one another in every aspect. Each team member is a specialist in what he or she does, enabling the agents to focus on clients. An important component of that is that several agents, including Conrad, are certified Seniors Real Estate Specialists (SRES). They help with the downsizing process, offering a turnkey approach that’s rare in their marketplace.

“Many people don’t move by choice,” Conrad adds. “They have to because of job relocation, divorce, a death in the family. . . . It’s a stressful place to be in life, and their home is one of their biggest anchors holding them back. We feel that being able to help them

sell, to relieve that component of their stress at the highest level we can, is our gift. It gives us a tremendous amount of satisfaction.”

For The Steller Group, every listing begins with staging, since staged houses sell faster and for more money, giving the clients a better experience. They have three warehouses of furniture and décor their stager draws from. Next, they bring in an architectural photographer. Their marketing staff then incorporates all the photos and videos into print and digital marketing. Then comes the open house. They generate lots of buzz around it and often sell the house at that time.

Being able to help clients brings the team great joy. The Steller Group partners with schools and churches in their community and every autumn they hold a Fall Festival to raise awareness and donations for a local charity. They also put on an annual series of free seminars, bringing in speakers from the community to cover topics from “How do I get help downsizing?” to “What senior living options are available?” to “What home improvements deliver the biggest ROI when selling my home?”

Both Emily and Conrad have children and spend much of their free time doing family activities, including traveling. Emily also loves to read, while Conrad loves bike riding and running, which provide him with “quiet times to refocus, re-energize.”

As they look to the future, The Steller Group plans to continue providing the highest level of service and making sure their team members have the life they desire. “It’s empowering to see people who’ve been with us a long time help to steer this company,” Conrad says, “and to see our relationships with the community, our clients and our spheres mature and grow. It’s a constant transition and an organic process of growth.” They look at real estate as a tree. As you continue to do a great job, the roots go deeper, referrals come in, and it’s ultimately self-sustaining. Conrad and Emily plan to take care of their “tree” for a long time to come.

To learn more about The Steller Group, visit StellerRealEstate.com, call 720-593-9355 or email Contact@StellerRealEstate.com www.

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is proud to congratulate

Conrad Steller

on being featured for the state of Colorado in Top Agent Magazine!

msteller@marketplacehome.com

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http://www.marketplacehome.com

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MICHAELA VIARD You might say that Michaela Viard was born to be in the real estate business. A third generation Realtor®, Michaela grew up around the business that is now her full time passion. “Real estate is truly in my blood. I always knew it would be what I ended up doing, and two years ago I got my license and jumped right in. It’s really been the perfect fit.”

Michaela is with Signature Premier Properties, the agency co-owned by her mother, Kathy Viard. Signature Premier Properties was founded with a unique vision that focuses not only on clients, but the communities they represent, as well. Strategic expansion over the years has led to Signature Premier Properties becoming Long Island’s fastest-growing boutique real estate firm. Michaela not only loves the leadership offered to her at the firm, but the commitment the agency has to providing their agents with the guidance, tools and support to meet every client need.

Michaela is a lifelong resident of Northport, and primarily serves Long Island’s North Shore, including Northport, Huntington and Smithtown.

Michaela has already built up a strong percentage of referral business, and she credits her early success with her honest and clear communication skills. “I try and earn my client’s trust from the start. I’m very upfront and tell it like it is, and they seem to respond to that. People want to work with someone who offers that level of communication. I get to know my clients and their needs, and then based on that, I can create a customized strategic plan that focuses exactly on what will help us achieve those goals. I’m also very knowledgeable about the area. I attend open houses

every day, which helps me know the available market inventory for all investors, customers, and clients. I think that combination of professional and personalized service is what keeps people coming back.”

Michaela is always up on the latest industry innovations and is on the cutting edge when it comes to technology, making sure that her clients have every advantage available. “I also train with Brian Buffini and get a lot of insight through his program, most importantly how to maintain all of the wonderful relationships I build long after the active transaction.”

Michaela is actively involved in her community through numerous organizations and local charities. She is also a volunteer firefighter in East Northport, and outside of work that is something she devotes most of her free time to. When she isn’t working or giving back her time, Michaela enjoys spending time with her family, especially visiting her sister who has a new baby.

Michaela couldn’t be more thrilled with her decision to enter the family business, and looks forward to many more year of doing what she loves. “I just want to keep growing my business and help as many people as I can buy or sell their home. Real estate is such a wonderful business, it gives me flexibility to give back to my community and every day is different. I never know what new challenge the day might bring, and that keeps it exciting.

But being able to help people and have a real impact on their lives is what makes it all worthwhile for me. It’s very rewarding.”

To learn more about Michaela Viard call 631-902 - 0404 or email mviard@signaturepremier.com 14

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Bruce Silva is proud to congratulate

Michaela Viard

on being featured in Top Agent Magazine!

Bruce Silva | NMLS#15653 Bruce.Silva@MyCCMortgage.com (631) 260 - 2393 CrossCountry Mortgage, Inc. | NMLS#3029 6850 Miller Road, Brecksville, OH 44141 myccmortgage.com www.

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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 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.

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.

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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 responsibil16

ities 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 complete 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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CANDACE HAYNIE 17

CANDACE HAYNIE Top Agent Candace Haynie of Keller Williams Realty in Mount Juliet, Tennessee is a passionate Realtor who fully understands the value of providing top-notch client service. With a focus on professionalism, authenticity and communication, she has reserved a spot for herself among the most trusted real estate agents currently working in The Volunteer State.

A former pharmacy technician, Candace first began selling real estate part-time on evenings and weekends. “I wasn’t very successful doing it parttime,” she says. “I didn’t sell a single home for my first year. Then I sold two homes back-to-back. I gave my two weeks notice, went full-time and haven’t looked back since then.”

Working as a solo agent, Candace sells within a two-hour driving radius of Mount Juliet. With a business that is based more than 60% on repeat clients and referrals, she is clearly providing exceptional service and keeping her clients satisfied. “I would say it’s because I’m genuine,” she explains, “and I’m very honest.

When I’m working with a client, I generally act as if I’m buying the house for myself, as I look out for my client’s best interest.”

Candace takes great pride in always being available to her clients.

While many agents are notoriously difficult to reach, she makes it a point to stay in constant communication with her buyers and sellers. “I always answer my phone,” she says, “and if I happen to be with clients, I will always return the call as soon as I can. I also immediately return texts. It doesn’t matter what time it is. I think that goes a long way and my clients appreciate the quick response.”

An Accredited Buyer’s Representative (ABR), Accredited Home Stager (AHS), Seller’s Representative Specialist (SRS) and Certified Pricing Strategy Advisor (CPSA), Candace is conscientious about making sure each transaction proceeds as

smoothly as possible for her clients. A Premier Agent on Zillow, she has a perfect five-star rating comprised of numerous glowing testimonials.

Among them is this one, which perfectly illustrates the commitment Candace brings to her profession: “…I can emphatically say that Candace was by far the most professional and committed agent my wife and I have ever encountered. We were so impressed with Candace representing us as a buyer’s agent, that we will also be working with her as our selling agent to also sell our home. I strongly recommend Candace to represent anyone in the selling or buying of a home.”

Despite the financial rewards of her occupation, it’s the more personal side of the business from which Candace derives the most satisfaction. “I love seeing my client’s happy faces at the closing table,” she says. “It is incredibly rewarding to know that I helped these people. It’s just a very fulfilling experience that you couldn’t get at another job.”

When she’s not working, Candace enjoys spending time with her family and pets, and also reading crime thrillers. She is also active in her community, and volunteers for local charities that assist children and animals. She also donates to St. Jude’s Children’s Hospital and helps people with vet costs who couldn’t otherwise afford them.

As for the future, Candace is currently solidifying plans to open her own brokerage. “I have my Broker’s license,” she says, “and I’m working on building a team.”

When asked what advice she might have for those looking to enter the real estate industry, or for rookies, she replies, “I would say to never give up. You have to keep trying, and it will eventually take off. Always do the right thing by your clients and take the high road. You’ll be rewarded in the end.”

For more information about Candace Haynie, please call 615 - 499 - 3073 or email CandaceHaynieRealty@gmail.com 18

Top Agent Magazine Copyright Top Agent Magazine

Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach.

If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche.

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Despite the benefits of taking on a specialty, it’s still something that only a small percentage of Realtors® do, which means you have a great opportunity to get in on the ground floor in your area by being ahead of what is sure to be a looming real estate trend.

You want to claim your stake on the niche that best fits not only your passions, but something that fills a void in your market.

If this all sounds good to you, the next step is finding your niche! Here are a few things you need to consider:

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 19

In addition to creating a thriving business, finding a niche may even unlock a hidden passion. Does your area have a large historic home inventory? Are you passionate about helping first time home buyers realize their dreams?

Having a personal connection to what you specialize in is always a great way to start out. If you’re passionate about something, you’re almost guaranteed to have the work ethic it takes to have success in a niche market. Once you hone in on a niche, make sure the market data backs up your focus.

Another approach is changing with the market. If you’re truly an expert in a few areas of the business, it might be good to have sort of a revolving niche. In a down market you might specialize in short sales and foreclosures.

When things pick up, you may take your innovative approaches and start applying them to luxury homes.

Whether you take the consistent niche approach or the flexible one, it’s really all about figuring out what best suits you and your market.

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 20

are numerous demographics that truly need expert real estate advice. Be the one to fill it.

You can also focus on a particular neighborhood or gated community. Helping people navigate the ins and outs of a particular HOA can be a lifesaver.

Are you already serving a niche?

Of course, sometimes you may already have a niche and are unaware of it. Maybe you are already dealing with a lot of first-time homebuyers. Look over your sales records and see what might already be there, then make it official.

