NATIONWIDE & INTERNATIONAL 1-13-20

NATIONWIDE & INTERNATIONAL EDITION

Welcome Home: WORKING WITH RELOCATORS IN TRANSITION A STEP-BY-STEP GUIDE TO

CONVERTING INTERNET LEADS TO REAL LIFE SALES

COVER STORY

Jody Handler-Dickstein

FEATURED AGENTS

LYNSEY BILBRUCK TINA BRANINE SHARON BREMER JIM BUCK GLORIA LaFORGIA JENNIFER LEAHY SUSAN McCOY ANTONIO SARMIENTO ALICIA TANKERSLEY CHELENE WEBSTER JUDI WILSON

NATIONWIDE & INTERNATIONAL EDITION

ALICIA TANKERSLEY 7

Jody JODY Handler-Dickstein

16

CHELENE

20

TINA BRANINE

ALICIA TANKERSLEY CHELENE WEBSTER HANDLER-DICKSTEIN Tina Branine grew up in the real estate after nineteen years in the business, we SHARON BREM business, as the daughter of a thriving Real know what works and what doesn’t,” she 28 31 25 Estate Broker. Though she never imaged says. “No matter what, it’s important to stay Sharon Bremer launched she’d follow in her mother’s footsteps, cutting edge in regards to technology, and career real hous estate m “Alicia was also able to negotiate forinthe second to and ifinterest you are aC after working for a large corporation, TinaIn Lynsey Bilbruck’s we’re committed to anyone, staying on had top of that thanan sixteen years Chelene Webster always in ago. realW we wanted against 5 other competing offers! decided that she wanted to build her ownyear as an agent, soshe weestate, can offer bestU.S., our clients.”

Thiscontracting sheinalways had an so. inte has then even more andthethe with ato husband the in the business, it wa success. At the time, she was hired to launch marketing suite includes the tried and tested businessfeels and a She father in the midst of earning hiscom already completed $5.5 million An Atlanta native, Alicia Tankersley values communication, and is until she bought and the first transaction coordination department marketing, adding cutting edge technology license,her sheclients decided to pursue has truly found her quadrupling calling ashome a real inspection estateAnother throughout the transactions, wrote, “Iinvestment knew we her first prop in the Kansas City area in 2001. From there,in she with some outside of to theguiding box thinking.

“This a new professional path of her own.

“I dove full agent.

AndBRANINE we agree! Alicia got her SHARON start in tion.

“It’s really important to prepare TINA BREMER LYNSEY BILBRUCK that life asthe an agent bec she became a buyer’s agent, then went onher business from the ensures thatinto eachclasses, home isand fully marketed,” firstforce phone I am,” she“Not home staging in 2008, but found ityear. wasn’t theLynsey for what answered tohere expect.”

When it recalls. comes awe possibility. longtoa her own as an individual agent and continshe says.

“Three years ago, added best fit for her skills.

Thenof she thought about ing, Alicia believes that years price and cond That was back in 2015, and in the since, gotten a lot happy able and by easy to talk with.

I earned myprovided license,” she remembers.

“I decid ued to cut her teeth, ultimately launching“I’ve Matterport 3D Tours Advanced flipping homes and called her Realtor friends fundamental.

“I do my research and try Chelene has swiftly made a name for herself wanted toproperty help others achieve what I had neveras tho and “They met said, some amazing The Tina Team seven years ago. Today, sheclients 3D of KC. Any interested buyer can take and she dropped ev CONTENTS for advice.

‘Why don’t you get it right.

This is essential,” she explains.

S an possible agent known for digital savvy, mother personalized foronline, myself as awe’ve young of two, continues to uphold her hard-earned reputa-people an interactive tour and sold your license?’

So I did,” Alicia says.

As a solo makes sure her sellers have their prop through referrals,”care, she Lynsey showed several p andhow a proven track record ofus success. that’s it all began.” tion for client-centric care, rounded industry experience, properties sight unseen to relocation buyers whopossible. have “I work wi agent, she serves the northwest quadrant of the best condition 4) and INCORPORATING 18) TURN HOUSES 33) 3for TEAM BUILDING explains.

Today she Five every question.

Lynsey Atlanta,OPEN with almost halfto ofis herat business being to get their home And I alw a sense of humor. been able tour from afar.”

All told, Tina and hershow teamready.

Today, Sharon has solidified her reputation asthe an a Today, Chelene spearheads her work under CHARITABLE GIVING INTO DESTINATIONS EXERCISES TO REVITALIZE made up of referrals and repeat clients.

Havprofessional photography, plenty of closed 175 happy clients last year, to the tune of $42 Star - Keller Williams serving the Spokane, Liberty tion for thecounsel, job - forthright a terrific atts known for her astute appro banner of Bennett Realty Solutions.

There, she ing grown in the region, she knows the area Facebook ads, open houses.”

IN Heading YOUR REAL MOMENTUM IN and THE a team ESTATE of six agents and three support staff, up million in volume. and personal touch.

Under the banner of that Century Lake and Oroville region in Washington.

She helps despite any challenges serves clients across Prince George’s County and c well, its traffic patterns, schools and the area’s Tina and her colleagues serve clients primarily across the 22) WELCOME HOME: PRACTICE OFFICE Redwood, she spearheads her work solo, serving most important resource the people.

After theAnne transaction, clients leaveclig into Montgomery and Arundel Counties, a wide variety of managed clients, including retirees, first Johnson County area. Thus far, they’ve to drive Beyond the– office, Tina gives back through donating toand WORKING WITH across the Frederick, Maryland area its surroun their timemanaged together. One well. Thus areviews far, she has already to ® the entirety of their buyers, business through repeat and and more. local and byasapportioning part ofabout each commis13)almost BE THEIR REALTOR RELOCATORS IN causes 37) 5As SOCIAL MEDIA time home veterans, Bypeople providing Lynsey looks towards counties.

There, she earns almost the entirety “A lot of my clients are that I already said, “Alicia was incredibly helpful of wt drive a significant contingent of her business referral who trust their good intentions, sound sion to an area charitable effort, including places such clientele. In business through repeat and referral FOR LIFE:clientele HOW TO BUILD TRANSITION MISTAKES REAL ESTATE know,” she says.

“They choose me because ing our home and buying a new home. and andProject, beyond to continue and through repeat and clientele who trustisB advice, and superior already provenservice track record.

“Our going focus has above as KChonest Pet ansome organization thatreferral holds agrowing special of the same families she worked with in I’m hard-working, and trustworthy.” of her attentiveness to us and our ma A RELATIONSHIP WITH AGENTS MUSTWhat’s AVOID herand insight and counsel. more, Chelene always beenexpectations, the same,” Tina explains.

“We givehelped back place in Tina’s heart.

Through their efforts, they’ve been Lynsey has many buyers involved in the community debut year in business continue to call upon her 29) HOW TO able THROW A YOUR WILL an early adopter ofofdigital lead generation andlas to ourCLIENTS clients andTHAT make sure they know that they can to contributeisover $10,000 annually toclients regional today, and many her have become Copyright Top Agent sellers have a happy real estate experience. in things that benefit women CLIENT APPRECIATION 41) A STEP-BY-STEP LAST A LIFETIME has become something of an expert in her office, come to us for help or recommendations. That way, organizations. “We make it a “It’s priority to givetoback to the and sincere,” friends. important be honest EVENT NO ONE WILL that supports GUIDE TO CONVERTING “So would tohaving findskillmori passing along and acquired they’ll always have a resource for anything real estate community us,” she says. says, “and ather thisIknowledge point in mylike career, done FORGET INTERNET LEADS TO related, and“One beyond.” long things prized her team’s set as with coming SheI applies I have, I do agents. it because enjoy it.this I get ofTina thehas main my clients like about me islongupasand REAL SALES interpersonal style and cites communication, integrity, As for the future, Tina intends LIFE tofrom keep progress satisfaction helping my steady clients and seeing t that approach.

I’m always “I answer No matter how much she and a systematic “We’re available,” always refiningshe our explains. as she continues to grow hertheir business with a focus on achieve goals.

I go above and beyond, I’mgr eas reach, I’m approachable.

Those co backend systems, training,and and continuing improve,” over quantity.

Now, and with nearly two decades of attributes my phone get backto to them in quality a timely manner.” this career extremely reward through in all the business I do, and those have b she explains.

