Nationwide 4-9-17

NATIONWIDE & INTERNATIONAL EDITION

CRYSTAL CANADAY

JIM DERENTIS

JOEL FRIDAY

PATTY HASENBANK

MIKE HEGE

MARGARET LEICACH

LEIGH McPHERSON

MARK MEERS

KIMBERLY MUMMA

ANNE OLLER

AMAN PANNU

HEYDIE RIVERA

PROPERTY MANAGER SCOTT PATTERSON

PAUL TOWNSEND

JUSTIN WILLIAMS

NATIONWIDE EDITION

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PATTY HASENBANK

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HEYDIE RIVERA

ANNE OLLER

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JIM DERENTIS

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JUSTIN WILLIAMS

CONTENTS 4) HOW TO BUILD A TEAM THAT WILL WIN BIG NO MATTER ITS SIZE 9) DAILY HABITS THAT WILL INCREASE YOUR MENTAL STRENGTH

12) HOW TO OVERCOME YOUR WORKPLACE FEARS 15) CREATIVE WAYS TO SAY THANK YOU 22) TURNING YOUR PROFESSION INTO A PASSION

25) FOUR CHALLENGES AND SOLUTIONS FROM THE FRONT LINES OF THE REAL ESTATE INDUSTRY 29) CREATIVE MEDITATION FOR THE REAL ESTATE PROFESSIONAL

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.

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CRYSTAL CANADAY

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JOEL FRIDAY

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MARK MEERS

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MIKE HEGE

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KIMBERLY MUMMA

33) NEWER AGENTS: MORE QUESTIONS TO ASK YOURSELF—ARE YOU STUMBLING OR UP AND RUNNING?

AMAN PANNU

37) MARKETING LESSONS FROM STEVE JOBS

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

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MARGARET LEICACH

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PROPERTY MANAGER SCOTT PATTERSON

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LEIGH McPHERSON

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PAUL TOWNSEND

41) THINKING OF LISTING? NINE WAYS TO GET READY

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How to Build a Team That Will Win Big No Matter its Size In the real estate world building a team is a goal almost every agent strives towards achieving. Doing business with a team as opposed to solo has numerous advantages. With more agents handling clients as well as other employees specialized in areas such as marketing and administrative support there to assist you; you can greatly increase your business and sales.

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So, when creating a team, logic would tell us that the bigger it is, the better, right? Wrong. When it comes to real estate teams, size doesn’t matter so much as the players you bring onto that team to work with you. A team doesn’t have to be big to win big, and here are the secrets to building a team that wins big no matter its size.

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Hire the Right Team Members

Put Your Team Members in the Right Positions to Win

You’ve probably heard the saying, “you’re only as strong as you’re weakest link.” That idea holds true for any kind of team, including those in real estate. If you have weak members on your team, then it’s not possible to have a strong team. Drawing strong team members to your business is essential.

Finding strong team members is just one part of the equation. As the leader of your team, you now have to assess each member’s strengths and weaknesses and position them appropriately. You want the best player for each role playing that part and catering to their strengths. Choose your team member’s roles wisely, and place each individual in the position where their strengths can shine and they can best contribute to a win for the entire team. Every role is important to the team working smoothly and winning as a whole, so it is important to place each team member in the role most suited to his or her skills.

To better understand what kind of person would make a strong addition to your team, you need to ask yourself what skills and characteristics you want your team members to possess. The strongest members are often ones that share their leader’s values. When you share values with your teammates, you are all running along the same course towards the same goal as one. Your definition of a victory in this case is also your teammates’ definition of it. This helps strengthen even the smallest of numbers because you are all working together toward a common goal.

Another characteristic too look out for in potential team members is a positive attitude. You can teach someone the skills needed in real estate, but you can’t teach someone how to have a positive attitude.

Positive members tend to achieve more due to their optimistic nature, but more importantly, they spread that positive attitude to the rest of the team, which improves every members’ performance.

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Communicating Your Vision to Your Team

Your team members are the key ingredients to ultimate victory, but what recipe do you follow now to lead them to victory? That is what communication is for a winning team; the recipe you will use to

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help best utilize each team member and instruct them on how they need to work together to fulfill the recipe that will lead them to be a winning team. Your team members need to know the plan and you must give them the tools to successfully execute it.

It is up to the leader of a team to help your players see your vision and help them understand what a victory looks like. The goal may seem simple and obvious to you, but you must communicate it over and over again to your team members, so they understand it as well as you do. With different personalities coming together to form a unit, you are going to be dealing with numerous challenges such as competing agendas. You will find this on any team. You must keep the goal and at the forefront of your player’s minds in order to encourage them to put aside their own personal desires in order to come together as one cohesive, single-minded unit and push towards the team’s goal.

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Give Your Team Members the Tools to Help Them Perform at Their Best The final thing all great leaders do is equip their team members with the proper tools and training needed for them to succeed. You have to show them how they can each come together with their different strengths to work as a team towards one unified goal. This involves more than simple skills training, but also endurance, so they can last as a team and win even those matches that seem unending and impossible.

Think of all the challenges that they could possibly face ahead, and clear their path to victory by giving them the necessary training and tools they will need to get past any obstacle. As the leader, you must be prepared to continually communicate the team’s goal and your vision. Use that vision to motivate your team members throughout the journey towards victory.

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PATTY HASENBANK Top Agent Patty Hasenbank of Century 21 Gold Key Realty Inc. in Marshfield, Wisconsin has spent the last 22 years building a reputation as one of the premier agents in her area.

A consummate professional who takes pride in providing the utmost in customer service to all her incredibly grateful clients, Patty was almost born into the industry. “I come from a construction family,” she says. “My dad started his company back in the 70’s, so I grew up in that world. I’ve always loved homes. Older homes or newer homes, I just know a lot about them.”

With almost 75% of her business the result of returning clients and referrals, Patty is clearly doing something right, and she attributes much of her success to the gratitude her clients feel for the attention she is willing to give while guiding them through the often difficult transaction process. “I believe in the personal touch, not the hard-sell,” she says. “I want my clients to feel comfortable coming to me with any questions they have.

I want to make it easy for them, and keep the service I provide on a more human level.”

A former President of the Central Wisconsin Board of Realtors, Patty adheres to a philosophy that has clearly served her well: When you love what you do, great service comes naturally. “I think it’s just the icing on the cake that I even get paid to do it,” she says. “I love that so many of these people I’ve sold to over the years have become like family to me. I love that part, and after 22 years I think I love it even more.”

A Premier Agent on Zillow, Patty has an impressive five-star rating from multiple glowing testimonials. One of them truly expresses the essence of her client service: “We loved working with Patty. She is so easy-going, but always knows her stuff. She always worked with our schedule to show us houses, sign papers, or answer questions. We are so glad we had the opportunity to work with Patty.”

Passionate about giving back to her community, is currently planning a Mother and Son Red Carpet Event that will benefit Women’s Heart Health awareness and is active in her children’s schools, including serving as her daughter’s cheerleading coach. When asked what she likes best about what she does, Patty replies: “I’ve kind of done it all, and I’ve enjoyed everything.”