Figure out why you’re drawn to that area and then nail down the reasons you’ve excelled with that niche and use it to create a marketing plan and branding.

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you.

There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients.

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NANCY KEENAN Top Agent Magazine

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NANCY KEENAN Nancy Keenan’s path to real estate was driven by her love of art and beauty. After graduating from college with a degree in Fine Arts, she moved to Atlanta where she started painting murals professionally in people’s homes, as well as in schools such as the Pace Academy and other venues. “I was working in some luxurious homes and was amazed at how beautiful they were,” Nancy says.

Her work included some renovation; and clients were clamoring for additional guidance on colors, fabrics and furniture. Inspired by their questions and by the beauty of a well designed and decorated home, Nancy went back to school for Interior Design and began to work professionally in that realm. It was then Nancy realized that real estate was an exciting field that tied together staging, design and presentation of a property; and that her ability to make a property look its very best would give her a natural advantage in the industry. Eleven years ago, she obtained her real estate license and started working for Keller Williams. Though she began in 2007 when the market was at a downturn, she was very successful at building her business. “So when things started to turn around for the market as I whole, I really had a good base for my business,” she says.

Nancy now works as a solo agent for Keller Williams Peachtree Road serving the Northern part of Atlanta inside the perimeter.

She specializes in the Lakeside High School District. As a result of the expert service she provides, a staggering 90% of her business comes from repeat and referral customers. “I’m definitely someone’s realtor for life. I’ve moved some of my clients and their families several different times,” she says. What keeps her clients coming back at such a high rate? Nancy is both a licensed contractor in the state of Georgia and an interior designer, so she’s an expert at helping clients prep their houses, getting them in great condition to maximize the price of the sale. When she works with buyers, she has the knowledge needed to help them “cost out.”

The level of service she provides her clients is unsurpassed. “I’m always available,” she says. Perhaps most importantly, Nancy’s main motive is to support her clients. “My focus isn’t on the sale.

My focus is helping my client move to the next chapter, whatever that means for them,” she says. Her clients respect that she’s an

expert in Atlanta real estate and know she will pay attention to every detail along the way.

Nancy develops such a strong rapport with her clients that it’s easy for her to stay in touch once the transaction has closed. She stops in for a visit during the holidays, sends personalized cards or thoughtful gifts and reaches out via text or phone when she’s thinking of them. “I have quite a few friends who I met when they were my clients,” she says with a happy smile.

To market listings, Nancy hires a high quality professional photographer. For some listings she has videos made as well. She puts all listings on the MLS. But her greatest gift in marketing a listing is her ability to give a potential buyer all needed information on every aspect of the house. “Using my sales skills and knowledge is more important than any advertisement I could run,” she says. Her clients remember that Nancy has a gift for making the entire experience as fun as possible. They feel cared about and cared for throughout the process. What Nancy loves most about her job is helping her clients find a home environment that supports their happiness. This focus on her clients’ happiness has resulted in a thriving business. Last year Nancy did just under $10 million in sales.

To give back to her community, Nancy is active with a nonprofit called the Eating Disorder Information Network (EDIN), as well as Children’s Healthcare of Atlanta. She’s a member of the National Association of Realtors, the Atlanta Board of Realtors, the Greater Atlanta Homebuilders Association, and the Professional Women’s Association of Building. She’s also working to help develop a co-operative living community for adults with Autism. In her cherished free time, she dances with a small dance troupe at a local studio, and she loves decorating and redesigning her own home.

For the future, Nancy plans to continue growing her business by doing more of a blend of renovation and real estate, particularly for older homes. As a legacy, she’d like to purchase and protect a bit of woodland in her area. With her passion for her work and her drive to help her community, she’s sure to make those dreams a reality!

To find out more about Nancy Keenan, you can contact her by phone or text at 404.275.1181 or by email at nhkeenan@gmail.com.

You can also check her out online at harrisparkhomes.com. www.

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Every Player is Valuable: How to Boost Your Team’s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly.

Even a task that seems simple, such as answering phones, can be overwhelming at Top Agent Magazine

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious.

Here are some things that you can do to increase morale and productivity in your workplace: 23

While it’s important to point out when an employee is doing something wrong, it is equally – if not more – important to acknowledge when that employee is doing something right.

1

While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team.

An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

2

Determine what all of your employee’s goals are, and what their expectations for growth might be. There may be lower level employees who are perfectly content doing what they’re doing, and who have absolutely no expectations for growth in your business. Others, however, may have an interest in moving up the ladder. Make it your business to determine this early on, and try to take a personal interest in your employee’s growth with your company. Knowing there is room to grow is an important factor in employee satisfaction, and knowing who wants to grow and who

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doesn’t is something you should be aware of. Groom from within, and your employees will be grateful and work harder.

3

If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too.

Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees.

Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit.

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OLGA MAYAYEVA

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OLGA MAYAYEVA How did Olga Mayayeva become a rising star in real estate in Queens? Olga earned a bachelor’s degree in Marketing from Baruch College, Zicklin School of Business. She then obtained her real estate license in 2007 and works with Exit Kingdom Realty in Forest Hills. Though she specializes in the borough of Queens, she serves all of New York City. Due to the amazing service she provides, a huge percentage of her clients come from repeat and referral business. Every single past client who has decided to sell the property they bought with Olga as their buyers agent has hired her as their listing agent this time.

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Contact me today for a no obligation consultation.

OLGAMAYAYEVA

Cell: 718-781-3074 • Office: 718-268-8868 Search the MLS by visiting www.RealtorOlga.com

Email: info@RealtorOlga.com

What keeps her clients coming back? They appreciate her expertise and her professionalism. She’s not pushy but honest and works closely with her buyers to make sure they are guided to find their dream property. She communicates with them during every part of the transaction. She has a deep knowledge of the market conditions and zoning regulations in Queens; and her negotiation skills are stellar.

Olga also has a talent for working with people. Before moving to the United States, she had a career as a nurse. “In real estate, much like in the medical field, people are undergoing important life changes.

I get to be there for them and look out for their best interests.” She has a natural compassion for people that allows her to ease any anxiety that might come up during the process of buying or selling a home. “Buying or selling real estate doesn’t have to be stressful,” she says. “It can be a smooth transaction.” Olga makes sure the process is as easy and stress-free as possible and goes above and beyond to be of service to her clients.

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Olga’s degree in marketing gives her a cutting edge on marketing listings. “I have to be very creative,” she says. “In our profession, your marketing really needs to standout.”

She hires a professional photographer to take high quality photographs and creates an online interactive floor plan.

For high-end properties, she recommends 3D real estate virtual tours, which offer an online experience for homebuyers to move through a property and see it from any angle. Olga says technology expands the pool of prospective buyers by allowing them the convenience of previewing properties from the comfort of their home.

What does Olga like most about her real estate career? “It’s about helping people. I enjoy building a relationship with my clients and guiding them through this journey.” Olga stays connected with her market and clients through direct mail campaigns, holiday postcards and always reaches out during the year with important market updates.

Olga’s office is located in the community where she lives so she stays involved with local schools and community events. She and her company gladly support the Forest Hills Little League & Cub Scouts and donate a portion of their profits to Habitat for Humanity.

In her cherished free time, she loves to travel and explore different cultures and countries. “After real estate, travel is my passion,” she says. For the future, she plans to continue her work in real estate and grow both her business and her client database. “As a Certified Luxury Home Marketing Specialist, I would love to expand my high-end luxury properties portfolio,” she says. With her incredible skills and caring attitude, she’s sure to make that goal a reality.

718.781.3074 THE NEIGHBORHOOD REALTOR! To find out more about Olga Mayayeva, you can go on: RealtorOlga.com www.

or contact her via email at info@realtorolga.com or by phone at 718-781-3074.

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3 Ways Joining a Professional Organization Can

Make Your Business Better Any real estate professional worth his or her salt knows that relationships are everything in this industry. Of course, it’s essential to cultivate connections with your in-office colleagues and your clientele—but there’s even more to be done when it comes to building meaningful professional relationships on a larger scale.

How can you make the most of your sphere of influence? The answer lies in professional organizations.

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These institutions vary in breadth and scope— from the local chamber of commerce and state-level organizations geared toward young professionals, to nationwide groups like the National Association of Realtors. No matter which avenue you pursue, these organizations and the professionals therein can add tremendous value to your business and professional repertoire. Not quite convinced? Consider a few of the benefits below to understand how just how influential a professional organization can be when doing business in the modern marketplace.

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1. Expand your skillset.

It’s hard to argue that continuing education and professional development aren’t worthwhile causes. One of the little-known values of joining a professional organization is that there are countless opportunities to boost your talent through free or subsidized skill-building events, workshops, and speaker series. Seminars, coaching events, opportunities to volunteer, and conferences are just a few more ways that professional organizations put you in the right position to learn from others, or advance your understanding of the industry. In real estate, staying ahead of the curve is crucial to the longevity of your business. By joining a professional organization, you’ll not only have the chance to learn from industry veterans, but to also take advantage of indispensable resources that set you apart from the real estate pack.

2. Simplify your networking experience The obvious benefit of joining a professional organization is the chance to meet and network with fellow agents and industry pros.

But, have you ever considered how commonly networking comes into play in the real world? On the local and state level, the real estate scene isn’t as big as one might imagine.

This means you’ll cross paths with all sorts of agents, lenders, home inspectors, title company representatives, contractors, developers, investors, and more. Positioning yourself within a professional organization not only fortifies your reputation to the outside world and to those in your industry, but it also makes it easier to strike up conversations or navigate deals. How so? A professional organization 28

creates a baseline of common knowledge and trust when doing business with those inside or aware of your organization. Likewise, when reaching out to an agent or lender who you’re not familiar with, you can mine your professional organization for related contacts that give you a sense of who you’re doing business with or how to make the transition progress smoothly.