“We look at every touch-point we have experience, Tina reflects on some of the lessons learned Phone 310-734-1440 | Fax 310-734-1440 Lynsey understands that people are busy and that people with such a milestone guiding principles since the very beginning.” with our clients and do our best not just to meet their along the way. “Everyone on our team is kind,” she mag@topagentmagazine.com www.topagentmagazine.com buying or selling can| be She “That’s takes been the atime their lives.” We hire expectations, but to exceed them. Anything we stressful. can do to says. focus from the beginning.

No portion of this issue may be reproduced in any manner whatsoever without prior consent When of the publisher.

Top AgentSharon Magazine is listing properties, assesses each prop go above and we do.” through the transaction business there people, are but business people who will always tobeyond, guide them noof published published by Feature Publications GA, Inc. Although precautions are taken toso ensure the accuracy materials, Top“IAgent ahead of its market debut. schedule a visit put their by clients first. To In subscribe real estate, you can’t have send your Magazine cannot be held responsible for opinions expressed or facts supplied its authors. orgive change address, surprises along the way.

And because Lynsey values a each seller to them an idea of exactly what t When homes, Tina and her team leverage advanced vision clouded. We make sure our clients know that no inquiry to listing mag@topagentmagazine.com. to make their home picture perfect,” she says.

F balanced is never overworked and always tools to be sure sellers arelifestyle, in an ideal she position in relation matter, we’ll always put their best interests first. We do Published in the U.S. paint selections to decluttering advice, she ens to their biggest marketingtoisher amazing, and “Ieverything our power to make sure they get the best.” has asset. time“Our to devote clients. take myintime with all homes are showcased in their finest light thro photography. From there, she turn them. I am a single mom of six, so I never wantprofessional to 2 Top Agent Magazine her well-cultivated social media presence, where To more about Branine, email tina@thetinateam.com, getlearn so overloaded thatTina I’m not serving everyone in property the enjoys daily promotion and exposure ac

LYNSEY BILBRUCK

call (913) 708–8074 ext. 4, or visit TheTinaTeam.com www.

GLORIA LaFORGIA

Top Agent and Distinguished Sales Rep Gloria when other agents have shut their phones off.

35 JIM LaForgia – Lead of Weichert32 Realtors’ TheBUCK They are dealing with what is36 often the largest LaForgia Group in Morris Plains, New Jersey purchase or sale they will ever make in their Jennifer Leahy, a key in a transation andre – is a real estate agent who truly lovesWhen her job.a career opportunity Expert. lives, so “Negotiation it’s important is that I’m element thereFor to answer for Jim Buck’s wife, Sue, yet is very under rated,” he states. was always intriguin The ability to help her many grateful clients their questions for them when they need me.” brought mom’s boyfriend gro achieve top dollar for their property, or to them from Oklahoma Wisconsin in 1998, it was After the transaction, clients leave exceptional glowing reviews aboutde achieve the American dream of hometoownerThe best evidence of Gloria’s was a real estate an opportunity for change for their time together.

One recently said, “I highly recomship is something Gloria does not take for abilities can be found in her glowing so reviews I grew up around also. “I was looking for a mend Jim to anyone looking on to explains. purchase investment granted. Honest, dedicated, and withhim a clear on industry website Zillow.com, which site She got her GLORIA LaFORGIA JENNIFER LEAHY JIM BUCK challenge, so I decided on properties.

Jim knows the market well, and he knows the focus on providing excellent customernew service she is a Premier Agent. Among the testimonials the mortgage side in real has estate,” he explains. It’s needs an investor well. He’s never pressured throughout the entire transaction, Gloria is thisofone that perfectly encapsulates the me to buy but left real estate to earned her reputation as a trusted andsafe reliable of working with and heropinion team: on a propto say he hasn’t looked aexperience bad deal, and he’ll give meher an honest | true a attentive special SUSAN CHARLES REALTY 43 properties 39 andtoher real estateback expert andand advocate, asMcCOY the in the “Gloria professional, and is extremely since, is grateful be ranking one of the few area is aerty.

So many ofRUTENBERG the she investment ineducation this area 40 for many years.

Jennifer came back to well the sa Number One in the city of East and responsive her clients.builds, She hasand a wealth of knowledge whoRealtor has enough business toHanover. warrant having an assistant. are to 1900-1930 Jim knows those houses With a love for helping “Susan helped usyears find our new home for our growing Judi Wilson is able five ago and quickly became the #1 about the buying andtoselling process and her experience in photograp Antonio earned his and Serving central Wisconsin, around half of his business enough spot Sarmiento potential problems early, he knows others and a dedication to family!

She is professional and very knowledgeable in her clients well bec Douglas Elliman CT, andand inI’ve the spring Gloria began her exceptional in 1994, more or less on hethe field is what evident.

Gloria isunlikely a estate pleasure toof work with comes from repeatcareer clients and referrals, which largely things are to agive youover issues. bought start real little while strao going above and beyond herabove field.

Shein helped navigate through many homes and knows where they’re a whim. “I was a stay at home mother at the time,” she recalls, always goes and beyond for her clients.” she started a team.

Today, she has five age credits to his experience and service level. two properties with Jim just this year, and plan on buying five yearswith ago, following a- literally. bilityJudi acrg Susan lost patience us. She is extremely responsive “and I was out looking at homes for saleexpectations, with a friend, and I McCoy never fromto and future.” is looking make 2020 more withassistants him in the near has achieved great success and makes herself available any time you need her.” successful turnNow in marketing. thought being a real estate agent seemed fun thing to InI have addition to her customer service abilities, expert and guarantee Champaign County, “I can provide a higher levellike of aservice because year yet. serving Westchester CouO as a real estate agent thorough in the marketing strategies, do. I started out doing it part time, but eventually became enhanced by her status as At the time, he’d reached a city-wide she knows the joys an assistant,” he said.

“I’m also a very responsive agent When Jim isn’t working, he’s staying involved in the Connecticut, around 75% of her business SUSAN Mcmade COYthe rightLong JUDI WILSON ANTONIO SARMIENTO Island region.

She’s Susan looks towards thefierce future, she is eager to full time and absolutely choice, an internetAs specialist, and coupled with negotiating andI when someone has a question orbecause a need,I I respond community through the local Elks Lodge, the aOptimist town living.

Judibuz fo professional crossroads, and up of repeat clients and referrals, testame continue building her business as well astop hertional team. beenshe inexcels the business for 22- help love it.” Not doestimely she love real estate; at it, guidance skills Gloria’s clients achieve quick sales forlocal in only a very fashion.”

Jim also provides Club and is president of the board of two nonprofits. dream home in a slee superior service and(CRS), dedication. seeing his wife’s success gen years, previously isafter implementing aSpecialist new way to gainshe more clients being ranked among the 1% of agents herworking company, dollar. As She aHe Certified Relocation is radius throughout thetop transaction, so at that when those surprises also enjoys flipping houses, woodworking and town, and now she’s helping others find the as financial analyst in –New Yorkrecipient City. When prospecting, is excited about its astoreverse an agent, Antonio and also –that as ado voted by past a repeat alsoshe ideallythrough suited assisting those newSue toand Morris or Essex happen in aclients real estate transaction show up they spending weekends with atdecided their cottageOhio’s in Door and satisfaction she has, serving Ch “This is my career.

I work very diligently started a family, she feltGloria real estate be the best potential.

“I will be able to attract and retain new team and of NJ 5-Star Awards since 2014. is alsowould widely Counties. to follow suit.

“I saw the Beyond t are dealt with quickly. The object is to always keep the County. Madison and Clark Counties. this system.” allowing her to have flexibility Specialist. while also utilizing members easily beingwith a fiduciary to my clients a big respon recognized fit, as the East Hanover Neighborhood process moving forward. When working with ashe seller, he getting, the relationships she was fulfilment was and chari her business skills. Today she has a team of seven, and is also committed Gloria giving back to the market shetoexplains.

“I make sure tothat protect their as will go through the house and point out the pros and cons.

As Jim looks to the future, he is excited to continue building, I The decided toso give itand aentered try,” he Chamber is looking to growing that team evenand more. how much grows, will no doubt love The LaForgia Groupforward currently is comprised of Gloria, has given No hermatter much, sheshe does so inshe athem variety of Judi theremembers. real estate business recently the buyer’s side, I get the best deal poss “I will explain to them that they need to look at the house growing. He loves every minute of his work, and can’t two buyers’vast agents, and her who is herisphotographer/ ways, including producing promotional videos for majority of son, her business made of repeat clients thistheir industry just assales much as the day shelocal first started.