The fact that she is a huge booster of her community also plays a part in her continued success. “We have 19,000 people here in Marshfield. We’re a medical community (the city is home to the Marshfield Clinic, the fifth largest in the country, and also St. Joseph’s Hospital), so we have a lot of people relocating here from out of state. I’m very involved in my community,” says Patty. “I love promoting my city and I’m very proud of it. We have great schools, great people. It’s a great place to raise a family.”

Keeping in touch with her past clients takes a more informal tone in Marshfield than it might in larger metropolitan areas. “I’m very involved in my community,” says Patty, and I’ll see my clients out in public a lot. I’ll see them at Target, the grocery store, and we’re often friends on Facebook.”

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For more information about PATTY HASENBANK, please call 715-305-1669 or email PattySoldIt@gmail.com Copyright Top Top Agent Agent Magazine Magazine Copyright Top Agent Magazine

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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ANNE OLLER

When looking for a Realtor® in Northern Virginia, you truly couldn’t find one more respected and in-demand than Anne Oller. For almost 36 years she has been a top producing agent serving both Loudoun and Fairfax counties. She has built her reputation on providing unsurpassed levels of customer service and by having an in-depth knowledge of the areas that she represents, which has been a distinct advantage for her clients.

After graduating from Ohio State, Anne initially wanted to pursue a career in city planning, but after getting married and having children, she quickly realized she needed to rethink her career choice. “I thought about what career would offer me the chance

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to work with real estate, which I loved, and offered me the flexibility I needed as a mom. Becoming a Realtor® was the obvious choice. It’s worked out better than I could have ever hoped for.”

Anne is licensed in both Virginia and Maryland, and is currently with Long & Foster Real Estate, where she is not only an agent, but she’s also an instructor helping newer agents find the success that she has had in the business that she loves.

Key to Anne’s success has been her personable approach to sales, one that relies heavily on a positive perspective and constant communication. “I always think the little things can make a huge difference. I’m really bring a lot of energy and positivity to the proces.

Communication is equally important when it comes to making clients happy. I get them informed on the process from the start, so there’s no surprises. They know what to expect every step of the way throughout the entire transaction. I find that my first time homebuyers and even my experienced investment clients, all feel more comfortable when you educate.

They really appreciate that high level of open and honest communication.

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I’m here for them whatever they need. I recently helped out a past client, and she was delighted that I helped her get the problem solved. My job doesn’t end after the transaction. ” Anne’s approach has been remarkably successful and she has an incredible 90% repeat and referral business rate. But Anne isn’t just about building relationships, she makes a real effort to maintain those relationships long after the active transaction. “I hold on to my clients every way I can. I keep in regular contact with them, checking in on how they are or sending out valuable market information in my newsletter. I really want clients for life and that starts with them knowing that I value them and their business.”

Anne is active in her community and is especially dedicated to supporting children’s charities including Backpack Buddies. When she isn’t working she enjoys spending time with her grandchildren who love to cook with their grandma.

Anne would love to continue growing her business, and is considering partnering up with someone in the near future. “I love what I do, and I think that has been why I’m successful. I wake up every morning excited about what the day will bring and to help people. No client or transaction is ever the same. This job has been such a wonderful opportunity. I truly love every minute of it.”

To learn more about Anne Oller, call 703-400-5991, email Anne.Oller@LongandFoster.com or visit anneoller.lnf.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.

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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.

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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.

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THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad 12

after all. Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off. Countless people in their dream jobs now, were once fired and thought it was the end of the world.

Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

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COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, you’re taking in your fears and figuring out ways to overcome them.

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START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed. A lot of fear is based on inexperience which leads to a lack of confidence.

A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties.

Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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HEYDIE RIVERA

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HEYDIE RIVERA Heydie Rivera got into the real estate business almost by accident. “I had always been into HGTV shows and looking at homes, but I didn’t know where to start. After I bought my second home, the Realtor® I was working with was looking to hire a Spanish speaking person to join their business and they gave me that first opportunity. I knew almost immediately that I had made the right choice.”

That was in 2007, and since then Heydie has become one of the most in-demand agents working in in the Western Massachusetts area. She currently leads The Sanchez Team at RE/MAX Ignite. The key to Heydie’s long term success has been her focus on always putting the client’s needs first.

“It’s not about just closing a deal and moving on to the next for me. I’ll work with a client for 9 months, if I have to in order to find them the perfect home. I’m more emotionally involved with a client than the typical agent I think. Their happiness is my ultimate goal.”

three, Heydie is involved with their sports programs and schools, and is grateful that her career gives her the flexibility she needs as a mom. When she isn’t working, Heydie enjoys shopping and traveling to unwind and refresh.

Heydie is looking to expand into the commercial side of the business and is also in the process of getting her Broker’s license, but her main priority will always be providing the top notch service that she has built her reputation on. “I’m a big believer in finding what your niche is and then running with it. That really gave me the determination I needed to survive the ups and downs of the market. I have a real love for this business and for helping people, especially educating the community. My favorite part about what I do is making someone’s real estate dreams come true when they didn’t think it was possible. There was a time in my life when I didn’t know it was possible to buy either.”

When it comes to serving her clients and the community, Heydie truly goes above and beyond. “One thing I love doing is giving seminars that help educate the community on what it takes to buy a home. There is a large Hispanic population here, and a lot of them don’t know the process, or all the grants and programs that are available to them. I love taking time to educate the community, showing them that it’s possible, then getting them started with the process.

Sometimes it can take a couple of years, but I help them put a plan together and then follow through with them. It’s a great way to build relationships with potential clients and the community.”

Heydie really prioritizes maintaining those relationships she builds as well. “My clients know they can come to me for help or advice long after the active transaction. I throw a client appreciation event once a quarter, things like a pie giveaway around Thanksgiving or a picnic in the Summer. I also use social media to stay up on their lives as well. A lot of them become like family. I want them to know they are more to me than just a business deal.”

Heydie is actively involved in her community and is a member of the Pioneer Valley Realtors® Association. A mom of 14

To learn more about HEYDIE RIVERA call 413-348-7488 or email heydierivera@aol.com Copyright Top Top Agent Agent Magazine Magazine Copyright Top Agent Magazine

Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

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JIM DeRENTIS According to Jim DeRentis he was always a real estate junkie. During his successful 25 year career in banking, he bought, sold and developed a variety of real estate projects as a hobby.

When he decided he wanted to pursue a new career it was a natural jump into the real estate sales business. He got his license in 2009 and quickly became one of the most respected and in demand agents working in the lucrative Providence, Rhode Island marketplace.

to tell an emotional story that buyers can really connect with.

Then I offer a full suite of marketing tools; professional photography, videography, property floor plans and staging that show the home at its very best. I translate that into a multifaceted marking campaign that combines online tools and social media with targeted print and mail. Every component is tied together so they work in tandem to get the best result.”

Jim has really set himself apart from other agents with his in-depth experience. Not only is he a lifelong resident of Providence, offering a comprehensive knowledge of the area to his clients, but his background in finance also gives his clients a distinct advantage. If you ask his clients why they not only come back to Jim, but recommend him to their friends and family as well, they will also point out the top notch level of customer service he provides. “I really handle the entire transaction for my clients from start to finish.