3. Utilize a support system While advancing your career is a worthwhile motive when joining a real estate professional organization, also consider the mental benefits of fellowship with industry colleagues and local entrepreneurs. Rather than carting your anxieties home at the end of the day, you can lean on professionals moving through the same ranks. What’s more, you can turn to others in your industry for advice, commiseration with frustrations, or help sourcing a solution for a particular problem they may have experienced and overcome in the past. Even talking shop with likeminded pros can relieve stress and refresh your perspective—perks that are just as valuable as an updated contact sheet.

The old saying stands true: if you want to go fast, go alone; if you want to far, go together.

In that vein, professional organizations can make all the difference when it comes to a career that doesn’t burn out. Try connecting with a professional organization that you find inspiring—whether its mission is focused on volunteer work, industry developments, or peer mentorship. No matter which path you pursue, remember that no man is an island and the benefits of joining a professional organization can transform you and your enterprise for the better.

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JEN NOWAKOWSKI

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JEN NOWAKOWSKI Top Agent Jen Nowakowski of The Danberry Co., Realtors in Perrysburg, Ohio brings to the real estate game an enthusiastic, authentic and energetic approach that has inspired both gratitude and loyalty in her many grateful clients. Her strong background in new construction and design, coupled with expert negotiation, exceptional communication and cutting-edge marketing have firmly established Jen as a Realtor who can be trusted to guide her clients confidently through the often-convoluted transaction process.

Jen began her career in real estate working for a builder, both designing and selling new construction. “I did that for several years,” she says, “selling and helping to design custom new construction homes. I just felt that selling existing real estate would be a better fit for me, because I have small children and I could make my own schedule. I was ready to go out on my own and have my own business.” Since making the switch, Jen has seen her business grow exponentially year after year.

Nearly all of Jen’s business is based on referrals from satisfied clients. “I think my clients appreciate that I have a background in design,” explains Jen, “so I know my stuff. I’ve always had a good eye for interior decorating and style. They trust my sense of style and opinion when I make design recommendations.”

Jen’s clients appreciate the fact that she is consistently available to them to answer any questions or provide any necessary guidance. “They appreciate that I’m always available,” she says. “I’m very patient, I’ve shown some clients homes for an entire year. I think I’m somebody that people meet and I’m able to gain their trust very quickly. I listen to them.

Most of the time, they have seen my social media and they know that I will work hard for them. They know I will market their home properly to sell quickly and for top dollar. My clients are trusting me with one of the biggest investments of their lives, but I also do my best to make the process fun. I take the stress out of it. Most of my clients end up becoming my friends.”

clients just to let them know that I am thinking about them. You need to have a balance of classic and tech.”

When Jen isn’t working, she loves nothing more than spending time with her husband, Aaron, and two children, Liam James and Isla London. Jen says, “My family is always first. I have built my entire business around them. I have negotiated contracts on the beach, at baseball games, even in other countries...I make it work. Everything I do is for my two kiddos.”

She is an avid traveler, and fully lives by the philosophy that “you only live once”. She and her husband also recently purchased a boat and enjoy their free time on the water. She is adamant about giving back to her community and chose to work for a brokerage with that same philosophy.

She is active in The Danberry Co.’s charitable activities, including The Danberry Treasure Chest. The most recent 2017 auction raised $136,500 for the Toledo Children’s Hospital.

As for the future, Jen’s plan is to continue growing her business and sharpening her brand. “I don’t want any of my social media or marketing to look like anyone else’s. I’m authentic and I want my brand to reflect that.” she says. “I like polish. From my sense of style, the way I present myself, to the wording of my marketing materials, I am definitely a perfectionist. A lot of thought goes into everything I do.”

Though the financial rewards of her chosen profession are considerable, it’s the more personal side of things that provides the most satisfaction for Jen. “I love helping people,” she says. “With everything I’ve done in my life, my goal has been to be the best part of somebody’s day. I love being a day-maker!” Jen also enjoys the positive feedback that she gets from other women whom she is inspiring to make their dreams come true. “One of the most surprising and wonderful things that have happened in my real estate career is that, completely by accident, I became this “Girl Boss” role model. I get excited by women supporting other women instead of tearing them down. I have inspired other women to be bold and get their real estate license, leaving the comfort of a 9 to 5. I get messages all the time from women telling me that I have inspired them to pursue their dreams. It’s an incredible feeling and also so humbling.

I love the feeling of being a successful, driven woman and I love the hustle of our industry. And, if I can do it, then other women can, too.”

Jen, a Premier Agent on Zillow, has a perfect five-star rating on that site, comprised of a large number of positive reviews. Among the many testimonials is this one: “Jen was amazing to work with! As a potential first time homebuyer I didn’t understand the process and wasn’t even sure if I was ready. I reached out to Jen when I wanted to look at houses and she never pressured me. When I found the house I wanted to put an offer on Jen helped me through the process from start to finish and was always there with any questions I had! My first time home buying experience could not have been better and I couldn’t have done it without her.”

Jen, who utilizes the tagline #NotYourAverageRealtor, is an adept marketer of her properties. “I’m very heavy on social media,” she says. “I do Facebook, LinkedIn, and Instagram. A lot of my marketing is through social media. That’s where I get the majority of my business. I’m progressive but also old school. I love to send handwritten cards to my 30

For more information about

JEN NOWAKOWSKI,

please call 419-699-9569 or email JNowakowski@danberry.com Copyright Top Top Agent Agent Magazine Magazine

Modern Email Etiquette for Today’s Agents In today’s tech-forward culture, consumers are constantly inundated with promotional emails, alerts, invites, and social media blasts. As a real estate agent or a loan officer, how do you stand apart from the noise? What’s more, how do you stay relevant in a digital landscape that’s constantly changing?

For starters, there are a few timeless techniques you can apply to up your skillset when it comes email and digital communication: asking questions that Top Agent Magazine

inspire conversation, politeness, and following up regularly—to name a few. Likewise, there are surely new tricks you can add to your arsenal to stay ahead of the curve. Let’s outline a few ways you can refine and update your email etiquette to compete in today’s virtual marketplace.

Make your subject line count Too often, we labor over the content of our emails without giving much thought to subject lines.

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Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity.

However, these little headlines can go a long way in luring the consumer to open your email and ultimately click through to your website in search for your services. An enticing subject line should be short and sweet, ideally less than fifty characters.

You might also include the name of the recipient, and be up front (though concise) about the subject matter of your message. Remember: the first thing a client will see is your name and subject line—be sure to make this prime real estate shine.

Think mobile Research tells us that 79% of Americans check their phones within fifteen minutes of waking up. In fact, much of modern day correspondence occurs by smartphone. Accordingly, you’ll want to account for email readability on a mobile phone.

For instance, incorporating paragraph breaks for each new thought allows information to be parceled out in a palatable way for readers utilizing small screens. Also, any sort of graphic flair or links within your email should be shortened and streamlined for mobile consumption. Send yourself an email every now and again and access it from your phone—you’ll be able to double-check that all the elements of your emails are working well on a mobile platform.

Incorporate email tools There are excellent tools out there to enhance your email experience. With just a quick download, 32

you can add spellcheck, a URL address shortening feature, or a delay option that holds emails for thirty seconds before they’re sent. Think about the possibilities! Haven’t you sent an email without including the attachment you intended, or realizing you sent correspondence to the wrong client? If that’s the case, a delay feature can help you save face and build in a window for error— just in case. Regardless of which tools speak to your email habits, there are plenty of add-ons out there that can revamp your digital correspondence style.

Use email to maximize your online presence These days, there are plenty of ways to communicate—email, text, phone, apps, and social media.

When you interact through email, consider it an opportunity to invite your client to follow you elsewhere online. Ensure that your email signature includes unobtrusive, streamlined links to your social media accounts, professional website, or review page. This will build in an opportunity for clients to engage with your brand, and you may even add an online follower for the long term.

Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. Keep these approaches in mind as you reenergize your email technique and fortify your communication in the digital era.

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MICHELLE SWEENEY

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MICHELLE SWEENEY Michelle Sweeney worked in the dental industry for eighteen years, but when her husband, a Senior Chief Petty Officer in the United State Navy, was serving in Kuwait, she knew she had to take a step back and care for her three growing children. Eventually, when the time came to return to her work, Michelle began eyeing a new horizon. She’d always had an interest in the world of real estate and was finally ready to take the leap.

“It was one of the best things I ever did,” she remembers. Now, nearly eight years later, Michelle has built a business grounded by integrity, professionalism, and people-centric service that delivers results.

Primarily serving the Pennsylvania regions of Luzerne County, Lackawanna County, and Wyoming County, Michelle mostly spearheads her work solo. With 80% of her business generated by repeat and referral clientele, she’s established a proven track record when it comes to the buying and selling processes. What sets her apart from the average agent? For starters, Michelle prioritizes personalized relationships and authenticity as she guides aspiring homeowners, abiding by the Golden Rule all the while. “I care,” she says. “I treat my clients as I would want to be treated and I consider every transaction like it was my own.”

Accordingly, keeping in touch is a foremost focus for Michelle, and she takes to social media to stay connected with those she’s served in the past, following each family’s milestones as the years progress.

home: “Michelle was our Realtor for the sale of our homes in Wilkes-Barre. It was immediately apparent that she puts a lot of effort into her listings. She was always available to answer our questions and she made the process smooth from start to finish.”