Now, he, his wife, and third business partner have his offic already been an enormous success.

At ag on the side, I get them the most for thei the way a buyer will see it. I ask ‘What would jump out to imagine doing anything else. “My clients are either videographer the group’s listings.to“We all work very businesses thata are posted on Facebook and Instagram, andfor referrals, a testament her opened superior service.

“It’s happy time in people’s lives, and I feel honored decided she was done working for other two offices of their own, along with a reputation Diabetes grew up in the area, so istoalso ablep you as a buyer?’

Those are going to be theEssex things we need free making a Jennifer large investment orand transitioning a new well together,” she says. Specializing in Morris and providing exposure both her clients the entire to help themexpert intowhat is likely the largest transaction of decided I was tired of lining other people’s guidance inprioritizes transitioning theI region for client andiscommunity. broker chapter centered service plant surv fix or emphasize,” he explains.

Once the house ready in life.

It’s anthat emotional process, to and like Counties, to Gloria currently that the lion’s “Theycan know they’re boast in good hands when share they work with their lives.”she said. “I had wanted to get a real estate li trust I will know what’s happening in to list, his assistant takes quality photographs and puts in helping them through that.” communication and education throughout. actionthe and of her business is based upon referrals and returning me,” Susan explains.

“There’s no need to worry, from years, and I decided to take the leap.” the maximum number the MLS allows.service Then it gets sent plans for thegovernment, etc. and know the inside scoop clients, a true barometer of the level of customer Gloria’s future of her business are fairly others, be start to finish. I make sure my team and I provide five to not just the main real estate websites, like Zillow and to continue growing it comes to sacrificing marketing,none Jennifer she is providing. simple: while of the also goes ab star service.” She even guarantees it: for her sellers, she Chicago’s north and northwest side andInsuburbs, overcome Trulia, but to about 30 additionalServing sites.

That leap paid off. when she sat down not only doesfact, her make sure the exceptional customer beyond, service that has become her team calling guarantees their home will sell,Antonio, or she willhis buywife it. Forand their partner now lead two offices, always p Agent she was just wrapping up ten transac “I believe ither has a lot to do with fact thathome my clients card. “I love working market with all ready my clients,” says Gloria.

“I with staging, paintings, etc., the buyers, if they don’tthe like their after 18 months Both buyers and sellers appreciate his attentiveness.

“I to the tune of eighteen agents.

Under the banner of 606 matter wh were inhome contract, and she had threeboosting listings ac can alwaysof count onthere, me,” she sayswill Gloria, askedSusan how also lovehas working with first time buyers, luxury buyers, the power of social media and pr living sell when it for free. looked to at inspire the datasuch the significant other day, Brokers, and it of seems I typically she has managed levels trust and anyone in between, including renters.

I treat each prices ranging from $119,900 to $244,900. they’ve swiftly established a legacy of repeat online. “We will declutter and make sure to A a VIP buyer’s service, which allows her to show her over her 100clientele. messages“Icorresponded between and myself and loyaltyhave amongst will always answer every one of themthree like royalty, am dedicated years inand theI business Judito is ready to ex buyers MLS listings as well asand properties that are off that constitutes time with photos.

If something needs bethe re referral over half their busiAsto for myback clients through textlater message emailclientele over theall of their realisestate my phone and or get to them, even in the and evening serving needs.” eyeing hiring an administrative assistant to market. When it comes to marketing her listings, she painted or organized we always suggest addre ness. Incount fact,theAntonio as his fam course of a transaction and that doesn’t phone still receives regular referrals from more time to prospect for clients. makes sure she’s doing everything possible to help the especially as the market continues to chang calls,” he explains. the first client he ever served, more than half-a-decade overwhel For more information about Gloria LaForgia, property look its best, including professional photogwe do that, we launch it and put it live on th Buyers andemail sellersGLF1989@aol.com turn to Antonio and his time someone raphy, drone shots and staging.ago.

Susan also advertises But utilize she won’t haveteam to do too Jim much prospectin please or For more information about Buck, We technology, social media, Google He’s also proud of thecall many973-477-4632 professional designations he and again for their wise counsel, interactive approach, reflects. her listings online and on all social media platforms.

40% of her business comes from our largecall network, especially in York“ please 715-340-1951 orNewreferral has earned over his over 21 years in the business. The one speaks to the excellent customer service exper and track record of success.

“Communication is essenwhere Ic the client agrees, we recommend he uses everyday is the RENE, Real Estate Negotiation Copyright Top Agent Magazine an extende email jimbuck@charter.net After the transaction, clients love to leave glowing giveshouse, her “I clients, who arehas happy totionships recomme tial, from the get-go,” Antonio explains. truly believe inthe chance open so everyone to se reviews about their time together. One recently said, friends and family.

When it comes to new cli educatingand myclosing clients so that they can make anCopyright empowered “Sue did an outstanding job marketing Magazine looks to the internet. “ITop doAgent marketing on Fa a huge part of our vision as a brokerage. the sale of my parents’ home. decision.

ThroughoutThat’s the entire she says. “And on Instagram. I focus a lot process, she was extremely professional and attended We want to go beyond the transactional and advocate foreverybody is at! media, because that’s where to every detail. I was particularly impressed with her our clients. To do that, we focus on treating others the way Top Agent Magazine For more about Susan McCoy, 3 hard work and the high number of perspective buyers we want to be treated.

We’re honest, straightforward, and Being successful where she grew up drives Ju Licensed Associate Real Estate Broker, who viewed the property. As a sales professional

JENNIFER LEA

JUDI WILSON ANTONIO SARMIENTO

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back their to thegoals community that helped form her. we help our clients no matter what are—from

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 4

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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Jody Handler-Dickstein Top Agent Magazine

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Jody Handler-Dickstein Jody Handler-Dickstein is known in Jody Handler-Dickstein is known in local local circles circles as as the the high-end high-end luxury luxury lister.

And that pleases her.

She came lister. And that pleases her. She came to toreal real estate in 2000 with no backestate in 2000 with no back-ground ground in and it attoday all, she’s and the today she’s in it at all, #1 broker the brokeramong in Glencoe, among all in #1 Glencoe, all the agencies on the on the North Shore. theagencies North Shore.

makes her sellers’ homes look beauhomes look beautiful before she lists tiful lists them.

Jodybut has them.before Jody hasshe a staging certificate, ashe’ll staging but she’ll often oftencertificate, bring in a designer and have bring in paint. a designer have somesomeone “I giveand the sellers a list one paint.

“I give the sellers a list of what I think they should do before of I what I think should before list their home.they If they do it,do they’ll get I list their home.

If they do it, they’ll a good sale!” she says. get a good sale!” she says.

As her reputation, reputation, pro- She’s always thinking a step ahead. She As befits befits her sheshe provides vides outstanding service and fol- She’s a step ahead. workedalways in retailthinking management for luxury outstanding service and follow-through. worked in like retail management low-through.

A she “design she She A “design girl,” makes girl,” her sellers’ department stores Neiman Marcus Copyright Top 8 Copyright Top Agent Agent Magazine Magazine

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for luxury department stores like and Saks Fifth Avenue for 23 years.

Nei man andthat Saks Fifth AvOne dayMarcus she realized if she was so enue for 23 years.

One day she realsuccessful at that, surely she could do ized that if she so successful at much better for was herself.

So she ended that, surely sheand could much bether retail career wentdo into real estate ter So she ended her she reonfor the herself.

North Shore.

“Sure enough,” tail career and year wentI did into$5real estate says, “the first million in on the From Norththere Shore.

“Sure enough,” sales. it just exploded.” she says, “the first year I did $5 million in sales. From there it® spejust The award-winning REALTOR exploded.” cializes in the luxury home market in Top Agent Magazine

The award-winning REALTOR® speGlencoe, but she handles Winnetka, cializes theand luxury Highland in Park other home areas asmarket well. in Glencoe, but she handles WinnetHer “bread and butter” sales range from ka, Park other areas $1.4Highland –1.8 million, butand at any given timeas well. “bread and butter” sales she hasHer a few $2 million listings or a range from listing. $1.4 –1.8 million, but at $6.5 million any given time she has a few $2 million listings orthe a $6.5 million listing.

