NATIONWIDE & INTERNATIONAL 1-11-21

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

FEATURED AGENTS DAVID ACOSTA

WEI HWA

LUCAS AKERS

DOROTA KUNDERA

BILL ARSENEAU

CAROL LUKITY

MEGAN BARTSCH

EMILY MATTHEWS

BECKY BELL

JANNA McGEE

JERMAINE BROOKS

TONY MILLS

TILI CAPISTRAN

LISA NOVOSAD

ROB CERVENY

JENNIFER POWELL & KAYLI MICHELS

MONICA CHUNG

NICOLE REED

WENDY CLARK

AMANDA REICHERT

ROSALYNE COHEN

CHANDRA REYNOLDS & CHANTELLE RAMCHARAN

CARRIE COPENHAVER AMY DeANGELO

ALYSON ROSLONEK

LEAH ERWIN

CINDY RUSSELL

SUSAN FEIL

ANNE SENA

TARA FONTANA-GOLDSTEIN

ELISE SIEBERT

CRYSTAL FREEMAN

MARC SORRENTINO

SKYLA GAGNON

ROSS STOUT

ESMERALDA GIL

MARSHA STOWELL

WILL GONZALEZ

MARTIN TAGGART

PAIGE HARDY HILL

BRITTA THRIFT

PEGGY HICKS

AMY YOUNG

JUDE HODGE

COVER STORY

BARRY PULVER

NATIONWIDE & INTERNATIONAL EDITION

CHANDRA REYNOLDS & CHANTELLE RAMCHARAN JENNIFER POWELL & KAYLI MICHELS Chandra Reynolds first learned about real

come from assisting clients in difficult sit-

through her grandpa, an accom- Second Chance for pets, and Saint uations,” Chantelle says. “Real estate is t sets estate Kayli Michels 17people’s lives, and we 25 12 ell apart from other plished investor who taught her6 the Jude’s Children’s Research Hospital.” such a huge part of n’t hesitate to answer. ins-and-outs of the market. Seated beside value walking them through the process Outside of business hours, Jennifer and service. You get two him at always the dining table, she would read her fiancé love to travel. They invest in and helping to overcome its challenges.” of one.

We’re through listings in the newspaper and Airbnbs throughout the country because interchangeable, and samelearn page. We hisedubusiness from the ground up. they enjoy providing great travel expe- Over the years, Chandra and Chantelle riences for others. With her background ough the process and Later on, Chandra would recruit her lit- in interior design, Jennifer enjoys have earned an outstanding reputation in y explain how everytlethey’re sister, Chantelle Ramcharan, to join transforming properties into freshly their community and among their prong sure aware hat might their her come in realty—and this dynamic duo has renovated homes as well as reading fessional sphere, with the vast majority CHANDRA REYNOLDS & MEGAN BARTSCH JENNIFER POWELL &in the guestbooks BARRY PULVER entries to hear about the wonderur clients feelworking very confident.” been together ever over since.

Today, of their volume coming from repeat cliful times people had with their friends and family in each CHANTELLE RAMCHARAN KAYLI MICHELS Chandra and Chanetelle of theKayli, meanwhile, loves spending time ents or referrals. But through it all, they their places.

Another way we set ourselves apart is areofleads Team with through the and ten-month-old daughter. They go to remain focused on what matters most. her husband home HomeSmart staging for everySisters seller, saving parks, enjoythey boating, and get outside whenever possible. “Relationships are key,” Chandra says. for the cost of staging.Realty This nets Group, them HomeSmart where 49 43 37 55 more when homes are properly staged service clients all throughoutLooking the Willamette Valley and “We embrace the personal aspect of the business and to the future, Kayli and Jennifer plan to keep lue. For example, on a $500,000 home itsWe surrounding areas. in building our community—befriending expanding their business together. “Kaylitruly and Itake are inpride it ncrease. own ten houses worth of for the long haul,” says Jennifer. “I think it’s very select pieces to enhance and highlight ourthatclients along the way.” Then she adds with a laugh: exciting see the growth that cliwe’ve had so far you and towork with us, you’re stuck with us forever.” nd features,” Jennifer.

When says listing a home, Chandra andto Chantelle offer “Once take that to the next level.” ents aWilliams personalized approach. Starting out, they work on with Keller Realty services the “We front endreferral to fully prepare each supplying Outside their career, both Chandra and Chantelle are Kayli says,property, “When a client refers us to a friend or family c range. have partners member,and it’s so rewarding to know trust us andactive within their community, volunteering city their throughout the with Unitedstagers, States,” cleaners clients professional pho-that they organically had a great experience. I’m looking forward to continut, to be more specific, we cover all TILIthey CAPISTRAN ROSALYNE tography. From there, share their listings via a blend for local youth sports and COHEN serving as worship leadersGAGNON at MONICA CHUNG SKYLA ing to focus on that, continuing to grow, and expand into ia and D.C. In Virginia, we go as far TILI of targeted digital and social media campaigns. the coming years. TakingBut carethey of people their is whatchurch. is truly They have also opened their own successsburg, as far north as Arlington, asCAPISTRAN far to us.” and asalso far east as Alexandria.” look to open houses andimportant their own extensive profesful coffee shop and wine bar, realizing a shared dream sional network to give clients an added reach throughout

satisfying their customers, Kayli and 67 the all valley communities. e. Nearly of their business comes In particular, though, Chandra Chantelle the in-depth knowledge required eferraland customers.

Part ofpossess what keeps ck is to their all-inclusive approachonline to maximize a client’s presence. “We do a tremen-

dous amount of research into these platforms so we can

to bring new business and jobs to their area. Before all 79 mothers and wives else,73 though, the sisters are devoted who enjoy nothing more than spending quality time with their families.

31

MEGAN BARTSCH BECKY BECKY BELL BELL 61

SKYLA GAGNON 84

JANNA McGEE

ESME

AMY DeANGELO

86

marketing up to date,” Chandra says.

Going forward, Chandra and Chantelle are tremendously hard atkeep workour in the Virginia andstrategies D.C. c Kayli and algorithms Jennifer are are extremely “The constantly changing, and we make excited for what the future holds. As their volume concommunity. They sponsor events sure we’re using them in the right way to better amplify tinues its steady growth, they will further invest in their r to thank their clients and host houseTo learn more about The Powell Team, our listings.”to present their business while fostering the up-and-coming members of or new homeowners please visit thepowellteam.org, ALYSON ROSLONEK MARSHA STOWELL DeANGELO NICOLE REED ESMERALDA GIL s and family. Kayli adds, “We also their team. “We love building people up andAMY supporting call 571-239-0333 and/or 703-261-5108, it’s because I really care about my clients and I or email at jenniferpowell@kw.com AMANDA REICHERT amentsElsewhere, that support kids in the area and Amy DeAngelo – Broker Sales Partner at PRIME Real Chandra and Chantelle are just as present for them in whichever they are going,” Chantelle says.

“In BRITTA THRIFT inely want to help people find a home that’s rig DOROTA Estate Group in Hoboken, New Jersey – has more than and/orKUNDERA kayli.michels@kw.com ities, like Wounded Warrior, Project

JANNA M GEE

DAVID A

LUCAS AKERS

www.

LISA NOVOSAD

them,” says Amy, when asked how she has mana their buyers, taking the time not only to educate clients, our lives, we have never once let fear hold usa decade back,of experience and under her belt helping her many Esmeralda Gilinspire has such been the realamongst estate indu trustin loyalty those she grateful estate clients achieve their realand estate goals. KnowlAs a seasoned real agent both David was aaandlotmonth away but also to find the right deal based on their best interwe believe strongly in encouraging our friends, clients with.

“There of age, agentsshe out there whom a since the age of 21.

At aareyoung began edgeable, hardworking and truly committed to her Copyright Top Agent Magazine 90 94 92 out to make a commission.

I’m in this business 88 99 100 buyers and sellers, Amy has more than earned her many investor, Lucas Akers provides hising a name mark ests. “While we certainly love working with first time and partners to go after their dreams—whatever those forI herself working atrelationships multiple real esb from histhrive 18th birthday when really on building with my c awards and her reputation as a trusted, honest broker management Gold in A homeacross is a verythe special placeCoast for most ofpres us, a homebuyers, our most rewarding transactions have often dreams may be.” who goes of above experience, and beyond during each and every firms clients with years also he enlisted in the United

such as the John Hancock Center and T knowledge, and unmatched clientbuildings and States M1forAbrams Tower.

SheArmy says, “Itas allareasons started with There are many other Amy’sComm stunnin A consistent achiever of her local realWillis estate board’s care.Ramcharan Having Circle started out as Amyacial for cessmechanic. story, and chief among them would be herh of Excellence Sales award, beganReal her jourEstate Management.

The experience For more information about Chandra Reynolds & Chantelle tank He served negotiation skills and intelligent approach to mar ney in the real estate industry in 2009, following a network I built at these locations ultimately sha successful businessman, conta her many listings.and “I do theduring full package when it co lengthy stint in the finehe jewelrylater business. “Then, when for 7 years that email homesmartsisters@gmail.com or call (503) 428-4491 the economy crashed in 2008 and my joband was outlined my love for the industry.” Fast forw decided to transition into her 30s, mana coming to anto end,working I found myself attending time his 2 daughters were Esmeralda began to explore real es open houses for fun, so I decided to get my real estate, which haslicense, given him an opportunities closer in theand suburbs. real estate because I hadthe purchased born, one toinhome Kansas oneav LISA NOVOSAD BRITTATop THRIFT DOROTA KUNDERA AMANDA REICHERT Copyright DAVIDbefore ACOSTA LUCAS Agent aMagazine few apartments then and figured nextI path led her to aAKERS successful broker andyear. inve ability to negotiate the optimal deal in Washington. He was honwould really enjoy it.” who owned a small, boutique brokerage. Here, and help his sellers, homebuyers,worked orably succe Honest and knowledgeable, Dorota Kundera’s surrounding areas, and routinely closes anywhere discharged inimplement 1997 Not only has Amy enjoyed her job helping closely alongside the owner dedication to providing premier service to her cli- from 30 to 40 transactions a year. Dorota’s high her clients buytheir and sell, but she has built a and investors achieve desired mo structure and successful business tactics tothe furt and once heconsistently enteredreceives intois ents has built her a reputation as one of the top transaction volume has led her to be recognized thriving business based on honesty and integBritta Thrift began career working It’s not surprising that stelestate Association is more than a transaction.

It’shera professional Nearly all of based her business comes through referrals the brokerage’s realBritta estate portfolio. Already be rity that is currently significantly upon residential real estate experts in her community. by The North Central“Real New Jersey of results.

His understanding of the ple. “civilian world” hedecided called in estate and financial Houston Finanlar reviews esteemed work as ethic.

One client repeat referred clients, a sureprofessionals indicator of emerged life-changing experience,” Amanda Reichert, planning fromandat past clients and infortheher of fully infield the field, Esmeralda it w the gold level circle of says Like many agents, Dorota didn’t start off working REALTORS as within the excellent service she provides.

“I believe While there, she worked as aeach liaison between thebecame recently wrote: Britta is new the BEST! husband and unique of buyer and a topinagent in divorce homeneeds sales. divorce. can be hard, but Itime loveto astarting challenge,” a row.who specializes cial. in real estate. While living in her native Poland, excellence for three years it, his“It passion asays in proce real take the leap and getcareer herMy real estate licen clients, their can attorneys, insurance companies, I were first time homebuyers and we honestly had no she went to graduate school to get her Masters “This is especially true withfirm’s a divorce.

Things Amanda, describing her niche in the real estate field.

Once accomplished, she was eager and excited seller, paired with his integrity and a natural passion is very gratifying estate.

Unfortunately it wasn’t the right time as he and investment funds.

“I renovated my first property idea what to expect.

Britta made the process so easy and data-driven degree in Business Management, and then immi- Dorota credits herbehonesty very complicated with many parties involved. “I often walk into a listing where one themore. divorcbranch outoffor Her boss is answer now some in 2011 a vacation home and realized I had a knack and wasage always to then help ushe and all foras helping others, make him the go-to agent for table that Fax 310-734-1440 the drivers of her grated to the Phone US to take a job310-734-1440 at a company that approach as |being had 2birth daughters the ofavailable 2regularly and Soknowing decided I primary don’t just work withsucthe homeowners, but also ing homeowners has zeroattrust inEsmeralda me because they 4.does who deals with.

Thro for it,” she recalls.

“In 2012, after the of my son, of our questions!

She always made time if we wanted on providing the best service specialized in converting cars for the handicapped. cess. “I really focus attorneys, clients all throughout Denver, Colorado—where home is a priceless a mediator, advisors.

It requires didn’t set the meeting.

It brings me great satisfacFor years, Lisa Novosad forged a career in the financial cor- I decided taught to give back.

“My family owned a tavern and years, learning evolving, Esmeralda to license put his career aside toand support raiseats to obtain my real estate and real pursueestate a tothese look at a house the same day, and sheand was great When their local office closed, the company asked I possibly can, and to do that, I need to develop communication with all partiesrestaurant equally and often tionAtthe when Ishe see that change.

I at can immediately tell sphere her with husband, Bob, worked as theestate.” community forprimarily eighty years,” she | www.topagentmagazine.com “It allMetro led to me where I am now.

I can’t see my career ininreal first, predicting when homes were going to be sold quickly, he currently leads Summit Team 21 relationship my clients based on trust.

Fora full-time her to move mag@topagentmagazine.com to Indiana. Unwillingporate to make the awhile his girls.

Once his daughters graduated from college, separately. provide neutrality as my clients navithe mother differenceand when they realize there to serve her“I license for personal investment purchases me, aDriven big part to of that means beingItime direct.

I always move, Dorota took a job as an office manageragent. real estate spend more with her utilized says. watched my grandmother take doingI’m anything else.”

Real Estate.

Outside of real gate a very complex time.” equally.

I’m always onhis theirpassion. side.”

David then pursued He said, “It endedes only of helped clients parteveryone time.someone “Then about two for Crawford, Tucker & Giordano,family a successand give back to her community, she decided andcare people—giving a small job or simEsmeralda is now a broker at Exit Strategy Re ful residential real estate team. Although she years ago, I realized that I missed working with cliinI’ve giving to up being one of the best everback made, him and attained her license. their to ply writing aat check without expecting anything back.decisions Before Building making theon change real estate, Amanda didn’t know much about real estate,to shejoin had to in Chicago, covering the city and its surround ents.

Fortunately, that time, my good friend was Due to his successful track record of delivering younger generatio accomplished portfolio of satisfied clientsyears and in desire Evenansoftware when tight, they anyone get her license for the job, and quickly discovexcept for never marrying beautiful wife and gaining a spent fifteen sales,opening selling a was Engel money &asVölkers shop in Oklahoma City.turned my ered a passion for the industry. was the perfect time toI pivot and make the transition service major players in It the mega-construction to focus on the local community, theytodecided the time away.

Early on,exceed decided that was how I wanted to beLucas results that his clients’ expectations, local kids with bic great stepson.” full time.” industry. Tired of constantlytotraveling and wanting was right to open their own brokerage. remembered.” has acquired a considerable amount of repeat seeing photos of Twenty-one years and hundreds of transactions to spend more time with her family, she got her 2 Dorota is now one of the top producTop above Agent Magazine later, Britta works solo at theIn agency serving thework Oklahoma and referral clients.

“We hard and says.other He also dona real estate license and hit the ground running.

When asked what sets go him apart from agents, ing agents at Keller Williams Metropolitan.

Today, Lisa and Bob are brokers/owners of Novosad CityWhen listing a specialty home, Lisa in a diversified Metro area.

“My is the believes historic areas, her first nine months after being licensed, she sold and beyond to get the deal done for our clients, organizations.

Wh Operating out of her office in Morristown, David explains “I think of my job more as a serRealty Partners, where they lead a select team to locally strategy, a property not “Ionly the local known sharing as the Urban Core,” sheover exclaims. transaction.

incredibly rewarding to help someone with that.”

®

Copyright Top Agent Ma

New Jersey, Dorota runs a thriving book of

over $5 million. Her volume has increased every

BILL ARSENEAU

CARRIE COPENHAVER ROB CERVENYWENDY CLARK

JERMAINE BROOKS

a to previous career at a state crime get them the end result th“ When Rob Cerveny was ahelping kid, Clark he point with thoroughitstaging a client, IWith want state in from andJermaine her husband were both goes outwith overfocus Coldwell Banker’s listing aduating Eastern Michigan “When Wendy says know that his marketing strategy lab and a background in Forensic she says.

This112 relentless b w 111 his their mother while she attention108 to every detail.

“I really 103 lifornia preferred form ofbegins communication— contractors when she decided to 107 get intoout toand system, on the MLS, or on social media.

104 y, Jermainetagged Brooksalong tried with out for with reaching established Chemistry, Carrie bringswith sellers, as channel well astosavvy social m the “I phone wasI ready toCopenhaver She’s also started a YouTube tFLinteams the and it’sreal in estate person,business. over the ora listing, sold Avon door“Upon to door.whether He loved seeing working getting them was released. clients.

“When get Ilike usually have R make change an andidea this would whichneed she posts a day. “I have back to Cleveland in 1999, homes I had through who might be sothe that’s the r diving email.a Cultivating relationship is interested, aa thought unique set of skills toinher real estate that they and competitiv other people’s and watching his mindset to bea video in,” once keting, s bedifferent a natural shehe recalls.

That a rolling billboard and make a point of average of $1 oney savedmother from playing step,” explains.

“I will also post toOne the thing Rob in 1979 always the top of transition,” myfirst list.” work.

Carrie’s journey into becoming earns her an interactArena with so manyat he says. focuses on when h was in SeptemberMLS of 2016, andasshe’s never reaching out to other agents in the area,” and used that as a down payment well to other top affiliate sites.” pendent people. It was then he knew he wanted selling a home a as real estate agent began when she is making sure it has the million in sales volume p looked back. she says.

“I’m always looking for new and se my first property,” he recalls. t cided to to be an entrepreneur For Bill, that relationship had lastsher long after righthisamount of a cozy, lived-in feeling. two sonsmost andabout wanted to have , he continued to buy, using loans and own his own What Jermaine loves work innovative ways to market.” applies business someday. Fastclosing, as he becomes dear friends with forward achieve athe more flexible She decided Besides work Carrie is g it with the market crash. “That was challenges of schedule. the job. To “For me the that goal, Rob recommends In to hernow, first yeararewith Coldwell Banker LEAH ERWIN CARRIE COPENHAVER ROB CERVENY WENDY CLARK ence to his clients over the course of their transBILL ARSENEAU JERMAINE BROOKS i has “But beenI forged a Realtor in the Greater sellers carpets,Wendy change lightthat fix-beingPEGGY setback,” Rob he notes. isinthree-fold,” he says.

“It’s Holman Premier gratification Realty in Klamath Falls, believes involved in the to follow the footsteps of herclean father about her involvement in HICKS rvice. action.

“I just love seeing my buyers and PAIGE HARDY HILL d my brother and I started area buyingofand rehabthe Wendy hunt; it’s theand satisfaction finding clients the home Oregon, made it tograndfather the firstoflevel of the compais both rewarding and necessary for growth Omaha/Metro Nebraska for 25 tures, has going and enter inand thecommunity realeven recommended munity.

She is part of af sellers accomplish theirInthey’re goals.

There’s erties to rent out,”providing he recalls. Six years ago, he or investment looking for; she and made it’sso theit problem Peggy Hicks exploded onto the real MAM ny’s award circle. her second year, to in her personal life as well as fostering pride in the years, great real estate service far as planting trees in the front yard.

For Will Gonzalez, real estate is a family stress-free, or to be involved and collaborate estate arena.

It turned out to be a club and been tha under contract a very shortup period of had graduated with a she has even has assisted someon clients Paige Hardy Hill grew in the real e, When reflecting on herentire career, though, nothing more rewarding than coaching ain o Keller get his license in order to start selling these solving.

I enjoy the the second level.

This year, sheprocess.” among the topwith 15% ofestate community.

“I serve on several boards, including Eagle 124 scene after a successful career wher 123 multiple transactions within the estate business, her father running 120 to people across eastern Nebraska and He knows how to “maximize” a house, 116 119 115 Willand saw work did as received on selling their home. a property issp good as she the the Once Tidewater Real Estate time.

Icall, highly recommend TaraRookie for any worked asclient a affair. at Susan arrives athis a mother strong sentiment. hroughout Orange and helping themthe turn to start ahis new s.ee Hisand business just exploded from there, producers inthe the page world.

“I’m now setting my sights Ridge Highin School, Youth Rising, the Klamath Animal year. The key to her success? “ own brokerage and on her Jill, of mother, 20+ years the marketing/pointbusin Southwestern Iowa. making it look the best it can be before of the Year Award in her first year.

Group for many years.

Sh of your real estate needs.”

9y. years, Tara Fontanaloved sincephotogIinwas a broker andmost decided ashe real estate listed, Will uses the I’ve highest quality r looked back.

Jermaine feels very strongly about giving back to “The two powerful words inasreal There, he supports chapter in their herself life.” have to be transparent this ina serving its lead Realtor for the more than and the Presidential Circle,” says.

Wendy works as a Shelter the Business and Management Advisory of-purchase industry.

As retail moved talen Crystal Freeman knew from favorite part of the job. “I like to see the putting up thetime listing to ensure buyers community that’s been good to him.

“I’m an active try,” shemade says.

Hardy Realtors sixteen years.

After some After 15soComing years in the business, Carrie unteers in various local ays that she was career was estate rtise knew and openness soloright agent, serving all ofhim.

Klamath County.

With aspending sales Council tomade Klamath Community College.

When not are ‘No’ and ‘Next.’

You should e.

Leah the change the move for raphy, virtual tours, and a“At compelling online, Peggy the transition tovideo her thewill start that she wanted to their face when they finally the houseat don’t believe insee hiding anything, living in the Czech Republic with her to Rob, his most distinctive now oversees a group of agents–the List, Sell, member of Kappa Alpha Psi Fraternity, Inc., which hosts ® According be drawn in. volume approaching $10 M this year, Wendy reports working or giving of her time, Wendy enjoys being recently started a team, 757SOLD, at Prodigy and she’s the team captain of the Life st Outside his career, Bill is tremendously active in his . “I “I’m just always Tara’s long history in South Florida Realtor d transaction. feel confident in yourself to a point the family footsteps and into the field as for ancommunity investor, already write-up guarantee prospective dream career.

“I decided that to with real “You Com we strive to always answer our pho soonevents, to be husband, was ulti-However, workfood inPaige real estate. says Crystal. can always tellbuyers with th Team–for Keller Williams which he started in ongoing service like drives traits are hiscommunity. follow-up and concern his clients. that her business is 20% repeat and referral.

“The with her husband and four children. ade,” problem, I’m goOn his top of having spent years serving Realty.

Together, they help serve clients throughsurfing event, which helps people wit she explains.

One of means that she is naturally very involved where you are never beholden to the unless we are with clients.

Most im mately drawn back to her roots, and she estate I would be able to touch people’s to Pe and building her busines equipped with a portfolio of properties, see any property at its personal best. after some urging from her their face.”

020 with his partner Clifford Louis, covering andbusiness voting campaigns,” he says. favorite “Right now, I’mofthe referral is definitely growing,” she notes.

“I He genuinely cares about his clients and knows the Rob’s part his job is helping first-time lookon the Orange County Association, the Professional tantly, waves.

I will wait until we find the r rejoined the family business in 2015 and out coastal Virginia and the works Hampton Roads Area. experience ngs dojust was helpinfamwith the by community.

She with lives directly,” Peggy “People will riding Presi g. I’mtonot next deal ormyheld captive theservice next swath of territory Cleveland’s Greater Chairman oftoThe Property Directorate Board of The father, she postponed hersays.

Will knew ittrymade sense get his agent’s tothe offer clients over-the-top and make As for thefeeling future ofofher guiding business, Wendy would property for like a client’s needs, rather married her English sweetheart.

Today, importance of consistently checking on their wellhomebuyers.

The amazing he next one.”

Standards Committee, California Association of be raising their children, growing old group om York search for the Alumni Chamber and also itan New area. On his way to FEIL reaching an estimated Greater Cleveland Chapter of Kappa Alpha Psi transaction.” er PEGGY HICKS PAIGE HARDY HILL WILL GONZALEZ just trying to getback the deal done.” she isof anCommerce agent and marketing director dream in favor of of realin estate, Crystal is to involve myself available whenever they need me.” tois add anpursuing assistant to her team as well as move into SUSAN TARA FONTANALeah, a top producing age CRYSTAL FREEMAN license, effectively making the transaction Will isOutside hands-on giving the being contentment even after their business someone through one of the most important decisions andpart-time the National Association ofhas Realtors, he of $6.5 and million, as a solo/ Fraternity Inc. which owns and operates Kappa House together – living their best lives in these over an individual who relishes the atmosphere of In the future Carrie wants to focus on CAROL LUKITY for Hardy Realtors, where she applies her extensive acation inRealtors the aAs part of the Realtor© Association of ds volumeproperties the commercial arena.

With a green belt in Ninja Sales GOLDSTEIN aisbusiness degree.

Nearly a charity raising money to create awarenes works at Royal LePage already been conducted.

He goes out of his way to in their life second to none.

“It’s encouraging to see process go as smoothly as possible for him community.

As the Collegiate and his clients a blend also donates 10% of his net escrow commission to the reports that his business is 80-90% Plaza Properties, offering subsidized living for the elderly.” her career, Paige is tremendously active witl professional background totwo service clients all throughout homes and I wanted to behopes a part that!”

30+ atrack competitive work environment, Carrie does not aOutside mentor.

Having recently started her It’s not surprising that Wendy receives stellar reviews training, Wendy also toofachieve a certain number she decided thatCarol it was The Palm Beaches.

Tara has sons, h,maine For her excellent record, Susan decade later, she decided childhood cancer.

This was inspired by Lukity always felt a passion forchoice, also utilizes online marketing and social her community.

Currently, she is the Education the Temecula Valley andcareer its able surrounding areas.that Working marketing strat-I’ve charity orwith church of his client’s in their name. continually connect his clients on a regular basis. younger people being to purchase a home and see nt based.

“Because already made all of the father’s mentoring and hi and his clients.

Academic Affairs Officer for Lambda Theta Tony Mills began his real estate early When it comes to market big eC After working as a dental hygienist for sta for her esteemed work ethic.

Client Laura DesJardins of transactions.

“I go would love forestate, my name to beher synonAgent Wei Hwa we provide,” says Wei, when asked Emily Matthews her professional Outside of real Emily is agents very shy away from obstacles.

While many people inspired to help grow an a personal change.

“I–When justandjourney, aged 9back, and 11, and she loves cheering nmake has earned astarted fantastic reputation gia for “I got to know all the businesses and she had waited long enough. member who is currently undergoing trea of Valley Young Professionals, a spinoff from her l alongside Jill, she possesses the expertise, marketing design real estate, but decided to work media sites such as Facebook.

But she during my real estate I know Jermaine says the idea behind his team expansion began targeted digital he’s not assisting clients or giving Bill “I’m always sending out notes, cards, letters, and theway value in owning a home and what that creates,” 132Carrie 135 136 ence for the roots to her Peggy began her real estate career 5 years ago, and theshespring, ans 131 on, developing land for real estate agents uses ain variety me 127 in order 128 recently wrote: “Wendy did a“After great job for u,s and we ymous with great she says.

“I Tony want everyone over 30 years, Cindy Russell knew that ov Phi Latin Fraternity, Inc. aform social-service out ofon their to avoid challenges, seeks both professional and personal success journey asShe a anurse in an ER. doing involved in her community.

She takes part chamber of commerce.

Elsewhere, is of a whi freq acumen and in-depth knowledge of her hometown to inright toaround provide financial doesn’t just stop atto technology.

Sheservice,” caters real estate and itaccounting was them during their competitive soccer Albuquerque, with the vast er ning people.” now uses those connections 1nto Leading Edge how he manages inspire such “Nothing was holding me back,” Crystal says.

She Ewing’s sarcoma, a rare of cancer eer myteam clients in the direction, avoiding with phone call from KW Leadership in the wake of d his can be can be found spending time with his two daughters personal messages on Rob says.

“I’ll even he says. aatoughest good feeling that recognize the invariety January 2019 started her own Peggy both ofservice which ar were very satisfied with her local expertise along with know I people will do what itnew takes to team get my clients what when he was just 17.

“II“It’s loved taking piece ads onofFacebook and oth participant in sponsorships, donations and volun navigate even the transactions. selling real estate inlearni the it“We was time toato switch careers and find be stability for herFacebook,” family.

However, after to wide of potential buyers by When it to comes to customer service, for Will, it’s allevents. organization provides community them out.

“What love about real estate isgame. itthat tobusiness, building, and I’m that for twenty years, IMatter was ready for asporting inthat the Kiel Lions Club, a network volunasserts “I bring a lotthree of experience to the Black Lives movement. talked about ”alls,” She has games and She majority of her volume coming from procured her license and entered the real estate the bones.

When she working to stren as a heexplains. help support the local economy.

Jude ldTara door knocking and grandsons, surfing, mountain biking, snow Keswick, Ontario impressive levels of trust loyalty opportunities around theisn’t valley.

When she’s not w her desire to get the job done inlongevity aother timely manner.

She they need.

Iand never give up!” post and promote events for my clients on my busiand experience that I have and look to me Hicks Homes with RE/MAX Results.