When it comes to listing properties, Michelle combines the best practices of both print and digital marketing. Professional photography regularly accompanies listings, while exposure in local print publications and home magazines ensure a wide reach to source the ideal buyer. Of course, listings also enjoy visibility among the leading digital listing platforms online. Though client testimonials and her near-decade of experience speak to her capability as a real estate professional, Michelle also cherishes her relationships with clients and the ability to support her community one buyer and seller at a time. “I like helping people,” she reflects. “I like helping buyers find their dream home, and I like helping sellers sell their home for whatever reason they may need. All in all, I like to see people satisfied.”

Considering the majority of Michelle’s business is driven by praiseworthy word-of-mouth, her reputation stands on its own. All the same, here’s what some of Michelle’s clients are saying about their experiences working alongside her:

To lend that same spirit of service to those in her local community, Michelle serves as a volunteer cheerleading coach for her daughter’s junior high squad. She’s also engaged in her professional community on a national, regional, and local level through the National Association of Realtors, the Pennsylvania Association of Realtors, and the Luzerne County Association of Realtors. In her remaining free hours, Michelle most enjoys spending quality time with her family, particularly her husband Sean, and their three children: Justin, Gabrielle, and Ashley. She also enjoys going for walks and reading.

“Michelle was wonderful from beginning to end. She knew what we were looking for and helped us find exactly that in our price range.

Michelle was available throughout this entire process and made difficult things easier. She offered to help every step of the way. I would highly recommend her.” Another satisfied client comments on Michelle’s much-appreciated accessibility amidst the sale of their

Looking ahead, Michelle shows no signs of slowing anytime soon. Her biggest ambition is to continue growing her thriving business by $2 million in sales volume, year-over-year—a worthy goal. Now, with a nearly eight-year reputation for high caliber service and a steadfast commitment to her clients’ successes, boundless promise awaits for Michelle Sweeney.

To learn more about MICHELLE SWEENEY visit classicproperties.com, e-mail MichelleSweeney@comcast.net, call (570) 371 – 1567, or visit her Facebook page here. www.

https://m.facebook.com/MichelleSweeneyClassicProperties/

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Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes.

Try and catch yourself when you’re wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is.

You don’t want to be running on empty when it really matters.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things.

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never thought were possible.

The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require self-reflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them.

Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE MORE POSITIVE

BE WILLING TO LEARN

Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver.

This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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EXCELLENCE IN SOCIAL MEDIA CONGRATULATIONS

ALEX LEE ERA Cornerstone Realty

CHRISTERPHER JONES Champions Real Estate Group

to the following real estate agents and teams!

ALEX URBANO TAFOYA First Valley Realty

They were identified as a TOP SOCIAL MEDIA EXPERT for their state!

ALFRED ZAMUDIO Berkshire Hathaway Home Services Ca. Properties

The qualifications for this honor are based on real estate agents who are active on social media and that share good information about their community and the homes they have available.

ANEL PERALES Keller Williams Advantage

DANA GREEN Pacific Union

ANGELA GIACOBBE Ultima Real Estate

DEE PARDUE NextHome Realty Center

ASHLEY JOHNSON Kibbe Stockwell Properties

DENNIS M. CRAIG KW Realty Redlands

BILLY HOBBS Entire Real Estate LLC

DERRICK MILLER JB Goodwin Realtors

BRADFORD COFFMAN Briggs Freeman Sotheby’s International Realty

DIANE KINK The Kink Team

CHAD SCHULIN Briggs Freeman Sotheby’s International Realty CHRIS TEBBUTT Berkshire Hathaway HomeServices California Properties

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ELENY-LY RUIZ Houston-Key Home Realty Inc ELIZABETH & JOHN FINLEY Del Mar Realty Associates GRACE AVILA Home Team of America

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HANK GREER Reliable Realty Inc. JACK RYDER Pacific Union JENNIFER POTTER Coldwell Banker, APEX JESE GONZALEZ ClearView Realty JESSICA ADAME Keller Williams Realty JIM McINERNEY Pacific Sothebys International Realty JONATHAN GAONA Lubbock Real Estate Group JULIE WYNNE Coldwell Banker Residential Brokerage KARLA DAVILA KS Group at Remax New Dimension KENT HEBISON Keller Williams Lubbock KIRK WILLIAMS UTR - Texas Realtors

LEA OCHS Ochs Realty Group at Fathom Realty, LLC LEAH ROLEN Keller Williams Realty LOUISE BELL Saddle Realty M’LISSA & JEANNETTE The Realtor Family with Realty ONE Group MARC FOLLOWWELL The Followwell Property Group at Keller Williams Realty MARIA LEON Excellence RE Real Estate MATT WANDERSEE The Brooks Team at Re/Max Four Corners MEGAN BOCK Walsh & Mangan Premier Real Estate Group MICHELLE CALKINS Coldwell Banker Sky Ridge Realty MORGAN DULAK Tarbell Realtors NICK IALACCI Douglas Elliman Beverly Hills

RANDI RICHARDSON Diamond Realty & Associates REBEKAH DUGGER HBS Real Estate RICARDO CARRILLO Quality Real Estate RYAN KUTTER Connect Realty SARAH CLOUD eXp Realty SARAH POLLEY Coldwell Banker Sky Ridge Realty SETH MUENZER Pierce Real Estate SHAWN McCANN Signature Real Estate Group SHERI WELLS The Wells Team at Keller Williams Realty STEPHANIE YORK Real Estate Broker STEPHEN UDOFF Pacific Union International - Malibu

LANE FARR ERA Cornerstone Realty

PAUL KAPLAN The Paul Kaplan Group, Inc.

SUSAN FLORES Keller Williams Realty - El Paso

LARRY BAMMER The Bammer Group at Star Estates

RACHEL ALLEN Rachel Allen Real Estate at Empire Industries

SUSSAN ROUHAFZA Keller Williams Realty

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ALEJANDRO AVILA Alejandro Avila hadn’t initially considered a career in real estate, when an unforeseen circumstance set him on the path.

It was while he was helping his dad out, that he found what is now his passion. “My dad has been a successful Realtor® in Yuma, Arizona for 14 years.

When he was hospitalized, I jumped in to help him with his business and got my license. I was selling houses almost immediately and was pretty much hooked from the start.”

Although he’s only been in the business a short time, Alejandro is already a rising star in the lucrative Phoenix area real estate market. His dad and his brother, dominate the Yuma area, and they are a constant referral source to one another in their markets. Alejandro is currently with HomeSmart and sells all over the Valley, as well as in Yuma.

Alejandro’s business has really taken off since starting, and he credits his communication skills and strong work ethic as being some of the keys to that early success.

“My main thing is treating every client with respect and really listening to them and what their needs are. Then I work hard to make those dreams come true. I’m pretty young and people are surprised by my maturity. I’ve gone through a lot in my life, so I think the maturity comes from that, but I have a lot of energy and enthusiasm as well. I always make myself available to my clients no matter what. They know they can always count on me to pick up the phone. I’m there for them 24/7 and that’s one of the reason they feel comfortable recommending me to their friends and family.”

Alejandro builds strong relationships with his clients, and really goes to great lengths to maintain those relationships as well. “I really care and check in on them as much as I can. It’s a great feeling when they invite me to their homes after the transaction is over. We become friends.”

Alejandro is actively involved in his community and wants to find even more ways to give back in the coming year.

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One cause that is particularly close to his heart is supporting the local hospital where his daughter spent time after she was born. “My fiance and I go as much as we can and offer our emotional support to parents who are going through what we went through and oftentimes even more difficult situations. We just try to do whatever we can to comfort them during what is an incredible stressful time.”

After a difficult few years dealing with family illnesses, Alejandro values time with his family and spends as much time with them as he possibly can.

Alejandro couldn’t be more thrilled with his decision to join what is now almost the family business, and has big plans for the future of his career. “My dad is number one in Yuma and I would love nothing more than to match all of his sales and production achievements. We’re all lovingly competitive. I had a lot of people tell me that I was too young to make this career happen, but I believed in myself and worked really hard, and I’m just so grateful to have found a career that I love doing every day. There really is no better feeling than knowing that when I come to work I get to make a difference in people’s lives.”

To learn more about

ALEJANDRO AVILA call (928) 785-2960 or email aavila@hsmove.com Copyright Top Top Agent Agent Magazine Magazine

7 Simple Tips that are Proven to Help You Stay Ahead of the Competition So you’ve created a successful business, congratulations! You probably did it by providing an unsurpassed level of customer service that not only meets customer expectations but exceeds them in a way that has made you stand out from the rest. As anyone can tell you, starting a successful business is not easy.

Now comes the even harder part. Not only sustaining that high level of performance, but continuing to grow and outpace the competition. There is no resting on your laurels in a competitive business market. Companies that stay successful for the longterm, make an active effort to keep on top. Here are just a few ways you can do the same.

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1. Know the competition It’s not enough to know what you excel at or what makes you unique, you need to know what your competitors are offering that makes them stand out. This serves two purposes: it will allow you to more clearly define your differences, or it may help you identify an area that you hadn’t considered before, opening up a potentially new way in which you can excel above the rest.

2. Know your customers You might know your clientele very well, but as economic conditions change, so does your

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customer’s needs. What might have been a priority a year ago, won’t be if we are in the midst of an economic downturn, for example.

As a business owner you should always be evaluating your strategies in every area constantly, knowing what your customer wants and needs from you is key. In fact you should be using your expertise to analyze potential market changes and anticipate those needs to stay ahead of the curve.

3. Have a strong understanding on what makes you unique Once you accomplish the first two, you should have a clear idea of what unique advantage you offer people. This needs to be clear to everyone, so you can then take that idea and run with it. Find your niche and then market yourself with a focus on that idea. If you have a clear thing you’re selling, it is well worth the investment to market yourself to the hilt with that in mind.