I keep them informed the entire way through, staying in constant communication. I want to be easy and available to work with, and really make the process as seamless and as stress free as possible.”

Jim is actively involved with his community, including serving as Chair of the Providence Redevelopment Authority.

He’s also active with the national political arm of RIAR. He and his husband participate yearly in one of the city’s biggest fundraising events benefitting a local repertory company.

They are both avid theater lovers and go to their place in Harlem once a month to enjoy the latest New York has to offer.

When he isn’t working Jim enjoys running and working out with his personal trainer.

One of the ways Jim has really stood out in his area, is with the comprehensive marketing package he offers his listing clients. “I think the key when it comes to marketing a property, is understanding that people have a real personal connection to their homes, they really care and their homes are extensions of their personalities. They’re proud of their home, so I try and translate that pride into the marketing process. I want

Jim’s approach to sales has been a huge success and he is currently the number one agent at his company and the number two agent in Rhode Island.

Jim couldn’t be more grateful for finding real joy with his second career and is always looking for new ways he can better serve his clients. “I want to be an innovator in the marketplace I serve. I’m always looking to see what other top agents are doing across the country and figure out ways to incorporate best in class techniques in my market area.

Real estate is my passion, I don’t even feel like it’s a job I enjoy it so much. Knowing I’m going to work makes every day a pleasure to get up. I consider myself very fortunate to have this shot at a second career that I love and don’t see myself ever stopping.”

To learn more about Jim DeRentis, call 401.529.2188 or email jderentis@residentialproperties.com 16

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Harrington & Rhodes, Ltd. congratulates

Jim DeRentis

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

Sheila A. Harrington, Esq. Harrington & Rhodes, Ltd. 2750 S. County Trail, East Greenwich, RI 02818 (401) 885-9393 | (401) 885-9399 (fax)

h-rlaw.com

www.

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JUSTIN WILLIAMS

Although he is relatively new to the business, Justin Williams is already making a name for himself as a rising star in the industry. After a long and successful career as a professional figure skater, with Disney on Ice and for Royal Caribbean Cruise Lines, Justin decided it was time for a change. He had numerous friends in the real estate industry, who advised Justin that he had all the qualities necessary to be a successful agent. Justin agreed, and got his license and hit the ground running.

Justin joined Real Estate One, the largest broker in Michigan, which is ranked in the top ten Top Workplaces for the past four years. Justin works at the Blue Water office where he serves St. Clair County as well as the Metro Detroit area, but he is known for going anywhere his clients nee him.

Key to Justin’s success has been his strong work ethic and the unsurpassed level of customer service he offers to his clients.

“I really put effort into helping my clients achieve their real estate dreams. That all starts with clear and constant communication. I have a really fast response time, making sure I give them prompt responses to all of their questions. I want them to know how much I respect them. I’m also quick on following up on leads for my buyers. I take time upfront to really get a grasp of what they’re looking for and then showing them properties that I think best matches their needs, and then constantly adjust my search based on their feedback. Earning that trust and respect from the get go and keeping that constant communication going, makes the process much more efficient, and ultimately more stressfree for my clients.”

marketing his listings with a heavy emphasis on social media, including Facebook and Instagram. He also takes full advantage of the technological advantages his company offers him, getting his properties out to over 100 websites, making sure they get the most exposure possible.

When he isn’t working, Justin is still actively involve in figure skating as a coach. He is also an avid golfer who currently boasts a nine handicap.

Justin couldn’t be happier with his decision to join the industry he now considers his passion. He would like to continue to build his business, by maintaining his relationships with past clients, and cementing his reputation as a Realtor® that truly goes above and beyond to earn new clients as well. “I never looked at this as a get rich quick business. I believe strongly in doing it right and building a solid foundation.

You get what you put in, and I’m more about quality than quantity. This business is all about building and maintaining relationships. If a potential client isn’t ready to buy now, I connect them to a lender and help them get on a financial plan that will one day get them to a place where they can get qualified to buy. It’s not just about making deals for me, it’s about helping people. I think if you operate that way, the business will come.”

Justin takes a comprehensive approach when it comes to

To learn more about Justin Williams call (810) 824-9510 or email justindw59@gmail.com 20

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Real Estate One Blue Water is proud to congratulate

Justin Williams

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

Real Estate One Blue Water 1111 Military St. | Port Huron, MI 48060 Office: 810-985-7777 info@realestateonebluewater.com www.RealEstateOneBlueWater.com Top Agent Magazine

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Turning Your Profession into a Passion The old adage goes that if you do what you love, you’ll never work a day in your life.

On the other hand, it’s easy to get bogged down in the day-to-day worries and responsibilities of your career, even if you generally enjoy what you do. While there’s no guaranteeing that every day on the job will be a picnic, there are a few steps you can take to vastly improve your morale and transform your profession into a passion.

After all, cultivating a passion for what you do will not only add to your quality 22

of life, but will likely make you more successful in the long run.

BUILD YOUR BASE OF KNOWLEDGE Knowledge builds confidence, and confidence breeds success. A sure way to light a fire in your heart for your daily work is to challenge yourself to learn more and expand your understanding of your field. By doing so, you equip yourself for success, create challenges, and find the most inter-

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esting features of your work—especially those that most appeal to your interests and talents. Try reading the top five books on the topic of your industry, or subscribe to a podcast where thriving professionals offer their two cents. Either way, learning more about your industry is bound to reveal a source of inspiration worth pursuing.

THINK ABOUT THE BIG PICTURE

and excelling in your field, you may find that others’ approaches inspire your own.

Likewise, what you learn from other successful, passionate people in your field can help you shape your own office and work life, in turn creating more opportunities for you to fall in love with what you do, all over again.

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

One of the biggest hindrances of professional passion is falling into a rut. Routines are familiar and everyday responsibilities vie for our energy. But the next time you tackle a task the way that you always have, take a moment and try to refresh your perspective—is there a more clever or efficient way you could approach this project?

Even better: why not take the plunge and do the things you’ve always been meaning to—throw that client appreciation event you’ve put off planning, take the continuing education course you keep forgetting to register for, even try a creative activity that pushes you out of your comfort zone.

There’s no better way to inject some passion into your life than by going outside your bubble and taking a risk.

Have you ever chatted with someone who was overflowing with energy for what they do? That sort of passion tends to be infectious—often causing us to beg our own questions about professional engagement.

By participating in local organizations or networking with those who are active

Passion comes from all directions—from your own interior journey and from the world around you. To transform your profession into a passion worth having, invest in yourself and venture into the vast world around you. You’ll surely reap the rewards.

Sometimes reinvigorating your passion for your work is about looking outward, rather than inward. Gain some perspective and consider who your work helps in the long run. As a real estate professional—whether you work as an agent, broker, in mortgages, home inspections, or otherwise—your work positively impacts someone else’s home-sweet-home. You make a difference. While it may seem like just another day at the office, taking a moment to visualize exactly who you are helping in the world at large is a great way to add some motivational fire to your daily tasks.