Peggy serves avid concertgoe having her second child, she felt the urge also purchasing newspaper advertising. of land and turning it into lake homes and platforms, as well as usi something less physically demanding.

Port Moody, and Port ”ting, diversity and inclusion and about the disparity ofPaige African isand ever changing, and constantly poses problems navigate that.

Ineeds love being able totime give about investing time and care.

Will takes his time opportunities to undergraduate students, Will helps toC change of some sort,” Emily explains. teers who meet theorvarious of their community, Crystal loves spending either repeat clients or referrals.

In fact, satea as South Florida agent also enjoys going to the beach and travruns a Facebook group with 21,000 memclients giving back, Paige can be found practi When listing a home, offers her clients an adaptmuch buzz skiing or water skiing. answered all my calls had a lot of knowledge about the Twin Cities and beyond 80% of her busi- to her friends &and fam hersupporting dream a try and her agents,” Her methods bring inreal anywhere nessRealtor page.to Igive love my obtained clients and anything for advice.”

The above and abeyond service thatas Rob talented those he works with.

“Ifrom can subdivision builds,” Tony says.

He became platform touch base “My cousin was estate agent,” W hebuy recalls.

“It like was during that call yoga or Emily Crossfit, spending time outdoors, orand go able approach, catering her tolocal their needs great pride that Iwith grew up toson solve.

Iamongst don’t mediocrity, IFulton, loveboth a from challenge educate other new agents “Then IAmerican helped aand house. communities. also isIt’s a young chapter Crystal serves the communities ofstrategy Dekalb, son.

The two of them like tolife get outside getting tobers know each of his clients to discover ensure students accel academically and steers several biles which facilitates the buying, selling, she will stay inmy touch with clients for er andhis though she is still eling in her free time. sses extensive our sale options.

She took care of everything long license.

The successful year that followed $8,000,000 to $14,000,000 million in sales ness comes repeat andcamping referral clients. ofnew her T h local to our community.”

It’s this level of connecprovides is what has brought him so much success in “People tell me I’m easy to work with.

Real that I realized my calling–to bring in and mentor more with her beloved husband. and the state of the market.

After helping sellers fully an agent 5 years ago, but it was through his know about listings.

Cindy explains, “and he showed me the Ci dts to providing his provide extra value to my clients and function best with multiple balls in the air.

I that are just getting started.

I want to te business is.

People like d Henry, Rockdale, Newton, Morgan, and Greene active.

Some of their favorite activities distance, which made ourestate sale completely possible.

We confirmed that underlying she had made the right volume annually.

I knew a lot about real just from leader of a non-partisan group which seeks es through Keller Going forward, Bill intends on continuing to serve clien.

I and trading of local goods and services. years on end, often assisting them with their needs when looking for a home, while grassroots initiatives, such as Toys for Tots, annual he business, she has already created an impressive feat to have such a heavily referprepare property, she proceeds to share it over a ’t just about and sales; agents of color.” tionknowledge and outreach that it’s Robabout maintains with his clients his realtheir estate career. many years ofthe construction experience that forjumping themselves: Tony is on benefits of having a business career you could ni choice.

Carol currently works atgrateful are very for having met her.” love that Iseries have the ability to solve problems for not only about the busines County in the great state ofdigital Georgia, and her playing soccer or on trampolines. ents throughout Orange County while mentoring up swith clients an added life experience, and during the hunt to enact safer food guidelines.

“The focus working with an agent Having recently earned her real Executive MBA at Pepper ofwe targeted and social media campaigns.

A se or Iunmatched Currently, toReal meet the challenges pretransactions apart.

The key to her success?

“I ounding areas.

A clients because I’m also an investor who has network of happy and referrals.

“This year has been my best year,” Tara says.

She ral-based business, and it’s easy to see why people “Iestate don’t focus patiently explaining and making sure they understand Thanksgiving drives, and more, to do good in hisywo solving. pride myself in being todecades work and community thatable keep people coming back to his Living Kee Realty and serves clients Outside of work, Carol values the imporTony honed his skills and expertise.

“I’ve $8 million in volume this work around your family instead of Sh ® University, Paige has strong ambitions for the future Zillow Premier Agent, Paige understands the importance and coming members of his team.

But through it all, he is CAROL thriving.

This year alone, she has closed almost people.

Being able to create solutions and truly about financial independence andmy we EMILY MATTHEWS CINDY RUSSELL encountered different REALTORS is extensive on good farming practices, consumer TONY MILLS very the challenge.”

AsOakland forthree the Jermaine hopes to continue along his want sented by the COVID-19 pandemic, Jude keep coming back. customers and th my business seriously, butfuture, not myself,” she says. both technical market.

I have built re WEI HWA looks forward to growing her business even more in JUDE In his career, Rob has averaged 5.5 million dollars in the insofand outs of purchasing aLUKITY home.

“It’s about community and region. anked as oneHODGE ofistake been in the trenches throughout Macomb County, tance of community involvement.

She’s services.

Rob gets 75% his business from referrals MARTIN TAGGART her volume continues to growing grow, she intends on add of in staying on the cutting edge oflife herwith industry.

“We go Wendy does not have a set system for staying in touch been involved some sort of real estate ness is every year working your around your job.”

Re most focused on the key insights that have brought four million dollars.

Her goal each month is to Crystal looks forward to building her busin current path of success well as toand expand hisfor team. being ofasdo service helping my clients is very ing.”

Carrie continues to work hard on reaching out to who convinced me that I could a better education, and how you should be eating,” mbusiness my or purchase. also helps promote restaurants and other “In real estate, every transaction is different.

Buying sale right now is based on referthe future, as she recently left her team to flourish County, St. Clair County, Lapeer County on the board of Maggie’s Wigs For Kids, hardworking andlegpp onsotofar, her team ward, while carrying on her parents’ wherever the consumers are going,” she says. “Because volume and over 35-45 transactions pergo year and repeat clients, and has maintained that number paying attention tomuch the human side ofdevelopment thetodoes business, not with “I’ve her clients but feels that she that organitransaction—developing land, selling itdecided y-wide, Wei knowledge in property management Soon after, Cindy to ahead an believes being and asand accessible ashis possible. recently added aIthree company, WRJ him—and clients—so success in California. ch with hisin buyers, complete four transactions, most of which coming years, and she doesn’t just mean motivating,” she says. her clients.

“My knowledge as a rem “I’m not only their professional real estate agent,” their lives in any Genesee County. a non-profit organization that provides wigs to children of unmatched client service.

“I love taking the tim of that, we’re always rolling with the times and keeping businesses with free advertising.

“It’s not To stay in touch with his clients, Martin job than they were doing. decided to Emily explains.

She also loves getting outMartin Taggart discovered the right way and selling can be stressful—especially in our current dressers, do a lot ains, and she attributes this success to on herside own.

“I’m learning the backend ofwe’re the cally.

“Because we’re a three small community, I’m always closing 9friends, million dollars inbusivolume in 2020.

In his business free throughout his 25-year career. ® just the transactional of things,” Will says.

Even though Will’s keeps him busy, he real AGENT, but more importantly than that you ere for my client through every step of the Developers, with childhood and off—for 35 years,” he says.

Tony’s clients Tony likes to give back , you’re dealing with one of “When you hire a Realtor nce to ensure they and give real estate a shot, and today, sh really get to know my buyers and sellers,” she says. up to date with the latest technology.

And we’ve taken a suffering with hair loss due to various medical condiAmy Young was first drawn to real estate in clients are built from repeat clients and “Iindustry strive ofcontractor, volume transactions.

“I’doutreach specifical hashelps implemented several techPeggy says, “I am their confidant in or this process. toknow,” succeed in real estate byreferrals. experiencing ave made itservice their and construction.”

Additionally, Wei As anit’s agent at Gibson Sotheby’s passion forhave real estate begins me guide my client Marc Sorrentino started in real estate from of people in this will yes clients just areal restaurant or what you when give aminor try, and been ato blast!” side to take long walks, reading, and gardening. running into and people Iasked she asserts. moment. my responsibility, above all, issee keep But you to “Ten years ago, I estate was aclients league baseball explains Ross. been speakers on andlong customer skills.

She says, ness more now.”

When what her favorite part time, he pursues photography and watches hockey.

He Nearly 80% of Leah’s bu even after the sale,” he says.

“IBut establish building 64-unit apartment building in what’s considered the end of “We’ve our transaction, they aren’t just clients; the big step in making sure all of our tech is accessible and areer are an ICON person with ICONIC HEART.” With 23 years of experience in the business, Carol’s tions.

She also volunteers with Samaritan’s Purse and is value his integrity and morals, as well as donating his time and ta the hardest financial decisions in your entire life,” Bill Above all, he most 147 manages to stay active and healthy, going to the gym, 140 niques.

“We utilize a powerful client the wrong way in his personal life.

“I was 149 Cindy assists buyers and sellers in the ch 2008.

While Amy was learning the industry, by the to at provide the best service and real estate grow a showcase team,” shenegotiation says. same I– help them work through this next big the chapter in In the 143 144 139 an early age, when began investing in to death just toexperience get listing,” Marc says.

International Realty, Elise uses innova“I prideand myself mymy client Her empathy, dedication to clients, and expert understand side, theway co “For example, ifmy I’m the grocery store, I’ll get stopped you walk inup the door,” says Jude.

“It’s the uyers sellers is multilingual speaks English, centered and take them on atoseason,” smooth journey represent them player and tells panels and in homes for An four out my friends.” user friendly.” es-oriented kind of person.

I’m very about working in real estate is, Tara says, “It’s that Rob is on more than just ahe friendly face.

He has the busialso works with non-profits such asthe Scatter Joy Acres, md relationships, so staying in clients touch with cliena blighted area of Cleveland.

We’re hoping to rejuvenate knowledge, integrity, and finishing attentive approach tofifth customer involved with her local church. relationship management software sysbuying my first home, and I he soon figured referral customers.

“Eve as a says.

“It’s important not to cut corners and hire a pronication throughthe unparalleled service he provides. foundations. accom a mentor, noting her professionalism, bright truly Pittsburgh, PA, metropolitan area. to their life.

I’m a listener and a fighter.

When they Will’s background in education informs his love for running trails with his dog, and enjoying anything for all of my clients”, explains Crystal.

“That’s what created a network of keep in-the-know agents c properties incontinuously Camden, New Jersey.

After “Then they can’tand sell it. the But ifand you work inher the produce section.

Mysets husband keeps telling me to marketing strategies toreach her Elise says.what “My knowledge, has resulted inadvertise many repeat referthe construction side. the employees and their families, their landlords, of rate inhow marketing.

“Ibest going.” the region.”

When itrewarding comes totive what apart from other Looking to the future, Emily hopes her service earn repeat referral clients. from ARoss towho B.” Stout.

“Then Iand got hit with anher injury.” of last six years.” tem and to technology toIt’s help exceptio us stay in out Iall couldn’t myfind agent during want isprofessional for my clients.” feeling of helping somebody their ness savvy and real estate experience necessary to help an animal rescue farm located inCantonese Omaha.

For the goals, and to Mandarin, Taiwanese and fessional knows exactly what they’re doing and rythe real estate When it comes to Anne’s work-life balance, vested from beginning t personality, and outstanding communicasional photographer, Tony donates feel like they have been heard and have someone To learn more about Wendy Clark, Elsewhere, Paige puts her buyers at the forefront of each wear a of hat and sunglasses, so I won’t get recognized.” makes them continue to use me and refer me to their repeat Crystal isWill excited togives creat amassing an impressive number propwith me, when I“Itsay Ihim can do it, Ieficial can customers, do it.”my teaching his buying clients about what to expect when that gets outside.

Looking ahead, plans tosk clients’ properties athours every point. utmost importance toyou me.” with integrity and give someone In her spare time, Carol enjoys traveling, swimming, and ralquality clients.

“I work with aprice great deal of integrity, clients.

Whatever they ne touch with clients.

This approach leans certain of the day,” hehelping recalls. these people.

Ion love to give back.” tate agent since I“Ifout agents, Emily doesn’t hesitate to answer.

“It’s that momentum going.

“I’m going to keep doing what He pursued his real estate license and got to his clients get great prices homes they are buying future, Rob hopes to sustain the momentum ofvalidated. his realtoauctions ve helped her stand inwork the industry, dream home.”

She can’t wait to continue truly keeps your best interests in mind.” business,” he says. transaction, prioritizing honesty and open communicaains. she says, “We work hard but we know how to tion skills, recommended she consider going and le email her at wclark@cbkfalls.com, on their sides, they feel I’m also an Tony serves north Idaho, from about 2 hours south of charity for those organizations nsaction proceeds – allowing him to service a wide what keeps her clients co erties, he earned a Master’s Degree from “A lot of my clients become my sp friends and family member.” ofhis realtors and toand foster her love ofto people service, they’re going to come back.”empowering Clients also value family game nights.

Despite all another of her it real estate heavily on our agents’ ability develop became apparent that he whatever had She combines contemporary marketing ears ofresources. experience, a clilooking for a Susan home, them to be confident continue to build business, grow his team of and my clients know that do takes toexpethem covered.” andlearn she could notabout To more Jermaine Brooks, email JermaineBrooks@kw.com, tion above all else.

AI’ll people-person byor nature, she leans Outside herspend career, active in her commualth of nursing experience,” she says.

“An ER nurse has I’m doing, because it seems to which be working so far!” work.

“I jumped inremains with both feet.

My first When he’s not at work, loves spending or selling.

Rob relishes the opportunity to prepare cliestate career and continue providing first rate service exceptional negotiating skills.

Tara isquality more families find their perfect South Florida resizillow.com/profile/wclark01, visit into residential real estate.

In 2007 she began nothin been time with family and Wendy is very meticulous when itfriends.” comes to marketing excellent source for vendor referrals isRoss why strong relationships with our clients, the factUniversity that Carol remains their REALTOR® for life, rience, shewasn’t believes there is always room for growth.

Inled job and putting our needs first.

Coeur d’Alene all the way up tocampaigns the Canadian border. working giving back, Tony loves spe New York in real estate, conFor Marc, giving back to the community isor estate in a larger context. friends,” Cindy says, which has to her impresher to family and friends methods, such as social media proach, and a commitment to ble.

Having built range of domestic and international on the strong values gleaned from watching her parents in their choices and pass their knowledge on to friends service-minded agents who share his vision anda are to switch When she hard atserved work for her clients or comnity, having previously on the Board of Realtors recision property and ents and homes towhen sell for the best possible price to the people inbefore community! toof whatever isout thrown at you.

You do aIhis lot she says.

She plans to increase her visibility and get year, Iisn’t was able to squeak twelve sales. time with his family: his wife of twelve jermainebrooks.yourkwagent.com, or call (216) 224-4326 or call (541) 281-6316 her listings.

She pours over every written word ehe more intense andtheir aggressive ithandle dences for many years to come. updating, renovating, and selling homes clien as we work through the sales/purchase I quickly realized could do it so much and answers any questions they may have long after the future, she wants to continue exceling in her field. is visit One her favorite things to do is to travel I created MAMA’S-GOTTA-GUY-MONDAY on struction, and finance, which has helped deeply connected to his religion, and he does The majority of his business comes from repeat and his wife, kids, and grandkids.

He also Though she conduct works themselves solo, Crystal utilizes a network as transparent client advocates. “In

TARA FONTANA-GOLDSTEIN SUSAN FEIL

WILL GONZALEZ

CRYSTAL FREEMAN

WEI HWA, BROKER JUDE HODGE

EMILY MATTHEWS TONY MILLS CINDY RUSSELL

ANNE SENAELISE SIEBERT AMY YOUNG, PRINCIPAL BROKE MARC SORRENTINO ROSS STOUT

www.

repeat and referral business rate of 90 percent.

“I “When I was h and drone-filmed videos ofTo properties, owth and achievement, Elise changing.

My job isa to arbor and the sur-build munity, Jude enjoys spending time with her family. learn more about Carrie Copenhaver and family.

When helping someone sell aItsive property, passionate about custom-marketing to “I a seller’s needs, process together.” better.” was after he became a name single bout Bill Arseneau waarseneau@gmail.com, theemail end of the “My service stop at “I’m always pushing to do better so that Iand can give my ndation of transbuyers. in Professional Standards and Grievances, as well raphy, she shares The next I problem hit twenty-four.

Iquite kept doubling it. years, Jen, his daughter, Taylor, his around the Portland area.

Having solving quickly, which translates her out inphilanthropy the world onwork aoldest wider scale. want g a deal done for her clients.

“Itransaction. tendof to iven and meet new people, which EXP allows her my Facebook business page.” my life, I’ve been able to learn from theMetropolitan best,” she says. him aboth highly successful business.

“Idoesn’t much of his charity referral clients, an impressive feat that speaks to the hunting, backpacking, and wildlife pho of agents and past clients to market her listings.

“If I am approachable, I am accessible, and I am not on a the people that with more traditional approaches, such as award-winning and highly dad that Martin decided to pursue real along with experience soI closing.

My clients are going to have questions.

They clients the highest quality of service.”

“That’s the most important thing,” she says.

“It’s acustomers “Following in mycome mom’s footsteps, Ieducating will type always stick grown upat in Independence, Oregon, in 2010, Outsid SIEBERT MARTIN TAGGART rseneauHomes.com or call (714) 322-4044.

Will delights in watching the marketing strategy and buyers on how toAMY find home that’s aseven her Neighborhood Association Board.

When she’s ems, along with YOUNG Here I Cerveny am, ten years later, with ten-person middle daughter, Karsyn, and his son, Jake. really well to real estate.

Iatrust like to tell my to beI’ll the of person that people can trust,” she email carriecopenhaver@gmail.com, visit 757SOLD.com, orthe call (757) 615 MARC SORRENTINO ROSS STOUT ANNE SENA sales toELISE do frequently.

She explains, “Being in the ader and more vocal though I’m You can contact Rob by phone at (402) 589-3335 orteam by email realtorrob@bhhsamb.com. understand real estate,” Marc says.

“It’s anonymously.

“For me, God is first,” Marc dor Wei ® integrity, level ofsomeone and confidence he inspires.

“I have great Copyright Top AgentisMagazine have who might be interested, go ahead so I handle everything myself,” Cindy explains, since changing c Martin in charge of marketing all of estate full time.

“It seemed like the best, mightwarm get something in the mail they don’t understand, postcard mailings and print advertising. in the Boston region. up for my clients.

If I feel like someone is trying to take bestsomething for them. m Copyright Top Agent Magazine andcheck fuzzy feeling when I look atwill the people I’m sheevery returned and, inher 2015, began serving as in her Peggy uses social media not justand to promote herplans not assisting back, she can be found aigns.

“I treat the team, aaclients partner in KUD Properties brokerage, “Isays. to out with them,” Ross. .his As reputation so long, EXP haszillow.com/profile/Realtor%20Rob1 made real estate and clients that something go wrong with says.

“I’m not in this for me, that’s IWhether passion.

And Ibusiness am very hands on.

“The only person Ilove need to impress together.

With aor robust marketing team at iVision Real just right for them! ndustry,” shemy says, which has helped You canmight also out his website at for more details. the listings, taking that pressure offsays his agents.

“I have most logical decision atalways that time,” hethe asserts.

“Unlimited and call them,” she says.

She’s on lookout referrals and great rapport with all my people,” he Inhang the future, Tony to continue g oras they need number for agiving reputable contractor, advantage ofand them, Isays. shut itfactors down quickly.”

There are many that come into all of these characteristics combine to make her a has stayed the sa This versatile strategy gives Elise’s clients Principal Broker for Windermere Western theadv pa surrounded with.” kes aFranklin, largeof impact Icommugive them the same listings, also to educate her and ves TN fun again for Anne says that the business Ifinfluence. you hire me, you get ofmore me.

Ifavorite give isright God. I’mbut not looking forIfenjoy recognition.” traveling or enjoying hertackle writing. gge a sphere product,” she a ness 15-step process,” he says.

His three inventory and the ability to succeed based on my ability and I’m aalltop producer in“With the valley.

It’s been They going to baseball games, eating transaction.

It could be a EXP little hiccup, but that’s tell all my clients. all I clients cared about was money, I main maybe they want tome.” about refinancing.

I’m Estate, Will any issues that might arise, topastime, find the right fit for the client, and she isto me it’s not just about the transaction, it’s more eventually setting up amethods team Toand learn more about Hardy Hillas successful agent.

InWei’s addition her relationships with isPaige putting them broad coverage, and leads to competitive offers for ra career with theinor encouragement ofknow a can Copyright Top Agent Magazine View Properties. and advisor servicing play when assessing impresare utilizing professional photography and drone to do the right thing for clients.”

That was 18 years ago, nity, having a little fun in the process.

Last year she Over the years, Paige has earned a tremendous reputation huge believer Copyright Top Age always here to help them, this is not just a one-time transI’ve one toy drive that sought donations my family.

I have theirtobm stands out to hermy as to unique because can collabging, I make everything sure model agot.” funinspections ride.” out, and going tofor the movies.

“Family time when problem-solving will really come into would just crank itwith out in theplease ER. I’m lucky enough ready go the extra mile toFor ensure each individual call (951) 595-0517, email from staging.

“Itoshe really enjoy putting about relationship.” people grow,” he says, and he wants clients, Cindy has connections numerous lenders, find a solution.” their homes.

No the matter the property, Elise advertises whosays. recognized her potential forthe the throughout California, with theaffected majority of her volume videography; professional narratives that includedeve SEO and he’s never looked back. is currently action for me.”

She also hostsagents various client appreciation started a recurring feature called MAMA-CAN’TLooking to future, Jude is always ready to grow.

“I she “But I’m children by Hurricane Sandy, Marc orate with different across the country.

Though Toronto and surrounding areas. sive and ever-growing success story.

Among them paige@askhardy.com, or visit askhardy.co Susan has strong plans for the future.

Still going e we launch.” is very important.”

Ross also loves spending play.”

This troubleshooting is Emily’s favorite part now to be in a position where I don’t have to make ients can see that she puts their needs finds the property that iseither perfect for them. coming from repeatto clients or referrals; in fact,and his expertise with others.

“It’s ab Toreally find ou keywords; and promoting to three key markets–other those pieces together for my clients,” Will says. plumbers, contractors, lawyers, other professionglobal pandemic with anwith attention to detail andbusifinesse, using methodworld of realNow estate.

She specializes Copyright Top Agent Magazine events throughout the year to catch up past clients.

Looking build on her momentum and take her passion investing back in MAKE-THIS-UP MONDAY, her weekly re-cap of an Associate Broker at VRI Homes, and his brother bought every toy of the don’t have a concrete plan, but I always top my your community. l business,” Anne she spends most her time working and traveling, when strong, she looks to further build on her business while Ross works out of would the greater Palm Springs area.

“Being time with his friends, hanging outand at one another’s houses.

Leah stays connected wi agents, buyers, sellers.

“You’d be surprised atwe how ofofthe job.

She laughs, saying, “You can get out ofarea money.

Iand do this for the great sense of achievement.

Martin isals now the co-owner ofcomes Team Real Estate instrabe his expert negotiation skills his everything she can to help them meet Staying in touch with past clients naturally next generation how to do what please for real estate to the next level, Amy and her husband clients or giving ical staging paired with state-of-the-art marketing MetroWest region, serving Sudbury, in the who she regularly refers to her clients.

Cindy still has s the funniest, coolest, most wacky things she referrals would Marc completes over 60 transactions arelaxing organization’s wish list, without disclosing No portion offrom issue may be reproduced in any whatsoever without prior consent of sellers the publisher. ness the year before,” she says.

“I’m anher achiever. residents.

With h00 level of service she has free time, Anne loves with three many deliver they the mail power Copyright Topsee Agent Maga Overland Park, Kansas, withsets his wife, Suzie.

Licensed continuing to fight for her clients with amy winning combiers as a Concord. reliable “Building that strong community really iswhen our passion,” inthis minor league baseball, Ilike had to be amanner self-starter and Always having her clients’ best interest at“I heart, Carol That personal touch isThroughout how Crystal herself apart nursing, but nursing never quite gets out of you!”

You just have to be persistent.” the year by sending one former client shared in a review, for Tony.

Although he keeps track with the aid of a Tony says, “I try to have integrity in email pegg Aaron opened their own brokerage and development found snowmobi materials. clients to know that luxury is an ton and Goal-oriented and any transaction, Cindy puts her clients ness.

She wants t ious career while still a student tegic, leave no stone unturned approach to marketing see inthey her day-to-day as a taken real agent.

Thisaccuracy It’s no surprise that most of Will’s business comes year.

He attributes his success his forthnames.

“We do things like that alltothe of the estate process,” he says.the both Kansas andtheir Missouri, lead a team of agents I doMagazine whatever takes every day to get where need to nd 14,000 people. very client.knowlThey children her Nina, aby Neapolitan With Topextensive Agent isitbuddy published Feature Publications GA, Inc. Although precautions are ensure evaluates each transaction totothen ensure that it’s aI good fitMastiff. nation ofand compassion and empathy.

“There’s aIinUse By in-depth really fight for everything had.

Ithepoint,” was my intangibles Ross says. from other agents.

She always keeps open commusionalism and knowledge company, Young Realty Group LLC. While Amy assists or Montana—or database, says, “Most people, I’m in contact with There’s always somebody watching, so face or visit posts her listings and sal experience, not a price Elise says.

“I showcase e made it her mission to be the number year she’s moved to satisa series of video called does each year first andtranslate truly values hopes and dreams. who serve the Kansas City market.

With atheir client rightness with clients, asofwell as to his drive to succeed. time anonymously,” Marc says.

“I have been blessed soposts“My from professional and client referrals.

Just recently, forthe them.

“I love seeing people achieve their real estate working towards his degree his listings which combined into fast sales ento met, whether orpublished recent loss her Anne makes sure her life be.Expiration I’m always animated, and I’m always moving.” to put your heart of materials, Tophusband, Agent Magazine cannot be held responsible for opinions expressed or lasting facts supplied byabout its nication.

Crystal prides herself on her ability stay or Date for everything in life,” she says. can bring all“If the that kept me going.

My determination, my resiliency. clients throughout herhisto hometown of Independence andto make studying nC Emily services many counties in Wisconsin, including he whole process much easier.

As I very am anyway.

We’re getting together, talking about kids orhad, good impression.”

Though he doesn’t like it public, Martin faction rate of 98%, Martin reports that business is they’re each home in the best possible light.” gent at Gibson Sotheby’s International Facebook and other so first goal is my client and what going to get 100% referred. you are my client, I will tell you how it is from day much, and because of the success I’ve I do try to dreams.

But I’m also cautious because I never want rty.

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Will helped a client through the home-buying process, money or sell real “At the time,” recalls Wei, “I for top dollar, not to mention happy and returning in contact with all of her valued customers.

When is very involved with giving back to hisin community.

70% repeat and referral clientele.

“What really sets specializes usto “We oftentimes need to let go of something and move sions on aafuture the surrounding areas, Aaron, in commercial around personal I’ve been able to take all those things into real estate Ross is excited continue growing his team the authors.

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

Published in the U.S. Sheboygan, Calumet, “Holyland,” and southern sports, or going hunting, fishing, or hiking together. in selling property, I had many quesa client to be in a predicament where they have made a he is proud to have achieved.

Elise has one,” Marc says. “I’m honest. I don’t sweet talk. It’s give back.” out ofagents it,” isshe explains.

Whenputit comes to with marketing of continuing inasw Toalign learn more about Crystal Freem rse on staff.

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“We do our theshe clientisfirst, stresstypically and making uses the en-social just help people In Real theWith future, Anne says, “I alone, would toservices, grow my busicommunity.” them financial problems in the future.

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One please call 561-951-5757 there’s always something that keeps us tied in way ing the bulk ofunderstand. his business, Marc’s stellar reputation Fortransaction theand future, Marc plans toright expand and grow hisquietly cial media such as Facebook and LinkedIn. She also needed and made it easy to and active with various organizations, including Dress Magazine in 2019 and Elise was but When not working or tire process fun and educational.”

He notes. her company website. orking as a receptionist and we listings,” says Wei. “We post a lot on social media email cfreeman@kw.com, ent decides that work ness around the country.” hastoteam members with them longer, and showShe themalready morecome homes somind. transaction. will be focused o Crystal wouldn’t want it any other To learn more Carol Lukity attitude, integrity, and unflappable keeps of favorite parts of his job is creating newbeinag opportuor tara.goldstein@raveis.com donating his“Itime, Martin loves a husband, is founded ontransactions. his fierceutilizes commitment to email deliver forfor his nature ness, and tothem continue to his focus on home “Our sales team is 100%about client-oriented, not sales ori-renovations. or another.” for Success and the Sudbury School System.

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I won’t pass blame or play three agents in their third year of real estate each produce More than anything it’s Tony’s knowledge of and the always Elise isspecific pleased to have the opportunity tohis give back from peers is her growing localBefore expertise.

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CONTENTS 9) COOPERATION, NOT COMPETITION, CREATES MUTUAL SUCCESS FOR AGENTS 14) INCORPORATING CHARITABLE GIVING IN YOUR REAL ESTATE PRACTICE 23) 5 SIMPLE MINDSET SHIFTS THAT WILL HELP YOU ACHIEVE YOUR GOALS 28) HOW TO BUILD A TEAM THAT WILL WIN BIG NO MATTER ITS SIZE 34) GOOGLE ADWORDS: HOW TO MAKE GOOGLE DO THE WORK FOR YOU

121) EVERY PLAYER IS VALUABLE: HOW TO BOOST YOUR TEAM’S MORALE

70) BEYOND CLEANING AND DECLUTTERING: WHAT IMPROVEMENT EXPENSES MAKE THE MOST SENSE?