5. Think like your competitors One way your competitors looks to gain customers is by potentially taking yours. It goes without saying, you don’t want to let that happen. You’ve probably built great relationships, so really maintain those relationships by not only providing great service, but service that truly goes above and beyond. Find ways to give more to your customers. You might even want to start offering surveys, where your clients can tell you exactly what they’d like to see.This makes your clients not only feel heard, but blown away when you implement any changes they suggest.

6. Look for untapped markets Don’t settle for maintaining what you have, there could be untapped markets out there.

If you don’t get to them, your competitors will. So even if they come eventually, hopefully you’ll already be the dominate force in that market.

4. Keep up to date

7. Be a great boss

This goes for everything from technology to systems, marketing, and even your own personal image. If you have a brick and mortar location, you want to also keep things looking fresh and modern there, as well. First impressions are important for a reason. Everything about your business should tie into your marketing and branding. What are you selling and does everything line up to support that, from your business cards to your social media pages. Remember the key to branding and marketing is a consistent message.

One of the best things you can do to keep ahead of the rest, is by being a company where top talent and motivated newcomers want to be. Be the company that offers more than a competitive paycheck. Be a place that fosters talent, and offers scheduling and compensations packages that appeal more to people who think outside of the box. This will attract more innovative thinkers who value flexibility. Not only will you benefit from their talents, more importantly, your competition won’t.

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MARCI BURGOYNE Known for being up-front and open but compassionate, Marci Burgoyne has gained a loyal network of clients and friends in the East Valley of Phoenix since 1999. With a primary focus on Chandler and Gilbert, plus Sun Lakes, Queen Creek, Mesa and Gold Canyon, Marci combines her love of homes with her education in accounting and an interest in law to provide clients a holistic approach to making real estate dreams come true. Marci discovered her eye for homes when her husband, who is a builder and a mortgage loan officer, began some custom home work after their move to Arizona from the Midwest. “I love visualizing what can go into homes and how to make them better,” she says.

Marci’s online reviews paint a picture of an agent who is eager to listen and understand each buyer’s or seller’s needs while guiding them and educating through the process. “I have a problem-solver mindset,” says Marci. “I am constantly looking at each transaction from the perspective of how it can benefit my client and how I can negotiate the best deal based on the marketplace.” Because she has been through so many transactions since 1999, she can identify potential stress to the buyer or seller before it even happens. “I like the fact that I’m able to offset a lot of that for them,” she says.

Following Marci’s expertise with preparing the listing to show at its best and detailed descriptions of a property’s unique features, beautiful photography and video tours create ideal packages for online advertising. “Because 98% of buyers are finding homes through the internet, I have a significant budget for online advertising,” says Marci. “My listings are all over the top-ranked real estate websites.” Her sellers appreciate that her listing photographs tell a story and give buyers a true sense of a home’s feel.

Even more critical to a favorable sale is Marci’s keen understanding of the market. “I watch the market constantly, making

sure I understand the ebb and the flow and all inventory,” she says. Her knowledge and experience translate to success for sellers who want to price homes strategically and for buyers who are new to the area or want to better understand market trends before a local move or investment.

“I am able to put them in an ideal position when negotiating for them.”

Marci’s clients appreciate the value she provides during and after transactions. She makes herself readily available any time. “Even if they’re not selling or buying, they call me!” says Marci, who enjoys the fact that many clients become friends.

“They’ll call to ask questions about their house or the market or any number of things,” she says. Although she typically answers or returns every call quickly, in the rare event that she is not able to respond immediately, her full-time assistant is there to ensure that every client is taken care of when they need help.

While Marci’s individual team consist of herself and her assistant, her brokerage includes eight other agents, each of whom is an independent producer. She has enjoyed her boutique brokerage thus far for the flexibility it has allowed in raising her family and enjoying family activities like snow skiing as well as supporting local schools and kids’ sports. “But now that two of our four kids are off at ASU, I’m planning to keep growing as an agent and a broker by adding more good agents,” she says.

As she does so, she will ensure that each new agent believes in the importance of getting to know clients and their unique needs. “I like to learn what my clients’ real estate goals are and then take it upon myself to achieve those goals as if they were my own,” says Marci. Her goal, after all, has always been to go above and beyond in ensuring that no client settles for anything short of their desires.

To learn more about Marci Burgoyne, visit crownkeyhomes.net, email marci@crownkeyhomes.net, or call 480.332.3300 www.

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TERRI CHRISTIE Terri Christie has spent much of her adult life in love with real estate, from the purchases and sales of her own family’s homes to helping families find or sell their homes. “I actually used to get depressed when my husband and I would finally find a house, because we’d have to stop searching!” she says. Her real estate career followed 24 years as a stayat-home mother who homeschooled her three children until college and previously worked as a physical therapy assistant. “But one day I said, ‘I’m going to reinvent myself and do something I love,’ so I went to real estate school and became an agent.”

Covering the Greater Triad region of North Carolina since 2015, Terri is a proud agent of Keller Williams Realty Elite out of Winston-Salem. Within a year and a half of entering the business, she formed a team consisting of herself, an administrative assistant/ transaction coordinator, and a buyer’s agent. She values the Keller Williams culture, which she says promotes teamwork and collaboration for everyone’s success, with the goal that every client and agent in a transaction comes away happy.

“Jaw dropping service” inspires Terri’s clients to refer others to her. “They appreciate my prompt communication,” says Terri. “I answer every call unless I’m with a client, but people know I’ll call them back within an hour.” Meanwhile, negotiations are fun for Terri. “I get top dollar for their house or the lowest price if they’re buying,” she says. Beyond service and attention to detail, however, Terri genuinely enjoys treating clients as if they are family and helping smooth the way for them. She makes every transaction as stress-free as possible by anticipating any bumps and finding immediate, creative solutions.

As a result of the personal connections she nurtures with clients, people say Terri becomes their friend. “I think that’s pretty cool!” says Terri, who is Facebook friends with many of her clients. “I’ll

email, text and call past clients or stop by and see how they’re doing if I’m in the area,” she says, adding that she still goes to dinner with her first clients. Furthermore, Terri’s commitment to work in her clients’ best interest distinguishes her, whether for an $80,000 sale or an $800,000 sale.

“I work hard every day to find solutions to problems, to find buyers for my sellers, and to find houses for my buyers.” With listings, she always uses professional photography and takes full advantage of the Keller Williams online syndication to several hundred websites.

“I write detailed descriptions for every picture, so people don’t have to guess what the picture represents.” She produces postcards and flyers, which she delivers by mail and by door-knocking, in addition to conducting comprehensive, successful open houses and networking with her sizable database of prospective buyers. “But most important is that I price the house to sell while still bringing sellers top dollar,” she says. “You’ve got to have skills in market analysis, interpretation and pricing.”

Locally, Terri, her husband and their three grown children are active in supporting the homeless and people living in transitional facilities, serving meals and donating supplies. She’s been passionate about these causes since long before her career as a REALTOR®, so it only fits that while selling homes, she gives back to those in need of a fresh start. “I also love adopting dogs and am exploring how I might able to benefit local animal shelters through the business,” she says.

Terri aims to expand her business, doubling the number of people she serves each year, and putting new systems in place to help it run as a self-sustaining machine. A living example of how a business thrives through relationship-building, Terri also hopes to get into teaching and training other agents, even outside the newcomers to her office. “I’d love to share my experience by teaching at a real estate school in addition to selling real estate. I still remember what it was like to be coming in with no idea how to get started,” she says. She also knows what it takes to succeed and grow.

To learn more about Terri Christie, visit thechristiehometeam.com or go to Facebook, email terrichristie@kw.com or call 336.413.6328 www.

https://www.facebook.com/terri.millerchristie

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ANNA CIANO-HENDRICKS Anna Ciano-Hendricks grew up in a family where real estate was always front and center. Her father was an investor and landlord, and Anna herself bought her first triplex after graduating from high school. She always had a passion for flipping and investing, so when she decided to earn her license in 2009, the transition to becoming an agent was natural. Now, nearly a decade later, Anna has established herself as a fixture in her community, capably guiding the area’s aspiring buyers and sellers as they embark on a new milestone.

Anna was born and raised in Portage County, and Northeast Ohio remains her primary service area. Based in Kent, Anna is the number one sales agent in her zip code and the number two agent in all of Portage County by sales. Likewise, she’s been recognized by her banner company, Century 21, as a Homestar sales leader and a recipient of the C21 Masters Ruby Award, the C21 Masters Diamond Award, and the C21 Double Platinum Award. Anna has also earned several designations over the course of her career, including as an Accredited Luxury Home Specialist, a Fine Homes and Estates Specialist, and a Certified Luxury Home Marketing Specialist.

Today, she serves as the head of the Ciano-Hendricks Realty Group, and a sizable portion of her business is driven by satisfied repeat and referral clientele. At the heart of Anna’s success is a commitment to community, professionalism, and serving as wise counsel for her clients. To do this, Anna maintains an honest, straightforward approach that ensures transparency throughout a transaction. “I’m extremely honest and up front with my clients, even if it’s not exactly what they want to hear,” Anna says. “I’m all about full disclosure, great customer service, and always being accessible.” What’s more, Anna takes an active role in her local community, from highlighting area businesses on her social media platforms, to hosting a twice monthly video blog called “Selling Ohio,” set among Portage County’s businesses and featuring home improvement tips.

To keep in touch with her ever-growing network of clientele, Anna’s interactions come naturally. It’s not uncommon to be invited over for a party, or to meet up for dinner with past clients who often become

friends. Anna does her best to make time for face-to-face interactions with her sphere, but she also distributes a monthly newsletter or touches base monthly to stay top-of-mind with those she’s served in the past. When it comes to marketing properties, Anna cites Century 21’s intrepid marketing platform as a major driver of her success to date. This includes customized websites and distinctive URLs for each listed property, as well as videography that heads to the web for an immersive listing experience. She also uses her creative eye to help stage properties prior to professional photography, which always showcases homes in their best light. Anna also completes pre-sale efforts that drum up interest leading up to a home’s official listing.