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CRYSTAL CANADAY Top Agent Crystal Canaday of RE/MAX Around Atlanta Realty prides herself on not only providing the best client service possible, but on being honest with her clients even if it costs her a deal.

“I always tell people the truth, and I also tell them that I would never sell them a house I wouldn’t live in myself,” says Crystal, who sells primarily in the Fulton, Gwinnett and Forsythe areas of Atlanta. Her clients also appreciate another quality: her listening skills. “I would say that most of my clients would say that I’m very attentive to their needs and listen to what they want.”

A former corporate employee, Crystal obtained her real estate license in 2004 after marrying and just before having her first child. “I always wanted to be in real estate,” she says. With over 12 years of experience and specializations in Buyers, FHA 203k, Investors, Sellers and Short Sales, Crystal has catapulted herself to the upper echelons of the real estate world by providing her customers with the benefit of her incredible work ethic and aforementioned honesty and directness: “For me, it’s all about excellent service. When I tell my client I’m going to do something, I do it.”

This unparalleled client service has resulted in multiple five-star reviews on real estate website Zillow. One glowing testimonial provides evidence of her commitment: “Crystal is an excellent agent. She responded to ALL of my communications (emails, calls, and/or text) with a sense of immediacy. Crystal is very knowledgeable in the world of real estate. I will definitely use Crystal again for future endeavors.”

For Crystal, her relationship with her clients transcends the transaction, and she is quick to point out that it is more about building relationships. She likes to check in on old clients from time to time: “There are also times someone will cross my mind and I’ll pick up the phone and call them. A lot of my clients are now my friends.” Crytal also utilizes a contact management system so no one falls through the cracks.

When Crystal is asked what she likes best about selling real estate, she answers immediately “The people. I like meeting different people,” she says. “I’ve met a lot of interesting people. At the end of the day, the best part about what I do is being able to help them, to help someone achieve their dream of homeownership, whether it’s their first or their thirteenth house.”

When not working, Crystal’s foremost priority is spending time with her husband and her two daughters. Cooking, reading and going to the gym are among her passions, and being a Girl Scout Leader for her daughter’s troop also takes up a good portion of her free time.

Crystal’s plans for the future of her business are twofold: in the short-term, to continue mentoring and helping other agents, and in the long-term, to build a team and grow her business. “In the next year or so,” she muses, “I’ll be looking into getting my Broker’s license, and at some point in the next ten years I’d like to open my own brokerage.”

“I’m passionate about what I do,” says Crystal. “I love it.

I wouldn’t do anything else.” Her clients are grateful for this passion: “I will go to any lengths for them. Whatever they need, I’ll figure out how to make it happen for them.”

For more information about CRYSTAL CANADAY, please call 404-290-8907 or email Crystal@CrystalCanaday.com 24

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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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Top Agent Magazine

JOEL FRIDAY After a twenty-five-year tenure in the tech industry, Joel Friday decided to take a leap into the real estate world.

Twelve years later, he has built a flourishing second act as an agent with Keller Williams, marrying his tech savvy experience with his knack for the interpersonal, all under the banner of his Sold by Friday team. With a straightforward professional ethos that prioritizes communication, patience, and execution, Joel has steadfastly served a range of clients as they transitioned into their own next chapter.

move on to the next stage in their lives. This career has been a good fit. I’m able to use my technical skills from the past, and my people skills in the present.”

As part of his tightknit Sold by Friday team, Joel primarily serves Anoka County and the Twin Cities’ northern suburbs.

Having operated in the industry for over a decade, Joel’s knowledge of the local inventory and market inspires confidence in his clients, who know they are in capable, seasoned hands. What’s more, Joel’s approach to the agent-client relationship is rooted and patience and communication, providing unhurried support of those he works with, rather than rushing a deal to fruition. With a robust rate of repeat and referral clients, Joel’s amenable personality and ability to deliver results has kept clients pleased and coming back.

“We’re here to help and be a support,” Joel recounts. “We’re not trying to convince clients to do anything outside their interests—we go at the client’s pace.” With four kids and four grandkids, Joel understands well the dynamics of family life and transitions, and carries that firsthand awareness over into this work, employing patience, flexibility, and accessibility all to his clients’ benefit.

Looking ahead, Joel has plans to continue to foster his business’s growth, with hopes to expand his imprint enough so that one day his family can take the reins, as he shifts to retirement in the years to come. Having earned over a decade of experience in the real estate world—with countless clients settled in new homes or thriving from the sales of homes past—Joel has rendered a meaningful career as an agent.

Today, equipped with a veteran’s insight and an untiring outlook, the future ahead is sure to remain busy, bright, and filled with continued promise for Joel Friday.

With two decades in the tech industry, Joel brings an expert’s proficiency to his marketing efforts, making use of the internet and social media’s wide range and influence, along with incorporating a host of digital listing sites that allow for a property’s maximum exposure. Joel’s sizable social media presence across platforms—from Facebook and Twitter to LinkedIn—also allows him to connect seamlessly with potential buyers and sellers. To keep in touch with clients past and potential, Joel makes use of traditional and modern means, from sending out yearly calendars and Vikings magnets, to managing his systematic database, sending out e-mails and making personal calls. Whether mounting marketing efforts or guiding his clients fastidiously through the buying or selling process, Joel never forgets the individuals at the heart of every transaction. “I really enjoy helping people find the home they’ve always wanted,” Joel says, “and helping clients Top Agent Magazine

Joel expands his spirit of service to his local community, as well. He has coached sports in the past and currently donates much of his time to his church’s softball team. He has also been involved in his church’s youth group. In his coveted free hours, Joel enjoys any outdoorsy activity, from riding bikes and hiking, to boating, canoeing, and camping. Joel also enjoys spending quality time with loved ones across generations, including his wife Patti.

To learn more about Joel Friday visit SoldByFriday.com, e-mail soldbyfriday@kw.com, or call (763) 445 - 9760 www.

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MIKE HEGE Mike Hege, Broker-in-Charge and Realtor at Pridemore Properties in Huntersville, North Carolina understands intuitively how to care for and provide the utmost in client service.

Formerly an emergency room nurse, he developed his skills of compassion and consulting in that career and has applied those skills successfully to helping his real estate clients.

“I love what I do now,” he says. “It’s just a different experience.

In the emergency room, you have gunshot wounds, heart attacks and strokes. That’s given me experience that allows me to handle any type of real estate emergency.”

With twelve years of success in his current field, Mike possesses the experience and knowledge necessary to get listings sold, and he has earned the Certified Residential Specialist (CSR) certification, an accomplishment achieved by less than 3% of all Realtors. He is also in possession of a Master’s degree in Real Estate (MRE), a degree held by even fewer realtors. A Charlotte native who is currently licensed in both North and South Carolina, Mike oversees a staff of thirty-five agents and two administrative personnel in two offices, one in Huntersville and one in Southpark, and they serve a wide geographic area.

With an impressive 80% rate of repeat and referral business, Mike attributes this in part to maintaining relationships after the transaction has closed. “Ultimately, it’s about keeping in touch with these folks, and once we close we have a client referral and appreciation program where we invite them twice a year to different functions. We mail them items of value every month, and we pop by to make sure we’re in contact. For those who know us very well, we get together on a regular basis. They know

we’re not in it for a quick hit…we really want to build a longterm relationship and our actions are in line with that.” Known to bring pizza on moving day to his clients, Mike’s actions are in line with his intentions.