125) 9 THINGS THE BEST LEADERS NEVER SAY

76) CONNECT BEYOND REAL ESTATE TO ATTRACT FUTURE CLIENTS

129) THINKING OF LISTING? NINE WAYS TO GET READY

82) 5 STEPS TO ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT

133) FIVE WAYS TO INCREASE YOUR COMMISSION

97) CREATIVE MEDITATION FOR THE REAL ESTATE PROFESSIONAL

137) WHY FLEXIBILITY HURTS (NOT HELPS) YOUR ABILITY TO CLOSE SALES DEALS

101) 6 THINGS ALL SUCCESSFUL NEGOTIATORS DO

141) 4 REASONS WHY MULTITASKING CAN ACTUALLY DERAIL YOUR DAY

40) HOW TO INCORPORATE CURRENT EVENTS TO YOUR EMAIL BLASTS AND STAY RELEVANT

105) WHY EMPLOYEE APPRECIATION MATTERS & CAN BOOST YOUR BOTTOM LINE

46) 7 DEADLY SINS OF PERSONAL BRANDING

109) 5 REASONS WHY YOU NEED A MENTOR

145) BUYERS AND SELLERS: UNDERSTANDING HOW HOME INSPECTIONS ARE NEGOTIATION TOOLS

113) THINGS YOU CAN DO TO ANTICIPATE YOUR CLIENT’S NEEDS

148) CREATIVE WAYS TO SAY THANK YOU

52) HOW TO CREATE A BUSINESS-WINNING PLAN IN ONE HOUR 58) HOW TO RECOGNIZE TRUE LUXURY PROPERTIES 4

64) HOW TO GET THE BIGGEST RECHARGE OUT OF YOUR LUNCH HOUR

117) TIPS ON BREAKING INTO THE LUXURY MARKET Top Agent Magazine

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JENNIFER POWELL & KAYLI MICHELS When asked what sets Kayli Michels and Jennifer Powell apart from other agents, Kayli doesn’t hesitate to answer.

“Our high level of service. You get two agents for the price of one. We’re always readily available, interchangeable, and always stay on the same page. We educate our clients through the process and take time to really explain how everything works, making sure they’re aware of every scenario that might come their way. This makes our clients feel very confident.”

Jennifer agrees. “Another way we set ourselves apart is by providing free home staging for every seller, saving them about $2,500 for the cost of staging. This nets them an average of 7% more when homes are properly staged which is a huge value. For example, on a $500,000 home that is a $35,000 increase. We own ten houses worth of furniture so we can select pieces to enhance and highlight the homes layout and features,” says Jennifer.

The Powell Team with Keller Williams Realty services a wide geographic range. “We have referral partners in basically every city throughout the United States,” says Jennifer. “But, to be more specific, we cover all of Northern Virginia and D.C. In Virginia, we go as far south as Fredericksburg, as far north as Arlington, as far west as Leesburg, and as far east as Alexandria.”

Second Chance for pets, and Saint Jude’s Children’s Research Hospital.”

Outside of business hours, Jennifer and her fiancé love to travel. They invest in Airbnbs throughout the country because they enjoy providing great travel experiences for others. With her background in interior design, Jennifer enjoys transforming properties into freshly renovated homes as well as reading over entries in the guestbooks to hear about the wonderful times people had with their friends and family in each of their places. Kayli, meanwhile, loves spending time with her husband and ten-month-old daughter. They go to parks, enjoy boating, and get outside whenever possible.

Looking to the future, Kayli and Jennifer plan to keep expanding their business together. “Kayli and I are in it for the long haul,” says Jennifer. “I think that it’s very exciting to see the growth that we’ve had so far and to take that to the next level.”

Kayli says, “When a client refers us to a friend or family member, it’s so rewarding to know that they trust us and had a great experience. I’m looking forward to continuing to focus on that, continuing to grow, and expand into the coming years. Taking care of people is what is truly important to us.”

When it comes to satisfying their customers, Kayli and Jennifer truly shine. Nearly all of their business comes from repeat and referral customers. Part of what keeps clients coming back is their all-inclusive approach to real estate.

When they’re not hard at work in the Virginia and D.C. real estate world, Kayli and Jennifer are extremely involved in their community. They sponsor events throughout the year to thank their clients and host housewarming parties for new homeowners to present their property to friends and family. Kayli adds, “We also sponsor golf tournaments that support kids in the area and support local charities, like Wounded Warrior, Project 6

To learn more about The Powell Team, please visit thepowellteam.org, call 571-239-0333 and/or 703-261-5108, or email at jenniferpowell@kw.com and/or kayli.michels@kw.com www.

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Everest Home Improvement is proud to congratulate

JENNIFER POWELL & KAYLI MICHELS

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

Randy Harding EVEREST HOME IMPROVEMENT rharding@everesthi.com | 703-653-0898 everesthomeimprovement.com 8001 Forbes Place, Suite #211, Springfield, VA 22151

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Scott Silverstein is proud to congratulate

JENNIFER POWELL & KAYLI MICHELS

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

SCOTT SILVERSTEIN

Loan Consultant | NMLS #1445513 301-254-9547 cell scott.silverstein@caliberhomeloans.com caliberhomeloans.com/silverstein

www.

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Cooperation, Not Competition, Creates

Mutual Success for Agents When people get along during a business transaction, everyone comes out happier. And in a service industry like real estate, agents have the power deliver that happiness. By working cooperatively, sharing advice and helping each other help clients, agents not only enhance their own reputations, but that of real estate in general.

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“Bring everyone together” Matt Kobelski, with Credentials Real Estate Group in Massachusetts, points out that providing good service involves more people than the party you’re representing. “I’m not afraid to bring together all the parties in a deal and say, ‘OK, let’s figure out a solution that works best

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Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem

for everyone,” he explains. “My goal is to avoid being adversarial.” Real estate, he believes, should always be a field in which each person can win. “It’s about working toward a mutual goal, shaking hands, and walking away happy that a seller sold, a buyer bought and everyone got what they wanted.”

But Is it that simple? Most agents have experienced the ways conflicting personalities and tension during a transaction can heat up even the most cordial relations. In reality, however, it’s more productive to let down your guard and work with others as a team than it is to allow stress and competition to preside. South Florida REALTOR® and broker associate, Risë V. Siegrist, for instance, has zero interest in competing with other agents. “It’s more important to be professional and associate with competent, caring people,” she says. By serving others with a cooperative spirit, experienced agents like Risë set an excellent example for emerging real estate stars. Risë hopes to be a model for the next generation of agents, training people who may one day become part of her team.

Risë’s position on cooperation inspires more reasons for nurturing relationships with other agents. Over the decades, many agents change brokerages several times. Who knows if that agent across the table will one day work at the 10

same brokerage you do? Perhaps you’ll even have an opportunity to partner on an exciting, future transaction. Good relations keep doors open to endless possibilities.

Co-listing cooperation Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem. In fact, some agents cleverly capitalize on their collective attributes, rather than competing against one another. South Carolina REALTOR® Kimberly Pannit is a perfect example of the universal benefits of co-listings. Although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages.

This cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she shows how agents can improve client service while helping one another.

Kimberly’s cooperative approach began in her own neighborhood, where an agent friend from a different brokerage also lives. “Several years ago, I approached her because both of us were friends with our neighbors. I asked, ‘Why don’t we give our neighbors superior service and

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co-list together? We both love our area and are passionate about our jobs, the location and schools.’” She also didn’t want to make their mutual friends choose between them when they could work together. “I said, ‘Let’s give them amazing service together!’” With their brokers’ permission, two weeks later the agents co-listed their first home and put extra energy into ensuring uninterrupted client service.

Networking and “Co-opertition” When the ultimate goal is to match a client with the perfect home or create optimal terms of sale for a listings, networking with other agents can facilitate that ideal buyer-seller match.

Nashville REALTOR® and broker/owner Lisa Land embraced every opportunity to contribute meaningfully to the real estate industry and to her local market, even before building her own team. “Agents would frequently ask me for help or advice,” she says, noting that she shares, rather than guarding, the methods she uses to get through difficult or confusing transactions. “I was fortunate to have great mentors when I started in real estate, so I’m always

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willing to offer help, even to agents outside of The Luxe Collective.”

Meanwhile, on Cape Cod in Massachusetts, Janet Leigh Scott describes the climate between agents as relaxed and professional. “While the real estate market is highly competitive, we’re truly a ‘co-opertition’ market; agents work together and a have greater sense of community than you might experience in off-island brokerages,” Janet says. “If I have buyer coming into town, I’ll reach out to agents I’ve done transactions with to ask if they have anything coming up that might not be on the market yet.”

Even in hot, competitive L.A. real estate, independent agents such as Andrej Nagy of The Agency RE knows the importance of receiving and providing professional mentorship.

“My relationships with clients are extremely important,” he says. “But my relationships with agents on the other side of a deal are also important.” For REALTORS® like him, working smoothly with other agents is a privilege.

Doing so builds rewarding relationships while ensuring win-win transactions for everyone at the closing table.

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CHANDRA REYNOLDS & CHANTELLE RAMCHARAN Chandra Reynolds first learned about real estate through her grandpa, an accomplished investor who taught her the ins-and-outs of the market. Seated beside him at the dining table, she would read through listings in the newspaper and learn his business from the ground up.

Later on, Chandra would recruit her little sister, Chantelle Ramcharan, to join her in realty—and this dynamic duo has been working together ever since. Today, Chandra and Chanetelle are leads of the HomeSmart Sisters Team through the HomeSmart Realty Group, where they service clients all throughout the Willamette Valley and its surrounding areas.

When listing a home, Chandra and Chantelle offer clients a personalized approach. Starting out, they work on the front end to fully prepare each property, supplying their clients with stagers, cleaners and professional photography. From there, they share their listings via a blend of targeted digital and social media campaigns. But they also look to open houses and their own extensive professional network to give clients an added reach throughout the valley communities. In particular, though, Chandra and Chantelle possess the in-depth knowledge required to maximize a client’s online presence. “We do a tremendous amount of research into these platforms so we can keep our marketing strategies up to date,” Chandra says.

“The algorithms are constantly changing, and we make sure we’re using them in the right way to better amplify our listings.”

Elsewhere, Chandra and Chantelle are just as present for their buyers, taking the time not only to educate clients, but also to find the right deal based on their best interests. “While we certainly love working with first time homebuyers, our most rewarding transactions have often

come from assisting clients in difficult situations,” Chantelle says. “Real estate is such a huge part of people’s lives, and we value walking them through the process and helping to overcome its challenges.”

Over the years, Chandra and Chantelle have earned an outstanding reputation in their community and among their professional sphere, with the vast majority of their volume coming from repeat clients or referrals. But through it all, they remain focused on what matters most.

“Relationships are key,” Chandra says.

“We embrace the personal aspect of the business and truly take pride in building our community—befriending our clients along the way.” Then she adds with a laugh: “Once you work with us, you’re stuck with us forever.”

Outside their career, both Chandra and Chantelle are organically active within their community, volunteering for local youth sports and serving as worship leaders at their church. They have also opened their own successful coffee shop and wine bar, realizing a shared dream to bring new business and jobs to their area. Before all else, though, the sisters are devoted mothers and wives who enjoy nothing more than spending quality time with their families.

Going forward, Chandra and Chantelle are tremendously excited for what the future holds. As their volume continues its steady growth, they will further invest in their business while fostering the up-and-coming members of their team. “We love building people up and supporting them in whichever they are going,” Chantelle says. “In our lives, we have never once let fear hold us back, and we believe strongly in encouraging our friends, clients and partners to go after their dreams—whatever those dreams may be.”

For more information about Chandra Reynolds & Chantelle Ramcharan email homesmartsisters@gmail.com or call (503) 428-4491 12

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The Tilikum Team is proud to congratulate

CHANDRA REYNOLDS & CHANTELLE RAMCHARAN

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

The Tilikum Team JD Dindinger NMLS # 397740 Cell: 503-409-3933

Toby McClary NMLS # 1418060 Cell: 971-241-7141

Derick Condron NMLS # 262640 Cell: 503-510-8290

Sarah Carpenter Marketing Motivator Cell: 503-510-8485

503-837-8350 | Web: TLTapproves.com | eMail: TLT@FairwayMC.com www.

CopyrightŠ2020 Fairway Independent Mortgage Corporation. NMLS#2289. 4750 S. Biltmore Lane, Madison, WI 53718, 1-866-912-4800. Other restrictions and limitations may apply. All rights reserved. Equal Housing Opportunity.

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 14

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

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Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless Top Agent Magazine

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

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the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

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consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

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BARRY PULVER

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BARRY PULVER Top Agent Barry Pulver is a huge fan of utilizing video technology to keep in touch with clients. His methods have come in quite handy during COVID-19 because he’s been able to communicate through video messages via texts and emails globally.

Leadership nor the real estate industry were ever on Barry Pulver’s radar, he didn’t even start his career as a REALTOR® until he relocated from London to North Carolina, seeing an opportunity to better the industry on a large scale and improve the reputation of a real estate agent. He initially started his work in property management, and then, he decided to get licensed and fully 18Copyright Top Agent Magazine

embark on a real estate career to change the entire industry. He primarily works activally locally as a solo agent—but more impressively has built an international virtual real estate team spanning 5 countries and multiple states.

What Barry has achieved in only a few years by being a large part of expanding Top Agent Magazine

eXp into an international real estate company might be unfathomable for some, but his commitment to the industry is to empower fellow REALTOR®s to broaden their horizons and realise the opportunities available to them is very achievable.

A large part of Barry’s sales business is made of repeat and referral clients, and he credits his unique approach to real estate as the reason why clients keep coming back.

“Aside from working hard to give my clients the best possible result, I think it’s the fact that I see myself more as a home Top Agent Magazine

marketer rather than a real estate agent, and my very specific approach to marketing, that makes clients keen to come back,” he says.

Barry’s a huge fan of utilizing video technology to keep in touch with clients. His methods have come in quite handy during COVID-19 because he’s been able to communicate through video messages via texts and emails globally. “I just want people to know that I care, and that it goes beyond just a transaction, and the ‘typical’ approach of your real estate agent” he says.

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Barry’s main goal currently is showing other agents how successful they can be if they rely solely on themselves and their own ingenuity instead of falling back on their company!

In order to be able to customize strategies specifically to his clients’ needs, Barry starts off the listing process by simply listening to the client and taking notes on a black piece of paper, without a listing presentation, so that he can understand exactly what they want and need. He also invests in professional photography, drone as well as 360 virtual tours and personalised video tours of each home.

Staying passionate about his work is important to Barry, which is why he constantly gives himself new goals to reach. His main goal currently is showing other agents how successful they can be if they rely solely on themselves and their own ingenuity instead of falling back on their company! “What I really enjoy about this industry right now is 20Copyright Top Agent Magazine

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being able to show people what they can accomplish if they choose to take charge, set their bar high, and have visionary aspirations,” he says.

exposure. When he isn’t working, he enjoys relaxing with his son and his wife.

“My family is my main focus and my main drive to be successful.”

Barry is very involved in his community and spends time giving his town of Davidson, nationwide and international

Embarking upon a path to financially retire in 4 years when he reached 40, Barry is looking forward to continuing his work,

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Launch of eXpUK

not out of financial necessity but out of passion and the gratification he gets from helping others. He wants to be a change maker in the industry, and help introduce more innovative ways of working. “I’m very fortunate to be in the position I’m in,

and in the industry I’m in. I’m going to continue my personal mission to show agents that they’re in charge of their success. We have a very important responsibility as real estate agents, and this work is something I take seriously.”

To learn more about Barry Pulver call 704–728–2630, email barrypulvernc@gmail.com, or visit theexceptionalbrand.com www.

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Top Agent Magazine

5 Simple Mindset Shifts That Will Help You Achieve Your Goals

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

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

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1

Turn jealousy into admiration

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

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

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

2

Tackle the things you dread doing first

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

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

3

Don’t make decisions based on emotion

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

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

When you’re feeling emotional...wait.

It really is that simple. Wait it out until 24

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

4

Learn to love feedback

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

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

5

Replace a fixed mindset with a growth mindset

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

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

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

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Top Agent Magazine

MEGAN BARTSCH

Top Agent Magazine

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MEGAN BARTSCH

A Top Agent in British Columbia, Megan Bartsch says her favorite aspect of real estate is how she has the opportunity to move families forward to reach their goals.

“The best part of this job is getting to take part in someone’s real estate search. I’m finding them their family home!” says Megan Bartsch, a top agent in British Columbia. Her favorite aspect of her business is how she has the opportunity to move families forward to reach their goals in real estate. She explains, “People only move every 7-10 years on average, and a lot less than that. This is a big deal, and it’s fun to see their excitement. I love that.”

For the past five years, Megan has served the Fraser

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Valley from Chilliwack through to Surrey. She operates out of Abbotsford, which also happens to be Megan’s hometown. You could say that real estate runs in Megan’s family as her mother was also a REALTOR®.

Megan grew up attending open houses and, sometimes, even tagged along to showings. Megan laughs and says, “It’s in my blood! It’s worked out so well.

I love doing this, and I really love my clients.”

Megan’s clients really love her back. 90% of her total business is built from repeat and referral Copyright Top Agent Magazine Magazine

clients. Outside of her website and social media accounts, Megan doesn’t do a lot of advertising. She’s found true joy and balance in working through referrals. “It’s the only way for me,” she says. “That’s my style of business.”

When it comes to staying in contact with her clients, Megan loves a personal touch.

She sends birthday notes and gift cards, and, around Christmas time, she enjoys popping by with a small gift. This gift varies by client and ranges from a bottle of wine to a bouquet or, if there are children in the home, some coloring books or another fun item. This Christmas, she dropped off gingerbread houses at her clients’ homes.

Outside of real estate, Megan stays active and likes a challenge. She is currently engaged in a challenge that combines exercise and healthy eating. She loves getting outdoors, and one of her favorite things to do is to go hiking. She and her friends also enjoy trying out new recipes that seek to use more natural ingredients and fewer refined foods such as white sugar or alcohol. When it’s time to relax, Megan likes to read non-fiction books. Her favorite thing, however, is spending time with her family and daughter.

Looking to the future, Megan isn’t in any hurry to change her business model. “I’m just so happy with how it is right now,” she says. “I’m loving the size of my business.

Being bigger or having a team doesn’t necessarily mean better. Maybe in the future I might switch things up. That’s one of the great things about real estate—you can change things. It’s never boring.”

For now, Megan is excited to continue taking exceptional care of her clients.

“We’ll see where that takes me,” she says.

“There’s always more opportunity.”

Top Agent Magazine

For more about Megan Bartsch, please call 604-308-5249, email megan@meganbartsch.com, or visit meganbartsch.com

Copyright Top Agent Magazine 27

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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BECKY BELL

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BECKY BELL

Becky Bell has served in real estate for more than twenty years. After starting out in property management, she decided to switch tracks from her previous career as co-owner of a custom wrought iron company and pursue her dream of becoming a full time Realtor®. In 2019, she started the House To Home Team as Team Leader. Realtors MiCaela Sticka and Joni Walker joined the team as well as their Transaction Coordinator, Lauren Young and assistant, Katie Fechner.

With her elite team, Becky assists clients throughout the Phoenix Metropolitan area, offering the depth of knowledge required to successfully navigate any deal and keep transactions upbeat along the way. “We have

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fun here,” she says. “Each member of my team brings a special personality and set of values to the table.”

When listing a home, Becky and her team offer a diversified approach. Following a comprehensive pre-consultation, they supply professional photography, videography and drone photography when applicable to ensure a house shines in all its marketing materials. Once a property is fully prepared, Becky and her team share it over targeted digital and social media campaigns, as well as flyers, open houses and word of mouth campaigns in the area. Throughout the process, Becky and her team connect their clients with an

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extensive network of painters, cleaners, landscapers and home stagers—all to ensure they maximize the value of their property.

Becky and her team are just as thorough when assisting buyers, standing as advocates throughout the transaction. They take pride in their expert negotiating skills, offering over 40+ years combined experience of their local market. “Service doesn’t stop when we hand over the keys,” Becky says. “At the end of the day, our clients know that we have their best interests at heart because we treat them like family.”

Through the years, Becky has earned a terrific reputation throughout the Phoenix market with over 90% of her volume coming from repeat clients or referrals. Moreover, she is held in equally high standing with her fellow agents, whom she loves collaborating with on transactions. “Our team prides itself on being professional and easy to work with,” she says. “When working with other Realtors on a transaction, we say that we all have the same finish line. We have made many friends using that philosophy.”

Outside of her career, Becky is tremendously active within her community. A regular volunteer at her church, she helps with the Night to Shine Foundation and Vacation Bible School. She also sponsors the East Valley Women’s League as well as local charities and school charities. Elsewhere, she cooks for families in need, mentors new mothers or mothers of preschoolers through Mom’s Next, volunteers with putting together backpack programs for children in Mexico and has helped sponsor a blood drive through her local Real Estate Board, WESERVE Valley Association of Realtors. When she is not assisting clients or giving back, Becky can be found entertaining or spending quality time with her beloved family and friends. In fact, she and her husband Jeff are expecting their first grandchild in November.

In the months ahead, Becky, MiCaela, Joni, Lauren and Katie will look to add on to their growing team while continuing to support each other and their businesses. Above all, Becky and her team will keep raising the bar in real estate through the Phoenix Metropolitan area.

Top Agent Magazine

To learn more about Becky Bell and the House to Home Team Keller Williams Integrity First, email beckyrealtorbell@gmail.com or housetohometeamaz@gmail.com, visit beckybellaz.com or call 480-390-3678.

Each office is independently owned and operated.

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Google AdWords:

How To Make Google Do the Work for You There is no denying that the internet is the first place a buyer begins looking for a new home in this digital age. Knowing how to put the powerful tools available on the internet to work for you can give you a decided advantage when it comes to attracting prospective buyers to your listings, as well as you as an agent. Google is easily one of the major superpowers of the internet, and they have one of the most powerful advertising tools available. Knowing how to utilize Google AdWords in the correct manner can make your internet advertising immensely powerful and possibly your best way to reach prospective buyers.

Google AdWords is also extremely cost-effective. This multifaceted tool gives you much more control over your advertising campaign than other more traditional methods. You can target specific audiences, choose the specific search terms, also known as keywords, that will bring up your ad in someone’s search results, and you can set a budget for each campaign that will dictate it’s reach and how long the campaign will run. Here are some tips for how to put Google AdWords to work for you.

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ent websites. You want to set yourself apart from every other real estate website users are viewing in their search for a house.

MAKE SURE YOUR ADS ARE GOING TO SEND USERS TO A SITE THAT WILL CAPTURE THEIR ATTENTION

You can spend an infinite amount of money on Google advertising campaigns, but if those ads don’t send users to a site that will capture and hold their interest, then you’ve just wasted all that money. Don’t put your cart before the horse. Make sure you are considering exactly where these ads are going to send users. To set up your website for success, at the very least you want to make sure users are greeted by clear call-to-action, such as a message that will encourage them to sign up for your newsletter or subscribe to your blog. You want to set up your website to maximize and capture the leads the ad campaign sends your way.

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BUILD CUSTOMIZED OR CUSTOM-MADE WEBSITES RATHER THAN TEMPLATE WEBSITES It is easy and tempting to use template websites, or to offer your agents template websites if you are a real estate manager or broker. While this offers a cost-effective solution to providing every agent with a website, it does little to set you or your agents apart and capture the attention of users that are used to seeing a wealth of differ-

3

MAKE SURE YOU ARE OFFERING VALUE ON YOUR WEBSITE

Don’t simply use your website as a kind of brag sheet. Let users know what makes your particular services valuable to them. Highlight your expertise in a certain location through tools such as blog posts, providing market updates, or giving pertinent information on a unique type of property. This will ensure that your online advertising campaigns are much more successful.

4

LOCATION IS EVERYTHING!

Location is everything in real estate, and the same holds true for Google AdWords. You can target specific locations in your ad campaign. While one approach is to focus on the area around your location, a more advanced approach would be to link AdWords campaigns to your Google My Business account. This is a Google service that includes your address in the ad, allowing people to then click on it and see exactly where you are located on a map.

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5

USE GOOGLE ADWORDS IN YOUR CAMPAIGN TO EXPAND YOUR BUSINESS IN GENERAL

Focus an AdWords campaign on expanding your business by incorporating specific zip codes and neighborhoods that will help you establish a presence in an area where you would like to increase your real estate business. Making sure that your ad appears in search results that are related to the real estate in a specific area will help shape the image and brand of your business as well as bring in new leads.

HARNESS THE POWER OF DATA

When you run a Google AdWords campaign Google Analytics captures a wealth of information about your target client demographic.

You can gain real insight into your online visitors, such as when they visit, what they do and look at on your site once they get there, and what search terms they use. You can use all of this information to grow your business. Use Google Analytics to determine which users (location, gender, age) are utilizing specific aspects of your site, such as looking at multiple listings, reading your blog, etc. You can then use this information to target these specific demographics in your AdWord campaigns, Gmail ads, the Google Display Network, and other advertising.

Using the internet to help advertise your business and your listings is one of the smartest moves you can make as an agent in this modern age. However, you don’t want to simply go into the process blind or you’re wasting a lot of potential resources and data that could make all the difference. To reap the benefits of Google AdWords, you must apply an intelligent strategy to using these campaigns.

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TILI CAPISTRAN Top Agent Magazine

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TILI CAPISTRAN

Top Agent Tili Capistran won Rookie of the Year honors in her first year at her brokerage, and she has been producing at an Executive Level every year since.

Tili Capistran joined real estate to honor her parents, who migrated to the United States with dreams of homeownership, but never had the opportunity to purchase a house. The youngest of a family of eight, Tili fought for a better life and bought her own home. Inspired, she pursued her real estate license, wanting to realize that same dream for buyers and sellers of all backgrounds.

Success came quickly: Tili won Rookie of the Year honors in her first year at her brokerage, and she has been producing at an Executive Level every year since. Today, she is a RealtorÂŽ for Intero Real Estate, where she services clients throughout Houston and

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the surrounding areas. There, she has made Club M multiple times as a million dollar producer.

Prior to real estate, Tili started out in mortgage lending. A single mother from a minority background, she had built an accomplished career, but always kept an eye on real estate—in particular for the ways it complimented her passion for inspiring and helping others. Today, she applies her background in mortgages and twenty years of combined experience to educate her clients. Because of her outstanding attention to detail, Tili has earned a tremendous reputation around Houston, as evidenced by her strong rate of repeat clients Copyright Top Top Agent Agent Magazine Magazine

and referrals. “I’m one of those individuals who will roll up her sleeves and be very hands on,” she says. “I will fight and communicate, be honest and ethical while having your best interests at heart.

I am aggressive, determined and passionate, but also very patient and understanding.”

When needed, Tili can also be a tenacious advocate for her clients. For example, while on the verge of closing on a home, one of her buyers was forced to put the deal on hold due to an outstanding debt. But Tili, a previous expert in mortgage, lending and banking financing, went to bat for them, negotiated the debt down to a manageable payment and kept the transaction moving forward. “I’ll go down to the penny and do whatever it takes for my clients,” she says. “Above all, my job is to push through the challenges and get them what they need.”

Outside her career, Tili plays an active role in her community, having previously served as an Advisory Board Member of International Community Builders and been a member of the Texas Association of Local Housing Finance Agencies. When she’s not assisting clients or giving back, she enjoys traveling, relaxing on the water or spending time with her beloved daughter, son and grandson.

In fact, she recently helped her daughter purchase her first home as a young millennial.

Going forward, Tili has strong plans for the future.

In the months ahead, she is focused on becoming a market leader in her area; meanwhile, she is looking into purchasing an investment property of her own. But above all, she can’t wait for the new buyer and seller relationships that lie ahead. “There’s no better feeling than assisting a first time home buyer,” she says. “I remember how scared I was when I bought my first house solo. But now I’m here to empower my clients and show them that they, too, can accomplish their dreams—no matter who they are or where they come from. After all, if I can do it, they can too.”

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For more about Tili Capistran email info@tili.realtor, visit har.com/tcapistran or call: 713-875-3715.

Copyright Top Agent Magazine 39

How to Incorporate Current Events to Your Email Blasts and Stay Relevant Email marketing is a cost effective and straightforward method of getting your name and services in front of clients with just a few keystrokes. This tried-and-true approach to digital marketing is a favorite of many, and there are countless ways to customize (and maximize) your email blasts to reap superior results. Despite this, many real estate profes40

sionals are content to standardize their email advertising and take a broad, one-size-fits-all approach to capturing interest and leads. While an up-front sales pitch certainly has its uses and benefits, it doesn’t hurt to shake up your routine and refresh your email marketing approach by adding specifics that draw renewed interest from your audience.

Top Agent Magazine ÂŽ

Top Agent Magazine

One way to accomplish this is by tying in current events and local happenings to your email blasts. After all, your sphere of influence likely receives countless marketing emails per day. To cut through the noise, sharpen your message with a few specifics that separate your communications from the pack. Not every email should be focused on closing a sale, or else your audience will learn to stop listening.