A week before a home heads to market, Anna promotes property visibility through Facebook Live videos, social media coverage, and word-of-mouth intrigue.

To give back to the community that she and her family have always called home, Anna is active in the Animal Protective League of Portage County. To every buyer and seller she works with, Anna offers to cover the adoption fees if they’re looking to add a pet to their family. Likewise, she sponsors a shelter animal monthly and promotes adoption efforts through her social media platform. So far, her promotional efforts have always been successful in sourcing a forever home. She regularly contributes her resources to local school fundraising efforts, and she and her family recently pitched in to help fund a new community center in the area. In her free hours, Anna most enjoys quality time spent with her husband, children, and loved ones. She also enjoys traveling, heading off to the beach, and visiting local wineries with her husband.

Looking ahead, Anna has plans to continue growing her flourishing her business, while supporting the local business scene she’s deeply rooted in. In the eight years since her role as agent began, Anna Ciano-Hendricks has made a splash in Portage County’s real estate landscape, remembering her passion for real estate and people as the foremost motivating factors of her career. “I’ve always loved real estate,” she finally reflects. “I love older homes, architecture, the building process. I grew up around it and I even enjoy getting my hands dirty. Whatever life-changing event is happening in my clients’ lives—happy or sad—I like being there for them and providing the support they need.”

To learn more about Anna Ciano-Hendricks email anna@cianohendrickshomes.com, call (330) 352 – 6750, https://www.facebook.com/cianohendricksrealtygroup/ page here. visit her website at cianohendrickshomes.com, or visit her Facebook www.

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Newer Agents: More Questions to Ask Yourself—Are You Stumbling or Up and Running?

By Carla Cross

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ewer agents: Are you ‘stumbling’ or ‘up and running’? It’s estimated that over 50% of new agents fail their first year in the business.

From talking with thousands of them throughout my coaching, managing and speaking career, I know why: They can’t answer the questions below. In addition, they may be getting little guidance from their manager.

Not having the combination of these two things almost assures their failure.

In an earlier article, I gave you five questions to ask yourself to truly get ‘up and running’.

Now, here are five more.

Ask yourself: Do I know how long it will take to get a sale? To get a listing? To get a listing sold? (so you can project your income) (New agents tend to wait, and wait, and wait, to get into the business ‘stream’, thinking that there is no time frame to buyers’ decisions—wrong!)

Key point: Use the time lines in Up and Running to project your income. You don’t want Copyright Agent Magazine Top Agent Top Magazine

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Most new agents drastically underestimate their mental toughness in the face of adversity. to run out of money before you run out of time!

Do I have a method of setting goals and tracking accomplishments in the areas above— so I can analyze my specific strengths and challenges in this business? (Most agents never track what they do, so they don’t know what worked—or why what they’re doing isn’t working).

Key point: If you know how many listing appointments it takes, for example, for you to list one marketable property, you can project with confidence your income. You have truly become independent.

Do I have a budget so I know how much money I should be spending in marketing my listings?

Key point: Creating a marketing budget from day one assures you get paid for all that work you’re doing in lead generation (Up and Running has a prototype marketing plan for you, too).

Do I have someone to talk to regularly, to coach me, to keep me on track, and to help me if I 46

fall off my start-up plan (to keep me from failing)?

Key point: Most new agents drastically underestimate their mental toughness in the face of adversity. Studies show that having a mentor, a coach, someone on your side, greatly increases the chances of your success.

Do I have a method to keep myself motivated and inspired to keep on keeping on (like a coach or your manager)?

Key point: All the successful people I’ve ever met have a method to ‘keep themselves up’—diaries, logs, inspirational notebooks, readings, CDs, etc.

That’s why I put so much inspiration and motivation in Up

and Running—we all need it!

Give yourself every chance to succeed to answering ‘yes’ to all of these questions. You deserve success!

Carla Cross, CRB, MA, is president of Carla Cross Seminars, Inc., and Carla Cross Coaching. She is an international speaker in real estate productivity. Carla is the author of 6 internationally published books and several productivity-producing programs for real estate agents and leadership, including the new 3rd edition of Up and Running in 30 Days. See her programs at www.carlacross.com, or contact Carla at 425-392-6914.

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KIMBERLY COX PANITT With their brokers’ permission, two weeks later the two agents co-listed their first home, then put extra energy into ensuring uninterrupted client service. Cooperative listings have worked so smoothly that Kimberly also co-lists with her real estate agent sister. “She and I help with co-listing and with some buyers together,” she says. She wants every buyer to feel taken care of throughout the process of finding, making an offer and closing on a home. “Buying a house is a big deal,” she says. “For most people, it’s the biggest purchase they’re going to make over the next 7-10 years and they deserve professional advice and quick responses.”

As a child, Kimberly Cox Panitt spent many of her weekends coming to enjoy the Wando River in same region north of downtown Charleston where she now serves as a Keller Williams REALTOR®. Back then, the area was much more remote. “It was like the country before Interstate 526 was built in 1989,” says Kimberly. “There was no easy way to Clements Ferry and North Mt. Pleasant.” But in 2005, Kimberly and her husband invested in the area’s growth, purchasing their first rental property. “We have always been able to rent that house, even during the recession.” Given that success, Kimberly gained appreciation for how Charleston’s real estate helped the city weather the downturn in the economy.

Honesty and frankness bolster Kimberly’s success. “I only do what is in the best interest of my clients,” she says. “If it’s not a good deal for them, I tell them; it’s my responsibility to share if I don’t think it’s a good investment or if it’s not the right fit for what they are trying to accomplish.” Her clients value both her candor and her responsiveness. “Some people remember my patience with everyone in the transaction, some remember my negotiating, some remember my attention to detail and timeline and some remember just that they got a quick answer to a call or text.” Moreover, sellers appreciate Kimberly’s exceptional marketing. “When I put a house on MLS, Keller Williams automatically populates it to many top-tier websites,” she says. Kimberly separately buys social media advertisements and handles her own networking. “And every listing deserves professional photography, whether it’s a $100,000 or $1 million property.”

“In 2009, we bought another rental property and a couple of years later I got my real estate license, at first with an investment mindset and to help friends.” Soon Kimberly discovered how much she truly loved real estate, so she joined a boutique agency in 2014, reaching her maximum earnings with that agency in her first full year. “I loved the work environment at Carolina One, but decided to accept an attractive offer from Keller Williams,” she explains. And although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages.

Kimberly’s enthusiasm for her profession even helped generate an invitation from HGTV’s “Beachfront Bargain Hunt, Renovation.”

She was pleased to be involved in an episode featuring the renovations to a unique property one of her clients purchased.

Kimberly’s cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she demonstrates techniques agents can use to improve client service while helping one another. Her cooperative approach began in her own neighborhood, also home to one of her agent friends, who works with a different brokerage. “Several years ago, I approached her because we’re both friends with our neighbors and said, ‘Why don’t we give our neighbors superior service and co-list together? We both love our area and are passionate about our jobs, the location and schools.’ I didn’t want to make our mutual friends choose between us when we could work together, so I said, ‘Let’s give them amazing service together!’”

Kimberly views each client interaction as a chance to ensure people are not only well served but happy with their experience. “I love getting to help people,” she says. “Every transaction is a puzzle and I love that it’s never the same.” She also appreciates the opportunities her work allows her to have a fulfilling, full-time career with flexibility to raise her family and to give back to the community she loves.

To learn more about Kimberly Cox Panitt, visit scviews.com or facebook.com/SChouseViews or zillow.com/profile/Kimberly-Panitt, email SChouseViews@gmail.com or call 843.212.7695 www.

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JANINE GERSHON & LORI MICHELLE MARKS When two friends who’ve each been in the Los Angeles real estate market for more than 20 years decide to join forces, fasten your seat belts, L.A.! The talent and energy of Janine Gershon and Lori Michelle Marks, coupled with the global reach of Douglas Elliman Real Estate, are about to create a new paradigm for the Southern California real estate industry.

The well-established agents draw on their experience in previous careers— accounting, entertainment and architectural design—to go far beyond just thinking out of the box to tap into a power and creativity that isn’t often found in the real estate industry.

Inspired by her groundbreaking broker/investor/Realtor® parents, Janine got her license the moment she turned 18. She went on to earn a degree in economics from Stanford University and worked as a comptroller for several property management and development firms before returning to her first love, real estate. She brings a strong background in math, financial analysis and technology to the partnership, expertly handling pricing, negotiations, contracts and new technologies. And as her partner, Lori Michelle, says, “Janine is the salt of the earth, honest and straightforward. I could have partnered with anybody, but there’s nobody I’d want to do it with but her. I know at the end of the day, nothing will go wrong.”

Lori Michelle, who earned degrees in both architectural interior design and communications, literally knows real estate inside and out. Her resumé crosses lines, with expertise in business and project management, marketing, architecture and interior design.

After working 24/7 as a television producer and hitting the glass ceiling, she wanted a career with no boundaries. Real estate was everything she wanted, and she plunged in, achieving huge success right away. From there, she began working in design and development with multinational companies such as Hines and Legacy.

Eventually, however, she missed the day-to-day interactions of residential real estate and returned to it. Lori thinks strategically, helping to create a vision for clients through her design background. It’s a particularly useful skill, as buyers always want to

maximize their space and sellers want to make the most of their home’s potential before it goes on the market.