Understanding market and how to work it are second nature to Jody. She Understanding uses the Internetthe for market the bulkand of how her to work it are nature to have Jody. advertising, butsecond print magazines

Copyright Top Top Agent Agent Magazine9 Copyright

Top Copyright Top Agent Agent Magazine Magazine 10

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She uses the Internet for the bulk of her advertising, but print magazines have a role too, from local publicaa role too, from local publications he uses the Internet for the bulk of to tions to Coldwell Banker’s global global magazines. er advertising, printmagazine. magazines “Homes & but Estates” Her ave areach role no too, fromto local publicaextends globally through She’s also stranger social media, either. ons to Coldwell Banker’s global Coldwell Banker TV. “I’ll often buy ads on Facebook,” she

phone calls, birthday cards, mailings and a newsletter, as well as friending them“Ion social media andinseeing in town. keep putting things front phone calls, birthday cards, mailings them in town.

“I keep putting things of them,” she says. as well as friendand a newsletter, in front of them,” she says.

ing them on social media and seeing As sincere and hard-working as Jody is them in town. putting things As sincere and “I hard-working aseffort Jody with her clients, shekeep puts similar isfront with herthem,” clients, she putsinvolved similar of says.

Homessays, & “and Estates” Her ininto helping others.she She’s target magazine. them to a particular effortFamilies into helping others.supporting She’s inShe’s no You stranger to social media, Zip code. can boost thethrough amount of with Anonymous, each also extends globally volved with Families Anonymous, either.

“I’ll often buyLots adsofon Face- As people who see them. millenniparents whose abuse drugsasorJody sincere andchildren hard-working oldwell Banker TV. supporting parents children book,” “and target them and who are atwhose their wits’ end. als lookshe at says, our listings that way, it’stoa alcohol is with her clients, she puts similar abuse or alcohol and whofor are agood particular Zip code. You can boost She source.” anddrugs her husband also volunteer effort into helping others.

She’s he’s the no amount stranger to social media, at their wits’ provides end. Shefree and her husof people who see them. the Ark, which services to inwithvolunteer Families ther. Lots “I’ll buy ads FaceAfterofoften the transaction hason closed, she volved help Jewish families in Chibanddistressed also forAnonymous, the Ark, millennials look at our listparents whose cago become self-reliant again, and they stays in way, touch clients through ook,”ings shethat says, “and them to supporting which provides free services tochildren help it’swith atarget good source.” are supportive their son’s phoneZip calls, birthday mailings abuse distressed families inwho Chi-are drugsJewish orof alcohol andsocially particular code.

Youcards, can boost flowerend. business, for and athe newsletter, as well as friend-ing cago self-reliant again, and After transaction hassee closed, theirbecome wits’ She Flowers and her hushe amount of people who them.she atconscious them on social media and seeing them Dreams (www.flowersfordreams.com), they also are supportive theirthe son’s in touch with volunteerof for Ark, ots ofstays millennials lookclients at ourthrough list- band which provides free services to 11help ngs that way, it’s a good source.”

Copyright Top Agent Agent Magazine Magazine Copyright Top Top Agent Magazine distressed Jewish families in Chi-

socially conscious flower business, which gives percent of its business, profits to a socially conscious flower Flowers for25Dreams (https://www. differentfor charity each month.

Flowers Dreams (https://www. flowersfordreams.com), which gives flowersfordreams.com), which gives 25 percent of its profits to a different Jody enjoys spending time with her 25charity percent of its profits to a different each month. family, too, including her three sons, charity each month. two of whom recently graduated col-

Jody enjoys spending time with her lege. She’s one of six siblings and her family, too, including her“family three Jody enjoys spending time withsons, her husband is one of four, so time” two whom recently graduated colfamily, including her three sons, has of a too, very broad meaning for them!

She lege.

She’s one of six siblings and twoalso of whom recentlyhergraduated collikes designing clients’ houses her husband is one of four, so “famlege.

She’s one of six siblings and time” has a very meaning herilyhusband is one of broad four, so “fam-

for them! She also likes designing and bargains.

It’shunting one of her for them!

She alsoand likes designing her hunting clients’for houses for fun projects. her clients’ andfunhunting bargains.

It’s houses one of her projects.for

bargains. It’s one of her fun projects.

Another is teaching other agents how to Another is teaching other agents how go on listing appointments, secure listAnother is teaching other agents how to go on listing appointments, secure ings and communicate with buyers and to go onand listing appointments, listings communicate with secure buysellers. The volume of work she does ers and sellers.

The volume ofit,work listings communicate buykeeps herand from doing more ofwith but she and does keeps“My her from doing more ers The volume work she’ll get sellers. there. goal for the of future ofmore it,does but she’ll “My goal she keeps her from doing more is time,” sheget says,there. laughing.

for it,the more time,” of butfuture she’llisget there.

“My she goal says,the laughing. for future is more time,” she more information about says, laughing. ily time” has a veryFor broad meaning For more information about Jody Handler-Dickstein of Jody Handler-Dickstein of @properties, Coldwell Banker Residential Brokerage, Glencoe, Illinois,

For more information about Jody Handler-Dickstein of call 847.651.7100 or email jodydickstein@atproperties.com please visit http://jodydickstein.cbintouch.com/, call 847.651.7100 or Coldwell Banker Residential Brokerage, Glencoe, Illinois, email Jody.Dickstein@cbexchange.com please visit http://jodydickstein.cbintouch.com/, call 847.651.7100 or email Jody.Dickstein@cbexchange.com Copyright Top Copyright Top Agent Agent Magazine Magazine 12 Top Agent Magazine

Be Their REALTOR for Life: ®

How to Build a Relationship with Your Clients That Will Last a Lifetime In the world of real estate, an agent’s relationship with their clients can make or break their career. This industry revolves around working well with people, and being able to develop a strong relationship with your clients is the foundation that you business is based upon.

Just like with a house, if that foundation is weak, the rest of the structure is also going to be unsteady and fragile. The mark of a good REALTOR® is their ability to build up a good referral network and following of loyal clients. This isn’t something that just happens by accident. Building healthy, strong relationships with your clients takes work and knowing how to gain another person’s trust, respect, and friendship. Here are some ways to make sure you are building the right kind of relationship with your clients.

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1. Use Your Friendliness and Optimism to Win Them Over: No one wants a pushy, overly confident salesperson for a REALTOR®. Clients are much more inclined to put their trust in the hands of someone who is friendly when it comes to one of the biggest financial transactions of their lives. A pleasant, outgoing disposition will win you more clients as well as friends. You want to establish rapport in the first few minutes of first meeting prospective clients. Rather than starting with business right off the bat, begin your meeting with some small talk such as similar interests, hobbies, and family life. This will immediately help to put your clients at ease, and show that you are not simply trying to “sell” them something.

People also respond well to optimism. During what can be a very stressful time, clients need someone to help them stay positive when a situation looks difficult and challenging. Optimism also tends to radiate charisma, and people want to be around and do business with charismatic people. You want to learn how to understand, motivate, and inspire people.

2. Be an Inquisitive Learner and an Empathetic Listener:

out any potential concerns they might have.

After you’ve gained as much information as possible, you can then gauge their interest in your possible solutions by asking “what if” questions. Being inquisitive also demonstrates to your clients that you are genuinely interested and invested in their situation.

On the other side of this coin is knowing how to listen empathetically. Empathy involves actually putting yourself or your mind in their shoes so you can genuinely understand their concerns, needs, and opinions. That understanding and empathy is then reflected in your conversation with that client. Your clients want to know that you care about their situation, and that they’re not just another sale for you to make. People are much more willing to put their trust in you when they can sense that you are actually making an effort to feel what they feel in order to understand their situation.

Showing your interest through questions, and then thoughtfully listening goes a long way towards gaining trust. Showing empathy and acknowledging the feelings and emotions involved in your clients situation helps build a relationship founded on genuine care and trust.

3. Watch for Nonverbal Clues:

Don’t be afraid to show your curiosity and ask your clients a lot of questions. Some of these questions may even be difficult and uncomfortable. You want to discover and learn as much as you can about your client. Don’t make the mistake of jumping straight into the role of the know-it-all. Every different client has unique needs, so you want to learn as much as you can about their specific situation before trying to propose a solution. You want to uncover their primary motive for buying or selling, and flush

Most communication happens nonverbally, so knowing how to interpret your client’s body language can be incredibly helpful. Here are a few things to pay special attention to: Eye contact: Be careful with the level of eye contact you use with clients when first meeting.