How do you build your brand, stay top of mind, and keep the lines of communication open with your clientele? Here are a few ideas to get you started.

against an old rival? Do they host themed fan days honoring veterans or catering to families? Tailoring your communications to a local sports franchise’s big news or next event can draw intrigue and provide added value for your clients. Remember, not every communication you send should be focused on pitching and closing a sale, otherwise your audience will tune out your emails altogether. Instead, incorporate fun, community-oriented content that lets readers know you’re a resource for much more than real estate.

Sports news makes a splash

Become a one-stop-shop for holiday fun and seasonal ideas.

People love to rally behind the home team.

Is a regional, local university, or professional sports team in your area headed to the playoffs or the championship? Are they facing off

From Mother’s Day to Thanksgiving, anyone can send an email wishing clients a happy holiday. While the sentiment is a good one, you’ll be one of dozens flooding inboxes with

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your well-wishes. Instead, go beyond the traditional greetings and good tidings and become a hyper-specific resource for clients. Create a gift guide for Mother’s Day, outline family-friendly local events occurring in your area around the holidays, or engage in a promotional partnership with a local business who’s offering a holiday special of their own. In other words, don’t settle for just saying hello during certain times of the year. Instead, up the value of your email blast by offering clients curated information that relates to their interests and area.

Doing so makes your emails a must-read, while demonstrating your ability to go the extra mile.

Pop culture serves as a fun and timely tie-in.

Is a new gaming app sweeping the nation? Have your social media feeds been flooded with the same viral video? Is everyone gossiping about the same TV show premiere? Pop culture tie-ins in your email marketing campaigns can be extremely effective, but in order to for

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them to work, you’ll need to move quickly and keep your focus on the phenomenon, rather than your service pitch. The goal behind pop culture marketing tie-ins is communicating the progressiveness and hip factor of your brand, while capturing timely, topical interest that’s at a fever pitch. Everyone wants to be in on a running joke or trend, and if you leverage trending pop culture moments in your email marketing, you’ll be able to draw views and clicks from a wide audience.

Plenty of services offer standardized email marketing templates and content for today’s real estate professionals, and while the motivation behind marketing is transactional, your communications don’t have to be. The surest way to make an impact in your clients’ inboxes is to add original value and break apart from the pack. Consider updating some of your routines with these current events oriented techniques and your email audience is sure to take a second look.

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MONICA CHUNG Top Agent Magazine

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MONICA CHUNG

With over 30 years of experience in the industry, Monica Chung is a real estate powerhouse. As the owner of the San Francisco based Andersen, Jung & Co. she offers clients tailored services that best compliment all their real estate needs, and assists them in commercial and residential sales, property management, leasing, corporate relocations, and investments. Besides serving clients throughout San Francisco, she also undertakes commercial real estate deals nationwide. Her consistency as a top performer has landed her among the top 2% to top 5% of REALTORS® in San Francisco since 2010.

going to help them build wealth in the future. I’m thrilled that I’ve been able to make an impact on different generations of one family—right now I’m working with a 4th generation client!”

When working with Monica clients are guaranteed personalized attention and a plan that’s customized specifically to help them achieve their real estate objectives. She puts an emphasis on long-term relationships and working with a high standard of ethics. “I work with a lot of

Monica’s professionalism, knowledge, and passion towards helping clients create generational wealth for their families, provides her with a steady stream of repeat and referral business.

“I think my clients appreciate that I prioritize their needs. I never try to close a deal just to make money. I want to make sure that my clients really benefit from the transaction, and that it’s 44

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integrity. I will actually prevent clients from buying something if I think it’s not a good idea. My only goal is to do what’s in their best interest, and I feel a sense of great accomplishment when I see my clients smile at the end of a transaction,” she says.

Her dedication and client-oriented level of service have resulted in Monica receiving numerous accolades and designations over the years. She is proud to have the Minority and Women Owned Business Certification, as well as the rare Certified Commercial Investment Member designation, which recognizes excellence in commercial and investment real estate, and which only 6% of agents are lucky enough to have. She also belongs on The National Association of REALTORS®, as well as the Asian American Real Estate Association, and Chinese Real Estate Association.

Going forward Monica is excited to expand her business and grow her team.

She is currently in the process of recruiting more agents to join her company, and she’s invested in being a leader they can look up to and learn from. Her goal is to keep improving the industry standards and she plans on utilizing her vast experience to continue helping clients accomplish their real estate goals— whether it’s a family looking to relocate, a first time homebuyer, or a commercial investor in search of a great opportunity. And as someone who loves Marvel Comics and superhero action movies, Monica’s personal motto, as well as the slogan her company continues to be inspired by is, “We want to be your real estate super hero.”

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To learn more about Monica Chung please call (415) 699–0843, email monicachung@andersenjung.com, or visit www.andersenjung.com Copyright Top Agent Magazine 45

and they don’t care for sudden changes in procedure or lifestyle. They also like activities they can start and finish.

Compliants are thinkers. They’re always wondering how things work.

They want practicality, logic, fairness and a systematic approach. When talking to thinkers give facts, documentation and data. They seek accuracy.

They’re motivated by standards of high quality, limited social interaction, detailed tasks and logical organization of information.

7 Deadly Sins of Personal Branding

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’ve opted for a much more affordable offering: a free DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle. php and you’ll be guided through a quick questionnaire to learn your own What is a style ‘personal Just likeothers com- as sistently dominant andbrand’? how to read well. (across all marketing platforms), pany or product branding, it’s built around a well-defined brand can elevate agent recimaging and messaging that is designed to ognition and help to establish credibility Yes, understanding people, listening to their needs and wants and responding create a feeling. And in the case of personal and authority. However, when executed appropriately all takehow work But because realare estate is a people branding, it influences you and wantattention. others incorrectly, the effects lackluster at best, business, it’syou. simply a must. the and better at itatyou become, to feel about From your photosAnd to other harmful worst.

To help the you better avoid living as an or broker. brandyou’ll images,make elements andagent even content, theI promise. pitfalls of personal branding, we’ve there is a lot that goes into creating your compiled a list of what we feel are the 7 unique brand.to Displayed Best of luck you! correctly and con- deadliest sins.

Copyright©, 2015 BubbaNO Mills.

All rights reserved.

DIFFERENTIATION Branding about being known forvicereal estate agent who expressed to us that Bubba Mills isis not co-owner and executive president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an in international your profession.

It’s about being known she was already well branded her area. consulting coaching that performance coaching and for being and different in yourcompany profession.

If specializes She stated,in“When I walk into a restaurant theallimplementation of sound business systems into Real Estate Companies, Mortgage agents were the same, how would your in my community, people already know Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational customers know who to choose? Lack of I’m a real estate agent.” And while that and education speaker, coach and mentor to the top real estate agents and mortgage differentiation is out by more far the #1 personal is a great start, it’s nowhere close to succompanies.

To find about Corcoran Consulting & Coaching, call 1-800-957-8353 We love to tell the story of a cessful branding. Let’s assume I walked or branding visit us at sin. www.CorcoranCoaching.com.

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into that restaurant and noticed her. But I also noticed two other agents in the same restaurant. Now, who do I choose? Which

‘brand’ stands out to me? What lets me know that one of them is uniquely positioned to serve my needs?

and they don’t care for sudden changes in procedure or lifestyle. They also NO FOCUS like activities they can start and finish.

In business, you can’t be all things to all side of your specific focus. That would be people. Many have and failed.

In or- always quite difficult.

It does mean over work. time Compliants are tried thinkers.

They’re wondering howthat, things der to have business and brand, doneacorrectly), you approach. will do moreWhen and They wanta successful practicality, logic, fairness(ifand systematic you must define yourfacts, ideal custommore ofand the data. exact They kind ofseek business you talking toclearly thinkers give documentation accuracy. er and how you will super-serve that cus- want, and conversely, even stop doing They’re motivated by standards of high quality, limited social interaction, tomer. In other words, declare and develop the kind of business you don’t want. And detailed tasks and focused, logical itorganization of information. a specialty.

By being does NOT that’s what a great brand is designed to mean that you stop doing all business outaccomplish.

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’veNO opted for a much more affordable offering: a free AUTHENTICITY DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle.

Recognizable personal brands can be very You should be able to ‘breathe your brand’ php and you’ll be guided through a quick questionnaire to learn your own clever and memorable, but if your brand in everything that you do. This is importdominant andlast. how to read as well. isn’t ‘you’,style it won’t If you try toothers put ant not only for your customers, but perout a persona that is different from your haps most importantly for you. There is Yes, needs and wants responding ownunderstanding and the way you people, live yourlistening life, peo- to their a tremendous amount of and confidence that ple will take notice overwork time. and The attention. most comes knowing youisare who appropriately all take Butwith because realthat estate a people incredible it’s personal brands weaveAnd pro-theyou portray, that become, you have the business, simply a must. better at itandyou thehabits, better fessional and personal qualities into one. inspiration, knowledge and expertise to living you’ll make as an agent or broker. I promise.

Your brand becomes an extension of you. back it up.

Best of luck to you!

NO CONSISTENCY

You can have a2015 recognizable memocards, postcards, brochures, etc. Other peoCopyright©, Bubbaand Mills.

All rights reserved.

rable brand, but if you don’t display those ple don’t see them nearly as often, so don’t branding correctly consis- viceapply or compare your own habits and Bubba Millselements is co-owner andand executive president of Corcoran Consulting and Coaching Inc. all (www.corcorancoaching.com/programs, an international tently across of your marketing plat- exposure to 800-957-8353), theirs. Repetitiveness in marconsulting andyou coaching company in only performance coaching and forms, it does little good.

In orderthat to specializes keting is not a good thing, it’s essenthe implementation of sound business systems into Real Estate Companies, Mortgage accomplish this task well, you must step tial for retention. Once you determine the Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational back from your marketing and see it the overall messaging and look of your brand, and education speaker, coach and mentor to the top real estate agents and mortgage way others To do.find Youout seemore yourabout socialCorcoran media Consulting that look should continuecall across literally companies. & Coaching, 1-800-957-8353 every day. You see your business every marketing platform you touch. orchannels visit us at www.CorcoranCoaching.com.

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NO CONTENT The ultimate goal of personal branding is comfortable producing is the key to keeping to become known as an authority in your it simple. No one wants to be bogged down andchosen they niche. don’t That caremeans for sudden or lifestyle.

They also withprocedure producing content.

But on the flip side, that youchanges must in likedemonstrate activitiesthe they can start and finish. knowledge, expertise and/ no one knows how much you know until or experience to back up your position. you share it. Great content demonstrates your knowledge and how helps your customers Content that are best expresses youThey’re and your always Compliants thinkers. wondering things work. at the same time.

In addition, it serves anbrand could be as simple as a series of They want practicality, logic, fairness and a systematic approach. When other purpose with search engine optimizaphotos, quotes, e-books, video shorts, etc. talking to thinkers give facts, documentation and data. They seek accuracy.

Choosing the type of content you’re most tion and attracting prospects online.

They’re motivated by standards of high quality, limited social interaction, detailed tasks and logicalNO organization of ACTION information.

CALL TO

You’re spending money to market across using other people’s money’. Your call some personality assessment tools can cost thousands of dollars, but at multiple platforms, so why not take the to action may change with different marCorcoran Coaching, opted for more affordable offering: keting channels or purposes, buta free you opportunity to extendwe’ve an invitation fora much DIsC Just with visityou? www.corcorancoaching.com/behavioralstyle. your assessment. prospects to engage It can should always, always have one. If you want people to do something, tell them a simple call be to action, such as ‘call me phpbeand you’ll guided through a quick questionnaire to learn your own you’d like them to do. That’s how you first’ or more ‘contact me others for a aswhat dominant stylespecific, and how to read well. free home staging assessment’ or ‘download my e-book and learn how to invest

move prospects one step closer to becoming customers.

Yes, understanding people, listening to their needs and wants and responding appropriately all take work attention. But because real estate is a people NOand FOLLOW-THROUGH business, it’s simply a must. And the better at it you become, the better with hundreds of agents, folWhyyou’ll is this included in branding, living make as an agentyou or may broker.munication I promise. ask? Because your brand is your bond. It’s low-through is at the top of the list when it comes to customer complaints. You don’t your handshake. When you say you’ll do Best of luck how to you! something, can people trust you if want to be that person. Putting an incredible you don’t follow through with your prom- message and image out there isn’t enough. must live up to those standards with ise? This is often elementMills. that people Copyright©, 2015theBubba All rightsYou reserved. forget altogether. And in fact, in our com- every customer, every transaction

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), international ® Tonya Eberhart is the Branding Agent to Business Stars and founder ofan BrandFace , LLC. ® consulting andMichael coaching company that specializes in performance coaching Carr is America’s Top Selling Real Estate Auctioneer & BrandFace partner. and the implementation of they sound systems into Real Estatedesigned Companies, Mortgage Together, focusbusiness on personal branding and marketing to help real estate ® professionals become the face of their business & a star in their market.

BrandFace Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational Real Estate Professionals is a book, speaking and and an exclusive and educationfor speaker, coach and mentor toprofessional the top real estateseries agents mortgage workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 For more information, visit www.BrandFaceRealEstate.com. or visit us at www.CorcoranCoaching.com.

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ROSALYNE COHEN Top Agent Magazine

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ROSALYNE COHEN: FEARLESS

“I’ve always had a passion for homes,” Rosalyne Cohen says. She’s been surrounded by real estate for as long as she can remember, with her father working as a general contractor and her husband as a builder.

Now having been in the industry herself for almost seven years, Rosalyne has made great strides. Serving the greater Los Angeles area, she’s become one of the top real estate agents in the region and is showing no signs of slowing down.

buyers and sellers. It’s very important to understand the processes that go into each side of the transaction in order to negotiate the best deal for my clients.”

Rosalyne really looks at what her clients want and aims to give them the best price for a property that ticks most or all of their boxes. Specializing in selling

“My business is actually built on referrals from previous and current clients.” She attributes this high success rate to her fearless, positive attitude. “I don’t get scared of a competition in a bidding war or over-asking prices,” she explains. “Every transaction is different.” Combined with her experience and knowledge, it is this very same fearless nature that makes her an asset to her clients. She is never afraid to jump headfirst into any deal and if any roadblocks arise, she is quick to find a creative solution by involving all parties and fostering a positive atmosphere of teamwork. “Communication is the key to a successful transaction, you need to keep it POSITIVE, simple and straightforward to work together, everyone has a better chance of winning. I enjoy working with both 50

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new construction homes, Rosalyne is wellversed in what sells in the current market. “I always like to share with my clients what features will sell based on the location, and prepare them for the sale from A-Z, including linking them with interior/exterior designers, staging companies, general contractors and more.” She is honest and tells them when a property isn’t right for them or when a home should be sold at a later date. “My real passion is helping people, so it is satisfying for me to see the appreciation and joy in my clients’ eyes.” Her sellers benefit from her tech-driven marketing, as she sells homes at or above the listing price, often before they are officially listed. During today’s competitive seller’s market, she finds creative ways to get her buyer’s what they want, which includes looking at off-market properties.

Outside of real estate, Rosalyne is involved in the community through the Organization for Family Needs, and acts as captain in a volleyball league for mothers called Mamanet, which also supports Stand By Me, a nonprofit that provides emotional/physical support to cancer patients and their families. She is happily married and is the mother of 4 boys, ages 12, 10, 8 and 3.

Rosalyne also makes it a priority to take part in new training and certifications. “I always educate myself,” she says. She holds several designations, including Short Sale & Foreclosure Resource Certification (SFR®), Real Estate Negotiation Expert (RENE), Certified International Property Specialist (CIPS), Accredited Buyer’s Representative (ABR®), and CMA Specialist. By thoroughly educating herself, Rosalyne is better able to prepare her buyers and sellers for what to expect, as knowledge equals power in the real estate world.

Rosalyne explains that her favorite part about working in real estate is working with other people, including new clients, new agents, and clients she has been friends with for years.

Looking ahead, Rosalyne is eager to continue growing her team and business. “I love my job, so even if I have challenges, I learn from them.”

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For more information about Rosalyne Cohen, please email rosalynehomes@gmail.com Copyright Top Agent Magazine 51

How to Create a Business-Winning Plan in One Hour

by Bubba Mills

Baloney! That’s what I say to those who think building a business plan should take days, weeks, even months. And I say baloney again to those who think a plan has to have a bunch of pages with graphs and charts.

I know for a fact REALTORS® don’t have that kind of time. But I also know every serious REALTOR® needs a good plan. That means if you’re reading this, you’re in the right place. Stick with me and you’ll end up with a plan that can make your year much better.

A comprehensive business plan (two pages max) can help you: • Account for what you accomplish • Clarify your life • Keep track of each of your goals • Manage your time 52

• Determine if you’re heading in the right direction So let’s get right to it. Here are the steps to take to get your plan in place and your year (and rear) in gear: Create a mission statement. This gets right to the heart of your life and addresses why you’re in real estate. It answers why you’re here, what your purpose is and what your business is truly about. Use positive, present tense statements such as “I am,” “I provide,” “I strive” as you define who you are and what you provide your clients. Take 10 minutes now to brainstorm some possible mission statements.

Perform a SWOT analysis (strengths, weaknesses, opportunities and threats).

For strengths, maybe you’re tech savvy. For weaknesses perhaps you’re unorganized. With opportunities, it could be that a large firm is relocating to your city. And for threats, maybe Top Agent Magazine

Every serious REALTOR® needs a good plan. the mid-term, one year; and the long-term, five years. Also, in this same section, write your personal objectives. We can’t be balanced in life if all we focus on is business.

So consider what your ideal sitWrite your business objectives. In uation would look like with your this section I’d like you to consider family, your spiritual life and your what you want your business to look social life. Spend 10 minutes now like in the short-term, six months; in on these topics. interest rates are rising. Take 10 minutes now and fill in a few items for each category. If you get stuck, ask a co-worker or friend, who knows you well enough, for suggestions.

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Create a mission statement. This gets right to the heart of your life and addresses why you’re in real estate. It answers why you’re here, what your purpose is and what your business is truly about.

Create your sales goals. Here’s where I don’t want you to be afraid to think bigger. Take 15 minutes for this section. As part of this segment here at Corcoran Consulting and Coaching Inc., we include what’s called a goal achievement system that helps you stay on track with your goals. So for each goal, we include a why, excuses for failure, resolve and action items. I believe this is a vital step because it allows you to examine why you might hesitate in completing parts of your business plan. Email me at Article@CorcoranCoaching.com, and I’ll send you a free worksheet on this system.

Develop action items. To wrap up your plan, you need to get specific about how you’ll achieve your goals.

So for each goal you should have action items, due dates, who will 54

complete the items and a step-by-step daily and hourly plan with what has to be done. Take 15 minutes and do it.

Tell me what you’re thinking. Do you have a plan? If not, why not? What’s preventing you from creating one?

What successes or failures have you had with plans in the past?

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching. com/programs, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into Real Estate Companies, Mortgage Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1800-957-8353 or visit us at www.Corcoran Coaching.com.

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SKYLA GAGNON

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SKYLA GAGNON

Top Agent and multi-million-dollar producer Skyla Gagnon – of RE/MAX Bell Park Realty in Dayville, Connecticut – is a dedicated and passionate Realtor who truly cares about her many grateful buyers and sellers. Skyla’s focus on providing top-of-the-line customer service has set her head and shoulders above most of her competition, and it has also resulted in numerous awards and commendations, including her nomination for membership in RE/MAX’s Platinum Award Club. Additional recognitions include the company’s 100% Club for three consecutive years, and her being ranked among the Top 40 Realtors under age 40, among many others.

referrals. “I think a lot of that has to do with the fact that I always answer my phone, even late at night or when I’m in a different time zone,” says Skyla, when asked how she manages to engender so much trust and loyalty amongst those she works with. “Also, don’t view my clients as just a transaction, I look at each of them as individuals. I truly have the best clients.”

In 2020 alone, Skyla is on track to sell more than seventy homes, a staggering achievement for a solo agent in the highly competitive world of real estate, and nearly one hundred percent of her thriving business is based upon repeat customers and Copyright Top Agent Magazine

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Skyla, who is licensed in the states of Connecticut, Rhode Island and Massachusetts, began her real estate career in 2016. “I worked in the banking industry prior to becoming a real estate agent,” she says. “I’ve also owned multiple rental properties and flip projects. I’ve always loved everything about real estate, so I decided to get my license and jump right in.”

Since then, Skyla has ascended quickly to the top of her profession, as illustrated by her perfect overall five-star rating on Zillow.com, on which site she is a Premier Agent with scores of glowing testimonials, including this one: “Skyla was a true blessing. She was kind and patient. She answered every single question I had and worked me through every step of the way. She eased all my worries and kept a smile on her face. I would highly recommend Skyla to anyone looking to purchase a home…”

There are many other factors that come into play when assessing Skyla’s stunning success story, and chief among them would be her expert negotiation skills and her thorough, intelligent approach to marketing her listings, both of which translate into fast sales for top dollar, not to mention happy clients.

When she’s not working, Skyla enjoys spending time and traveling with her husband, who she calls her biggest cheerleader. “He has supported me every step of the way, because he knows real estate is my passion.”

Skyla’s plans for the future are fairly straightforward: to obtain her Broker’s License and to continue growing her business. Her overarching objective is the same as it’s always been, however: to keep providing the exceptional customer service that has become synonymous with her name.

“I have a true passion for real estate,” says Skyla, her sincerity obvious. “I love everything about it.”

For more about Skyla Gagnon, please call 860-617-8493 or email Skyla.Gagnon@gmail.com Copyright Top Agent Magazine

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How to Recognize True Luxury Properties What to Consider Other Than Location When luxury home buyers are looking for a new abode, they are often advised to pay most of their attention to location, location, location. And it’s true that good locations often have better properties, but if you’re only looking at location then you might be forgetting what it is in a luxury property that makes it luxury. You could view a property in a great location, and because you completely ignored any of the other factors that make a property high end, you might find that once you move in, you aren’t as pleased with the actual house itself as you thought you would be. Here are the other things you should look out for when purchasing a luxury home: • Architectural Uniqueness: The simple fact is that good

architecture retains its value. Do your homework on architects and find the ones that have a good track record of designing beautiful, but practical homes. Don’t simply pay attention to how the building looks today. Consider how it will look in a few decades. Keep an eye out for the “bones” of the building, and decide whether they will stand the test of time or not. Things such as a solid foundation, high-grade materials, unusual details, and artistic components are good aspects to consider.

Will the structure hold up well or will it degrade and crumble without constant upkeep? That funky molding may look artistic today, but in ten years will it be considered artistic or just plain weird?

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• Practical Layout: Make sure you have enough room to live

in comfort. As a buyer of luxury property, you probably have quite a busy social schedule. You want to make sure that the layout will lend itself to helping you maintain clear separation between your social areas and private ones. You don’t want guests having to go back into your bedroom to use the bathroom. Look out for places with stairwells, awkward columns, long hallways, and other wastes of space.

• Unobstructed Views and Light: You want to live in

a home that gives you lots of natural light, such as one that is open to the outdoors. That natural light will improve your mood, as well as the resale value. The openness of a space filled with natural light will make you feel more comfortable and happy in your new home. What about the view? Do you see a Do you park, a bridge, a river, or a skyline? Is the see a park, fantastic view out your window protected? a bridge, You’ll need to understand the surrounding air a river, or a rights and zoning allowances of neighboring buildings to understand the possible risks. skyline?

• Windows: Windows are the primary source of losing heat and

cooling. Make sure they are double-paned with good insulation that will protect your home against weather and noise. Unless the windows are already like this, it is unlikely that the condo or co-op board will allow you to install your own.

• Ceiling Height: Consider the cubic footage of the property.

You want to look for high ceilings that increase the openness of a room.

Of course, you don’t want to go too high. Above 14 feet will get you diminished marginal returns.

• Storage: If you’re a woman, you will understand this one. We need

lots of closets and additional storage room to fit all of our clothes, shoes, jackets, hats, purses, etc. However, lucky for you, your potential home’s existing closet square footage will not limit you from putting in more storage space. Custom closet companies can create any kind of storage

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space you desire. You will have to, however, make sure that your new home does have an area that you can turn into this storage space.

• In-Unit Laundry: In-unit laundry has become necessary for

any luxury home or apartment. Do you really want to have to trek down flights of stairs to use the basement laundry? If you still consider it wasted space, you can convert it into more closet space.

• The Gym: Having a fitness area nearby is an amenity that is especially

important, particularly in winter when you don’t feel like walking to the gym a few blocks down.

One thing to consider is the Do you really want of the gym in relation to have to trek down size to the size of the building in flights of stairs? light of common area fees.

• Move-In Ready: I’d advise against buying time-consuming and

frustrating fixer-uppers no matter how much you want to add custom kitchens, finishes, fixtures, and other characteristics. Choose a property that already has all of these amenities taken care of. These properties have already had the same designers you would hire fashion the house at a fraction of the cost you would pay to have them do it after you move in. In this light, it is worthwhile to pay a little extra for the move-in ready home.

• Reputation: Pay attention to the reputation of the building. A

property that has a good reputation tends to retain its value. You can easily find this out online on posts, and established locals are likely to have an opinion.

If you want to buy luxury property that is really worth it’s price, then I would suggest adding these points to your list of things your new home must have.

If you want to get a high quality home that is a true luxury, you’ll want to watch out for these aspects as well as the location. Some properties might claim to be luxury based on their location, but when compared against this list, they don’t make the cut. So, don’t be fooled by imposters, and make sure you find a true high-end property.

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JANNA McGEE

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JANNA McGEE

Top Agent Janna McGee’s brokerage—One17 West Realty— services clients throughout San Diego and south Riverside County.

For Janna McGee, real estate was initially going to be a part-time endeavor while she raised her children. She soon found she had a true passion and talent for the industry. Five years later, she owns her own brokerage—One17 West Realty—and is beloved throughout San Diego and south Riverside County. “I continue to love what I do,” Janna says, “and I still have the flexibility to spend a lot of time with my family and my children.”

T is crossed,” she says. “That takes a lot of the worry and stress off of my clients.” Her clients rave that she’s as kind and caring as she is dedicated. As a result of her attentive service, an impressive eighty percent of Janna’s business comes from repeat and referral clients eager to spread the word about her to their friends and family.

Janna grew up in a small town in North County San Diego and brings a lifetime of knowledge about the area to her work. She’s attentive to every detail and has thorough processes to ensure nothing falls through the cracks.

“I make sure every I is dotted and 62 62

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When it comes to marketing listings, Janna understands that in today’s market, most buyers start their search for a home online. She hires professional photographers for every listing, creates custom single listing websites and video tours, to maximize online exposure. She also conducts a thorough advertising campaign on social media, directing interested buyers to the listing’s website. “On the website, we capture leads for the listing and follow up with interested buyers from there,” she says. The result is often a quick sale at a competitive price. Janna’s on track to close over $10 million in sales this year sales ranging of $500k to close to $2 million.

“I love being able to have a great career and be a driven businesswoman while still having time to spend with my family,” Janna says. To give back to the community that has given her so much, Janna is involved in youth sports, as well as philanthropy work through Rady Children’s Hospital. “My family pledged to raise $75,000 for the hospital and our last fundraiser put us at $30,000 so far.” In her cherished free time, Janna loves being outside and hiking, spending time with friends and family, and traveling.

Recently Janna has been learning more about land development and has purchased a five-home subdivision. “I’ve been working that from the ground up and learning,” she says. For the future, she plans to continue providing the same high quality, boutique service to her clients.

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To find out more about Janna McGee, please call (858) 774.2549, email janna@jannamcgee.com, or visit one17west.com http://

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How to Get the Biggest Recharge

Out of Your Lunch Hour When things get busy, it’s typical to find a grab-and-go lunch and keep plugging away on the tasks at hand. While some days demand this kind of hustle, your lunch hour can be a valuable window in which to recharge and set the tone for the latter half of your day. In fact, taking a mindful break at midday can create 64

mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

But how do you maximize that hourlong reprieve amidst a busy schedule?

Here are a few ideas for inspiration, no matter what your tastes or preferred habits may be.

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Taking a mindful break at midday can create mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

GET MOVING Just ten minutes of light exercise can get your blood pumping and your energy renewed.

Step outside and take a brisk walk around the block, or walk to your favorite sandwich shop instead of hopping in your car. Find ways to incorporate light exercise into your lunch hour routine and you’ll not only enjoy a chance to stretch your legs and get your eyes off of screens, but you’ll also reap the health and mood benefits of endorphins. Even extended stretching or mild calisthenics can provide rejuvenating relief in short order.

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PLAY CATCH UP Sometimes catching up with an old friend or family member can brighten your day and give you a morale-boosting outlet beyond the office. During your next lunch hour, why not combine a jaunt around the block with a call to catch up with your sibling or college buddy? Shifting your focus from work and centering instead on a comforting interpersonal relationship can really boost your mood and reinforce your personal values.

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CHANGE YOUR TUNE

SOAK UP THE SUN If you’re tempted to eat your lunch at your desk while staring into the same computer screen that you’ve been working on for hours—think again. Sure, a busy schedule sometimes means making that sacrifice, but when your schedule and weather permits, try to take your lunch outside and disconnect from your office setting. Soak up the sun, feel the breeze, and lift your gaze to the horizon instead of toward your phone or computer screen. The mood-boosting benefits of time spent recharging outside are well-documented, and a change of scenery can give you the boost you need to power through your afternoon to-do list.