This new SoCal partnership is shaping up to be a Dream Team. Janine and Lori were with Teles Properties when they decided to team up—they felt they had found a real estate “home” that had the same culture they believed in and knew they could thrive there. They had no idea that the company would soon be bought by Douglas Elliman!

The merging of the two companies has been icing on the cake. They’re excited to see what the future holds and to be on the ground floor of this innovative company.

“The marketing, the strategies, the players they bring to the table are all integrated to give agents the materials we need for our clients,” Lori says. “Our listings will have international exposure to 60 countries in 18 languages. Having that power behind us will make a huge difference for our clients.”

Janine shares Lori’s excitement. “We absolutely loved the idea of working with Elliman,” she says. “The company has been around since 1911. It’s the largest independently owned residential real estate brokerage in the nation.”

Janine and Lori Michelle’s enthusiasm, expertise and easygoing nature appeal to clients, who almost always become their friends.

With a 98 percent repeat and referral rate, they’re already ahead of the game. The partners genuinely care about their clients, looking out for them through the entire process, beginning to middle to end.

“We want our clients to be our clients for life,” they say. “We consider ourselves real estate ‘advisors,’ not just agents. We’re always reaching out after the transaction to find out how they’re doing, how we can help. And we like spending time with them.”

As the year unfolds, the partners anticipate remarkable forward motion as they help more and more people achieve their real estate dreams.

To learn more about Janine Gershon and Lori Michelle Marks, visit elliman.com/jgershon or elliman.com/lmarks, call 855.738.3537 (Janine) or 949.427.3306 (Lori), or email janine.gershon@elliman.com or lori.michelle@elliman.com www.

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Four Challenges and Solutions from the Front Lines of the Real Estate Industry

By Walter Sanford

There should be more profit-refining rather than adding a new layer of overhead or technology. Sometimes, the basics are not addressed when looking to increase the company’s or individual agent’s net returns.

1. Lack of training from top agents.

Many times, the agent who was average in production but great at the process becomes a training manager. There are broker/owners who just don’t have the time to train; there are the top producers in the office who don’t have the time or motivation to train; and then, there are the previously mentioned managers who took that job because it was as financially lucrative as production. Too many agents are not receiving superstar training in lead generation. I have coaching clients who receive training on process rather than lead generation at their offices.

There are many solutions, two of which are detailed below: A A brokerage system that brings the top agents into the training and recruiting business -- the two best known systems are Keller Williams and EXIT Realty. It is easy to reproduce these systems by giving better splits for listings sold or pieces of profit on new hires given to the introducer.

B Set up systems in the office that promote production like meetings where everyone puts their best buyer and best seller together; where the office performs certain lead generation systems until agents commit to them like expired solicitation; where top trainers are brought in and agents are held accountable to new ideas.

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2. Reliance on purchased leads.

Agents have lost their ability to prospect for sellers from hot demographics, because they buy leads from consolidators. If the purchased leads are good one year, they will go up in price or decrease in the number of leads in the next year. Agents need to prospect hot seller demographics blending “new school” with old school tools like direct mail, phone, follow-up, database, and closing abilities. The value you can offer certain seller demographics should be discussed at training meetings.

3. Offer macro-economic services.

An agent has the ability to offer great information on a local level. It is the only way to compete with national websites. Whether you develop neighborhood websites or a newsletter based on local statistics, honing your local value is the only way to beat national efforts.

4. Financially struggling agents who don’t understand budgeting, planning, and investing.

Many agents are struggling financially and they cannot devote their full attention to maximizing client satisfaction. They do whatever it takes to make the deal; they are in panic mode. With office services in place like setting up agent savings systems at close, training on tax-deferred investments, promoting real estate investing for groups, and budgeting analysis – offices have more agents who don’t live commission to commission. These agents are always better at making deals when the deals are based upon client satisfaction and not agent survival.

Before you attend another webinar from a trainer or a tech guy (who never sold real estate) as they try to make your job easier – take a step back and start firming up some of the basics.

Copyright©, 2016 Walter Sanford. All rights reserved.

Walter Sanford has been designing and implementing real estate systems for 30 years.

One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.

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LYDIA RUTH HILL For as long as anyone can remember, the Abaconian way of life has embodied a concierge-style, service-minded, giving attitude that permeates every aspect of life on this group of Bahamian islands and barrier cays. There, Lydia Ruth Hill, a ninth generation Abaconian born on the outer cay of Man O War, has lived and breathed the values of the island, transferring them to everyone she encounters through her work. Lydia’s career of helping people own or enjoy the Abaconian lifestyle is so much a part of who she is that, to her, it isn’t work. As a real estate sales and rental agent and property manager for more than 36 properties with 20 years of experience, visitors wanting to capture a piece of this island oasis are in good hands with Lydia.

carried through the generations,” she says. For that reason, Lydia describes herself and her team as planners, not just renters, sales agents or property managers. “We want to ensure that you fall in love with the Abacos and enjoy your stay; that you get to meet people and do things that are geared to you and your family; and that we endear the people of the Abacos to you,” she says. For visitors, she gets to know where they are coming from and what she can contribute to their vacation, even leaving welcome books and special gifts for them. This effort not only pleases visitors, but property owners, who enjoy ongoing repeat business.

“We always try to keep the property to the best standards for its price point,” she adds.

“My mom was a property manager and I always enjoyed meeting the rental guests,” says Lydia, owner of Abaco Vacation Planner. “That carried me from property management into rental and, over time, the rental guests became interested in purchasing property.” At first, Lydia would refer them to agents. “But they always came back to me for all of the information they wanted to learn, so I got my real estate license.” Doing so tied everything together for Lydia and for her clients.

“I also have a terrific team; I couldn’t do this without them!” says Lydia. Her skilled professionals are helping the company expand into new areas with reservations, listings and property management, leveraging social media and global marketing.

As part of her property management services, Lydia employs maintenance and cleaning teams in the field. By providing such broad service under a single umbrella, Lydia gains client loyalty while living out the island mindset.

Their online reservation system integrates with vacation rental hubs and offers the best possible booking and vacation experience. Some clients work directly with Lydia to book the complete vacation package for their needs, including human resources department of corporations planning group trips. “We strive to do everything to make them happy,” says Lydia. Because Abaco is a boating and fishing destination, her team has turned bad-weather days around for visitors by bringing them fishing boxes and showing how the locals fish from the dock when boating isn’t an option. By remaining tuned-in to tourist activities and experiences on the islands, Lydia’s visitors have memorable vacations and her property owners are able maximize their investments. She is also pursuing her brokers’ license to better serve everyone. “We plan to even better service our clients from start to finish, whether for rental guests, for owners who don’t rent, or for new owners learning the opportunities available to them after they purchase their property.”

“I met an agent years ago who said something that had a lasting effect on me,” says Lydia. “She said, ‘You come for the island and you return for the people.’” This couldn’t be more true in terms of how Lydia runs her business. “The number one thing we are taught in school here is manners; treating people with respect is integrated into our lives and

Lydia cannot fathom doing any other kind of work. “It’s a blessing that people choose to work with us not once, but over and over again,” she says, describing one visitor who has introduced a new client to her every time he visits for the past 20 years. That loyalty inspires her to offer even more of the giving, Abaconian way of life to everyone she encounters.

To learn more about Lydia Ruth Hill, visit AbacoVacationPlanner.com, email lydia@abacovacationplanner.com or call 242-367-3529 www.

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BOB IDAKAAR After moving back to his home state of New Jersey in 1997 to be closer to his family, Bob Idakaar set out to buy a home. A lackluster experience with his agent left Bob unsatisfied, but intrigued by the industry. While he’d built a career as a musician, he was ready to pursue a new path that would keep him rooted in the area and close to his family. That’s when Bob decided to try his hand at real estate. On his first day in business, he sold a million-dollar property. Just days later, he sold two more homes. “I knew I’d found my calling—what I was mean to be doing,” he remembers. That’s how Bob’s flourishing turn as a real estate agent began. Almost twenty-one years later, he’s not only earned the coveted GRI designation as a graduate from the Realtor Institute, but he’s also maintained a reputation as an agent with a personal touch who delivers results to the aspiring buyers and sellers he serves.

While Bob travels across the state of New Jersey to go where clients lead, his primary service areas include Morris County, Bergen County, Warren County, and waterfront properties including the Jersey Shore. Though he is supported in-office by his administrative assistant, Jessica, Bob prides himself for serving clients one-on-one as their primary point of contact. Consistent communication is a key driver of Bob’s success, and with more than half of his business generated by repeat and referral clientele, he’s demonstrated a track record for consistent results. What’s more, Bob’s professional approach isn’t one-size-fits-all. He tailors his service to each client and prioritizes their needs ahead of his own.

“Clients come back because I did them right and I serviced them well,” he explains. “I’m not worried about getting a check as much as I am doing the right thing. When a client refers me, they know their friends and their family will be in good hands, with personalized treatment. I also keep in touch with clients as I would with friends and family. As a result, I’ve become good friends with many of those I’ve worked with—which is a really nice perk of the job.”

When it comes to marketing listings, Bob ensures that each home’s first impression is memorable.

After completing a walkthrough to ready a home for sale, professional photography and sometimes drone footage is shot to showcase listed properties. Likewise, exposure across the leading digital listing platforms ensures high visibility in pursuit of the ideal buyer. Applying more than two decades of experience, Bob lends his seasoned industry insight to buyers and sellers from all walks of life—whether they’re relocating in or out of state, or purchasing a property along the coastline. No matter the size or scope of the transaction at hand, Bob always maintains the personal touch he’s built his career upon. “My goal is to serve my clients, not just cash in a paycheck,” he says. “I like to help clients reach a new phase in their lives. If someone’s buying a house, I want it to be of value and make sense for their financial portfolio. Plus, once you get to know someone’s needs, you develop a personal attachment to them and how they’re going to build their lives.