56 glowing five-star reviews on Zillow are a testament to his client’s satisfaction. Reads one: “Mike was amazing from beginning through the end of this home buying process. At the time I was a first-time home buyer and he made the scary experience very joyful and exciting. We talked daily and he always kept me updated. He never hesitated whenever I wanted to go look at different houses on various sides of town. I still am in communication with him even after closing on my home and look forward to buying my next property with him in the future.”

Philanthropy is important to Mike, on both a personal and professional level. His personal endeavors in this regard include local high school mentoring, membership in the Rotary Club.

His professional charities include his involvement with Realtors Care day, which entails over 800 realtors across multiple firms coming together to help those in poverty make critical repairs to their homes.

“It never feels like work,” he says of his job, “because we are passionate about what we do. We love it. When I worked in the ER, I never dreamed I’d be running an office and love the people I work with.”

As for the future, Mike’s main ambition is to stay both focused and humble. “When I began in the business, the market was surging., then it crashed, and then it came back. It’s important to be prepared for the unexpected. Despite the down times, we excelled in our practice. Ultimately it’s about making sure we’re giving of ourselves. In other words, the client’s interests always come first.”

For more information about Mike Hege, please call 704-464-0702 or email mike@pridemoremail.com 28

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Creative Meditation

for the Real Estate Professional The real estate world can be an industry of intense emotional and psychological pressure. Deadlines, meetings, employee needs, client needs and a hundred other items on which one needs to focus on a daily basis can create an environment that is not only not conducive to mental well-being, but can be outright detrimental.

Learning to quiet the mind has been the focus of meditation for millennia. While those not familiar with the concept of meditation may instinctively think of yoga mats, incense, and chanting when the word “meditation” arises, there are in fact, many forms of meditation that can integrate quite Top Agent Magazine

easily into the daily hustle & bustle world of the busy real estate agent.

First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening 29

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts.

These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument.

Here are some examples of meditations you can try.

1

For when you’re driving, download and listen to any number of audio Guided Meditations available on the internet. YouTube has a generous selection of these, many of which are geared towards success in business.

2 Repeating a mantra can be very calm-

ing, particularly when you are trying to rid yourself of negative, self-defeating thoughts. It doesn’t matter what words you choose, as long as you feel good about your choice. “I am a success” or “I will approach all of my clients with love today” are two examples. Whatever works for you and gets you into the desired mindset.

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3 Something as simple as listening to pleasant music in your car can be considered meditation, provided it brings you to a place of comfort as opposed to one of spiritual discordance.

4 The most important thing, however, is to take time to find gratitude in everything you do. Count your blessings, be grateful the exciting career in real estate you have built for yourself.

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis.

When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity.

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MARGARET LEICACH “Real estate is not about sales,” says Margaret Leicach of Berkshire Hathaway Home Services New England Properties.

“It’s about people.” If it weren’t, there is no way Margaret would have spent the past 11 years in the industry. “I only took the licensing course because I was interested in investment properties,” says Margaret, who previously worked in human services roles.

“The idea of working in ‘sales’ actually gave me the chills!” But during her licensing class, when the instructor said that sales is not the most important part of working in real estate, Margaret perked up. “He said, ‘you can’t sell anything if you don’t own it.’ In real estate your job is to help other people achieve their goals.” From that point, Margaret tuned in with new interest and has never looked back.

“Our office is unique in terms of real estate offices,” Margaret says of the West Hartford, Connecticut, office where she has been since she began her real estate career. “I serve all of my clients personally rather than ‘handing them off’ to assistants. One of the reasons I am able to do so is that our office has wonderful collaboration and mutual support.” For instance, if Margaret needs to be in two places at once, she can enlist another trusted colleague to help her, with no expectation of compensation. “And I’ll offer to do the same for them, whether it’s an open house, a showing or a home inspection.” For the agent who sits her open house, she will place that person’s name and contact information on both online and print advertising. “I think that’s only fair.”

That cooperative, accommodating attitude also weaves through each of Margaret’s client engagements. “I’ve had two people recently thank me for going above and beyond or going out of my way,” says Margaret with a light laugh.

“But I told both of them that while I’m thrilled to hear they like what I did for them, I don’t know how to do it

any other way!” People place their trust in Margaret, who in 2016 had her busiest year ever. Although she says the uptick in business seems to be “for no apparent reason,” one might assume that the trust and care she puts into her work for people plays a major role and also leads to the fact that more than 75% of her business comes from referrals.

Margaret maintains long-lasting relationships with clients, staying in touch by email, snail mail, and through social events she hosts. “I won’t call people out of the blue just to check in, though!” she says.

“That’s a deliberate decision on my part.

I don’t like getting calls like that, so why would I make them?” Clients appreciate her down-to-earth approach. In addition, events like her annual Thanksgiving party – with wine, appetizers and pie giveaways – have become so popular that her clients look forward to seeing each other each year. Margaret also maintains a strong online presence, promoting her listings with professional photography and floor plans on multiple websites and through social media.

Other upcoming ventures for Margaret include involvement in new construction along with other agents from her office. “One of our agents has a knack for marketing new construction projects such as condominium complexes,” says Margaret. “Marketing such properties requires a team effort, because there is often an office open daily that needs to be staffed by agents.” Her coworker hopes to interest others from their office to work onsite periodically. “If you’re the person there when people come in to look at floor plans, those people become your clients,” she says. While new business may be one reason to enjoy such an opportunity, Margaret highlights the real reasons she is interested. “I’d like to do this for two reasons: First, it’s new and different and I always want to keep learning; and second, it involves working as part of a team.” Margaret welcomes any opportunity to surround herself with people.

To learn more about Margaret Leicach, visit margaretleicach.bhhsne.com, email realtormargaret@bhhsne.com or call 860-214-3974. www.

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LEIGH McPHERSON For 23 years, Leigh McPherson has been getting to know people, striving to understand their unique personalities and ensuring she appreciates exactly what they want from her during their relationship. As a team leader with RE/MAX of Orange Beach in Alabama. Leigh brings deep market knowledge and industry expertise to every engagement with clients and team members. “One of the things I love about my work is meeting and getting to know people,” she says. “We develop a special connection at the beginning,” she says, noting that because she covers a vacation market, she sometimes does not meet a client in person until late in a transaction or after the sale is closed. “But we get to know what kind of people our clients are and we respond to them based on that,” she says.

An emotional buyer may need some extra time and hand-holding, but will also benefit from Leigh’s responsibility to make sure they understand the financial and other real consequences of every decision they make. “On the other hand, someone who is motivated by data needs me to be prepared and responsive in providing every detailed piece of information.” When people get the kind of prompt, attentive service they want, says Leigh, they are happy to continue the friendship and to send referrals.

“We stay in touch,” says Leigh, who receives more than 75% of her business from referrals. “I love that I have become good friends with many of my clients,” she explains, describing one family through which she has closed 11 or 12 additional sales.