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Use your lunch hour to treat your senses. As you eat or get active, try queuing up your favorite music or the latest episode of your favorite podcast. If you focus on the same tasks and stimuli for too long, your brain will fatigue and your focus will erode steadily over time. Shift gears and treat your mind to some music or stimulation outside of your daily tasks. You’ll help yourself relax, recharge, and create a natural transition point for your ensuing afternoon workflow.

Your lunch hour isn’t just about being purely functional. If you want to maintain a steady rate of productivity and leave the office satisfied by the progress of your day—use your lunch hour wisely. As important as it is to nourish your body, also consider nourishing your mind. No matter what your chosen outlet may be, don’t overlook the power of a well-spent lunch hour and the positive benefits that are sure to follow.

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NICOLE REED

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NICOLE REED, BROKER

Nicole Reed knows the right opportunity when she sees it. After sixteen years working in the constant bustle of the banking and finance industry, and rising to become a vice president for one of the largest banking firms on the east coast, she was ready for a change. “I have five boys, James Jr., Joshua, Jonathan, Carl Jr and Nicholas and I wanted to be more present for them. My husband James had begun talking about real estate investing, and for me it was like a light bulb going off. Real estate had always been my secret passion, and it would allow me to be there for my children the way I wanted.”

obstacles that will arise during this process, and my clients appreciate my ability to think outside the box in order to close their deal. I have a strong set of negotiating skills. We’ll get you to the closing table with a deal that satisfies you.”

What does she do when she’s not working? “I’m a basketball mom. And baseball. And karate,” she laughs. “I have five boys, so I do a lot of traveling for

In less than five years Nicole has built a successful business in the Richmond tri-city areas of Virginia, with an annual volume of between ten and fifteen million in sales. The majority of her business now comes through referrals, with sixty percent of those clients coming from the military. Forty percent are repeat clients. It’s a loyalty she has earned by virtue of her expertise, responsiveness, and tenacity in negotiating for her clients. “The background I have in banking allows me to go into more depth than most real estate agents are able to do. I understand the lending side of the process.”

About that tenacity: “People joke that I’m the Olivia Pope of real estate. There are always unexpected 68

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games and events. But I do like to shop a little when I get the chance and vacation with my husband.”

Despite her work as a realtor and mother, Nicole has found time to contribute to community projects close to her heart. She gives back to her second hometown through her work with #TeamPetersburg, helping renovate city parks and playgrounds for children, as well as staging food and clothing drives for the less fortunate and homeless. She also has volunteered with Yeshua’s House of Refuge for battered women and children.

“Yeshua has assisted these women with housing, understanding credit—all of the financial stuff—so they can get back on their feet and move forward on their own and we have been blessed to be a part of their cause.”

Nicole is very excited about her new initiative “Be The Right Buyer”. This two part course is dedicated to Buyers to help educate them about credit, budgeting, available grants, and the process of purchasing and maintaining a home prior to buying a home. “I know that many buyers are not receiving this information and the tools they need for home ownership and I want to change that experience for each buyer! Our goal is to help 100 families in 2021 build wealth through Real Estate, Credit Repair and Education!”

Nicole has begun positioning herself to serve her area even better. She’s added a transactional coordinator and a buyer’s agent this year. She anticipates adding two more buyer’s agents and a full-time assistant soon .

Since March she has hosted The Real Playbook, a radio program she created to discuss all things real estate. “I have a passion for inspiring, educating and promoting people as it relates to real estate.

We have conversations with agents, investors, financial advisors, renovators, and all the different trade professionals—just anyone connected to the business.”

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If you want Nicole or her teams help in selling or finding a home, please call 804-721-7630, email at info@nicolereedrealestate.com, or visit nicolereedrealestate.com And be sure to tune in to “The Real Playbook,” Radio Show every Wednesday at 2:00pm on 100.5fm, 92.7fm and 820am WJFN or live on facebook @nicolereedrealestate1 www.

Nicole Reed Real Estate, Inc., Real Estate Redefined...

Nicole Reed Real Estate, Inc. is licensed in the Commonwealth of Virginia and is independently owned. Powered by EXP Realty Copyright Top Agent Magazine 69

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

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

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 70

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

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

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

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

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

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

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

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

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

Kitchens and baths

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

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

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

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

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

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

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ALYSON ROSLONEK

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ALYSON ROSLONEK

Alyson Roslonek began her real estate career 11 years ago, coming from a background in education. When she started selling real estate, Alyson recalls, “I got introduced right away to new construction. In my first year, I marketed and sold two subdivisions.” Not only did those subdivisions sell out, Alyson actually ended up moving into one of them! This promising beginning gave Alyson’s career a jumpstart, and over the past decade she has cemented her reputation as a compassionate, honest, and hard-working agent who has the skills and experience to help her clients achieve their real estate goals.

Alyson serves all of Rhode Island, and the East Bay area of Massachusetts. About 70% of her business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence she inspires. “I really love working with people,” Alyson says. “I feel honored to be able to help. Buying or selling your house is a big deal, and I think my warm personality comes through, so people feel they can talk to me.”

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Alyson was big into staging before it became a buzzword, and she is proud of her ability to bring out a home’s best features through presentation. “What sets me apart is my ability to create spaces that look warm and inviting, to make people want to live the life that that house is showcasing,” Alyson explains.

“It helps remarkably and can result in the house only being on the market for a very short time, because people just can’t resist it. Whether it’s new construction or resale, you’re selling a lifestyle.”

This attention to detail extends to all areas of marketing. Alyson has always done professional Copyright Top Agent Magazine

photography for all of her listings, and depending on the property she may also use floor plans, drone photography and aerial video. “I’m a very visual person, and visually my listings stand out,” she says. Alyson also takes a comprehensive approach to promoting listings. She belongs to both the Rhode Island and Massachusetts MLS, and she will cross-post listings on both to maximize exposure, as well as on her brokerage’s website. Alyson also pays for boosted advertising on Facebook and Instagram, and also often posts her listings on LinkedIn. The results speak for themselves: Alyson averages about 20-30 transactions per year, a robust business that still allows her to concentrate on giving each of her clients truly personalized service.

Community involvement is important to Alyson, and she volunteers to visit local high schools for their Career Day events and educate students about careers in real estate. She has also always supported town sports and the high school theater program. When she is not working, Alyson spends a lot of her time driving her kids to their various activities and jobs.

She loves to watch and cheer for her 12-year-old son’s teams while he plays soccer, lacrosse and basketball. Alyson also enjoys reading, getting outdoors, antiquing and shopping for home décor, and spending time with her three kids and two dogs.

In the future, Alyson says, “My goal is to keep putting people first. I put all of myself into each and every listing, and the service part is the most rewarding to me. To me it’s all about the relationship and the ability to help. I’ve always been a helper, and I love being able to highlight the positive in any home.”

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To find out more about Alyson Roslonek, call 401-529-7030, visit homewithalyson.com or email alysonroslonek@gmail.com www.

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CONNECT BEYOND

REAL ESTATE

to Attract Future Clients What kind of content are you sharing on your blog, website, and social media? Does most of it have something to do with buying or selling a home? While sharing the latest market information or tips on how to qualify for a mortgage, or when someone should buy or sell is important and demonstrates your value as a REALTOR®, it shouldn’t be the only subject you cover. If you only focus on real estate, you’ll be missing the chance to connect with future clients that might not be ready to move just yet. By sharing a lot 76

of industry-heavy content, you are only going to appeal to those who are currently in the market rather than a broad base of potential clients.

To pull in those other future clients you want to provide fresh, interesting content that will appeal to those possible future clients that aren’t quite ready to move yet. However, you also want to still tie this content back into your business goals.

So, how do you share content that will speak to a wider audience, but also still be relevant to your business?

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Talk About Your Philanthropic Activities

The philanthropic work you do to support your community says a great deal about who you are as a person. Many people will be attracted to working with you because of the charitable works you are involved with. While you may be hesitant to share these efforts because you feel it may come across as bragging, you also need to remember that sharing information about the charitable organizations you support will actually help those organizations. Many of them have small marketing budgets, so any free exposure you can give them helps to promote their cause.

In fact, they want and need you to promote them.

And you can promote them without coming across as a braggart. Focus your content entirely on the organization. Talk about why you support them, how they help the community, and how others can also get involved. This turns what could have been bragging into something that benefits everyone. n

Your Local Community

We humans are connected to each other through our community – our local sports teams, parks, churches, schools, and much more. What better way is there to connect with people in your community than to talk about your community? Demonstrate that you are an expert on your community, and bring that community to your followers. Share information about a local event; perhaps even share the actual event through live-stream video. Interview city officials to get the low-down on the latest development project. Share information with your followers about things they didn’t know about their community. Consult with local historians or the historical society to share interesting information about your community that your followers will want to read. You could even turn it into a series of podcasts or videos. n

Use Your Creativity to Connect

Find creative ways to engage your followers on the topic of real estate. Try engaging your followers in an interactive project such as posting photos of interesting front doors. Doors are the entry point into our homes as well as our private lives. The way we adorn our front door can give someone a sense of our style and personality. Ask followers to submit photos and choose one to post each Friday. Make sure to watermark each photo with your logo at the bottom and include an inspirational quote that ties back to the importance of home. You could also ask your followers to provide a little story or caption to go along with the photo that tells something about them and their home. These kinds of projects are interesting and unique, and clearly connect back to your business. n

Share Your Hobbies

Are you an adrenalin junkie who has bungee jumped from some of the tallest bridges in the world? Are you a foodie that grows your own organic vegetables and fruit? Do you have a Top Agent Magazine

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secret passion for photography? Everyone has hobbies that they enjoy outside of work. When you look past the surface people become quite interesting. People also happen to find interesting people interesting, and tend to remember people based on their distinctive traits. We humans love discovering a person’s behind the scenes story, the mind behind the face. While you don’t want to talk too much about yourself, sharing pieces of your personal life and things that interest you can be a great way to connect with followers. By sharing interesting facts about your life, you will find that many followers will feel a strong, personal connection to you based on your hobbies and personal interests. n

Divulge Interesting Experiences

This is somewhat similar to the idea of sharing your hobbies. Sharing some of your more interesting personal experiences such as a fateful conversation with a stranger or an exciting adventure you had while in another country can be a great way to connect with followers as long as it also relates to some kind of life or business lesson. Talk about experiences you’ve had with clients or purchasing your own home. Experiences that relate to your business are great ways to connect with future clients in a manner that goes beyond the world of business. n

What and Who Inspires You

No matter what you’ve chosen to spend your life doing, you didn’t get there alone. You may have had a mentor that made a special impact on your life or someone already in the business that you looked up to and who perhaps inspired you to get into real estate. You may have found inspiration through a love of architecture or design. People want to know why others do the things they do. Sharing who or what influences you in your personal and business life is a great way to connect with followers. Recognizing that you didn’t get to where you are now by yourself shows humility, and talking about those people that had an influence on you shows others that you stay connected to the world and people around you.

Connecting with potential clients is something that is essential to any REALTOR’S® business. If you’re doing the work to create interesting blog posts and make those connections, you want to make sure that you’re sharing the right kind of content to draw in those future clients. It takes a lot more than simply providing the latest market news. To get the most out of what you share, you need to provide a wide array of interesting content 78

that will draw in a broad range of followers.

Providing the right kind of content can make all the difference when it comes to connecting with future clients and building the right kind of relationship with them right from the start. Connecting through your website or social media and sharing more than just real estate advice will help you build confidence and trust with future clients before you even meet them.

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MARSHA STOWELL

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MARSHA STOWELL

Marsha Stowell is not one to sing her own praises.

Fortunately, her many grateful clients are clearly willing to do so. As a Premier Agent on Zillow. com, Marsha currently holds a perfect overall fivestar rating comprised of many glowing testimonials to the exceptional customer service she provides.

Working as Principal Broker at A Team Real Estate Professionals in Kingsport, Tennessee, Marsha has more than earned her solid reputation as an honest, hardworking and trusted real estate advocate for her buyers and sellers.

best business practices and a true concern for her clients’ wellbeing. Currently, the lion’s share of her considerable business is based upon repeat and referred clients, a significant achievement in the highly competitive world of real estate. “I get very close to my clients,” says Marsha, when asked how she manages to inspire such impressive levels of loyalty amongst those she works with. “They become my friends and family, and they know that I will always be there for them. I always answer

Marsha began her journey in the world of real estate nearly two decades ago, following a successful career as an Automation Programmer. “Then, the company I worked for closed their doors and my husband suggested I get my real estate license,” recalls Marsha.

“I thought that I wouldn’t make much money doing that, because there were so many Realtors in our area. But I took him up on his idea and it was the best decision I’ve made in my life.”

Since then, Marsha has built a thriving business on a foundation of integrity, 80

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my phone, and I remain in close contact with them even long after the deal is done.”

There are a multitude of other factors that come into play when assessing Marsha’s incredible success story and her ranking among the top agents in her market. Chief among them would be her fierce yet fair negotiation skills, and her thorough, leaveno-stone-unturned marketing strategies.

Combined, these talents translate into fast sales for top dollar, not to mention happy – and returning and referring – clients.

Marsha also strives to stay abreast of industry trends and changes, and she works hard to continually educated herself about her chosen industry. She has earned multiple prestigious real estate designations, including the ABR (Accredited Buyer’s Representative), and the CRS (Certified Residential Specialist).

She also earned her Broker’s License in both Tennessee and Virginia.

Marsha has also served locally on the Northeast Association of Realtors Board of Directors from 2012 through 2017, acting as Secretary in 2013, Technology Task Force in 2011, and as President in 2016. On the state level she has served on the Board of Directors of the Tennessee Association of Realtors and the Professional Standards Committee from 2015 through 2017.

When she’s not working at the job she loves, Marsha enjoys nothing more than spending time with friends and family, and also likes to take advantage of the scenic area in which she lives by taking long hikes to relax.

Marsha’s plans for the future of her business are fairly straightforward: to continue growing it while sacrificing none of the amazing, go-above-and-beyond service that has long been her calling card.

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For more about Marsha Stowell, please call 423-534-0336 or email MarshaStowell@ATeamPros.com Copyright Top Agent Magazine 81

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

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

1

FIND A MENTOR

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

2

CONTINUOUS TRAINING

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

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BUILD A STRONG ONLINE PRESENCE

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

4

BUILD A SOLID FOUNDATION

5

SET GOALS

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

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

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

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AMY DeANGELO

Amy DeAngelo – Broker Sales Partner at PRIME Real Estate Group in Hoboken, New Jersey – has more than a decade of experience under her belt helping her many grateful clients achieve their real estate goals. Knowledgeable, hardworking and truly committed to her buyers and sellers, Amy has more than earned her many awards and her reputation as a trusted, honest broker who goes above and beyond during each and every transaction.

it’s because I really care about my clients and I genuinely want to help people find a home that’s right for them,” says Amy, when asked how she has managed to inspire such trust and loyalty amongst those she works with. “There are a lot of agents out there who are just out to make a commission. I’m in this business because I really thrive on building relationships with my clients.

A home is a very special place for most of us, and it’s incredibly rewarding to help someone with that.”

A consistent achiever of her local real estate board’s Circle of Excellence Sales award, Amy began her journey in the real estate industry in 2009, following a lengthy stint in the fine jewelry business. “Then, when the economy crashed in 2008 and my job was coming to an end, I found myself attending open houses for fun, so I decided to get my real estate license, because I had purchased a few apartments before then and figured I would really enjoy it.”

There are many other reasons for Amy’s stunning success story, and chief among them would be her fierce negotiation skills and intelligent approach to marketing her many listings. “I do the full package when it comes to

Not only has Amy enjoyed her job helping her clients buy and sell, but she has built a thriving business based on honesty and integrity that is currently based significantly upon repeat and referred clients, a sure indicator of the excellent service she provides. “I believe 84

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marketing,” says Amy. “I invest a lot of advertising dollars.” Much of that goes towards professional photography and cutting-edge techniques like Matterport 3D tours of each property, full featured videos, and a website ( .hobokenhotproperties.com) which is a search engine where all of my listings appear.” These strategies result in fast sales for top dollar, not to mention happy clients. www

Amy is also very much in tune with her community, and she gives back in a multitude of ways. Amy and her team – having put fifty families in homes in 2020 – made certain that each and every house was completely sanitized. Her team also provided current clients, past clients and small business owners with the product, which was extremely scarce at the beginning of the Covid-19 pandemic.

When she’s not working, Amy – who has a passion for interior design – enjoys traveling to the Italian Riviera and Morocco to purchase street art and textiles. Amy is also an avid skier who enjoys spending time in her most recent real estate venture in upstate New York in a tiny home on two acres.

Looking to the future of her business, Amy’s plans are fairly straightforward: She has expanded her business into Monmouth County, namely Asbury Park, where she enjoys her summer home in the vibrant city. Above all, however, remains her primary objective: to continue providing her clients with the top-of-the-line customer service that has long been her calling card.

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For more about Amy DeAngelo, call 917-301-1709, email Amy@PrimeREG.com, find her on Instagram @amydeanglorealestate or visit hobokenhotproperties.com www.

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ESMERALDA GIL

Esmeralda Gil has been in the real estate industry since the age of 21. At a young age, she began making a name for herself working at multiple real estate management firms across the Gold Coast in prestige buildings such as the John Hancock Center and The Willis Tower. She says, “It all started with Commercial Real Estate Management. The experience and network I built at these locations ultimately shaped and outlined my love for the industry.” Fast forward to her 30s, Esmeralda began to explore real estate opportunities closer to home in the suburbs. Her next path led her to a successful broker and investor who owned a small, boutique brokerage. Here, she worked closely alongside the owner implementing structure and successful business tactics to further the brokerage’s real estate portfolio. Already being fully emerged in the field, Esmeralda decided it was time to take the leap and get her real estate license.

Once accomplished, she was eager and excited to branch out for more. Her then boss is now someone who Esmeralda regularly does deals with. Through these years, learning and evolving, Esmeralda says “It all led to me where I am now. I can’t see myself doing anything else.”

Esmeralda is now a broker at Exit Strategy Realty in Chicago, covering the city and its surrounding 86

suburbs. “I’ll go wherever my clients are,” she says.

“I don’t believe in creating a niche. My experience has taught me that serving those in the industry is most impactful when you’re adaptable.” Esmeralda explains that her success in reaching a wide market comes from collaboration. Esmeralda works closely with chosen EXIT team agents to serve her clients across many towns. Partnering on showings, walk-through’s, etc. allows her clients to experience a quick and efficient buying or selling process.

Mentoring other agents through these partnerships is also something Esmeralda is deeply passionate about. “We are better together. It fosters great teamwork and success for everyone involved, most importantly the clients we help.”

Esmeralda opens the doors to her home for mentorship, classes, and advice. She began a monthly event hosted at her home office in Lyons called “Realtor Thursdays”. This event is held twice a month for brokers and business professionals alike to “Learn & Grow in Real Estate”. Esmeralda also welcomes those interested in getting into the Real Estate industry. She says, “There is quite a story behind the success I have. I believe in sharing that with other realtors and clients to closer connect and help them reach their goals too.”

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What is most important to Esmeralda is the relationships she forges during her transactions. “I am their friend and confidant in all of their real estate needs,” she explains. “I create long lasting relationships with every one of my clients. First and foremost, I make them my friends and treat them as I would treat any loved one.” Esmeralda makes it a point to reach out and connect with each client throughout the years long after their deal closes. For Esmeralda, this may entail a phone call, an occasion card, a personal gift, or an in-person meetup. “I always have my clients fill out an ‘About Me’ survey letting me know their personal likes, favorite stores, etc. This way I can personalize my outreach. I always check in to see how they’re doing and ask if they need anything from me.”

On top of being a broker, Esmeralda is a Real Estate Investor and Landlord. President of WL Property Management located in Oakbrook, she, along with her partners have a growing Residential Commercial Property Portfolio, totaling in 50 plus units surrounding the western suburbs. With her experience and knowledge in this market, Esmeralda can share the ins and outs of what it takes to become a landlord and help her clients create a real estate portfolio of their own.

Esmeralda is incredibly open about her faith in God and how her success ties in with her Christian faith. She proclaims all that she has accomplished has been made possible by God’s grace and guidance. She says, “All that I have done has been ordained and destined through a higher power than myself. I wouldn’t be where I am without God and it’s important to me that I share that with others.”

As for the future, Esmeralda plans to expand her WL Property Management portfolio and may venture into some real estate flipping. Esmeralda’s mind is always brewing with new ideas and determination to reach higher. “There are so many possibilities and areas to explore in the industry and I plan to delve into them all. I will continue to help my clients reach their dreams and with that, my dream is fulfilled!”

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To learn more about Esmeralda Gil, email esmeraldagil.eg@gmail.com, visit esmeralda.exitsellschicago.com Call (630) 235-9093 or text RealtorEs to 85377 to receive her digital business card https://

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DOROTA KUNDERA

Honest and knowledgeable, Dorota Kundera’s dedication to providing premier service to her clients has built her a reputation as one of the top residential real estate experts in her community.

Like many agents, Dorota didn’t start off working in real estate. While living in her native Poland, she went to graduate school to get her Masters degree in Business Management, and then immigrated to the US to take a job at a company that specialized in converting cars for the handicapped.

When their local office closed, the company asked her to move to Indiana. Unwilling to make the move, Dorota took a job as an office manager for Crawford, Tucker & Giordano, a successful residential real estate team. Although she didn’t know much about real estate, she had to get her license for the job, and quickly discovered a passion for the industry.

surrounding areas, and routinely closes anywhere from 30 to 40 transactions a year. Dorota’s high transaction volume has led her to be recognized

by The North Central New Jersey Association of REALTORS® as within the gold level circle of excellence for three years in a row.

Dorota credits her honesty and data-driven approach as being the primary drivers of her success. “I really focus on providing the best service I possibly can, and to do that, I need to develop a relationship with my clients based on trust. For me, a big part of that means being direct. I always

Twenty-one years and hundreds of transactions later, Dorota is now one of the top producing agents at Keller Williams Metropolitan.

Operating out of her office in Morristown, New Jersey, Dorota runs a thriving book of business throughout Morris County and the 88

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tell my clients the truth, not what I think they want to hear,” Dorota explains. “In addition, I always backup any advice I’m giving them with data. For example, say my client wants to list a property at a certain price, and I think it’s way too high. I don’t just tell them that, I show them comparable properties so they can see why. My mantra is: I provide advice so they can decide.” Clearly this approach resonates with people, as 80% of Dorota’s business comes from repeat clients or referrals.

When it comes to marketing her listings, Dorota is a big advocate of staging before taking photos so that the home can look its absolute best. Once she has had professional photographs taken, she implements a comprehensive marketing campaign that uses online advertising to get the exposure her clients need and deserve. She will also frequently reach out through her network to other agents in the area who might have interested buyers.

Dorota’s contact with her clients doesn’t end with the close of their transaction, and she uses a combination of phone calls, text messages, emails, and mail outs to stay in touch with her former clients. She will even occasionally stop by her clients’ homes to check in with them in person.

During those infrequent times when Dorota isn’t working, she loves to travel and spend time with her family. With an eye to the future, Dorota is excited to continue growing her team while improving her name recognition within the larger community.

Ultimately, Dorota wants to continue growing her business so that she can keep doing what she loves: helping people in her community. “I like to provide great service, and I’m happiest when I get to see the positive impact my work has on my clients lives.”

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For more about Dorota Kundera, please call 973-867-8134 visit dorotakundera.kw.com or email dorotakundera@gmail.com www.

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LISA NOVOSAD

For years, Lisa Novosad forged a career in the corporate sphere while her husband, Bob, worked as a real estate agent. Driven to spend more time with her family and give back to her community, she decided to join him and attained her license. Building on their accomplished portfolio of satisfied clients and desire to focus on the local community, they decided the time was right to open their own brokerage.

taught to give back. “My family owned a tavern and restaurant in the community for eighty years,” she says. “I watched my mother and grandmother take care of people—giving someone a small job or simply writing a check without expecting anything back.

Even when money was tight, they never turned anyone away. Early on, I decided that was how I wanted to be remembered.”

Today, Lisa and Bob are brokers/owners of Novosad Realty Partners, where they lead a select team to assist clients throughout Grand Rapids and the surrounding towns. Having founded their business around the slogan, “Expect A Better Real Estate Experience,” they’ve honed a culture around compassion and openness.

“Everything we do is relationship based,” she says. “That’s why we carefully vet the members of our team. We’re seeking people who are passionate about the industry and doing it for the right reasons.”

When listing a home, Lisa believes in a diversified strategy, sharing a property over not only the local

Lisa’s tireless work ethic stems from her upbringing in a rural village, where she was 90

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MLS, but also between 20 and 25 private third party websites. Meanwhile, she combines print and targeted social media campaigns to maximize her clients’ potential. “Technology has allowed us to be more efficient for our clients; however, we’re mindful of its place,” she says. “The personal connection always comes first.”

Elsewhere, Lisa is there for her buyers as a steady guide through the nuances of their transaction. By leaning on almost twenty years of real estate experience and decades living in Grand Rapids, she has earned a terrific reputation, with the vast majority of her volume coming from either repeat clients or referrals. “There’s no better feeling than when a client wants you to handle a transaction for their children or aging parents,” she says. “It’s so humbling when someone asks you to take care of their loved ones; moments like those fulfill my soul.”

Bob and Lisa are active within the real estate community and proudly serve on the Greater Rapids Board of Realtors’ Professional Standards and Designated Realtor Development Committees. The couple, both Senior Real Estate Housing Experts, have also partnered with AARP to give seminars for seniors around Grand Rapids. This past year, Bob and Lisa were recognized by Real Producers as one of the top five Power Couples in West Michigan from over 3000 agents. Outside of real estate, Bob and Lisa divide their time between volunteering in the community, enjoying friends and family and attempting to train their barky goldendoodle, Sophie.

Lisa and Bob have strong plans for the future of their brokerage. Going forward, they will continue mentoring their team while providing a boutique experience to buyers and sellers of all kinds. “God has allowed us to visit this beautiful earth for such a short time,” she says.

“What could possibly be more important than harnessing it and making a difference in the lives we touch?”

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For more about Lisa Novosad please call 616-437-0209, email lisa@novosadrealty.com, or visit NovosadRealty.com www.

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AMANDA REICHERT

“Real estate is more than a transaction. It’s a life-changing experience,” says Amanda Reichert, a top agent who specializes in divorce home sales.

“This is especially true with a divorce. Things can be very complicated with many parties involved.

I don’t just work with the homeowners, but also attorneys, a mediator, financial advisors. It requires communication with all parties equally and often separately. I provide neutrality as my clients navigate a very complex time.”

Nearly all of her business comes through referrals from past clients and professionals in the field of divorce. “It can be hard, but I love a challenge,” says Amanda, describing her niche in the real estate field.

“I often walk into a listing where one of the divorcing homeowners has zero trust in me because they didn’t set the meeting. It brings me great satisfaction when I see that change. I can immediately tell the difference when they realize I’m there to serve everyone equally. I’m always on their side.”

Before making the change to real estate, Amanda spent fifteen years in sales, selling software as a service to major players in the mega-construction industry. Tired of constantly traveling and wanting to spend more time with her family, she got her real estate license and hit the ground running. In her first nine months after being licensed, she sold over $5 million. Her volume has increased every year since.

However, Amanda isn’t in this for the money. “To be honest, and it might sound crazy, I don’t really think that much about the numbers,” Amanda says. “I just help people, and through that the business comes.”

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Amanda’s dedication to guiding people through the often traumatizing world of divorce does not end at real estate. She is the founder of The Divorce Connection, an organization dedicated to providing resources and support to those dealing with divorce. “I work with a team of trusted and vetted professionals,” explains Amanda. “As a divorcee myself, I’ve experienced all the things that I talk about, and I’m passionate about helping others navigate the process.”

Along with offering resources, she facilitates bi-monthly meetings that are free and open to the public in both New Hampshire and Massachusetts.

In the past year, Amanda has also written two books to better educate the community. “One is House Selling Options During Divorce, and the other is Navigating Your Options Before Foreclosure,” she says. “It is important people know all the options available to them.”

Now happily remarried, Amanda and her husband Chris love taking cruises. “It’s something we do that’s just the two of us,” she says. They also plan trips and most recently went to the Mediterranean. Amanda also loves getting to spend time with her two grown children. Most recently, the family has taken up skiing. Amanda laughs, saying, “It’s a new hobby for me! We go with the kids and their significant others.”

Looking to the future, Amanda is excited to grow her team by at least one member. Chris Reichert, her husband, is currently pursuing his real estate license. “He’s ready to dive in and help me grow my business,” she says.

But more than anything, Amanda looks forward to really digging into her niche, gaining more knowledge and experience, and furthering her education to better support and provide resources for her clients currently going through a divorce. She says, “My goal is always to help people.”

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To learn more about Amanda Reichert, call 603-377-0281 or 866.238.2097, email ReichertRealtyGroup@gmail.com, or visit Home4SaleNHMA.com www.

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BRITTA THRIFT

Britta Thrift began her professional career working in estate and financial planning at Houston Financial. While there, she worked as a liaison between the firm’s clients, their attorneys, insurance companies, and investment funds. “I renovated my first property in 2011 as a vacation home and realized I had a knack for it,” she recalls. “In 2012, after the birth of my son, I decided to obtain my real estate license and pursue a full-time career in real estate.” At first, she primarily utilized her license for personal investment purchases and only helped clients part time. “Then about two years ago, I realized that I missed working with clients. Fortunately, at that time, my good friend was opening an Engel & Völkers shop in Oklahoma City.