It’s a real privilege to find someone a house and get a Christmas card from them years later and they still love their home.

It’s a real blessing to connect someone to the place where they’ll live and grow as a person.”

Beyond the office, Bob is an avid churchgoer and likes to give back by visiting with residents of the nursing home where his late mother spent her last years. In his remaining free hours, Bob most enjoys getting back to his artistic roots by playing music. He also enjoys running and swimming, having swam over 1,000 miles last year alone.

Looking ahead, Bob has plans to continue growing his business, while adapting his routines to the ever-changing currents of the real estate industry. All the while, he’ll continue serving the Garden State’s many hopeful home buyers and sellers with the patented service he’s built his business upon. Now, with more than two decades of experience to his name and an abiding passion for his daily work, the road ahead is bound to be fruitful for Bob Idakaar.

To learn more about Bob Idakaar visit BobsHomes.net, e-mail bobidakaar@att.net, or call (973) 713 – 2377 www.

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How to Throw a Client Appreciation Event No One Will Forget Clients are the foundation of any flourishing enterprise, and this is particularly true in real estate—an industry where relationships are central. Demonstrating your gratitude to former and current clientele is a winning way to cultivate your network, while upping your potential referrals and creating face-to-face time with the individuals that make your business tick. Keep in mind a few of the tips below as you stage a client event that will positively impact your brand, while conveying your appreciation to those who have driven your business all year.

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Supersize Your Guest List Inviting former clients to your client appreciation bash is only the first step in crafting your guest list. To really expand your sphere of influence, invite neighbors, local business owners and staff, old friends, family, associates, fellow alumni from your alma mater, and the like. Think of your client appreciation event as a celebration of business bringing people together. Expand your guest list and you’ll create a coveted, in-person opportunity to forge relationships and broaden your reach.

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An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost.

Consider A Sponsor Client appreciation events shouldn’t skimp on the details, but you don’t want to break the bank, either. To defray the cost of a client appreciation event, consider enlisting local businesses as co-sponsors. Not only does this approach ease the price tag of throwing a party, but it also creates an easy partnership between you and other entrepreneurs—widening your database and making for a memorable and generous event.

ship, or the Super Bowl is coming up quick, tailoring client appreciation events to already-established happenings can create an organic tie-in and boost your attendance numbers in the process. Throw a gingerbread house decorating party during the holiday season, or throw a barbeque during the Fourth of July. Capitalizing on a naturally occurring theme creates the opportunity for comradery between you and your guests.

Apply A Personal Touch

Don’t Forget To Reward Your Employees An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost, as well.

By encouraging your employees to cut loose at this celebratory event—instead of having them run interference all night—your team will feel appreciated and validated, too.

Theme Your Event Whether the area’s high school sports team has made it to the state champion54

Invitations may seem like a small detail, but they shouldn’t be one-size-fits-all. Consider handwriting some of your invitations for the clients you remember well, or for business associates who you regularly partner with. Personalizing invitations to key players is the surest way to a confirmed RSVP. Cultivating your network of professional connections is an essential part of driving business, and client appreciation events not only create memories between you and your clientele, but also inspire your to step back, reflect, and give thanks to those who keep your business booming.

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ROBIN PHILLIPS Robin Phillips started her real estate career after she and her husband purchased a 12-acre resort in the Bahamas on a tiny island named Green Turtle Cay, in the Abaco chain of islands. They built two restaurants, a 45-slip marina, and the first Ipe dock in the Bahamas Out Islands; and they built and sold private homes.

After a successful real estate career in the Bahamas, Robin and her husband moved to Charleston in 2012 where there were more educational opportunities for their children. Robin founded The Robin Group where she leads a strong team that includes a closing coordinator, a lead buyers agent, an inside sales agent, and an executive assistant. Robin acts as the lead listing agent.

also hosts fun quarterly client events, which are a great way to thank her clients and build community.

Robin and her team focus on luxury real estate servicing Mount Pleasant, Daniel Island, Isle of Palms, and downtown Charleston.

Occasionally–for referrals–they’ll go outside of that area. “I’ll do anything for my past clients,” Robin says with a smile. Due to the amazing service she provides, over half of her clients come from repeat and referral business. What keeps her clients coming back?

“Exceptional service,” she says. “We strive to be the Nordstrom of real estate.” As a result, her list-to-sale ratio is over 99.7%.

“There’s always a way. We are extremely creative. We are extremely committed to our clients. When we take someone on as a client, they are our heart. They are our family. And we get it done, every single time.” Her clients keep coming back because the level of service she provides is so incredibly rare.

Robin’s favorite part of the job is her clients. “They are the absolute best part!” she says with a smile. She especially loves working with clients with properties that are challenging to sell because the buyers’ pool is small; she’s renowned for making those challenging sales happen. Her other favorite type of client is the first-time homebuyer stretching to buy his or her first home. “It’s great to help clients build wealth instead of pay rent,” she says.

The set of values by which Robin runs The Robin Group set her apart from other agents. Robin and her team are extremely focused and highly driven. Robin hires only agents and staff members who share her level of commitment. The result is a one-of-a-kind team that gets one-of-a-kind results for their clients. Robin and her team stay in close touch with past clients throughout the year, sending personalized birthday and anniversary cards, closing statements for tax records, and informative and helpful email updates. Robin

Robin has an extensive marketing background that gives her an edge and allows her to create a lot of excitement around her listings. She brands each listing and then creates a tailored approach. “We believe it’s important to identify the client who is going to buy the house.

We don’t need to show the house to everyone. We just need to show the house to people who are actually going to write an offer–and the highest possible offer–because they love the house and it suits them,” she says. Her marketing packages include stellar photos and descriptions that really focus in on potential buyers. Robin also does a thorough campaign that includes: social media, Facebook ads, Google Pay per Click, reverse prospecting, email blasting, unique property websites, and data base and real estate marketing.

Robin is a cancer survivor and she counsels people in her community dealing with a cancer diagnosis. In her cherished free time, she loves to spend time with her family, traveling to stay at their home in the Bahamas. “My kids are the most important thing to me in the world,” she says. For the future, Robin has five and ten year strategic plans for her business. The ten-year plan is to have at least five expansion offices open, starting in Greenville. To accomplish that goal, she plans to hire new agents while promoting current agents within the company. She also works with her agents to help them each build seven forms of passive income. “Not only do I work with my clients to help them build wealth, it’s also my privilege to be able to help my team members,” she says. That’s one reason among many that Robin is known throughout the Charleston area as a dynamic force working for good in the lives of her clients and her team!

To find out more about Robin Phillips, contact her via email at robin@findyourperfectnest.com or by phone at 843.214.8451.

You can also check her out online at findyourperfectnest.com. www.

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How To 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.

1

ASSESS THE FEELINGS BEHIND THE FEAR

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 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.

2

TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me, 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.

3

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 56

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.

4

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, you’re taking in your fears and figuring out ways to overcome them.

5

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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MATTHEW RENTERIA Matthew Renteria got started in the real estate industry as a way to earn extra money while he was in the United States Air Force as a Joint Terminal Attack Controller (JTAC). What initially started as a part time job, quickly became his full time passion. “My experience in the military I think really propelled me to succeed as an agent.

I put in the hours and the hard work needed, and ended up being Rookie of the Year. Since going full time and joining Keller Williams, my business has really taken off.”

Matthew excels at all types of transactions but specializes in helping active-duty military and Veterans, who comprise about 70 % of his business. He has an in-depth knowledge of any and all programs that help military families get into homes, including VA loans. Matthew works out of Pearland, Texas and serves all of the Houston area. He is an Accredited Buyer Representative (ABR), a Short Sales & Foreclosure Resource (SFR), a Military Relocation Professional (MRP), a Certified New Home Construction Specialist (NHC), and has his Veterans Land Board Board Certification (VLB).

Matthew credits his devotion to providing an exceptional customer experience as one of the keys to success. “It’s easy to give good service because I truly care and want my client’s experience to be as enjoyable as possible. I do that by really listening to my client’s needs and then communicating with them throughout the entire process. My clients really appreciate the responsiveness and attentive nature I provide to them, but to me that’s what everyone deserves. My communication skills ensures a smooth and stress-free process. By keeping them informed they can trust that I have their best interest at heart. I believe that when you’re passionate, that

passion takes over, and you can’t help but do a phenomenal job.”

Matthew doesn’t really see what he does as sales.

For him, it’s all about building relationships. “I value the relationships that are built between my clients and I. They are built on the foundation of trust, integrity, work ethic, and values that I bring to every real estate transaction. My priority is helping my clients reach their goals whether they’re buying, selling or investing.”

Matthew takes a comprehensive approach to marketing his listings that has led to impressive results. “We obviously do internet marketing and social media, but we still do more traditional things like door knocking, flyers postcard and open houses. I think that’s one of the reasons we’ve had such great success and are able to sell properties fast and at top dollar.”

Matthew is actively involved in his community and is always looking for ways to give back. He is still an active military reservist, and is a mentor through the non-profit RISE. When he isn’t working or giving back his time, Matthew enjoys being with his wife and two young kids as much as he can. He also enjoys unwinding by working out and watching movies.

Matthew couldn’t be more excited for the future of his business.

His wife recently got her license and has just joined his team, on the administrative side. Matthew would like to continue to grow his team and is looking to break 10 million in production for 2018. “Helping someone with one of the biggest investments they’ll make in their lifetime is very rewarding. Every day I get to come to work knowing that I’m going to make a positive impact on someone’s life, and it doesn’t get better than that.”

To learn more about Matthew Renteria call 832 - 971- 0170, or email matthewrenteria@kw.com Top Agent Magazine

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