“When my vacation home owners are in town, they drop by wanting to show me the work they’ve done fixing up their homes,” she says. “I get to work with people I enjoy being around, which includes my teammates; it’s invigorating.”

Selling homes in a vacation market requires a different approach than for standard residential homes. “In a typical market, buyers are

looking for great schools and so forth, which we have, but, in a vacation market, buyers can be coming from anywhere,” says Leigh, explaining that she often finds herself in the trenches researching the motivations – and whereabouts – of buyers. “Our listings may be in Alabama and Florida, but buyers come from Mississippi, Louisiana, Kentucky and Tennessee and possibly even from Missouri.”

She takes advantage of the numerous marketing resources afforded to her by RE/MAX such as professional photography, virtual tours and professionally designed printed and mail items. “We also do a great deal of social media and targeted marketing tailored at exactly the kind of buyer a property attracts.”

As a former teacher with deep roots in the Gulf Coast area, Leigh’s visibility and community involvement bolsters her success. But she is quick to note that she doesn’t give back for business purposes but because she cares. “I’m still very engaged with Orange Beach Elementary,” she says. “I do it in some quiet ways, but I’m very supportive of them.” She also belongs to Impact 100 Baldwin County, a group of women who support local nonprofits with financial grants. “The idea is that if 100 women could donate $1,000 each, we could award a $100,000 grant annually,” says Leigh. “Last year we grew our membership to the point we could award four grants!” In addition, RE/MAX of Orange Beach is often the top giving office to Children’s Miracle Network in Alabama.

With 23 years of experience in real estate, Leigh shows no sign of stopping. In addition to growing her team’s production year after year, Leigh dreams of extending her geographic reach. “I would love to expand the vacation and luxury marketing to countries in Central America, specifically Costa Rica,” says Leigh, whose husband’s charter fishing business already operates in that region.

No matter what, Leigh and team will continue focus on providing excellent service to buyers and sellers while remaining a force for good in the community. “We want to maintain those relationships for a lifetime,” she says. “Providing high quality service is a given for us. As Plato says, ‘We are what we repeatedly do. Excellence, then, is not an act, but a habit.’”

To learn more about Leigh McPherson, visit LeighMcPherson.com, email gulfcoastleigh@gmail.com or call 251.609.9994 www.

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

By Carla Cross

N

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 34

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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MARK MEERS Mark Meers cares deeply about the quality of people’s lives. It’s why he left a lucrative career in sales for real estate.

After Mark had worked eight years for an Anheuser-Busch distributor, winning lots of recognition along the way, it became apparent to him that he was selling a product that had little impact on the quality of people’s lives. In addition, there was no clear path for him to tap his full potential. “I felt that a real estate career would encompass everything I was looking for,” he says. “I could tap into my true potential, which I’ve done, and at the same time help people in a far more meaningful way.”

A lifelong resident of Will County, Mark is now in his 21st year in real estate and couldn’t be happier. His clients are the beneficiaries, calling him honest and hard working with an extraordinary commitment to service.

Those qualities, along with his in-depth knowledge of the market and effective negotiation skills, account for a repeat and referral rate upwards of 70 percent. “After 21 years,” he says, “I’m helping some people for the third time. And they’re referring me to family members, coworkers and people they go to church with.

I’ve been able to earn their trust. That’s the foundation of my business.”

Mark adapts his marketing methods to the type of home being listed, first identifying the target audience for that particular type of home. “If it’s a ranch house in an established neighborhood,” he says,” I’ll gear the marketing to a specific buyer profile. If it’s a five-bedroom, 3,700 square foot, two-story house in a school district people are gunning for, I’ll rely heavily on virtual tours with a description.” He uses all the traditional websites, relies on feature sheets, does open houses on a case-

by-case basis and uses print advertising to some degree.

After the transaction closes, Mark has no trouble staying in touch. His database contains all his appointments since 2000, and every month he rotates them, touching everyone at least on a semiannual basis. And because he lives in the community he serves, he often bumps into past clients at sporting events or the grocery store or the gym. “I embrace a fair amount of technology,” he says, “but I still have a foot in old-school ways. I believe face-to-face contact will always be the most effective way to reach people.”

Earning the trust of a wide variety of people keeps Mark going. “You can really impact someone’s life,” he says.

“It’s nice to be an integral part of helping your clients accomplish their goals. They often become your friends.”

Reaching out to the community just comes naturally to Mark. As an avid swimmer, he participates in Swim Across America, a foundation in connection with Chicago Rush University to raise money for cancer research. He also supports various local charities and fundraisers, and if a client has a personal fundraiser, he participates. To relax, Mark swims 4-5 days a week, listens to live music, works out, and enjoys movies, reading and golf.

In today’s diverse market, Mark knows the importance of being a good listener and understanding his clients’ needs. His goal for the future is to become more knowledgeable about social media. “It’s an area that will help me grow,” he says, “but I don’t want to abandon what got me where I am today.” With his foundation of trust and communication, there’s no doubt that Mark will only continue to improve.

For more information about Mark P. Meers, Jr. of Spring Realty, Inc., Shorewood, Illinois, please visit MarkMeers1.com, call 815.347.7900 or email meersemail@gmail.com Top Agent Magazine

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KIMBERLY MUMMA Top Agent Kimberly Mumma of Realty ONE Group in Gilbert, Arizona is currently in her third year as a real estate agent, but is already outperforming many of her more seasoned competitors. Kimberly provides each and every one of her satisfied clients with a level of customized client service that keeps them coming back to her and generates a consistent level of referral business.

While Kimberly understands that real estate is a business, she also understands that there is a human element to the process that can not be ignored. “I know there are times when the agent really needs that next commission,” she says. “But it’s important for me to be genuine with my clients, I feel it’s important to give them my full fiduciary responsibility.

I don’t allow the paycheck to control my relationship with the client.”

In fact, almost all of Kimberly’s business is referral-based.

When asked why she thinks this is, she pauses for a moment before answering, “I think that I’m genuine. I think I have a passion for what I do. I feel that when doing business, honesty and integrity should always be at the top of the list, but I find in business that’s often times not the case.”

When asked what she likes most about being a real estate agent, Kimberly answers quickly, and with a laugh: “Looking at houses. I love looking at houses.” Also, she says, she enjoys the opportunity to interface with others. “I love getting out and talking to people, and simultaneously being able to be in charge of my own schedule. I’m at a place in my life where I like that balance of family and work, and I’m finally able to have that,” says Kimberly.

A former owner of a non-medical homecare business, Kimberly was overseeing eighteen employees when she decided she needed a change of pace. “It was just overwhelming,” she remembers. “Life was stressful and it was all-consuming. I knew I needed a change. So I sold the business, took a cruise, and came home and got my license.”

When she’s not working, Kimberly is an active member of her church, and sits on her HOA Board as the Architectural Committee Chairperson. She is also an avid traveler, and she and her husband try to get away as frequently as her business allows. Spending time with her children and grandchildren is also a major priority.