Too much and too little eye contact can send the wrong impression. You want to try and maintain eye contact around 70 percent of the time. That is the amount that most people are comfortable with. Pay attention to your client’s level of eye

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contact to determine how comfortable they are.

When someone avoids eye contact that could mean they are not engaged in the conversation.

A good way to quickly build a feeling of rapport when first meeting clients is to make eye contact when you first meet them and then start nodding yes to what they’re saying. If the client reciprocates the eye contact and nodding, you’ve established a connection.

4. Prove your honesty and credibility:

Choose the right handshake for each client: One handshake does not fit all people, and that first handshake can be crucial to making a good first impression. The way to do a good handshake for each client is to try and mirror the other person’s handshake in strength, keep your shoulders aligned as you are preferably standing when you shake hands. While you shake your client’s hand make sure you make eye contact and give them a sincere smile.

Showing a little weakness can actually be to your advantage in this situation, and will actually make others more inclined view you as honest. You don’t want to come across as too good to be true. When revealing this weakness, however, the key to coming out on top is turning what sounds like a weakness into a strength. For example, your service may be more expensive, but that’s because you offer more personalized and extra services than your competitors.

Honesty and integrity are the two traits that 98 percent of buyers and sellers report are qualities they consider “very important”. The thing is you can say you have these traits all you want on your website, bio, etc., but trust has to be earned, and the only way to do this is to prove your credibility.

Here are a few tips for how to sound more credible:

When you talk to your clients avoid using filler words such as “um” and “uh”, which can decrease your credibility. You also want to watch the tone of your voice. People tend to translate a deeper tone as sounding more credible.

You want to develop a relationship to last a lifetime when interacting with your clients. There are many things you can do to accomplish this, and using these tips can take you from getting just a few referrals and repeat customers to gaining a loyal client following. Taking the little extra time to make sure you are projecting the right attitude and making sure that you are doing things to gain your client’s trust can make a world of difference for your business.

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ALICIA TANKERSLEY

“Alicia was also able to negotiate for the house we wanted against 5 other competing offers!”

An Atlanta native, Alicia Tankersley feels she has truly found her calling as a real estate agent. And we agree! Alicia got her start in home staging in 2008, but found it wasn’t the best fit for her skills. Then she thought about flipping homes and called her Realtor friends for advice. “They said, ‘Why don’t you get your license?’ So I did,” Alicia says. As a solo agent, she serves the northwest quadrant of Atlanta, with almost half of her business being made up of referrals and repeat clients. Having grown up in the region, she knows the area well, its traffic patterns, schools and the area’s most important resource – the people.

“A lot of my clients are people that I already know,” she says. “They choose me because I’m hard-working, honest and trustworthy.”

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She values communication, and is committed to guiding her clients throughout the transaction. “It’s really important to prepare people for what to expect.” When it comes to marketing, Alicia believes that price and condition are fundamental. “I do my research and try to price it right. This is essential,” she explains. She also makes sure her sellers have their properties in the best condition possible. “I work with them to get their home show ready. And I always do professional photography, plenty of signage, Facebook ads, and open houses.”

After the transaction, clients leave glowing reviews about their time together. One recently said, “Alicia was incredibly helpful with selling our home and buying a new home. Because of her attentiveness to us and our market we Copyright Top Agent Magazine

were able to sell our house for $39,000 more than we expected!

She was also able to negotiate for the house we wanted against 5 other competing offers! There were some difficulties along the way (no fault of hers), but she guided us through it all and made herself available at a moment’s notice. We could not recommend her more highly!” Another wrote, “My family has had the pleasure of having Alicia as our Realtor in both the buying and selling process. Alicia gave us a list of things to help show our house better and some improvements to make, she encouraged us to follow through, we did, and within just a few days we had a full-priced offer (for more than we bought for)! My co-workers and friends couldn’t believe how fast it sold.”

When Alicia isn’t working, she’s spending time with her family or giving back to the community through her work with Rally Foundation for Childhood Cancer Research.

As she looks towards the future, she is excited to take more classes and expand her knowledge about real estate even further. She’s continually motivated to do better, and can’t imagine herself in any other path. “I feel so privileged to get to do what I do. To be invited into someone’s life when so much is at stake is such an honor.”

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For more information about

ALICIA TANKERSLEY,

please call 404-775-4712 or email aliciatankersley@att.net Copyright Top Agent Magazine 17

Turn Open Houses into Destinations People are busy. Even those who are actively looking to buy a house or want to learn about the market for a future purpose have busy schedules.

But with bit of added time, creativity and investment in making open house into destinations, you’ll see greater turnout. And we all know that greater turnout increases the likelihood of offers.

There are several creative ways to hold an open house with a mindset of hospitality and with the goal of providing something of value to each person who attends.

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The neighbors-only open house Some agents embrace the “nosy neighbor” concept as a benefit, not an eye-rolling challenge.

With his client’s permission, Wesley Peters, a Keller Williams broker in the Baltimore Metro Area, often gets the neighbors together before a home hits the market. “We invite other brokers, too, but we include as many neighbors as we can,” he says, explaining that he schedules these events for a Thursday or Friday evening, happy hour-style, rather than midday on a Sunday. They get a better turnout at 5:00 pm than

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midday on a weekend when the neighbors are busy with their lives. In a relaxed setting, conversations flow, neighbors can mingle and catch up, and the buzz begins before the home is listed.

In advance, prepare invitations and hand-deliver them to homes on the streets you and your client agree are best to include. The destination is the event; the value each attendee receives is the social interaction and the removal of any awkwardness over visiting their neighbor’s house.

Your client’s benefit is the buzz.

A turnkey block party any time of year Once a property is listed, some agents take on the role of party planners. Certain streets or neighborhoods, they find, are perfect for lowkey social occasions. In some place, such as neighborhoods with many young families, a bounce-house or games may even ramp up the fun factor. But the idea of a seemingly spontaneous block party during an open house can be easy to pull off, whether you’re serving lemonade and cookies or coffee and pastries. The chance to meet prospective neighbors turns the event into a destination for both buyers and the neighbors; the value comes in buyers’ ability to see how the neighbors interact. Your seller’s benefit is that the grapevine will be filled with happy stories about their home. Tips: By keeping basic supplies in storage, you’ll be ready for a pop-up block party any time. Promote this type of event with targeted social media marketing and fliers or postcards to communities within a short distance of your listing.

Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend? Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property Top Agent Magazine

before the open house begins. Then encourage them to stroll the property during the open house or to sit with you. When visitors ask about needs or concerns they may have about the house – such as loan questions, the cost of improvements or upgrades or even remodeling – you’ll be able to introduce them to an expert on the spot. For that matter, your invited pros don’t even necessarily have to be in home-related businesses!

Prospective buyers always want to know about the community when visiting open houses.

Consider inviting representatives of community

organizations, like youth sports group or owners of mom-and-pop retailers to help your visitors get a feel for the neighborhood or town. For this type of open-house, prepare a flyer or card with your community contacts on it so visitors can leave with resources as well as information.

Open house should be about the buzz. They’re about creating a conversation about your listing and making the home memorable to visitors. By giving people a unique experience they won’t forget, you’ll show your sellers how creative you are in meeting their needs.

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CHELENE WEBSTER

Chelene Webster always had an interest in real estate, and with a husband in the contracting business and a father in the midst of earning his home inspection license, she decided to pursue a new professional path of her own. “I dove full force into classes, and here I am,” she recalls.

That was back in 2015, and in the years since, Chelene has swiftly made a name for herself as an agent known for digital savvy, personalized care, and a proven track record of success.

Today, Chelene spearheads her work under the banner of Bennett Realty Solutions. There, she serves clients across Prince George’s County and into Montgomery and Anne Arundel Counties, as well. Thus far, she has already managed to drive a significant contingent of her business through repeat and referral clientele who trust her insight and counsel. What’s more, Chelene is an early adopter of digital lead generation and has become something of an expert in her office, passing along her knowledge and acquired skillset with up and coming agents. She applies this 20

same digital proficiency in her work with buyer, sellers, and investors alike. “I like the one-on-one personal contact of what I do,” Chelene reflects.