It was the perfect time to pivot and make the transition to full time.”

It’s not surprising that Britta consistently receives stellar reviews for her esteemed work ethic. One client recently wrote: Britta is the BEST! My husband and I were first time homebuyers and we honestly had no idea what to expect. Britta made the process so easy and was always available to help us and answer all of our questions! She always made time if we wanted to look at a house the same day, and she was great at predicting when homes were going to be sold quickly,

Britta works solo at the agency serving the Oklahoma City Metro area. “My specialty is the historic areas, locally known as the Urban Core,” she exclaims. “I have completed over 40 renovations there.” With a sales volume of $6 M this year, Britta reports that her business is 75% repeat and referral clientele. “I believe my clients keep returning because of my level of service and expertise,” she says.

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so we would have a chance to look at them.

She helped us to figure out what exactly we were looking for and then helped us find the perfect home!

Britta is known among her peers for “thinking outside the box” and coming up with creative ways to negotiate transactions and finance projects. She has forged strong relationships with several local banks, realtors, real estate investors throughout the United States, and has even converted former investment clients into private lenders.

Britta likes to add a personal touch when reaching out to her clients. “I will send handwritten notes and texts just to check in and see how they’re doing,” she says. “I also send out special occasion cards, and my buyers receive Christmas ornaments with their address on it.”

What Britta loves most about her job is helping her clients achieve their real estate dreams.

“That could mean something different for each person,” she says. “For some, it’s a new home; for others, it’s an investment property, and so on. I love being able to facilitate that.”

Britta believes in giving back to the community that’s been so good to her. A strong supporter of the arts, she is involved with the Oklahoma City Ballet and the Lyric Theatre.

She also supports the Homeless Alliance, is affiliated with CityCare, Infant Crisis Center, Positive Tomorrows, and is a member of Leadership OKC. A lifelong Oklahoman, Britta lives with her son, Foster, in a historic home she renovated earlier this year. A fitness fanatic, she loves running through her neighborhood, is an avid tennis player, loves live music, and is a global traveler.

Moving forward, Britta plans to expand her business team as well as her numbers. “I believe I am well poised to work with clients on million-dollar deals,” she says.

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To learn more about Britta Thrift, email her at britta.thrift@evrealestate.com, visit brittathrift.evrealestate.com, or call (405) 821-2313 https://

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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 97

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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DAVID ACOSTA David was a month away from his 18th birthday when he enlisted in the United States Army as a M1 Abrams tank mechanic. He served for 7 years and during that time his 2 daughters were born, one in Kansas and one in Washington. He was honorably discharged in 1997 and once he entered into the “civilian world” as he called it, his passion became starting a new career in real estate. Unfortunately it wasn’t the right time as he had 2 daughters at the age of 2 and 4. So he decided to put his real estate career aside to support and raise his girls. Once his daughters graduated from college, David then pursued his passion. He said, “It ended up being one of the best decisions I’ve ever made, except for marrying my beautiful wife and gaining a great stepson.”

When asked what sets him apart from other agents, David explains “I think of my job more as a service job than a sales job. Buying or selling real estate should be clear, creative and, hopefully, fun.”

David’s professionalism, experience, and integrity is the reason why his past clients refer their family and friends to him when selling their home. David is very personable and understands that no one transaction is alike so he tailors his service around the needs of each client. In David’s first year he sold over 20 homes and he hasn’t stopped there. He says, “I may only have 5 years of doing this but if the average agent sells 5 homes a year then I have 20 years of experience.” His dedication to be learning based is where it really sets him apart. David says, “It’s about being a learning base. The more I learn the more I can help my clients. ” During these 5 years he has taken over 400+ hours of classes from residential sales, investments to commercial properties.

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As the years go by David’s drive, discipline, and determination has helped him sell over 100 homes in 5 years. So, if you’re searching for great service with an experienced Realtor© “Call The Veteran” Call, David Acosta.

Real estate is a dream career for David, and he can’t imagine doing anything else. It truly doesn’t feel like work for him. He says, “What I love most about this job is the smile from my clients when the job is complete and at closing I see the stress melt away instantly, that’s the best part.”

For more information about David Acosta, please call 985-774-9921 or email calltheveteran@gmail.com

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LUCAS AKERS As a seasoned real estate agent and investor, Lucas Akers provides his clients with years of experience, knowledge, and unmatched client care. Having started out as a successful businessman, he later decided to transition to working in real estate, which has given him the ability to negotiate the optimal deal and help his sellers, homebuyers, and investors achieve their desired results. His understanding of the unique needs of each buyer and seller, paired with his integrity and a natural passion for helping others, make him the go-to agent for clients all throughout Denver, Colorado—where he currently leads the Summit Team at Metro 21 Real Estate.

Due to his successful track record of delivering results that exceed his clients’ expectations, Lucas has acquired a considerable amount of repeat and referral clients. “We work hard and go above and beyond to get the deal done for our clients, sometimes even at our own cost,” he says. He has also been a trailblazer in advocating for the legitimacy of manufactured homes on the market, and thanks to his own unique background and experience in that area, he is able to deliver quick results. “I believe we have a good niche, and we sell manufactured homes faster than anybody else.

The homes are beautiful, and most importantly, they are affordable.”

As a tech-savvy REALTOR® Lucas takes advantage of social media—especially Facebook—to

both stay in touch with clients and market his listings. In addition, he also promotes his listings on Zillow and via his personal website. And for his manufactured homes, he contacts the local mobile home park managers. This strategy brings in an average of a 100 transactions per year. As much as Lucas enjoys his success, his passion for real estate is motivated by a desire to help people. “Guiding clients through this process and being able to help them is very gratifying for me. Going to the closing table knowing that someone is getting their dream home is a priceless experience,” he says.

Outside of real estate, Lucas is a big believer in giving back to his community, especially the younger generation. Every year he provides local kids with bicycles and skateboards. “I love seeing photos of the kids with their gifts,” he says. He also donates to various local charitable organizations. When he’s not working or giving back his time, he enjoys hiking, playing sports, and boating with his family.

Going forward, Lucas is focused on creating more affordable housing options for people. He is particularly interested in building modular homes that will cost under $450,000. “It’s extremely hard for people to purchase a house for that price in Denver. My goal is to provide my clients with options. If I can get them into a great and affordable home, and make their dream come true, then I feel like I’m doing my part in the world.”

For more about Lucas Akers, email him at lucas@homefindersofdenver.com, visit his website metro21realestate.com, or call 303-430-4663 www.

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6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities.

Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize Top Agent Magazine

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

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have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations.

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4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage.

Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

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BILL ARSENEAU Bill Arseneau started out in real estate in 1976. A lineman for Southern California Edison, he came to take an interest in the industry through a close friend. After diving in, he attained his Brokers License in 1979 and went on to manage a large independent office until 2012. Then he finally decided to return to sales, where he currently applies his more than forty years of experience to provide an unmatched standard of service.

Today, Bill leads the A-Team for Keller Williams, where he assists clients throughout Orange County and the surrounding areas. There, he supports his buyers and sellers with the expertise and openness required to navigate even the toughest transaction. “I’m an open book,” Bill says. “If there’s a problem, I’m going to let my clients know right away. I’m not just looking to make a deal and move on to the next one.”

When listing a property, Bill offers his clients a blend of cutting edge and time trusted marketing strategies. Between sharing a home via targeted digital and social media campaigns, he and his team can be found hosting open houses and cold door knocking in the neighborhood—all to generate as much buzz as possible. Meanwhile, he harnesses his extensive professional network and resources through Keller Williams’ agent database to give his clients an added advantage in the marketplace.

Bill also prefers a hands-on approach with his buyers, leaning on his decades of experience to ensure they find the right deal for their needs. Above all, he most values honesty and clear communication throughout their collaboration. “No matter how real estate changes, this is a person-to-person business,” he says.

“When helping a client, I want to know their preferred form of communication— whether it’s in person, over the phone or through email. Cultivating a relationship is always at the top of my list.”

For Bill, that relationship lasts long after closing, as he becomes dear friends with his clients over the course of their transaction. “I just love seeing my buyers and sellers accomplish their goals. There’s nothing more rewarding than coaching a client and helping them turn the page to start a new chapter in their life.”

Outside his career, Bill is tremendously active in his community. On top of having spent years serving on the Orange County Association, the Professional Standards Committee, the California Association of Realtors and the National Association of Realtors, he also donates 10% of his net escrow commission to the charity or church of his client’s choice, in their name.

When he’s not assisting clients or giving back, Bill can be found spending time with his two daughters and three grandsons, surfing, mountain biking, snow skiing or water skiing.

Going forward, Bill intends on continuing to serve clients throughout Orange County while mentoring the up and coming members of his team. But through it all, he is most focused on the key insights that have brought him—and his clients—so much success in California.

“When you hire a Realtor®, you’re dealing with one of the hardest financial decisions in your entire life,” Bill says. “It’s important not to cut corners and to hire a professional who knows exactly what they’re doing and truly keeps your best interests in mind.”

To learn more about Bill Arseneau email waarseneau@gmail.com, visit BillArseneauHomes.com or call (714) 322-4044.

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JERMAINE BROOKS After graduating from Eastern Michigan University, Jermaine Brooks tried out for several NFL teams and was released. “Upon moving back to Cleveland in 1999, I had some money saved from playing Arena Football and used that as a down payment to purchase my first property,” he recalls.

After that, he continued to buy, using loans but was hit with the market crash. “That was a bit of a setback,” he notes. “But I forged ahead, and my brother and I started buying and rehabbing properties to rent out,” he recalls. Six years ago, he decided to get his license in order to start selling these properties. His business just exploded from there, and he’s never looked back.

Jermaine now oversees a group of agents–the List, Sell, and Buy Team–for Keller Williams which he started in August 2020 with his partner Clifford Louis, covering a wide swath of territory in Cleveland’s Greater Metropolitan area. On his way to reaching an estimated 2020 sales volume of $6.5 million, as a solo/ part-time agent Jermaine reports that his business is 80-90% investment based. “Because I’ve already made all of the mistakes during my personal real estate journey, I know how to steer my clients in the right direction, avoiding those pitfalls,” he asserts “I bring a lot of experience to the table.”

He adds, “People tell me I’m easy to work with. Real estate isn’t just about knowledge and sales; it’s about problem solving. I pride myself in being able to work through every challenge.”

Jermaine believes in being as accessible as possible.

“I am there for my client through every step of the process, even long after the sale,” he says. “I establish long-term relationships, so staying in touch with clientele is ongoing.”

Jermaine says that his marketing strategy begins with reaching out to established clients. “When I get a listing, I usually have an idea who might be interested, so that’s the first step,” he explains. “I will also post to the MLS as well as to other top affiliate sites.”

What Jermaine loves most about his work are the challenges of the job. “For me the gratification is three-fold,” he says. “It’s the hunt; it’s the satisfaction of finding clients the home or investment they’re looking for; and it’s the problem solving. I enjoy the entire process.”

Jermaine feels very strongly about giving back to the community that’s been so good to him. “I’m an active member of Kappa Alpha Psi Fraternity, Inc., which hosts ongoing community service events, like food drives and voting campaigns,” he says. “Right now, I’m the Chairman of The Property Directorate Board of The Greater Cleveland Alumni Chapter of Kappa Alpha Psi Fraternity Inc. which owns and operates Kappa House Plaza Properties, offering subsidized living for the elderly.”

Jermaine says the idea behind his team expansion began with a phone call from KW Leadership in the wake of the Black Lives Matter movement. “We talked about diversity and inclusion and about the disparity of African American agents,” he recalls. “It was during that call that I realized my calling–to bring in and mentor more agents of color.”

As for the future, Jermaine hopes to continue along his current path of success as well as to expand his team.

“I’ve recently added a development company, WRJ Developers, with three childhood friends, and we’re building 64-unit apartment building in what’s considered a blighted area of Cleveland. We’re hoping to rejuvenate the region.”

To learn more about Jermaine Brooks, email JermaineBrooks@kw.com, visit jermainebrooks.yourkwagent.com, or call (216) 224-4326 http://

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Why Employee Appreciation Matters & Can Boost Your Bottom Line Attracting and retaining talent creates a positive working environment for your business, but it’s also good for your bottom line. When team members come and go constantly, your office becomes a revolving door, with no steady workforce, abiding company culture, or continuity for your clients. What’s more, breaking from your duties to post ads, interview applicants, and train new hires takes up valuable time—and time is money. Instead, creating a working environment with built-in Top Agent Magazine

perks and morale boosters makes everyone happy, including you as a leader. You’ll have fewer fires to put out or squabbles to referee if your employees are motivated, feel appreciated, and inclined to work together for the business’s greater good.

In that vein, let’s consider the concrete benefits of employee appreciation and how to apply these principles to your business in meaningful ways.

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What is employee appreciation and how do you enact it?

Whether built-in through perks and benefits or by hosting regular events, employee appreciation is about making your team feel valued and part of a whole. No one wants to feel replaceable or voiceless, so it comes down to this basic truth: employees who feel heard and appreciated invest more in their work and your business. Likewise, no one wants to hop jobs every six months.

Employees desire reliability and consistency in their work options, but they’ll be forced to move on to greener pastures if they don’t feel like their talents and contributions are recognized, or if there isn’t enough value to match their output.

By displaying gratitude through employee appreciation, you’re sending the message that your employees’ efforts are respected and considered integral to your operation’s success. Employee appreciation also sets the right tone for professional relationships in your office to flourish, which makes for better workflow and communication on an interpersonal level. Motivation and morale are closely tied to employee appreciation, so there is a clear symbiotic benefit to investing in your employees’ happiness in order to breed a happier, more productive work environment.

How do you make employee appreciation an active part of your business model? To start, keep it simple. Treat your employees to a bagel spread on a Monday morning to boost morale ahead of the workweek. Or, consider 106

an employee happy hour on a Friday, or a group lunch mid-week. Well-timed moments of generosity can lift spirits and signal your intuitiveness as a leader, while creating fuel for upcoming projects and deadlines.

If you want to take it to the next level, consider in-office perks from which your employees can derive value or morale. For instance, some offices allow employees to bring in their docile pets. Other offices keep the communal kitchen stocked with sparkling water, fresh fruit, and quality coffee to keep team members satiated. Maybe your office would benefit from a modern décor update, which might make for a more compelling, progressive workspace for your employees to enjoy. Whatever route you take, cultivating a positive office environment can extend employee appreciation on a daily, hands-on basis.

Perks and benefits are another way to build-in employee appreciation and demonstrate your investment in your team. Bike-to-work benefits, subsidies for public transportation or gym membership costs, or even supplying your team with their own smartphone—all demonstrate a company culture that’s focused on fueling your team’s morale and productivity.

While some of these steps may seem like a costly investment, the returns are unequivocal when it comes to lasting employee retention.

Turnover is a blight on your bottom line, so taking a proactive approach to employee appreciation can inspire a dynamic team, lead to a more positive work environment, and boost your financials for the long term.

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ROB CERVENY When Rob Cerveny was a kid, he tagged along with his mother while she sold Avon door to door. He loved seeing other people’s homes and watching his mother interact with so many different people. It was then he knew he wanted to be an entrepreneur and own his own business someday. Fast forward to now, Rob has been a Realtor in the Greater Omaha/Metro area of Nebraska for 25 years, providing great real estate service to people across eastern Nebraska and Southwestern Iowa.

According to Rob, his most distinctive traits are his follow-up and his concern for his clients.

He genuinely cares about his clients and knows the importance of consistently checking on their wellbeing and contentment even after their business has already been conducted. He goes out of his way to continually connect with his clients on a regular basis.

“I’m always sending out notes, cards, letters, and personal messages on Facebook,” Rob says. “I’ll even post and promote events for my clients on my business page. I love supporting my clients and anything local to our community.” It’s this level of connection and outreach that Rob maintains with his clients and community that keep people coming back to his services. Rob gets 75% of his business from referrals and repeat clients, and has maintained that number throughout his 25-year career.

Rob is more than just a friendly face. He has the business savvy and real estate experience necessary to help his clients get great prices on homes they are buying or selling. Rob relishes the opportunity to prepare clients and their homes to sell for the best possible price

point with thorough staging with focus and attention to every detail. “I really like working with sellers, getting them in the mindset that they need to be in,” he says. One thing Rob focuses on when selling a home is making sure it has the right amount of a cozy, lived-in feeling.

To achieve that goal, Rob recommends sellers clean carpets, change light fixtures, and has even recommended going so far as planting trees in the front yard.

He knows how to “maximize” a house, making it look the best it can be before putting up the listing to ensure buyers will be drawn in.

Rob’s favorite part of his job is helping first-time homebuyers. The amazing feeling of guiding someone through one of the most important decisions in their life is second to none. “It’s encouraging to see younger people being able to purchase a home and see the value in owning a home and what that creates,” he says. “It’s a good feeling that people recognize the longevity and experience that I have and look to me for advice.” The above and beyond service that Rob provides is what has brought him so much success in his real estate career.

In his career, Rob has averaged 5.5 million dollars in volume and over 35-45 transactions per year so far, closing 9 million dollars in volume in 2020. In his free time, he pursues photography and watches hockey. He also works with non-profits such as Scatter Joy Acres, an animal rescue farm located in Omaha. For the future, Rob hopes to sustain the momentum of his real estate career and continue providing first rate service to the people in his community!

You can contact Rob Cerveny by phone at (402) 589-3335 or by email at realtorrob@bhhsamb.com.

You can also check out his website at zillow.com/profile/Realtor%20Rob1 for more details. www.

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WENDY CLARK Wendy Clark and her husband were both contractors when she decided to get into the real estate business. “I was ready to make a change and thought this would be a natural transition,” she recalls. That was in September of 2016, and she’s never looked back.

In her first year with Coldwell Banker Holman Premier Realty in Klamath Falls, Oregon, Wendy made it to the first level of the company’s award circle. In her second year, she made it to the second level. This year, she among the top 15% of producers in the world. “I’m now setting my sights on the Presidential Circle,” she says. Wendy works as a solo agent, serving all of Klamath County. With a sales volume approaching $10 M this year, Wendy reports that her business is 20% repeat and referral. “The referral business is definitely growing,” she notes. “I try to offer my clients over-the-top service and make myself available whenever they need me.”

It’s not surprising that Wendy receives stellar reviews for her esteemed work ethic. Client Laura DesJardins recently wrote: “Wendy did a great job for u,s and we were very satisfied with her local expertise along with her desire to get the job done in a timely manner. She answered all my calls and had a lot of knowledge about our sale options. She took care of everything long distance, which made our sale completely possible. We are very grateful for having met her.”

Wendy does not have a set system for staying in touch with her clients but feels that she does that organically. “Because we’re a small community, I’m always running into clients and people I know,” she asserts.

“For example, if I’m at the grocery store, I’ll get stopped in the produce section. My husband keeps telling me to wear a hat and sunglasses, so I won’t get recognized.”

Wendy is very meticulous when it comes to marketing her listings. She pours over every written word before 108

it goes out over Coldwell Banker’s listing system, on the MLS, or on social media.

She’s also started a YouTube channel to which she posts a video once a day. “I have a rolling billboard and make a point of reaching out to other agents in the area,” she says. “I’m always looking for new and innovative ways to market.”

Wendy believes that being involved in the community is both rewarding and necessary for growth in her personal life as well as fostering pride in the community. “I serve on several boards, including Eagle Ridge High School, Youth Rising, the Klamath Animal Shelter and the Business and Management Advisory Council to Klamath Community College. When not working or giving of her time, Wendy enjoys being with her husband and four children.

As for the future of her business, Wendy would like to add an assistant to her team as well as move into the commercial arena. With a green belt in Ninja Sales training, Wendy also hopes to achieve a certain number of transactions. “I would love for my name to be synonymous with great service,” she says. “I want everyone to know I will do what it takes to get my clients what they need. I never give up!”

To learn more about Wendy Clark, email her at wclark@cbkfalls.com, or visit zillow.com/profile/wclark01, or call (541) 281-6316 www.

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5 Reasons Why You Need a Mentor As great as it might feel to start your own business, and be solely responsible for its success, at some point, every entrepreneur reaches the limit of their potential, and needs a boost that only experience can provide.

But how do you get a lifetime of experience when you’re just starting out? Sure you can read countless books, but no book can replace the real life experience and advice of a mentor.

Mentors not only provides valuable insights, but they also have access to valuable connections as well. In fact a majority of the Top Agent Magazine

most successful CEOs and entrepreneurs in the country have said that having a mentor early on was instrumental in their success.

Here are some of the reasons why.

1. They’re able to see where you need improvement, when you can’t When you’re working non-stop to get your business off the ground, you might feel sensitive to any criticism from people who aren’t going through what you are. A good

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mentor knows exactly what you’re going though, and has probably made every mistake. When you’re in the thick of it, you might not be able to see where the problems are. A knowledgeable outsider, who knows exactly where you’re at and has only your best interests at heart is just what you need.

When you have a trusting relationship with someone like that, you will be more willing to listen to that brutal honesty, even if that constructive criticism stings.

energy into it. They can see things in a completely logical way and guide you based on the facts rather than emotion. A good mentor helps you work smarter, not harder. They help you focus on your goals and how to get there, as well as setting boundaries for you so you don’t overextend yourself. They teach you how to say no and help you let go when you need to move on from a setback.

2. They will encourage you to think outside of the box

In addition to expertise, building a strong network is something that can only come with time. A mentor will most likely have that already, giving you access to people and resources that would take others years to gain. These connections will lead to opportunities that might never have happened otherwise. It’s also a great confidence boost knowing that your mentor trusts and believes in you enough to invite you into their inner circle.

Years of experience can give someone a great idea of what works and what doesn’t.

They’ve seen things first hand, not just in theory. At the same time, mentors recognize the importance of taking chances, calculating risks, as well as cutting losses and moving on. A good mentor isn’t trying to encourage you to be a carbon copy of them, they are trying to create the best ‘you’ possible. That includes encouraging you to take chances, and then being there pushing you to keep going forward if it doesn’t work out.

A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and 110

4. Networking

5. Encouragement At the heart or it all, a mentor offers you encouragement and motivation along the way, in good times and in bad. After a failure, it can be hard to get back on track and keep forging ahead. It helps to have someone who has spent year getting back up after being known down and coming out stronger than ever. It’s during those moments, when you feel alone and isolated, that having someone around offering you advice and positive feedback will be a much needed salve. They’re your cheerleader, they want you to succeed, and hopefully, you’ll pay it forward one day when you become as successful as them.

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CARRIE COPENHAVER With a previous career at a state crime lab and a background in Forensic Chemistry, Carrie Copenhaver brings a unique set of skills to her real estate work. Carrie’s journey into becoming a real estate agent began when she had her two sons and wanted to have a more flexible schedule. She decided to follow in the footsteps of her father and grandfather and enter in the real estate arena. It turned out to be a good call, as she received the Rookie of the Year Award in her first year.

After 15 years in the business, Carrie recently started a team, 757SOLD, at Prodigy Realty. Together, they help serve clients throughout coastal Virginia and the Hampton Roads Area.

As an individual who relishes the atmosphere of a competitive work environment, Carrie does not shy away from obstacles. While many people go out of their way to avoid challenges, Carrie seeks them out. “What I love about real estate is that it is ever changing, and constantly poses problems to solve. I don’t like mediocrity, I love a challenge and function best with multiple balls in the air. I love that I have the ability to solve problems for people. Being able to create solutions and truly being of service and helping my clients is very motivating,” she says.

Her empathy, dedication to clients, and expert knowledge, has resulted in many repeat and referral clients. “I work with a great deal of integrity, and my clients know that I’ll do whatever it takes to

get them the end result they desire,” she says. This relentless work ethic, as well as savvy social media marketing, and competitive pricing earns her an average of $15,000,000 million in sales volume per year.

Besides work Carrie is passionate about her involvement in the community. She is part of a local surf club and has been on the board of the Tidewater Real Estate Investors Group for many years. She also volunteers in various local programs, and she’s the team captain of the Life Rolls On surfing event, which helps people with paralysis experience riding waves.

In the future Carrie wants to focus on her role as a mentor. Having recently started her team, she’s inspired to help her agents grow and achieve both professional and personal success. “I’m still new to team building, and I’m learning how to navigate that. I love being able to give back and educate other new young agents and investors that are just getting started. I want to teach people not only about the real estate business, but also about financial independence and wealth building.” Carrie continues to work hard on behalf of her clients. “My knowledge as a remodeler and contractor, helps me guide my clients better. I understand the negotiation side, the contract side, and the construction side. It’s exceptionally beneficial to my clients. Whatever they need, I have them covered.”

To learn more about Carrie Copenhaver email carriecopenhaver@gmail.com, visit 757SOLD.com, or call (757) 615–1764 www.

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LEAH ERWIN “Real estate runs in my blood. I’m a third-generation REALTOR® in my family,” says Leah Erwin, describing how she came to get started in the real estate business. “My grandfather started up in this industry when he came over from the prairies, my father and grandfather were business partners. It’s something that I’ve loved since I was a little girl.” Seven years ago, Leah made the change and got her license to follow in the family footsteps and has been earning her stripes and building her business ever since.

Leah, a top producing agent in Greater Vancouver, B.C., works at Royal LePage Sterling Realty, credits her father’s mentoring and his 45 years of real estate experience for the roots to her success. “I knew I wanted to be selling real estate in the areas I know best: Coquitlam, Port Moody, and Port Coquitlam,” she says. “I take great pride that I grew up in the community where my business is. People like dealing with a familiar face and working with an agent who is confident with the local market. I have built my reputation on being straight forward, hardworking and professional.”

herself front of mind. Whenever Leah has an opportunity, she calls to check-in. “I know how important it is for my business to stay connected, even if it’s a short text message,” Leah explains. “All my clients are so important to me, and their support is so appreciated.”

Leah’s clients would definitely agree. One satisfied customer writes, “I cannot express how strongly I recommend the services of Leah Erwin. She was engaged, diligent, and helpful the whole way through selling my place and buying a new one. Her attention to detail is impeccable.” Another says, “I was very impressed with Leah’s marketing package and quality of work. She was always on time, communicating and going out of her way to be available at all times. We are so grateful that we met her. Our townhouse sold in three days for $10,000 over asking!”

Looking to the future, Leah has plans in motion. “Of course, my plan is to continue to grow my business and do more volume. But what’s more important to me is carrying on the family name in the community,” she says. Leah is committed to keeping her high-quality service at a gold standard. She also looks forward to the unknown. “This business is full of opportunity.

Seven years in the business has gone by quick,” Leah says. “I still have a lot ahead of me. I’m excited to see where it takes me.”

Nearly 80% of Leah’s business comes from repeat and referral customers. “Every transaction I do, I’m invested from beginning to end,” Leah says, explaining what keeps her clients coming back and recommending her to family and friends. “This business is constantly changing. My job is to provide correct information along with experience so my clients can decide what is best for them. Whether my clients are buying or selling, I give them the same advice I would give to myself or my family. I have their best interest at heart.”

Leah stays connected with her past clients throughout the year by sending mail and utilizing a database. She posts her listings and sales on her website, Instagram, Facebook and other social media outlets to keep 112

To learn more about Leah Erwin, call 778-320-2529, email leaherwinrealestate@gmail.com, or visit erwinrealestate.ca.

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Things You Can Do to Anticipate Your Cleint’s Needs First and foremost, the real estate industry is a customer service business. The key to any successful real estate business is one that can build a reputation by providing an unsurpassed level of care. That usually means a transaction that is seamless and stress-free as possible throughout the whole process. Your client’s experience is what keeps them not only coming back, but gets them to recommend you to their friend and family.

tise. By showing you can not only anticipate their needs, but have insight into any potential problems that might arise, they will have complete confidence in you. Achieving that level of trust is the key to a transaction that is as stress-free as possible.

The key to creating a great experience is anticipating your client’s needs. They are relying on your professionalism and exper-

From the moment, you meet a po-tential client, your goal should be to find out not only what they are looking for as far as their real estate

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GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

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goals, but who they are as a person. Listening and asking the right questions from the start is one of the most important aspects of the job.

You almost have to become an amateur psychologist, really honing in on the emotional reasons behind their real estate transaction.

Taking time upfront not only gives you valuable insight into your client, but it is the first impression your clients have that you truly care about them, and that this isn’t just another commission check for you. This goes miles in helping them feel comfortable enough to rely on your guidance.

Knowing who your client is on a deep level will help you navigate the transition ups and downs, allowing you to anticipate the best way to handle it.

SPOT POTENTIAL PROBLEMS AND PROVIDE SOLUTIONS Having insight into your client’s per-sonality type will come in handy when you anticipate an upcoming snag in the transaction. Most people find the process to be stressful even under the best of circumstances. One of the best rules of thumb is to always provide the solutions to anticipated problems when you present them to the client.

This should be the case even when the problem isn’t on you. Anything that can ruin a client’s overall experience can reflect poorly on you, whether you deserve it or not. This is a business philosophy called “zero risk”. You don’t want to take any chances with having an unsatisfied customer.

This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are 114

likely to delay the process. Remember you are in charge. You are the expert. And, remember, part of avoiding potential problems is making sure your client knows what to expect upfront, always communicate openly and honestly.

Telling people what they want to hear and knowing you can’t deliver it, is destined to fail, and will always reflect poorly on you.