Her decision has paid off in a level of customer loyalty that is rare in the real estate industry. A solid five-star rating on Zillow is evidence of her value to her clients, as this glowing testimonial makes clear: “Kimberly is fantastic. We’re a military family that had to find a home immediately. Kim was patient, knowledgeable, looked out for our best interests & was ethical. She listened to our wants and needs. Kim was present for every step, went the extra mile, and I know I can still reach her if we need assistance in this home. We recommend her to anyone looking for a realtor to purchase or rent.”

As for the future of her business, Kimberly is circumspect.

While continuing to educate herself and accumulate designations like her current GRI and ABR (“Education is very important,” says Kimberly. You can’t just get your license and think you immediately know what you’re doing.”), she is also cautiously exploring the idea of forming a team, though she understands the importance of finding the right people: “I’d have to make sure their work ethic and moral compass are the same as mine,” she says.

For more information about Kimberly Mumma, please call 480-353-6236 or email Kimberly@MummaAZRE.com Copyright Top Agent Magazine

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Marketing Lessons from Steve Jobs

by Rob Flitton

“I am not a scientist. I’m an inventor.

I measure everything I do by the size of the silver dollar. If it don’t come up to that standard, then I know it’s no good.”—Thomas Edison

Steve Jobs was the highest master in this.

FOCUS “Steve Jobs was the most remarkably focused person I’ve ever met in Steve Jobs was an inventor…and a my life.”—Jony Ive marketer. By the measurement that Thomas Edison provided, Jobs was Focus is the ability to decide what is accordingly the greatest inventor of important to you, versus urgent to all time, having created more than others…the ability to say “no” with $300 billion in net worth over the ruthless integrity to a wide variety of other very attractive distractions. course of about a decade.

See video about Jobs by Jony Ive. He accomplished this through marketing. In fact, IMPUTE MARKETING If you cannot choose what to say is called IMPUTE MARKETING “no” to, then you will inevitably say because of Steve Jobs—you will see “yes” to things that will derail you. why below.

IMPUTE This article discusses XX ways in To impute the value of a product/ which Jobs became possibly the service is to convey “signals” to the greatest marketer of all time. Mar- user to allow them to form their own keting is “the ongoing activity of opinion about that product/service. interfacing your business with the People do not like “salesiness” and marketplace—of communicating the prefer to come to the table on their value of a product or service to own terms. customers for the purpose of selling that product or service,” and Jobs knew that every single detail of Top Agent Magazine

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an Apple product would have to be absolute perfection in order for people to never consider it as “slipshod.” He demanded that everything Apple did be creative and professional. He wanted people to infer the tremendous value through user-experience and imagery, not be sold through words and gimmicks.

have few or no available options for a solution?

3.Are they currently and actively seeking, and willing to accept, a solution?

When a marketer understands these aspects of their intended user, the process of selling is easy, low-friction, and highly profitable. Sadly, most FEELINGS Steve Jobs was known to understand people start with the product first that a well-marketed product/service without regard to the needs and must be highly empathetic to to the feelings of the user and then try to user’s feelings and needs. “force” it onto them with wordcampaigns. Steve Jobs never had to The job as a marketer is to find out: talk anyone into buying an iPhone.

1.What known or unknown or irrational pain, angst, worry, concern, fear, anger or sadness is the potential client experiencing?

2.Do they perceive or feel that they 38

Rob Flitton is a Seattle Real Estate Marketing specialist helping independent agents to increase their income. Email Rob robflitton@gmail.com at any time or call/ text him at 206-612-2314.

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AMAN PANNU When he moved to New Zealand in 2004, Aman Pannu’s start in the real estate world was almost by accident.

Over dinner with friends, the conversation turned to the topic of real estate, and though Aman’s background was in Applied Science Computer Information Technology, he was drawn to the mathematical components of the industry and the creative problem solving inherent to the real estate world. That same year, he joined the ranks, putting his knack for numbers and analyses to use. Today, Aman works with Mountfort Estate Agents, bringing his own brand of systematic, data-driven client service to those he serves.

A unique aspect of Aman’s work is his specialty in handling transactions for largescale developments, from conception to execution. At the outset, Aman is brought in to walk the boundaries of a proposed subdivision, from there he calculates what combination of buyer profiles, ethnic communities, type, and size of houses and/or sections will be ideal for developers to pursue based on the particulars and figures involved. The same considered, factual approach drives his interactions with smaller scale clients and deals, as well. “I bring a logical, methodical practice to my work,” Aman says. “Applying mathematics keeps the process transparent and straightforward for clients. In the long term, people are able to understand their best and worst case scenarios.”

Aman applies his principled approach to communication with his clients as well, running numbers meticulously, disclosing all the facts and possible scenarios, and ensuring that every aspect of a transaction is clear and understood by all parties involved. His forthrightness has led to remarkable success, reaping an impressive 90-90% rate of repeat and referral clients. Considering Aman’s professional ethos is one rooted in the power of arithmetic—what hard numbers can reveal to buyers and sellers about their prospects in the market—it’s little wonder that his clients return for his unfiltered and coherent insight into the market.

As part of a larger team, Aman’s clients enjoy multifaceted representation, particularly with the help of a dedicated social media lead who employs the vast digital reach of social media and online listing platforms. With roughly 190 agreements made in a single year, Aman’s database is substantial, fostering an immense professional network.

For his part, Aman makes it a point to maintain interpersonal connections with clients past and potential.

Whether meeting face-to-face or sending a personal note to a client, Aman never forgets the individual or family behind every transaction. In one memorable instance, Aman helped clients abroad navigate buying and selling a home. After running the numbers and making calculated market decisions—in addition to the detail-oriented communication necessary to complete a transaction with clients across the world—Aman was able to deliver the good news to the family that they had netted a considerable amount on their investment. In that vein, Aman’s clients not only benefit from his proficiency with numbers and calculations, but they also receive a hallmark standard of personal service that makes for a balanced, successful—and less stressful—transactional process.

Aman extends his service to his local and global communities, donating his time and contributions to multiple causes and personal ties. In his free-time, Aman is an avid cycler, cook, and reader. Looking ahead, Aman has plans to continue to grow his business, with ambitions to one day build his own brand and team—all while maintaining the exemplary standard of care his clients have become loyal to. Having earned over a decade of hands-on experience executing transactions of all varieties, Aman’s deliberate approach to his work inspires confidence and competence in his clients. With a flourishing real estate career already under his belt—along with a facility for numbers that puts him a cut above the rest—the future ahead is likely to remain both busy and bright for Aman Pannu.

To learn more about Aman Pannu e-mail aman.pannu@raywhite.com or call +64 21 50 80 27 Top Agent Magazine

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SCOTT PATTERSON Scott Patterson of Better Homes & Gardens Real Estate Executive Partners in Augusta, Georgia, has achieved stellar success buy utilizing his experience and knowledge in the construction industry.

He has served as the company’s Community Operations Manager assisting Crown Communities as they transitioned into the Augusta market and experienced growth during a downturn in the housing market. They assisted the Regional builder grow from one new home development to twenty-four developments in roughly eighteen months while closing roughly five hundred new homes per year before he moved onto other projects.