“It’s a competitive business, but my focus has always been on my clients. I care about getting them to the closing table feeling confident.”

Chelene often partners with first-time homebuyers and does her best to identify and meet all needs and goals a debut buyer might have. “I want them to like a home, but to also have it be the right fit for them,” she says. “I spend a lot of time trying to get to know my clients, their family dynamic, and what would really work for their lifestyle. Making all those pieces fit and come together is what motivates me most.

Applying that personal touch to help someone into their first home means a lot to me.” When it comes to marketing listings, Chelene covers the whole spectrum of exposure. She begins with high-quality photography, virtual tours, branded content, YouTube productions, and campaigns across social media and online listing portals.

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As one of the top producers in her office, Chelene closes an average of twenty transactions annually, within an average price range of $200,000 to $400,000. “It can be an intense process,” she says, “but I’m a caring, counseling type of person, and it’s rewarding to offer that support and encouragement.”

Beyond the office, Chelene gives back to her professional community through her participation in the Prince George’s County Association of Realtors, and through past building efforts supporting Habitat for Humanity. In her free hours, she most enjoys travel and time spent with her family and loved ones, most especially her husband and their three children.

As for the future, Chelene intends to keep all progress steady as her business continues to grow. She also intends to grow her own investment portfolio and use her experience and knowledge to further benefit her growing roster of clients. Now, with nearly half a decade of insight to her name, Chelene Webster considers what she enjoys most about her career. “I like the idea of helping someone,” she says. “Buying a home is one of the most important financial decisions a person will ever make. A home is where you’ll raise your family.

At the end of the day, I like playing a part in that intimate process.”

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To learn more about

CHELENE WEBSTER email CheWebsterRealtor@gmail.com, visit CheleneSellsHomes.com, or call 240-997-5968 www.

Copyright Top Agent Magazine 21

Welcome Home:

Working with Relocators in Transition People stage moves for all sorts of reasons.

From the joyous and pre-planned, to the unfortunate and unexpected, new chapters begin with the help of an agent. When you’re working with buyers from a different region, state, or country, the typical complications of a transaction can be compounded. So, what’s a savvy agent to do?

For starters, envision the big picture. Relocators have extra obstacles between them and 22

their dream home. They don’t necessarily know which neighborhoods are ideal for their lifestyle, what they should budget for utilities, what type of homeowner’s insurance is ideal, or how they can tour, let alone close, on a house from afar. All in all, it’s a tall order, but if you can manage a relocation transaction successfully, you could tap into a sizable pool of clientele. Think of it this way: if you’re the shining star of a relocator’s moving process, their word-of-mouth praise could be

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exponential. Likewise, a winning reputation within that client’s corporate sphere could lead to lucrative, stable referrals and partnerships for years to come. Here are a few key ways to help clients navigate the relocation process with minimal stress and maximum results.

Create a full-scale timeline for you and your client that makes expectations clear.

Moving is already one of life’s biggest stressors, but relocations have a dozen more moving parts that your average deal. Consider creating a master-plan of sorts to help you and your client visualize the steps required to achieve success in the midst of a relocation.

Even from afar, your client will be able to refer to the roadmap you’ve set. Likewise, this makes sure you and your client are on the same page regarding expectations, timelines, and checklists. Assemble an articulated, overarching gameplan also helps demystify the process and lower stress. Instead of clients wondering what’s next, what’s needed, who to call, and when to be ready—handy guidelines of your own devising will be at their fingertips.

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Attune your communication style so that nothing goes overlooked or miscommunicated.

Establish early on how your client prefers to communicate and which methods should be excluded. Also, make sure to outline what timeframes are ideal to communicate in, and how often they expect to hear from you with status updates or follow-ups. Some clients might prefer a more hands-off approach that lets you manage most details behind the scenes with updates only when progress is made. Most clients in the midst of a serious relocation, however, will prefer to be in touch more frequently. Customizing is key. If they prefer text messages and emails over calls, that’s a helpful detail to know from the outset. If they prefer face-to-face video chats or can only speak after business hours—those are also key parameters to work within. The less mystery and hassle, the better.

Be a local resource with vetted recommendations and vendors on-hand.

Relocating homeowners may not know the best neighborhoods and their amenities, or where the best school districts are, which areas are high-traffic, or where their dollar might stretch a little further. Identifying your clients’ goals can help narrow this field, but you’ll also want to be careful not to overwhelm them with information. After all, they’re taking on a huge life transition and making a move as an outsider. You’ll want to serve as a onestop-shop who can remove some steps and stress from their organizational obligations.

Have a contractor who can get a head-start on home projects while clients make the move?

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Excellent. Or, perhaps you can provide an out-of-state agent referral so that clients can sell their existing property in a timeline that works in conjunction with their new purchase. Make yourself a community expert and a connector, and you’ve won a client— and their referrals—for much longer than a single transaction.

Think outside the box when weighing variables.

Relocations aren’t your typical transaction.

You’ll need to do a bit more planning to avoid pitfalls along the way. For instance, have you considered how you’ll tour homes with clients if they live hundreds of miles away?

Are there time zone differences to factor in?

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If clients are relocating from another country, are there any special visa or naturalization considerations? How will their belongings travel? Are there pets to relocate? There are plenty of questions to ask and plan for, but the key is to be communicative and thorough up front. The more information and planning time you have, the smoother the transition will go.

There are certified real estate agent designations you can pursue that set you apart for your experience when it comes to relocations, but in lieu of those—arm yourself with the planning details and methods that will make your client a raving fan. In the process, you’ll up your game, create a happy client, and hopefully field similar business for years to come.

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LYNSEY BILBRUCK In Lynsey Bilbruck’s second year as an agent, she has already completed $5.5 million in transactions, quadrupling her business from the first year.

“I’ve gotten a lot of happy clients and met some amazing people through referrals,” she explains. Today she is at Five Star - Keller Williams serving the Spokane, Liberty Lake and Oroville region in Washington. She helps a wide variety of clients, including retirees, first time home buyers, veterans, and more. By providing superior service and going above and beyond expectations, Lynsey has helped many buyers and sellers have a happy real estate experience.

“One of the main things my clients like about me is that I’m always available,” she explains. “I answer my phone and get back to them in a timely manner.”

Lynsey understands that people are busy and that buying or selling can be stressful. She takes the time to guide them through the transaction so there are no surprises along the way. And because Lynsey values a balanced lifestyle, she is never overworked and always has time to devote to her clients. “I take my time with them. I am a single mom of six, so I never want to get so overloaded that I’m not serving everyone in the way they deserve to be served. People can see that when they work with me and know that I genuinely care about them.”

After the transaction, clients love to leave glowing reviews about their time together. One recently said, “We had an excellent experience working with Lynsey. She was always available to answer questions, and highly resourceful as far as her ability to secure inspectors, accountants, lawyers and trades to help us with each facet of the buying process. We are Canadians buying real estate in the U.S. for the first time so Lynsey’s knowledge and expertise was invaluable to us. We would highly recommend Lynsey Top Agent Magazine

to anyone, and if you are a Canadian looking to buy in the U.S., then even more so.”

Another wrote, “I knew we were in good hands when Lynsey answered the phone. She is very knowledgeable and easy to talk with. We wanted to look at a property and she dropped everything to meet us there.

Lynsey showed us several properties and got answers for every question. Lynsey has the perfect disposition for the job - a terrific attitude, positive and happy despite any challenges that come along.”

As Lynsey looks towards the future, she is excited to continue growing and is hoping to become more involved in the community. “I am always involved in things that benefit women and children,” she says.

“So I would like to find more.”

No matter how much she grows, she will always find this career extremely rewarding. “It’s exciting to help people with such a milestone and become a big part of their lives.”

For more about Lynsey Bilbruck, please call 509-560-3423 or email bilbruck@hotmail.com 25 Copyright Top Agent Magazine

Laughs!

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

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TINA BRANINE Tina Branine grew up in the real estate business, as the daughter of a thriving Real Estate Broker. Though she never imaged she’d follow in her mother’s footsteps, after working for a large corporation, Tina decided that she wanted to build her own success. At the time, she was hired to launch the first transaction coordination department in the Kansas City area in 2001. From there, she became a buyer’s agent, then went on her own as an individual agent and continued to cut her teeth, ultimately launching The Tina Team seven years ago. Today, she continues to uphold her hard-earned reputation for client-centric care, rounded industry experience, and a sense of humor.