FIND WAYS TO EXCEED EXPECTATIONS Recognizing ways to exceed a cus-tomer’s needs is just as important as looking out for potential problems, when it comes to creating an exceptional experience. Have a vetted list of trusted service providers. Be hands on.

There are Realtors® who are out there helping clients pack, mowing lawns, and picking kids up from school. They are there for a client in ways that are unexpected. Having one thing taken off your plate during a stressful period in your life can feel like a lifesaver and is not soon forgotten. It is those “little” things that will turn a client into a lifelong advocate for your business.

TAKE IN FEEDBACK A good service provider is always trying to do better. Many Realtors® have clients fill out surveys after the transaction is over. This serves two purposes. It helps you become better at your job and it shows your clients that you care about them and their opinions. You can also use social media to get feedback via analytics and interactions. All of this information can then be used to create better customer experiences in the future. After all, this is a customer service industry. Treat it like one and you’re bound to succeed.

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SUSAN FEIL When Susan Feil moved to Albuquerque, she went searching for a career that allowed her to be there for her family.

Sure enough, she discovered real estate.

Over the next 38 years, she would master the industry from the ground up, serving as a solo agent, managing an office, becoming a top agent at her company, overseeing a large team and even building a family business with her daughter. “I’ve seen it all,” Susan says. “But today, I use all these career experiences to empower my clients.”

Currently, Susan is a Realtor for Keller Williams, where she services clients throughout Albuquerque and the surrounding areas. A minor in psychology, she understands both the technical and emotional nuances underlying any sale or purchase.

“Realtors, just like bartenders or hairdressers, do a lot of therapy,” she says with a laugh. “But you have to take that time to know your clients and represent them in the right way.”

When listing a home, Susan offers a wealth of resources.

After helping clients prepare their property and providing radiant, professional photography, she shares their house over multiple MLS systems, along with targeted social digital and media campaigns. “I treat the selling process as if we were launching a product,” she says. “From the photography to the staging, I make sure a property is in perfect condition before we launch.”

Elsewhere, Susan is there for her buyers as a reliable guide and educator. By leaning on her in-depth knowledge of the local housing market, she can bring all the insight needed to make informed decisions on a future purchase. With many unique designations, ranging from CCIM to CIPS, she truly carries a lifetime of expertise.

When reflecting on her career, though, Susan arrives at a strong sentiment.

“The two most powerful words in real estate are ‘No’ and ‘Next.’ You should feel confident in yourself to a point where you are never beholden to the next deal or held captive by the next transaction.”

For her excellent track record, Susan has earned a fantastic reputation around Albuquerque, with the vast majority of her volume coming from either repeat clients or referrals. In fact, she will stay in touch with clients for years on end, often assisting them with transactions decades apart. The key to her success? “I take my business seriously, but not myself,” she says.

“In real estate, every transaction is different. Buying and selling can be stressful—especially in our current moment. But my responsibility, above all, is to keep my clients centered and take them on a smooth journey from A to B.” Outside her career, Susan remains active in her community, having previously served on the Board of Realtors in both Professional Standards and Grievances, as well as her Neighborhood Association Board. When she’s not assisting clients or giving back, she can be found traveling or enjoying her favorite pastime, writing.

Susan has strong plans for the future. Still going strong, she looks to further build on her business while continuing to fight for her clients with a winning combination of compassion and empathy. “There’s a Use By or Expiration Date for everything in life,” she says.

“We oftentimes need to let go of something and move on to the next phase. I’m here to give that opportunity to my clients.”

To learn more about Susan Feil email susan@susanfeil.com, visit experiencealbuquerque.com or call (505) 690-2225 www.

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TARA FONTANA-GOLDSTEIN Though she had graduated with a teaching degree and worked as a teacher for 19 years, Tara FontanaGoldstein always knew that she was meant to be a Realtor®. “I just always loved real estate,” she explains. One of her favorite things to do was help family members from New York search for and purchase vacation properties in the area. At age 40, she decided that it was time to finally make a change. “I just jumped right into real estate and it was perfect timing,” Tara explains. She has now worked as a South Florida agent for four years, and though she is still fairly new to the business, she has already created an impressive network of happy clients and referrals.

“A lot of my business right now is based on referrals,” Tara explains, and she attributes this success to her personality and customer service skills. She says, “I’m not a sales-oriented kind of person. I’m very honest and only want what is best for my clients.”

These traits have helped her stand out in the industry, along with her exceptional negotiating skills. Tara is not afraid to be more intense and aggressive when it comes to getting a deal done for her clients. “I tend to be more of a leader and more vocal even though I’m newer in this industry,” she says, which has helped her create a large sphere of influence.

All of Tara’s clients can see that she puts their needs first and does everything she can to help them meet their goals. As one former client shared in a review, “Tara’s professionalism and extensive knowledge helped make the whole process much easier. As I am inexperienced in selling a property, I had many questions and concerns. Tara was prompt in getting any answers that I needed and made it easy to understand.

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under contract in a very short period of time. I highly recommend Tara for any of your real estate needs.”

Tara’s long history in South Florida means that she is naturally very involved with the community. She works with the Chamber of Commerce and is also a part of the Realtor© Association of The Palm Beaches. Tara has two sons, aged 9 and 11, and she loves cheering them on during their competitive soccer games and other sporting events. She also enjoys going to the beach and traveling in her free time.

“This year has been my best year,” Tara says. She looks forward to growing her business even more in the future, as she recently left her team to flourish on her own. “I’m learning the backend of the business more now.” When asked what her favorite part about working in real estate is, Tara says, “It’s that rewarding feeling of helping somebody find their dream home.” She can’t wait to continue helping more families find their perfect South Florida residences for many years to come.

For more about Tara Fontana-Goldstein please call 561-951-5757 or email tara.goldstein@raveis.com Top Agent Agent Magazine Magazine Copyright Top

Tips on Breaking Into the Luxury Market So, you’ve been doing residential real estate for a while and you’re looking to up your game. A lot of people consider going into the luxury market at that point. Or, maybe you started in the business always intending to specialize in luxury properties and were just learning the ropes before you tackled one of the industry’s most lucrative specialties.

No matter the reason, the luxury market is a whole new ballgame and you don’t want to go into it unprepared. First impressions are everything in this business, especially when you’re dealing with wealthy clients and investors. Here are few things to consider if you’re thinking of going from starter homes to estates.

LEARN HOW THE LUXURY MARKET AND CLIENTELE ARE DIFFERENT As experienced as you might be in traditional real estate, the luxury market is almost like starting at ground zero. Everything from the buyers, to the sellers, and obviously, the properties themselves, will take a new approach.

One of the key ways it is different is that the feeling of exclusivity truly matters. You will be doing more targeted marketing through high-end networking groups as wealthier clients tend to be more comfortable when Top Agent Magazine

you come recommended by people they trust to have the highest standards. There are no mass-marketed open houses. It’s all about private showings. Although professional, one-on-one service is key in this business no matter what the price point, wealthier buyers are accustomed to concierge-style service, and the way to stand out from the rest is to provide service that goes above and beyond what even they expect.

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LOOK THE PART If you’re thinking of going the luxury route, creating high-end branding and marketing yourself properly is of the utmost importance.

That includes your own personal look. You and your business will need a total makeover, or at least a major upgrade. It might even be time to buy that new car you’ve always wanted. It is also key that all of your marketing materials are high end. So start gathering a stable of highly-trained professionals,

photographers, and stagers as every aspect of the service network you’ll be providing complements the brand that you’re selling.

It’s well worth the time to get all of this nailed down and seamless before you even think of entering the luxury market. Another good investment? You want to have an indepth knowledge of all the latest real estate technologies and innovations. Don’t just look the part, actually be on the cutting edge.

SELL THE LIFESTYLE Yes, you’re selling a home, but you’re also selling a lifestyle, which in luxury is almost more important. When someone is spending millions of dollars on a home, they want to see the fabulous life they will be living in their new digs. Really highlight amazing party spaces, unique one of kind features,

and amenities. As with anything of value, things that make a property rare, will automatically make it more appealing to people who can afford the best. It also helps people connect more emotionally with a home, giving it even more value than if you just try and sell it as a good investment.

NETWORKING, NETWORKING, NETWORKING Networking is an important aspect of this business at every level, but it a vital tool in the luxury market. Most of your referrals and targeted marketing will be done through luxury agent exclusive networking groups. In addition to that, it is even more important in this segment of the business to be actively 118

involved in your community through volunteering and supporting local charitable events. You will not only build a stellar reputation, but you’ll also be giving back to the community you represent, and ultimately, integrity is what it’s all about in this business.

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CRYSTAL FREEMAN Crystal Freeman knew from the start that she wanted to work in real estate. However, after some urging from her father, she postponed her dream in favor of pursuing a business degree. Nearly a decade later, she decided that she had waited long enough.

“Nothing was holding me back,” Crystal says. She procured her license and entered the real estate game.

Crystal serves the communities of Fulton, Dekalb, Henry, Rockdale, Newton, Morgan, and Greene County in the great state of Georgia, and her business is thriving. This year alone, she has closed almost four million dollars. Her goal for each month is to complete three to four transactions, most of which are built from repeat clients and referrals. “I strive to provide the best service and real estate experience for all of my clients”, explains Crystal. “That’s what makes them continue to use me and refer me to their friends and family member.”

Though she works solo, Crystal utilizes a network of agents and past clients to market her listings. “If I have someone who might be interested, I’ll go ahead and call them,” she says. She’s always on the lookout to find the right fit for the right client, and she is ready to go the extra mile to ensure each individual finds the property that is perfect for them.

That personal touch is how Crystal sets herself apart from other agents. She always keeps open communication. Crystal prides herself on her ability to stay in contact with all of her valued customers. When those customers find themselves in need of a realtor’s services, Crystal Freeman is the first name to come to mind. Crystal wouldn’t want it any other way. Getting to know her customers is Crystal’s Top Agent Magazine

favorite part of the job. “I like to see the smile on their face when they finally see the house they like,” says Crystal. “You can always tell with the look on their face.”

Outside of real estate, Crystal is involved with a charity raising money to create awareness around childhood cancer. This was inspired by a family member who is currently undergoing treatment for Ewing’s sarcoma, a rare form of cancer which effects the bones. When she isn’t working to strengthen her community, Crystal loves spending time with her son. The two of them like to get outside and stay active. Some of their favorite activities include playing soccer or jumping on trampolines.

Crystal looks forward to building her business in the coming years, and she doesn’t just mean in terms of volume or transactions. “I’d specifically like to grow a team,” she says. In the same way she has created a network of in-the-know agents and loyal repeat customers, Crystal is excited to create a group of realtors and to foster her love of people and real estate in a larger context.

To learn more about Crystal Freeman, please call 706-318-5446, email cfreeman@kw.com, or visit crystalfreeman.kwrealty.com www.

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WILL GONZALEZ For Will Gonzalez, real estate is a family affair. Will saw the work his mother did as a broker herself and decided a real estate career was the right move for him. Coming into the field as an investor, already equipped with a portfolio of properties, Will knew it made sense to get his agent’s license, effectively making the transaction process go as smoothly as possible for him and his clients.

When it comes to customer service, for Will, it’s all about investing time and care. Will takes his time getting to know each of his clients and to discover their underlying needs when looking for a home, while patiently explaining and making sure they understand the ins and outs of purchasing a home. “It’s about paying attention to the human side of the business, not just the transactional side of things,” Will says.

Will’s background in education informs his love for teaching his buying clients about what to expect when looking for a home, empowering them to be confident in their choices and pass their knowledge on to friends and family. When helping someone sell a property, Will delights in watching the marketing strategy come together. With a robust marketing team at iVision Real Estate, Will can tackle any issues that might arise, from inspections to staging. “I really enjoy putting those pieces together for my clients,” Will says.

stress-free, or to be involved and collaborate on selling their home. Once a property is listed, Will uses the highest quality photography, virtual video tours, and a compelling write-up to guarantee prospective buyers see any property at its personal best.

Will is hands-on in giving back to the community. As the Collegiate and Academic Affairs Officer for Lambda Theta Phi Latin Fraternity, Inc. a social-service organization that provides community service opportunities to undergraduate students, Will helps to ensure students accel academically and steers several grassroots initiatives, such as Toys for Tots, annual Thanksgiving drives, and more, to do good in his community and region.

Even though Will’s business keeps him busy, he manages to stay active and healthy, going to the gym, running trails with his dog, and enjoying anything that gets him outside. Looking ahead, Will plans to continue to build his business, and grow his team of service-minded agents who share his vision and are passionate about custom-marketing to a seller’s needs, and educating buyers on how to find the home that’s just right for them!

It’s no surprise then that most of Will’s business comes from professional and client referrals. Just recently, Will helped a client through the home-buying process, and then helped find a house for that same client’s daughter. This year alone, Will has closed over twenty transactions.

Before marketing any listing, Will does a thorough consultation with the seller to make sure their needs are met, whether they’re going for top-dollar or a quick sale, whether they want to be hands-off and 120 120

For more information about Will Gonzalez email Will.Gonzalez@iVisionRE.com, call his iVision Real Estate office, (203) 871-1068, or directly at (203) 868-1716.

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

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

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

Here are some things that you can do to increase morale and productivity in your workplace: 121

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

1

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

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

2

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

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

3

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

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

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

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PAIGE HARDY HILL Paige Hardy Hill grew up in the real estate business, with her father running his own brokerage and her mother, Jill, serving as its lead Realtor for more than sixteen years. After spending some time living in the Czech Republic with her soon to be husband, Paige was ultimately drawn back to her roots, and she rejoined the family business in 2015 and married her English sweetheart. Today, she is an agent and marketing director for Hardy Realtors, where she applies her extensive professional background to service clients all throughout the Temecula Valley and its surrounding areas. Working alongside Jill, she possesses the expertise, marketing acumen and in-depth knowledge of her hometown to navigate even the toughest transactions.

When listing a home, Paige offers her clients an adaptable approach, catering her strategy both to their needs and the state of the market. After helping sellers fully prepare their property, she proceeds to share it over a series of targeted digital and social media campaigns. A Zillow Premier Agent, Paige understands the importance of staying on the cutting edge of her industry. “We go wherever the consumers are going,” she says. “Because of that, we’re always rolling with the times and keeping up to date with the latest technology. And we’ve taken a big step in making sure all of our tech is accessible and user friendly.”

she has even assisted some clients on multiple transactions within the same year. The key to her success? “You have to be transparent in this industry,” she says. “At Hardy Realtors, we don’t believe in hiding anything, and we strive to always answer our phones, unless we are with clients. Most importantly, I will wait until we find the right property for a client’s needs, rather than just trying to get the deal done.”

Outside her career, Paige is tremendously active within her community. Currently, she is the Education Chair of Valley Young Professionals, a spinoff from her local chamber of commerce. Elsewhere, she is a frequent participant in sponsorships, donations and volunteer opportunities around the valley. When she’s not with clients or giving back, Paige can be found practicing yoga or Crossfit, spending time outdoors, or going camping with her beloved husband.

Having recently earned her Executive MBA at Pepperdine University, Paige has strong ambitions for the future. As her volume continues to grow, she intends on adding on to her team while carrying on her parents’ legacy of unmatched client service. “I love taking the time to really get to know my buyers and sellers,” she says. “By the end of our transaction, they aren’t just clients; they’re my friends.”

Elsewhere, Paige puts her buyers at the forefront of each transaction, prioritizing honesty and open communication above all else. A people-person by nature, she leans on the strong values gleaned from watching her parents conduct themselves as transparent client advocates. “In my life, I’ve been able to learn from the best,” she says.

“Following in my mom’s footsteps, I will always stick up for my clients. If I feel like someone is trying to take advantage of them, I shut it down quickly.”

Over the years, Paige has earned a tremendous reputation throughout California, with the majority of her volume coming from either repeat clients or referrals; in fact, Top Agent Magazine

To learn more about Paige Hardy Hill please call (951) 595-0517, email paige@askhardy.com, or visit askhardy.com www.

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PEGGY HICKS Peggy Hicks exploded onto the real estate scene after a successful career of 20+ years in the marketing/pointof-purchase industry. As retail moved online, Peggy made the transition to her dream career. “I decided that with real estate I would be able to touch people’s lives directly,” Peggy says. “People will be raising their children, growing old together – living their best lives in these homes and I wanted to be a part of that!”

Peggy began her real estate career 5 years ago, and in January 2019 started her own business, Peggy Hicks Homes with RE/MAX Results. Peggy serves the Twin Cities and beyond as 80% of her business comes from repeat and referral clients. It’s an impressive feat to have such a heavily referral-based business, and it’s easy to see why people keep coming back.

“I’m not only their professional real estate agent,” Peggy says, “I am their confidant in this process.

I help them work through this next big chapter in their life. I’m a listener and a fighter. When they feel like they have been heard and have someone on their sides, they feel validated. I’m also an excellent source for vendor referrals which is why I created MAMA’S-GOTTA-GUY-MONDAY on my Facebook business page.”

Peggy uses her social media not just to promote her listings, but also to educate her clients and community, having a little fun in the process. Last year she started a recurring feature called MAMA-CAN’TMAKE-THIS-UP MONDAY, her weekly re-cap of the funniest, coolest, most wacky things she would see in her day-to-day as a real estate agent. This year she’s moved to a series of video posts called 124 124

MAMA’S-GOTTA-GUY-MONDAY where she showcases the best vendors, businesspeople, skilled workers & talent in the Twin Cities.

Community involvement is important to Peggy. She currently serves as Vice President for the Burnsville Rotary. A group of about 50 members, they raise over $100,000 each year to give back to 30+ local organizations. They hold two big events each year: Concert for Caring in the spring, and Burnsville Uncorked in the fall, both of which are always huge successes. She is an avid concertgoer, loves snowmobiling, cherishes her friends & family, and loves the continual soiree of life with her husband, Don. “I don’t focus on the transaction, I focus on my customers and the business,” she says. “I focus on reaching out to people, making it fun, and touching their lives in any way I can.”

To find out more about Peggy Hicks, please call (612) 750-0305, email peggy@peggyhickshomes.com, or visit facebook.com/peggyhickshomes www.

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9

Things the Best Leaders Never Say

As Spider-Man’s Uncle Ben said, “With great power, comes great responsibility.”

Being the boss is a great thing, but there’s a reason the ‘bad boss’ is common stereotype. Some people tend to use their power in destructive ways and that isn’t good for anyone. You might not even know you’re being a bad boss, it can be subtle sometimes.

There are common traits among great leaders, if you want to be a boss that operates with integrity and is respected by everyone

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you work with, make sure you don’t say any of the following things.

1

I’M THE BOSS

Stating a fact that should be obvious is always a sign of weakness, and when you are the boss, strength of leadership is THE key component.

It also may indicates a stubbornness that is the death knell of a healthy work environment.

Your job as a leader is to bring everyone to your level of success, not to create a larger rift.

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2

6

I’LL DO IT MYSELF

Being a good leader is all about delegation. If you are hiring people who are professional and trustworthy, then this should be a no brainer. It is your job as a leader to get the right people for the job and then lead them in away that means success for everyone.

3

THAT WASN’T MY FAULT

There’s an old saying “The Buck Stops Here.” and that is still true today. Good leaders take responsibility for what happens. They don’t blame others or make excuses. They take the hit for the team and then find the solution to make it better. Not only does it show they have integrity, but it also fosters a warm team environment that makes all players feel like their boss has their back.

4

I’M SORRY TO ASK YOU TO DO THIS

Treating your employees with respect is mandatory, at the same time there is no reason to be sorry when you ask people to do their job. Leadership is strength and confidence. Expecting your employees to put in the same work ethic as you is your job.

5

I ALREADY KNOW THAT

Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions?

Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team.

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THAT’S NOT THE WAY WE DO IT HERE

Well, why not? Being a successful leader means always being open to change and improvement.

No great leader is ever accepting of the status quo. It’s not only lazy, it’s uninspiring and usually leads to a work environment that is stagnate. Yes, keep things that work going, but nothing should ever be untouchable. Creative thinking should never be faced with constant roadblocks. A good option is to always ask for more information. Let your employee show you why they think their way might be better. This gets them energized and excited to approach you with more in the future.

7

I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition.

Good leaders know that building strong workplace relationships, with employees, vendors and peers, is the foundation of a successful business

8

DON’T BRING ME BAD NEWS

No true leader avoids bad news. They confront everything head on because as we said above, they know that ultimately everything is their responsibility, and ignoring a potential problem will most likely end up being worse down the road. Good leaders want to know bad news right away, and the last thing you want is to foster a work environment where employees feel like they have to lie to you.

9

YOU JUST DON’T GET IT.

You’re the boss. If someone who works under you is having trouble understanding something, it’s on you to make it clear to them. Getting frustrated makes them less likely to ask for help in the future.

Sharing your expertise and experience is not only generous, but a necessary tool in the success of your business.

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JUDE HODGE “The most important thing is winning for my clients,” says Jude Hodge, explaining what she loves most about her job as a top real estate agent. “I love negotiating, and I love the chase. My motto is Mobiles to Mansions to Everything In-Between. I don’t just look for the high-end house or the high-end buyer or seller. I really want to represent everybody and give them my best, no matter what the value is.”

Jude has been in the business for the past seven years after a long career in marketing. “I knew I wanted to become a real estate agent since I was twenty-two years old,” she says, and she could not be happier with having made the decision to switch careers. Jude services Brookings Harbor and the surrounding areas in Oregon.

Jude’s background in marketing makes a large impact on her approaches to real estate. “I’m a huge believer in social media and in using the web,” she says. “But I’m also a big believer in being a part of your community.

I live in a very small town with 6500 residents. With the neighboring city, we have around 14,000 people.

You can’t think small, and you have to put your heart into things. I’m not here just to make money or sell real estate. I’m here because I love it, and I love the people, and that message is received by the community.”

“I got to know all the businesses and people.” She now uses those connections to help support the local economy. Jude runs a Facebook group with 21,000 members which facilitates the buying, selling, and trading of local goods and services.

Currently, to meet the challenges presented by the COVID-19 pandemic, Jude also helps promote restaurants and other businesses with free advertising. “It’s not just a restaurant or what you see when you walk in the door,” says Jude. “It’s the employees and their families, their landlords, all of these people. I love to give back.”

When she isn’t hard at work for her clients or community, Jude enjoys spending time with her family.

“That’s the most important thing,” she says. “It’s a warm and fuzzy feeling when I look at the people I’m surrounded with.”

Looking to the future, Jude is always ready to grow. “I don’t have a concrete plan, but I always top my business from the year before,” she says. “I’m an achiever.

I do whatever it takes every day to get where I need to be. I’m always animated, and I’m always moving.”

This attitude has paid off. For the past four years, Jude has been selected by her community’s People’s Choice Award as the area’s number one REALTOR®. Despite her small community, Jude ranked within the top ten REALTORS® in the state of Oregon last year. “This year, I’m very proud to say that I’ve made Diamond here at RE/MAX, which is the top award,” she says.

She is the first agent in her area to earn that honor.

Jude’s community involvement stretches outside of real estate. “At one point in my career, I did the marketing for the Chamber of Commerce here,” she says.

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To learn more about Jude Hodge, call 541-813-9261, visit HomeWithJude.com or email judehodge@gmail.com www.

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WEI HWA, BROKER Award-Winning Top Agent Wei Hwa – Lead of Century 21 Leading Edge Realty’s TeamWei in Keswick, Ontario – is a hardworking, talented Realtor who is truly committed to providing his many grateful clients with unmatched customer service. Ranked as one of the top agents country-wide, Wei and his boutique agency have made it their mission to help both buyers and sellers achieve their real estate goals, and to make certain each transaction proceeds as smoothly as possible. Having built his business on a foundation of transparency, honesty and integrity, Wei has more than earned his reputation as a trusted real estate advisor servicing clients in the Greater Toronto and surrounding areas.

Wei began his illustrious career while still a student at University of Toronto working towards his degree in Urban Geography. “At the time,” recalls Wei, “I was working for Monarch Group, a major developer in Toronto. I was working as a receptionist and we had a bunch of agents coming in and out and I would strike up conversations with them. They would tell me, ‘you should be selling real estate instead,’ and that encouraged me to get my license. So, I did, while still in university. My real estate career quickly took off.

I even considered dropping out of school, however, I pushed through and got my degree.”

Currently, Wei oversees a small but equally dedicated and professional team, all of whom share his client-first business philosophy. This approach has translated into a thriving business that is based significantly upon repeat clients, referrals and word of mouth. “I think a lot of that has to do with the service

we provide,” says Wei, when asked how he manages to inspire such impressive levels of trust and loyalty amongst those he works with. “I can provide extra value to my clients because I’m also an investor who has been in the trenches with extensive knowledge in property management and construction.” Additionally, Wei is multilingual – he speaks English, Mandarin, Taiwanese and Cantonese – allowing him to service a wide range of domestic and international buyers.

There are many factors that come into play when assessing Wei’s impressive and ever-growing success story. Among them would be his expert negotiation skills and his strategic, leave no stone unturned approach to marketing his listings which combined translate into fast sales for top dollar, not to mention happy and returning clients. “We do everything we can to promote our listings,” says Wei. “We post a lot on social media and encourage people to share our listings to friends and family who may be interested. We also promote our listings at some of the special events we host or take part in. I also like to reach out to my network of agents who have sold similar homes in the area to help maximize property exposure.”

When he’s not working, Wei enjoys traveling and seeing the world. He’s also an ardent philanthropist who constantly fundraises to benefit multiple charitable organizations. Additionally, Wei – who is a consistent recipient of Century 21’s Centurion Award – is a member of multiple real estate associations and committees.

For more information about Wei Hwa, please call 647-828-0202 or email Wei@TeamWei.ca 128 128

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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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CAROL LUKITY Carol Lukity always felt a passion for design and real estate, but decided to work in accounting in order to provide financial stability for her family. However, after having her second child, she felt the urge to give her dream a try and obtained her license. The successful year that followed confirmed that she had made the right choice. Carol currently works at Real Living Kee Realty and serves clients throughout Macomb County, Oakland County, St. Clair County, Lapeer County and Genesee County.

With 23 years of experience in the business, Carol’s knowledge, integrity, and attentive approach to customer service continuously earn her repeat and referral clients.

“If you work with integrity and give someone quality service, they’re going to come back.” Clients also value the fact that Carol remains their REALTOR® for life, and answers any questions they may have long after the end of the transaction. “My service doesn’t stop at closing. My clients are going to have questions. They might get something in the mail they don’t understand, or they might need a number for a reputable contractor, or maybe they want to know more about refinancing. I’m always here to help them, this is not just a one-time transaction for me.” She also hosts various client appreciation events throughout the year to catch up with past clients.

Always having her clients’ best interest at heart, Carol evaluates each transaction to ensure that it’s a good fit for them. “I love seeing people achieve their real estate dreams. But I’m also very cautious because I never want a client to be in a predicament where they have made a purchase that they’re going to regret, or that will cause them financial problems in the future. I would rather work with them longer, and show them more homes so that they feel confident about their purchase, than for them to be in a rough situation later on.”

also utilizes online marketing and social media sites such as Facebook. But she doesn’t just stop at technology. She caters to a wide variety of potential buyers by also purchasing newspaper advertising.

Her methods bring in anywhere from $8,000,000 to $14,000,000 million in sales volume annually.

Outside of work, Carol values the importance of community involvement. She’s on the board of Maggie’s Wigs For Kids, a non-profit organization that provides wigs to children suffering with hair loss due to various medical conditions. She also volunteers with Samaritan’s Purse and is involved with her local church.

In her spare time, Carol enjoys traveling, swimming, and family game nights. Despite all of her real estate experience, she believes there is always room for growth. In the future, she wants to continue exceling in her field.

“I’m always pushing to do better so that I can give my clients the highest quality of service.”

To learn more about Carol Lukity email lukityca@mirealsource.com, visit realliving.com/carol.lukity, call (586) 634–3933, or read past clients reviews at qualityservice.org www.

When it comes to marketing, Carol invests in professional photography to best showcase her listings. She Top Agent Magazine

www.

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EMILY MATTHEWS Emily Matthews started her professional journey as a nurse in an ER. “After doing that for twenty years, I was ready for a change of some sort,” Emily explains.

“Then I helped my son buy a house.

I knew a lot about real estate just from life experience, and during the hunt we encountered three different REALTORS® who convinced me that I could do a better job than they were doing. I decided to give real estate a try, and it’s been a blast!”

Outside of real estate, Emily is very involved in her community. She takes part in the Kiel Lions Club, a network of volunteers who meet the various needs of their local communities. Emily also is a chapter leader of a non-partisan group which seeks to enact safer food guidelines. “The focus is on good farming practices, consumer education, and how you should be eating,” Emily explains. She also loves getting outside to take long walks, reading, and gardening.

When it comes to what sets her apart from other agents, Emily doesn’t hesitate to answer. “It’s that nursing experience,” she says. “An ER nurse has to handle whatever is thrown at you. You do a lot of problem solving quite quickly, which translates really well to real estate. I like to tell my customers and clients that something will go wrong with every transaction. It could be a little hiccup, but that’s when my problem-solving will really come into play.” This troubleshooting is Emily’s favorite part of the job. She laughs, saying, “You can get out of nursing, but nursing never quite gets out of you!”

Looking to the future, Emily hopes to keep her momentum going. “I’m going to keep doing what I’m doing, because it seems to be working so far!” she says. She plans to increase her visibility and get her name out in the world on a wider scale. “I want to be the type of person that people can trust,” she says. “I’m not in this for me, and that’s something I tell all my clients. If all I cared about was money, I would just crank it out in the ER. I’m lucky enough now to be in a position where I don’t have to make money. I do this for the great sense of achievement.