Currently Scott oversees the property management side of the brokerage while managing property himself, as well as, oversight for 35 other agents who also manage property. He understands the importance of clear, honest communication with his clients. “I think being accessible and being responsive is what keeps my clients happy. I don’t avoid the hard questions, and that helps us get to the heart of their problems or concerns,” he says.

Better Homes & Gardens Real Estate Executive Partners specializes in working with military members, both owners and renters, and their services allow military personnel to focus on their missions around the world without needing to worry about their property. Their rental services work to ensure that service members are always housed in clean, well-maintained, comfortable homes, and they are proud of their ability to meet and exceed the needs of their clients.

A former builder, Scott began his journey in real estate as a builder, working his way up through the world of construction, starting his own remodeling company when he was only 23. “I did kitchen and bathroom remodeling for a couple of years,” he says, “and then I was a custom builder, and I flipped some houses.” The winner of the 2004 Remodeler of the Year, awarded by the Builders Association of Metro Augusta, he also served as that organization’s 2007 President. He also served as

the Sales & Marketing Council Chairman in 2009.

When the building business began to tank in 2006, he obtained his license and eventually earning his broker’s license in 2009.

Scott truly enjoys what he does. “I enjoy the process of taking a house and making it cash-flow positive for the owners. A lot of times people look at real estate as the American dream, that everything is going to be great once they own a home,” he says. “In our area, the military come and go pretty quickly, so the house can quickly become a problem. Perhaps the house got messed up from the previous tenants, or the owners didn’t take care of it, didn’t maintain it well. “We come in take over control of the process and get the house back to a like-new standard, and then manage it from that point.”

Scott has big plans for the future, and growth is one of them.

“We have big goals,” he says. “Since taking over our department almost three years ago, we’ve grown from just over 220 units to over 500, of which most are single-family homes. We’re looking at getting some larger, multi-family type projects. We are also looking at expanding into other markets with our rental process allowing other agents/companies to partner with us.”

When not working, which is very rare, Scott enjoys spending time with friends and family as well as volunteering in the community. He has also traveled the country with National Football Academies coaching Quarterbacks and developing Leadership Skills in the young men he has coaches. Married for 25 years to his wife Holly, they have 2 children, Nick a Quarterback at Reinhardt University and Payton who is honing her skills as a dancer/performer.

Locally owned and operated by Tommy Stephenson, Better Homes & Gardens Real Estate Executive Partners is respected for providing industry-leading real estate and property management services to grateful clients. They possess the skills and training to handle every aspect of their clients needs, whether that’s buying, selling, or management services and are ready to assist both current and new customers.

For more information about Scott Patterson, please call 706-830-0580 or email spatterson@epaugusta.com 40

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Thinking of Listing?

Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home.

With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved.

Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time.

1. Inspection: The last thing a seller or buyer wants is a surprise at

inspection. That’s why a complete inspection before listing is so valuable.

Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time.

2. De-Clutter: Take a little time to pack away surplus furniture items and

extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing.

3. Paint: Whole-house painting is likely not necessary, but consider touching

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such as bathrooms, the office, family room and indoor recreation spaces.

Also consider a little varnish on the front door or banister.

4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a

Top Agent to do so. Buyers should be able to picture themselves living in your home. While your Top Agent may not advise you to appear generic, you’ll likely need to thin out any shrine-like displays to family, hobbies or cultural interests.

5. Deep-Clean Housekeeping: After you’ve de-cluttered and touched up

the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings.

6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.

Because the cleaners will be moving furniture anyway, ask them stretch and tighten any buckled areas of carpeting. Doing so now saves the trouble of having to credit your buyer for this following final walk-through. Also consider removing small area rugs to let the beauty of your hardwood floors shine.

7. Look at the Loo: Buyers may not notice a brand-new toilet seat, but they

will turn up their noses at the one with the broken hinges. Freshly replaced toilet seats, faucets or doorknobs in heavily trafficked bathrooms can go a long way in first impressions.

8. “Mow & Blow”: Consider buyers as guests you want to feel welcome

as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things.

9. Staging: Once you’ve selected a staging professional for the finishing

touches, ask them and your Top Agent for final recommendations on day-today upkeep, storage options and what-to-do (or what not to do) while your house is on the market.

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PAUL TOWNSEND The fact that he is a lifetime resident of Sussex County, Delaware’s beach communities puts Paul Townsend in a unique position as a REALTOR® with Jack Lingo, Inc., REALTOR® and as a developer in an area flourishing with economic growth. “Not a lot of people who live here were also born and raised here,” says Paul. “And my agricultural background helps a great deal.” In addition to running his real estate business since 1986, Paul also co-owns a frozen food company with his business partners. It was through that business, in fact, that Paul first became interested in real estate. “We had some low-productivity farms that weren’t doing very well, so I came up with the idea of putting in a road and selling some lots.”

Naturally, that development process required a good deal of patience and coordination with various public agencies. But by the age of 27, Paul completed his first subdivision and secured a lot to build his own home. As an agribusiness professional with Jack Lingo REALTOR® for more than three decades, Paul is known for his skill in helping individual landowners and builders across Sussex County navigate the complexities of permitting and approvals. A highly visible resident of Sussex County, Paul personally knows many of the area’s farm and land owners and is familiar with the land itself. “I am a local resident with agriculture experience, so I know how to navigate the development process in this county successfully.”

He has spent so much time in every Sussex County office – submitting and resubmitting plans, attending public hearings, calling for interviews and actively participating in numerous decision making meetings – that his reputation precedes him, which streamlines processes for others.

Paul has developed several Sussex County communities on former farms up to 200 acres in size, including Wolfe Pointe, Wolfe Runne and Hawkseye. “And we’re now planning a larger community that includes planned development,” he explains. “It will have some commercial, some waterfront property, some very high-end neighborhoods and some more middle-of-the-road priced neighborhoods.” And although development is Paul’s primary niche, he also works with buyers and sellers of primary residential homes or income properties such as beach vacation rentals; commercial properties; second homes; farms; undeveloped land; and multi-unit residential properties.

Given his lifelong love of coastal Delaware, Paul remains highly active in supporting local causes, from open-space preservation to the local hospital. “I am on the board of Beebe Healthcare Medical Foundation, a 501(c)(3) organization that raises millions of dollars every year for the hospital,” he explains, adding that he is also very involved with his son’s school and with the Ocean City Marlin Club. An avid offshore fisherman, waterfowl hunter and fitness enthusiast, Paul’s spends as much of his free time outdoors as possible, enjoying life with his wife Darlene, his grown daughter and his nine-year-old son.

“Darlene and I also have a thoroughbred horse farm,” he says. “That’s her baby!” He adds that he and his family, along with both businesses they own, actively support the growing network of interconnected bicycle trails throughout the state of Delaware. “Developers often meet with resistance; it’s the nature of the business,” he says. “But you can’t stop progress. We can do a good job when we’re allowed to. It’s our goal to accommodate the growing interest in Delaware by providing nice, clean, beautiful subdivisions where people can live.”

Surrounded by the natural coastal beauty of Delaware, he feels confident that his work is enhancing the way of life in Sussex County.

To learn more about Paul Townsend, visit paultownsendteam.com, email ptownsend.townsend@comcast.net or call 800.331.4241 www.

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