Heading a team of six agents and three support staff, Tina and her colleagues serve clients primarily across the Johnson County area. Thus far, they’ve managed to drive almost the entirety of their business through repeat and referral clientele who trust their good intentions, sound advice, and already proven track record. “Our focus has always been the same,” Tina explains. “We give back to our clients and make sure they know that they can come to us for help or recommendations. That way, they’ll always have a resource for anything real estate related, and beyond.” Tina has long prized her team’s interpersonal style and cites communication, integrity, and a systematic approach. “We’re always refining our backend systems, training, and continuing to improve,” she explains. “We look at every touch-point we have with our clients and do our best not just to meet their expectations, but to exceed them. Anything we can do to go above and beyond, we do.”

When listing homes, Tina and her team leverage advanced tools to be sure sellers are in an ideal position in relation to their biggest asset. “Our marketing is amazing, and

after nineteen years in the business, we know what works and what doesn’t,” she says. “No matter what, it’s important to stay cutting edge in regards to technology, and we’re committed to staying on top of that so we can offer the best to our clients.” This marketing suite includes the tried and tested marketing, adding cutting edge technology with some outside of the box thinking. “This ensures that each home is fully marketed,” she says. “Three years ago, we added Matterport 3D Tours provided by Advanced 3D of KC. Any interested buyer can take an interactive tour online, and we’ve sold properties sight unseen to relocation buyers who have been able to tour from afar.” All told, Tina and her team closed 175 happy clients last year, to the tune of $42 million in volume.

Beyond the office, Tina gives back through donating to local causes and by apportioning a part of each commission to an area charitable effort, including places such as KC Pet Project, an organization that holds a special place in Tina’s heart. Through their efforts, they’ve been able to contribute over $10,000 annually to regional organizations. “We make it a priority to give back to the community that supports us,” she says.

As for the future, Tina intends to keep progress steady as she continues to grow her business with a focus on quality over quantity. Now, with nearly two decades of experience, Tina reflects on some of the lessons learned along the way. “Everyone on our team is kind,” she says. “That’s been a focus from the beginning. We hire business people, but business people who will always put their clients first. In real estate, you can’t have your vision clouded. We make sure our clients know that no matter, we’ll always put their best interests first. We do everything in our power to make sure they get the best.”

To learn more about Tina Branine, email tina@thetinateam.com, call (913) 708–8074 ext. 4, or visit TheTinaTeam.com www.

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How to Throw a Networking Event

that Can Put Your Business on the Map It’s hard to argue with the benefits of attending networking events—you make new connections, enjoy industry skill-building conversation, and expand your reach in the local business community. However, have you ever considered the benefits of hosting a networking event?

Instead of attending as a guest, you’ll be the wizard behind it all. Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. This idea may be tempting, but how do you pull it off? Review some Top Agent Magazine

of our tips and tricks below and you’ll be more than ready to throw a networking event that’ll put you on the map.

MAKE IT EASY FOR YOUR GUESTS TO SAY YES. From the outset, try to keep things as simple as possible for your guests. This means that e-invites should be structured, yet conversational.

Include a link to register online so that arriving to your event is seamless and requires no signup sheets or stuffy check-in procedures. Select a venue that’s relatively well-known and central

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Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. to your area. It should also have easy-to-access parking so that attendance is streamlined and hassle-free. Also consider sending an automated event reminder the day before and the day of the event—that way you’ll set guests up for easy attendance that they don’t have to debate.

CREATE A THEME. Capitalizing on a holiday or local event is a great way to drive attendance to your networking function. While getting to know area professionals is a worthy reason to meet up, you’re likely to engender a livelier ambiance if you incorporate a holiday or theme. This will inspire comradery among your guests, in addition to giving your event a natural focus. Major sporting events, a Thanksgiving themed pie bakeoff, or a spring cleaning themed community volunteer day can generate more interest than your average mixer.

GET CREATIVE WITH YOUR GUEST LIST. While you may be trying to keep your invite list industry-specific, you may benefit from casting a wider net. Invite area entrepreneurs, young professionals, collegiate professional organizations, and even friends and family. You never know what sort of connections will be made, and high attendance is key to keeping the energy of your networking event at a high tier. Don’t worry about only collecting info from realtors or brokers or mortgage pros. Instead, create a 30

sense of community so that opportunities flow naturally and conversation remains diverse.

BE THE BOSS. As host, it’ll be your job to play matchmaker and drive conversation at your networking event. This means that you’ll get to know more people, but it also means you’ll be able to create connections between different professionals and businesses. You can maximize your matchmaking abilities by planting a few socially-minded friends around to drive additional conversations. Your goal is to keep people talking and to be outgoing. It should also be your goal to follow-up once the event is complete. Use this as an opportunity to continue to connect different people you met, or to follow-up with coffee or lunch with someone you found interesting. Try sending out a group thank-you e-mail to your guests after the fact, telling them to keep an eye out for your next event, or to get in touch with you for any questions or contact information of fellow attendees.

While it may feel like a risk to throw a networking event, it’s a risk worth taking. By positioning yourself as the host of your event, you’ll drive awareness to your business and brand, and build up the local professional community in a way that’s sure to draw good will your way.

Keep these ideas in mind as you go about planning a memorable networking event of your own, and above all—have a good time and others will follow suit.

Top Agent Magazine®

Top Agent Magazine

SHARON BREMER Sharon Bremer launched her career in real estate more than sixteen years ago. While she always had an interest in the business, it wasn’t until she bought and sold her first investment property that life as an agent became a possibility. “Not long after, I earned my license,” she remembers. “I decided I wanted to help others achieve what I had never thought possible for myself as a young mother of two, and that’s how it all began.”

Today, Sharon has solidified her reputation as an agent known for her astute counsel, forthright approach, and personal touch. Under the banner of Century 21 Redwood, she spearheads her work solo, serving clients across the Frederick, Maryland area and its surrounding counties. There, she earns almost the entirety of her business through repeat and referral clientele. In fact, some of the same families she worked with in her debut year in business continue to call upon her help today, and many of her clients have become lasting friends. “It’s important to be honest and sincere,” she says, “and at this point in my career, having done it for as long as I have, I do it because I enjoy it. I get real satisfaction from helping my clients and seeing them achieve their goals. I go above and beyond, I’m easy to reach, and I’m approachable. Those attributes comes through in all the business I do, and those have been guiding principles since the very beginning.”

When listing properties, Sharon assesses each property ahead of its market debut. “I schedule a visit with each seller to give them an idea of exactly what to do to make their home picture perfect,” she says. From paint selections to decluttering advice, she ensures all homes are showcased in their finest light through professional photography. From there, she turns to her well-cultivated social media presence, where each property enjoys daily promotion and exposure across Top Agent Magazine

the full suite of online listing portals and social media sites. As an industry veteran, Sharon also taps her network of fellow professionals, and is able to source ideal buyers in short order. “It takes the right guidance and the right help when going through this process,” she says. “That’s what I offer my clients. I just try to do for them what I’d want done for me, and I keep my focus on the people I work for.”

Beyond the office, Sharon enjoys free time spent with her children and loved ones. As for the future, she intends to keep progress steady and any growth organic. These days, she focuses on quality over quantity, cultivating new relationships, and nurturing the ones she’s enjoyed over the course of her esteemed career. Now, with sixteen years of experience and insight to her name, Sharon Bremer considers what she has come to enjoy most about her chosen field. “I love interacting with and meeting new people,” she says, “as well as keeping those relationships alive over the years. Earning that positive feedback from them, once they’ve achieved their goal, is still very rewarding. I have always tried to do right by people, and that motivation has carried me throughout my career. From day one, my clients have always come first.”

To learn more about Sharon Bremer email SharonBremer@C21Redwood.com, visit SharonBremer.C21.com, or call (301) 365–0664 www.

Copyright Top Agent Magazine 31

JIM BUCK When a career opportunity for Jim Buck’s wife, Sue, brought them from Oklahoma to Wisconsin in 1998, it was an opportunity for change for him also. “I was looking for a new challenge, so I decided on real estate,” he explains. It’s safe to say he hasn’t looked back since, and is grateful to be one of the few in the area who has enough business to warrant having an assistant.