You just have to be persistent.”

Emily services many counties in Wisconsin, including Sheboygan, Calumet, “Holyland,” and southern Manitowoc counties. She markets her listings via social media such as Facebook and LinkedIn. She also utilizes more traditional approaches such as the direct mail. She enjoys playing matchmaker with clients looking for a specific property and listings that cross her desk. “My listings usually stay on the market for about sixteen days,” Emily says. Per year, she typically closes on sixteen transactions per year. “I’ve only been at this about three years,” she says, “so that number might not be startling, but it’s a start.”

To learn more about Emily Matthews please call 920-286-0570, email RealtorEmilyRN@gmail.com, or visit ematthews.remax.com.

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Five Ways To Increase Your Commission

By Walter Sanford

Sanford Systems has the best systems for making money in real estate.

Sometimes, our clients forget how to stop discounting and to instead raise their “fee.”

This month, we’ll cover five ideas. Here we go:

1

Raise it.

Before the listing appointment, fill out all paperwork with the new rate and make it business as usual. Scared? Well, make a great listing presentation.

Don’t leave until you get the objection. Learn how to overcome the objection.

If you have to, drop it back down to your old retail rate but only after much hesitation.

2

Email new listings.

Send new listings to your database immediately, hours before it hits the MLS. This is a two-fer: #1 - Keep your database informed with secret, prelisting information that they are reluctant to spam and in the email tell them to forward this hot info to their sphere. #2 - You make more double ends with new people.

3

Institute a cancellation fee.

Many agents allow sellers to cancel listings with a guarantee stating

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they can cancel if they are not happy with the process. If you offer this guarantee, you will always be worried about offending sellers who are serial cement heads with a bent toward overpricing. You won’t try hard enough to get the price reduction, thinking they are going to cancel the listing.

On the other hand, sometimes sellers have a legitimate reason for needing to cancel, and, as upsetting as that is, you can’t sell a property that the seller does not want sold. Offer them an out and you get paid for your time, while working with a chance to get the listing back. “I offer an ‘any reason to cancel’ clause. It is $1000 in the first month and goes up an additional $500 a month after that. (Adjust for your price range.) It is fully refundable should you ever re-list the property with me and I am successful in contributing to its close.”

4

Gain limited partnership as commission.

I carried many of my commissions due from builders as a limited partnership interest in their next project, rather than giving them discounts.

5

Skip the discounts.

Instead of discounts, carry your commission as part of any seller carry back. It is better than taking a beating on the amount.

I coach top agents on a limited basis. If you are interested in coaching or a speaking engagement, please call our office at 800.792.5837. Be sure to ask about the half-off sale on our already discounted internet prices for training systems.

Don’t re-invent the wheel. Use 30 years of real estate wisdom and experience to your benefit!

Copyright©, 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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TONY MILLS Tony Mills began his real estate career early on, developing land for real estate agents when he was just 17. “I loved taking a piece of land and turning it into lake homes and subdivision builds,” Tony says. He became an agent 5 years ago, but it was through his many years of construction experience that Tony honed his skills and expertise. “I’ve been involved in some sort of real estate transaction—developing land, selling it off—for 35 years,” he says. Tony’s clients value his integrity and morals, as well as the unparalleled service he provides.

Tony serves north Idaho, from about 2 hours south of Coeur d’Alene all the way up to the Canadian border.

The majority of his business comes from repeat and referral clients, an impressive feat that speaks to the level of trust and confidence he inspires. “I have great referrals and great rapport with all my people,” he says.

“With me it’s not just about the transaction, it’s more about the relationship.”

Staying in touch with past clients comes naturally for Tony. Although he keeps track with the aid of a database, he says, “Most people, I’m in contact with anyway. We’re getting together, talking about kids or sports, or going hunting, fishing, or hiking together.

I form lasting relationships with my clients, and there’s always something that keeps us tied in one way or another.”

More than anything else, it’s Tony’s knowledge of the area and his construction background that set him apart.

“It doesn’t matter if it’s a small remodel or a complete build on the side of a mountain, I’ve done it all,” he says, “from building homes, to putting all the roads in, to putting in wells and septic. My vast background of construction knowledge is probably the biggest asset I can provide, along with my customer service. I never just give clients what they want. It’s always above and beyond what they even knew they wanted.”

Top Agent Magazine

When it comes to marketing his listings, Tony uses a variety of methods including ads on Facebook and other social media platforms, as well as using his database platform to touch base and let past clients know about new listings. The results speak for themselves: Tony is on track to do about $8 million in volume this year, and his business is growing every year.

Tony likes to give back in the form of donating his time and talents to cancer foundations. An accomplished professional photographer, Tony donates his artwork to charity auctions for those organizations. When he is not working or giving back, Tony loves spending time with his wife, kids, and grandkids. He also enjoys fishing, hunting, backpacking, and wildlife photography.

In the future, Tony plans to continue growing his business and eventually setting up a team. “I love to help people grow,” he says, and he wants to mentor and share his expertise with others. “It’s really about teaching the next generation how to do what we do.” Above all, Tony says, “I try to have integrity in everything I do.

There’s always somebody watching, so I try to leave a good lasting impression.”

To find out more about Tony Mills, please call 208-819-3024, email tmpropertiesnorthwest@gmail.com, or visit tmpropertiesnorthwest.com www.

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CINDY RUSSELL After working as a dental hygienist for over 30 years, Cindy Russell knew that it was time to switch careers and find something less physically demanding.

“My cousin was a real estate agent,” Cindy explains, “and he showed me the benefits of having a career you could work around your family instead of working your life around your job.”

Soon after, Cindy decided to go ahead and give real estate a shot, and today, Cindy assists buyers and sellers in the Pittsburgh, PA, metropolitan area.

“A lot of my clients become my friends,” Cindy says, which has led to her impressive repeat and referral business rate of 90 percent. “I am approachable, I am accessible, and I am not on a team so I handle everything myself,” Cindy explains, and all of these characteristics combine to make her a successful agent. In addition to her relationships with clients, Cindy has connections with numerous lenders, plumbers, contractors, lawyers, and other professionals in the area who she regularly refers to her clients.

Throughout any transaction, Cindy puts her clients first and truly values their hopes and dreams. “My first goal is my client and what they’re going to get out of it,” she explains. When it comes to marketing properties, Cindy typically uses social media, mailers, and her company website.

Clients appreciate knowing that Cindy is an expert in the local real estate market and always looks out for their best interests. As one former client shared in a review, “Cindy is very knowledgeable and willing to go the extra mile. With all the processes and paperwork that is involved in selling a home, Cindy made the whole process flow seamlessly. Whenever we had a question (there were a lot), Cindy had the answer. If she didn’t, she got us one immediately. I would recommend Cindy for your next real estate adventure.”

Cindy loves getting to know her clients, helping them 136

stay educated and encouraged, and overall, making sure they find what’s best for them.

When she is not working with clients, Cindy enjoys working with the community and pursuing her passion projects.

She volunteers at the Light of Life Rescue Mission, The Pittsburgh Project, and Hope Ministries International, and she also regularly attends and helps her church. Some of her favorite activities to do in her free time include hiking, skiing, cooking, traveling, biking, and spending time with her husband.

“When I was a hygienist, the thing I liked the most was the people that I had as patients,” Cindy explains, and since changing careers, her favorite part about working has stayed the same. “It is the people,” Cindy says. “It is putting them in homes they love and helping them find a solution.” In real estate, and especially during a global pandemic, things are changing all the time, but Cindy still has steady goals for the future of her business. She wants to grow the number of transactions she does each year as well as have her business become 100% referred. Cindy explains, “I have every intention of continuing in real estate and working to the degree that I am.”

For more information about Cindy Russell, please call her office 724-933-6300 x 252, cell 412-779-7887 or email crussellsellshomes@gmail.com Copyright Top Agent Magazine

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Why Flexibility Hurts (Not Helps) Your Ability to Close Sales Deals

By Kendra Lee

For many sales reps, being flexible throughout the sales process seems like the best, consultative approach to establish a strong prospect relationship and win more sales. Rather than suggest what a prospective client should buy, reps opt to empower the client to dictate their needs. In doing so, the thought process is that reps convey patience and a commitment to ensuring the client gets exactly what they want, which will in turn improve their chances of closing the deal.

Here’s what that approach accomplishes instead: Slower buy cycles and lower closing ratios.

Truth is, most buyers don’t know exactly what they need from you.

Sure, prospects know the outcome they want to achieve. They might even have an idea of which tools or services might help accomplish it. But they don’t know which specific products, services, or solutions will get them there. Other prospects know the outcome they want to achieve, but have no idea how to get started, let alone which products, services or solutions to look at.

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Either way, to achieve the outcome they’re aspiring to, buyers often look to you to guide them toward the right decision.

When you don’t provide that guidance, it stalls the sales process and dramatically reduces closing ratios. Here’s why: 1 Flexibility doesn’t empower buyers — it confuses them 2 Forcing work on to your buyers typically causes them to look elsewhere for someone who can figure out how exactly to address their problem In both cases, your performance suffers.

Ultimately, buyers — particularly in the earlier stages of their buy cycle — don’t want total flexibility or the freedom to choose any possible solution.

They want, and need, guidance from you to navigate toward the right one.

When you provide that definitive insight in the early stages of the buying cycle, customers gain confidence that you’re the right person to get them to where they need to be.

To put it more bluntly, being “flexible” is a cop out. It might make you feel better, but it’s not helping prospects.

If you really want to empower small and mid-size businesses to make meaningful change, you have to be willing to make a definitive, confident recommendation and show prospects a clear path to addressing their problem.

When you do that, you’ll close sales faster and your clients will be happier.

They’ll get what they need (and want), and your closing ratios will trend in the right direction.

Copyright©, Kendra Lee. All rights reserved.

Contact details for Kendra Lee: Phone: 303-741-6636 (Old fashioned, but very effective.)

Email: Info@klagroup.com (Yes, I get every one of these personally.) Twitter: @KendraLeeKLA (And I do follow all direct messages on Twitter!) KLA Group is a sales consulting and training firm focused on helping clients get more customers in the Small and Midmarket Business (SMB) segment through lead generation, prospecting, hiring and onboarding strategies.

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ANNE SENA Anne Sena grew up surrounded by real estate, which inspired her to pursue a career in the industry as well. “My father was a commercial broker and he taught me the business thirty years ago,” Anne explains.

“I learned from him.” Now, Anne has been a licensed agent for about 23 years. She is an Icon Agent with EXP, a title only given to agents who achieve exceptional sales volume and reflect EXP’s core values. As the leader of a multi-office team, she serves Franklin, TN and surrounding regions.

“We have a pretty steady flow of referral business,” Anne says, and she attributes this to the high level of service she and her team members offer to every client. They always ensure that the clients’ needs are met, whether or not they are directly related to the property. For example, Anne explains that they even have a nurse on staff. “We don’t worry about the money and we just help people regardless,” Anne says. Even if a client decides that they do not want to sell yet, Anne and her team will do everything they can to make them comfortable and satisfied. Additionally, Anne and her team offer a complex marketing strategy that includes a large database, AI technology, and connections with many local agents.

Clients can tell that Anne always gives them the best possible service, especially when she helps them with things that are not traditionally included in her job description. One client shared in a review, “Anne is an absolute delight! She is a woman of patience and wisdom.

She went above and beyond to make sure the transaction went smoothly and even assisted me further after the sale. She’s very connected and has a team that works together for the benefit of all. I would highly recommend Anne and her team!!” Anne’s services also stand out to new agents, as she frequently mentors and trains them to become top producers. She certainly has the respect of her peers, with one fellow agent Jay Nelson writing, “Thanks for inspiring so many people with just simply being the amazing person you are. You are loved and appreciated by so many others whom you have helped and loved across this world. You truly are an ICON Top Agent Magazine

AGENT, but more importantly than that you are an ICON person with ICONIC HEART.” When it comes to Anne’s work-life balance, she says, “We work hard but we know how to spend quality time with family and friends.”

One of her favorite things to do is to travel and meet new people, which EXP allows her to do frequently. She explains, “Being in the business so long, EXP has made real estate fun again for me.” Anne says that the EXP business model stands out to her as unique because she can collaborate with different agents across the country. Though she spends most of her time working and traveling, when she has free time, Anne loves relaxing with her three children and her buddy Nina, a Neapolitan Mastiff. With the recent loss of her husband, Anne makes sure her life is full of love and support.

In the future, Anne says, “I would like to grow my business around the country.” She already has team members who are located in Texas, New Hampshire, Florida, and Tennessee and as she explains, “I would like to keep growing that around the world.” Since Anne learned the ins and outs of real estate from her father decades ago, she has created a name for herself in the local real estate industry. As long as everything continues according to her plan, she will hopefully make her business a global success as well.

For more information about Anne Sena, call 615-578-5571 or email anne@senarealty.com 139 Copyright Top Agent Magazine

ELISE SIEBERT Elise Siebert’s passion for real estate begins with her clients. “I pride myself on my client testimonials,” Elise says. “My professional reputation is of utmost importance to me.”

With fifteen years of experience, a client-centered approach, and a commitment to professional growth and achievement, Elise has become an award-winning and highly respected Realtor® in the Boston region.

Elise began her career with the encouragement of a family friend, who recognized her potential for the public-facing world of real estate. She specializes in Boston’s MetroWest region, serving Sudbury, Wayland, Weston and Concord. Goal-oriented and passionate, Elise made it her mission to be the number one Sudbury agent at Gibson Sotheby’s International Realty, which she is proud to have achieved. Elise has been awarded “Who’s Who in Boston Real Estate” by Boston Agent Magazine in 2019 and 2020. Elise was also recently featured in Boston Common Magazine’s “Dynamic Women” edition. One of the qualities that sets Elise apart from her peers is her local expertise. “I sell in the town where I live,” Elise says, “and I have my finger on the pulse of the local market. I know the history of homes in the area, and in our low-inventory market, this knowledge is invaluable to my clients.”

Elise’s commitment to her clients and her passion for what she does are evident in the fact that the bulk of her business consists of repeat customers and referrals. “I’m very close to my clients,” Elise says, “whether I sold them a home this year, or sold them a home ten years ago.” Elise’s clients value her responsiveness, attentiveness, and open communication. Elise is driven to achieve, and this year she grew her business by over 200% by capitalizing on her strong community of clientele.

As an agent at Gibson Sotheby’s International Realty, Elise uses innovative marketing strategies to advertise her clients’ properties at every price point.

She combines contemporary marketing methods, such as social media campaigns and drone-filmed videos of properties, with more traditional approaches, such as postcard mailings and print advertising.

This versatile strategy gives Elise’s clients broad coverage, and leads to competitive offers for their homes. No matter the property, Elise advertises with an attention to detail and finesse, using methodical staging paired with state-of-the-art marketing materials. “I like my clients to know that luxury is an experience, not a price point,” Elise says. “I showcase each home in the best possible light.”

When Elise is not working, she is an engaged citizen and active with various organizations, including Dress for Success and the Sudbury School System. Through both volunteer work and sponsorship of fundraisers, Elise is pleased to have the opportunity to give back to her community. Elise also enjoys going to the beach and traveling with her family.

For the future, Elise plans to continue to achieve at high levels. “My goal is to be the number one agent again this year” she says. Elise has a tireless passion for what she does, from the people she is able to meet and work with, to the constant change of the real estate industry. “I love keeping up with the ever-changing real estate trends and use innovative tools to help my clients achieve their real estate goals” she says.

“Through this COVID-19 pandemic, we have all come to realize the importance of our home environment.

This job allows me to help my clients find a place to fall in love with, that they can call home.”

To find out more about Elise Siebert, call (781) 424-9324, email elise.siebert@gibsonsir.com or check her out online at EliseSiebert.com 140

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

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

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

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

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

3. Multitasking has negative physical side effects Studies show that those who juggle multiple focus-intensive activities actually show spikes in cortisol, a stress hormone. Likewise, frequent multitaskers display symptoms of sleep deprivation: fatigue, disorientation, and lack of focus. Studies in Europe have recently 142

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

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

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

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

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MARC SORRENTINO Marc Sorrentino started in real estate from an early age, when he began investing in properties in Camden, New Jersey. After amassing an impressive number of properties, he earned a Master’s Degree from New York University in real estate, construction, and finance, which has helped him build a highly successful business. “I understand real estate,” Marc says. “It’s my passion. And I am very hands on.

If you hire me, you get all of me. I give everything I’ve got.”

Now an Associate Broker at VRI Homes, Marc completes over 60 transactions a year. He attributes his success to his forthrightness with clients, as well as to his drive to succeed.

“If you are my client, I will tell you how it is from day one,” Marc says. “I’m honest. I don’t sweet talk. It’s about trust.” With repeat clients and referrals comprising the bulk of his business, Marc’s stellar reputation is founded on his fierce commitment to deliver for his clients. “My clients understand that if I give my word, I will get it done. Each transaction is complex. My clients are diehards. My ability to deliver for them has led to a very successful business.”

Driven, dedicated, and disciplined, Marc has expertise in complex transactions, as well as home renovations.

“What sets me apart is very simple: I deliver on what I say. I am obsessed with delivering. I will do whatever it takes. I only surround myself with other professionals—whether it is contractors, mortgage loan companies, attorneys, or title companies—who will work at the same level of dedication.” Marc makes sure he is available at all times for his clients, and he expects the same from those he works with. “I am willing to out-work everyone,” he says.

To provide his clients with extensive visibility for their properties, Marc leverages his social media presence and large following. For Marc, if he takes on a client, he is committing to getting them to the finish line. “A lot Top Agent Magazine

of people in this industry will yes clients to death just to get the listing,” Marc says.

“Then they can’t sell it. But if you work with me, when I say I can do it, I can do it.”

For Marc, giving back to the community is deeply connected to his religion, and he does much of his charity and philanthropy work anonymously. “For me, God is first,” Marc says. “The only person I need to impress is God. I’m not looking for recognition.”

For one toy drive that sought donations for children affected by Hurricane Sandy, Marc and his brother bought every toy of the organization’s wish list, without disclosing their names. “We do things like that all the time anonymously,” Marc says. “I have been blessed so much, and because of the success I’ve had, I do try to give back.”

For the future, Marc plans to expand and grow his business, and to continue to focus on home renovations. “I want to renovate homes, and then sell them to middle class families with all the finishes and extras they would like. Diversifying within the industry is my goal. And to keep doing what I do best, which is work, work, work. I do not believe anyone out there will out-work me.”

To find out more about Marc Sorrentino, please call 732-816-9178 or 800-531-2885 ext. 81 or email marcsorrentino@gmail.com

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ROSS STOUT “Ten years ago, I was a minor league baseball player and finishing up my fifth season,” tells Ross Stout. “Then I got hit with an injury.”

He pursued his real estate license and got to work. “I jumped in with both feet. My first year, I was able to squeak out twelve sales.

The next I hit twenty-four. I kept doubling it.

Here I am, ten years later, with a ten-person team, a partner in KUD Properties brokerage, and I’m a top producer in the valley. It’s been a fun ride.”

Ross works out of the greater Palm Springs area. “Being in minor league baseball, I had to be a self-starter and really fight for everything I had. It was my intangibles that kept me going. My determination, my resiliency.

I’ve been able to take all those things into real estate with me,” Ross says. Over fifty percent of his total business comes from repeat and referral customers. His great attitude, integrity, and unflappable nature keeps them coming back. “I’m their rock. I’m that even-keel professional that they can rely on. I won’t pass blame or play feelings,” Ross explains.

Ross credits much of his success to his team of agents.

“We have such a cool culture here at our brokerage that has organically grown,” he says. “I don’t feel like I’m working. That’s what I like the most.” In 2020, Ross and his cohort at KUD Properties are on track to close around $90 million. Ross alone is responsible for close to $25 million. “We always put our customers first,” says Ross.

“We get to help somebody make the biggest investment of their life.”

Heavily involved in his community, Ross is always looking for opportunities to lend a charitable hand.

He and his team help run and donate to the Pendleton Foundation. “It’s a great cause,” Ross says. “It’s a charity that helps pay for cancer patients’ bills as they receive treatment. We cover utilities, give out gas cards, bring them meals. It’s doing strong work in the community.”

KUD Properties is also a platinum sponsor of Modernism Week, a bi-annual premiere event in Palm Springs. “We’re the mid-century modern Mecca in terms of architecture,” 144

explains Ross. “We’ve been speakers on panels and in showcase homes for four out of the last six years.”

When he’s not at work, Ross loves spending time with his family: his wife of twelve years, Jen, his oldest daughter, Taylor, his middle daughter, Karsyn, and his son, Jake.

“I love to hang out with them,” says Ross.

They enjoy going to baseball games, eating out, and going to the movies. “Family time is very important.” Ross also loves spending time with his friends, hanging out at one another’s houses.

“Building that strong community really is our passion,” Ross says.

Ross is excited to continue growing his team in the coming years, but he’s in no hurry. “I have a very strong group right now that I have a lot of faith in,” he says. One of his favorite parts of his job is creating new opportunities for up-and-coming agents. “This year, we’ve had three agents in their third year of real estate each produce $10 million individually. We’re providing a great avenue for people who want to take control of their own business. We’d love to add more agents and offer them a proven model.”

For more about Ross Stout and his team, call 760-258-6369, visit kudproperties.com or email ross@kudproperties.com www.

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Buyers and Sellers: Understanding How Home Inspections are Negotiation Tools That stunning home or vacation property may seem perfect. But Top Agents advise anyone buying or selling to prioritize the importance of professional home inspections.

For sellers, many agents recommend preparing for two separate inspections, one for your own information before listing and the second at the buyer’s obligation. For buyers, know that the listing agent is required to disclose certain major issues discovered on professional inspection. But every buyer should also order a thorough home inspection. For both buyers and sellers, inspection provides knowledge and knowledge may translate to power, time saved or money.

THE SELLER’S INSPECTION You’ll save time before closing if you find potential “sticking points” before listing your home. Even those repairs that a seller isn’t required to fix may be worth the upfront investment. Replacing or repairing leaky faucets, wornbut-not-compromised sections of roofing or cosmetic masonry work will go a long way to build trust between you and buyers in your market. In addition, the last thing a seller wants right before closing is a major surprise.

If your inspection uncovers a significant issue requiring disclosure, you’ll have an opportunity either to make repairs or to get professional estimates on cost, which you then can present to buyers either as a credit or reduction in sale price.

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THE BUYER’S INSPECTION Selecting your Inspector: Before hiring an inspector, your agent may ask if the seller conducted an inspection and who conducted it. With this knowledge, you’ll hire a different inspector. Consider some important factors when choosing your home inspector: First, remember the adage that “you get what you pay for.” This property is one of your biggest investments it’s the place you’re going to cherish as your home or vacation destination for years to come. Entrust it to a highly rated and properly licensed inspector with the appropriate professional affiliations and credentials. Your Top Agent is your best referral source, but read online reviews or ask for recommendations to learn more about inspectors and the inspection process.

As a buyer, know that a home inspection report gives you opportunities to request repairs, a lower sale price or credit for work to be done. Talk to your agent about how to make the most of your inspection report. Your agent will likely have contacts with local professionals you can consult with for fair estimates on the cost of the repairs you would like made. In extremely competitive markets however, your negotiating power may be limited to major issues requiring disclosure. Heed the advice of your agent in making necessary requests without risk of losing your dream home.

Be sure to attend the inspection or assign a proxy if you’re out of the area.

Then, go above and beyond and give a luxury property the attention it deserves. Your inspector should help you find concealed issues that can help you negotiate. Honest oversights on the part of the seller, for instance can only be rectified if discovered before closing. For example, clogged exterior drainage inadvertently concealed by hardscape may become a flooding issue down the road. On the flip side, recent partial-room painting may indicate something more than the seller’s beautification efforts.

HOW SERIOUS IS IT? Remember that a home inspection is one of the most useful items in the buyer’s toolkit, but be careful not to get overwhelmed by the results.

Prioritize issues by immediacy (safety) and break down each category by cost to repair to determine how the issues may impact negotiations.

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MARTIN TAGGART Martin Taggart discovered the right way to succeed in real estate by experiencing the wrong way in his personal life. “I was buying my first home, and I soon figured out I couldn’t reach my agent during certain hours of the day,” he recalls. “It became apparent that he had another job and wasn’t putting our needs first.

I quickly realized I could do it so much better.” It was after he became a single dad that Martin decided to pursue real estate full time. “It seemed like the best, most logical decision at that time,” he asserts. “Unlimited inventory and the ability to succeed based on my ability to do the right thing for clients.” That was 18 years ago, and he’s never looked back.

Martin is now the co-owner of Team Real Estate in Overland Park, Kansas, with his wife, Suzie. Licensed in both Kansas and Missouri, they lead a team of agents who serve the Kansas City market. With a client satisfaction rate of 98%, Martin reports that his business is 70% repeat and referral clientele. “What really sets us apart from other agents is our culture; we always put the client first, eliminating the stress and making the entire transaction process fun and educational.” He notes.

“Our sales team is 100% client-oriented, not sales oriented. In fact, five of my 22 agents are past clients.”

Martin has arranged his team to work as a one unit.

“Because we focus all of our business as a team effort, there is never competition within the company. We all have each other’s backs,” he explains. Martin also executes ongoing training and coaching sessions to nurture ongoing success. “Each of my agents sell 10-15 homes per year, way above the national average.”

To stay in touch with his clients, Martin has implemented several outreach techniques. “We utilize a powerful client relationship management software system and technology to help us stay in touch with clients. This approach leans heavily on our agents’ ability to develop strong relationships with our clients, as we work through the sales/purchase process together.”

Martin is in charge of marketing all of the listings, taking that pressure off his agents. “I have a 15-step process,” he says. His three main methods are utilizing professional photography and drone videography; professional narratives that include SEO keywords; and promoting to three key markets–other agents, buyers, and sellers. “You’d be surprised at how many sellers deliver referrals when they see the power of the process,” he says.

Though he doesn’t like to make it public, Martin is very involved with giving back to his community.

“We align with several local charities as well as help out people in need,” he expresses. “We do our work quietly but effectively.” When not working or donating his time, Martin loves beinag a husband, and a dad to his six children and participates in all of their endeavors and activities. He’s also a singer in a 90s rock band.

As for the future, Martin plans to double his agent count, so he makes more of an impact in the industry.

He adds, “I also plan to open two to three offices in different markets as well as expand our footprint in serving the community.”

To learn more about Martin Taggart, email martin.taggart@teamre.com or call 913-568-3219 Top Agent Magazine

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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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AMY YOUNG, PRINCIPAL BROKER/OWNER Amy Young was first drawn to real estate in 2008. While Amy was learning the industry, a mentor, noting her professionalism, bright personality, and outstanding communication skills, recommended she consider going into residential real estate. In 2007 she began updating, renovating, and selling homes around the Portland Metropolitan area. Having grown up in Independence, Oregon, in 2010, she returned and, in 2015, began serving as Principal Broker for Windermere Western View Properties.

Looking to build on her momentum and take her passion for real estate to the next level, Amy and her husband Aaron opened their own brokerage and development company, Young Realty Group LLC. While Amy assists clients throughout her hometown of Independence and the surrounding areas, Aaron, specializes in commercial investment property and development. Amy possesses the depth of knowledge and insight needed to navigate any transaction.

When listing a home, Amy offers her clients a wealth of options. Once she has fully prepared their house for the market, she proceeds to share it over a variety of MLS services, as well as targeted digital and social media campaigns. Meanwhile, she sends personalized postcards out to the surrounding areas to generate additional buzz around the property.

Elsewhere, Amy prioritizes open communication when assisting her buyers. A Certified Residential Specialist with more than twenty years of professional real estate experience, she offers unmatched insight into her region to ensure that her clients make informed decisions on their future. She not only takes the time to educate them on each step of the process, but also embraces the collaboration with other partners, lenders and agents in the transaction.

“I don’t look at a deal as a competition,” she says. “There’s abundance for everyone. If we apply ourselves and work together, we can all walk away feeling satisfied.”

Over the years, Amy has earned a fantastic reputation around Oregon, as evidenced by her strong rate of repeat Top Agent Magazine

clients and referrals. But she is most fulfilled by the friendships earned along the way. “I truly cherish the client relationship. Real estate gives you the opportunity to meet new people and learn something new every day. There’s nothing better than building a lasting bond with a client and helping them realize their dreams.”

Outside her career, Amy is tremendously active in her community, from sponsoring concerts in the park to serving on a number of local boards and associations. Along with her husband, she is currently developing properties in her hometown and investing back into her community. When she’s not with clients or giving back, Amy, an avid thrill seeker, can be found snowmobiling up in the mountains of Wyoming or Montana—or even skydiving! She is also passionate about studying nutrition and building a healthy lifestyle around personal wellness.

Amy has strong plans for the future. Moving forward, she will be focused on refining the process that has anchored her accomplished career in the city she loves, while working hard to bring opportunities for growth through downtown development projects. “Real estate has given me the opportunity to strengthen my community,” she says. “From managing the paperwork to building a team around a transaction, I’m passionate about giving 100% to my clients and making sure they find the right deal to meet their needs.”

To learn more about Amy Young please call (503) 704-3499, email amy@youngrealtygroupllc.com, or visit youngrealtygroupllc.com www.

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