Serving central Wisconsin, around half of his business comes from repeat clients and referrals, which he largely credits to his experience and service level.

“I can provide a higher level of service because I have an assistant,” he said. “I’m also a very responsive agent and when someone has a question or a need, I respond in a very timely fashion.” Jim also provides guidance throughout the transaction, so that when those surprises that do happen in a real estate transaction show up they are dealt with quickly. The object is to always keep the process moving forward. When working with a seller, he will go through the house and point out the pros and cons.

“I will explain to them that they need to look at the house the way a buyer will see it. I ask ‘What would jump out to you as a buyer?’ Those are going to be the things we need to fix or emphasize,” he explains. Once the house is ready to list, his assistant takes quality photographs and puts in the maximum number the MLS allows. Then it gets sent to not just the main real estate websites, like Zillow and Trulia, but to about 30 additional sites.

Expert. “Negotiation is a key element in a transation and yet is very under rated,” he states.

After the transaction, clients leave glowing reviews about their time together. One recently said, “I highly recommend Jim to anyone looking to purchase investment properties. Jim knows the market well, and he knows the needs of an investor well. He’s never pressured me to buy a bad deal, and he’ll give me an honest opinion on a property. So many of the investment properties in this area are 1900-1930 builds, and Jim knows those houses well enough to spot potential problems early, and he knows what things are unlikely to give you issues. I’ve bought two properties with Jim just this year, and plan on buying more with him in the near future.”

When Jim isn’t working, he’s staying involved in the community through the local Elks Lodge, the Optimist Club and is president of the board of two local nonprofits.

He also enjoys flipping houses, woodworking and spending weekends with Sue at their cottage in Door County.

As Jim looks to the future, he is excited to continue growing. He loves every minute of his work, and can’t imagine doing anything else. “My clients are either making a large investment or transitioning to a new chapter in life. It’s an emotional process, and I like helping them through that.”

Both buyers and sellers appreciate his attentiveness. “I looked at the data the other day, and it seems I typically have over 100 messages corresponded between myself and my clients through text message and email over the course of a transaction and that doesn’t count the phone calls,” he explains.

He’s also proud of the many professional designations he has earned over his over 21 years in the business. The one he uses everyday is the RENE, Real Estate Negotiation 32

For more information about Jim Buck, please call 715-340-1951 or email jimbuck@charter.net Copyright Top Agent Magazine

3 Team Building Exercises to Revitalize Momentum in the Office A positive team dynamic can transform an average office into a powerhouse lineup. Likewise, a healthy in-office atmosphere translates to boosted productivity, while clients sense an environment brimming with positivity and support. Just as professional self-development is an essential ingredient to a dynamic career, the development of a team is indispensable to long-term growth and success. So, how do you create a platform for office Top Agent Magazine

members to combine their energies and talents for the better? For starters, add these team-building exercises to your repertoire to inspire natural comradery and momentum in your workplace.

Dream Big, Together If team members aren’t challenged, productivity stagnates and the office loses steam. The same can

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If team members aren’t challenged, productivity stagnates and the office loses steam. The same can happen if employees don’t believe their voice is being heard or taken seriously. happen if employees don’t believe their voice is being heard or taken seriously. How should a leader compensate? To curtail negativity and bring a breath of fresh air into the office, give team members a platform to think big, no questions asked.

Before your next office-wide meeting, devote a half-hour to visionary thinking. Ask each member of your team to write privately for ten minutes, considering what if scenarios regarding their current roles, career aspirations, and the office’s culture. What do they wish was different? How might things be streamlined? What skills do they wish they possessed? Encourage team members to be imaginative and wrestle with the hurdles or questions they’ve been grappling with. When time is up, split employees into smaller breakout groups and allow them to share their thoughts with one another. Not only will this ignite thoughtful discussion, but it will also allow team members the chance to brainstorm creatively, while articulating their ideas and visions for the road ahead.

Lend a Hand If in-office team-building activities aren’t your style, consider service-oriented excursions that bring office staff together and benefit a worthy cause. In the real estate field, there are countless housing-related organizations to which your office can donate their time and energies.

For instance, Habitat for a Humanity constructs homes for those in need using amateur volunteers, while there are nationwide projects that support housing relief for military veterans. The scope of your service commitment can also vary—from a dedicated day hammering away at a new home, 34

to sponsoring a golf tournament benefitting area organizations. Either way, service projects unite your team’s energies, afford employees a refreshing change of pace, and positively impact your community.

When All Else Fails, Keep it Light Sometimes team members need to blow off steam to avoid office burnout. One way to combat low energy is bring team members together for a lighthearted game. Try office-themed trivia: come up with thirty trivia questions based on your office, then divide team members into competing groups.

Encourage groups to think up team names, and organize trivia questions into themed categories.

Remember to award fun prizes to create a light incentive. A healthy sense of competition revolving around silly subject matter can get team members loosened up and working together. Concoct questions of moderate difficulty that speak to people’s common ground. For instance, how many tiles are in the office kitchen? Or, how many doors can be found in the office? These questions are light and won’t create any real tension, but will allow a reframing of a stuffy office into a collective home base. Plus, it’ll keep your next holiday party lively.

Team-building is an important form of routine maintenance, whose benefits shouldn’t be overlooked.

Whatever activity you land on, the overarching idea is to nudge team members beyond their comfortable routines and come together in a new way.

At the end of the day, you’ll boost your business, office morale, and colleagues in the process.

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Top Agent Magazine

GLORIA LaFORGIA Top Agent and Distinguished Sales Rep Gloria LaForgia – Lead of Weichert Realtors’ The LaForgia Group in Morris Plains, New Jersey – is a real estate agent who truly loves her job.

The ability to help her many grateful clients achieve top dollar for their property, or to achieve the American dream of home ownership is something Gloria does not take for granted. Honest, dedicated, and with a clear focus on providing excellent customer service throughout the entire transaction, Gloria has earned her reputation as a trusted and reliable real estate expert and advocate, and her ranking as the Number One Realtor in the city of East Hanover.

Gloria began her exceptional career in 1994, more or less on a whim. “I was a stay at home mother at the time,” she recalls, “and I was out looking at homes for sale with a friend, and I thought being a real estate agent seemed like a fun thing to do. I started out doing it part time, but eventually became full time and I absolutely made the right choice, because I love it.” Not only does she love real estate; she excels at it, being ranked among the top 1% of agents at her company, and also – as voted by past clients – a repeat recipient of NJ 5-Star Awards since 2014. Gloria is also widely recognized as the East Hanover Neighborhood Specialist.

The LaForgia Group currently is comprised of Gloria, two buyers’ agents, and her son, who is her photographer/ videographer for the group’s listings. “We all work very well together,” she says. Specializing in Morris and Essex Counties, Gloria can currently boast that the lion’s share of her business is based upon referrals and returning clients, a true barometer of the level of customer service she is providing.

“I believe it has a lot to do with the fact that my clients can always count on me,” says Gloria, when asked how she has managed to inspire such significant levels of trust and loyalty amongst her clientele. “I will always answer my phone or get back to them, even later in the evening

when other agents have shut their phones off.

They are dealing with what is often the largest purchase or sale they will ever make in their lives, so it’s important that I’m there to answer their questions for them when they need me.”

The best evidence of Gloria’s exceptional abilities can be found in her glowing reviews on industry website Zillow.com, on which site she is a Premier Agent. Among the testimonials is this one that perfectly encapsulates the experience of working with her and her team: “Gloria is a true professional, and she is extremely attentive and responsive to her clients. She has a wealth of knowledge about the buying and selling process and her experience in the field is evident. Gloria is a pleasure to work with and always goes above and beyond for her clients.”

In addition to her customer service abilities, expert and thorough marketing strategies, enhanced by her status as an internet specialist, and coupled with fierce negotiating skills - help Gloria’s clients achieve quick sales for top dollar. As a Certified Relocation Specialist (CRS), she is also ideally suited to assisting those new to Morris or Essex Counties.

Gloria is also committed to giving back to the market that has given her so much, and she does so in a variety of ways, including producing promotional videos for local businesses that are posted on Facebook and Instagram, providing free exposure to both her clients and the entire community.

Gloria’s plans for the future of her business are fairly simple: to continue growing while sacrificing none of the exceptional customer service that has become her calling card. “I love working with all my clients,” says Gloria. “I love working with first time home buyers, luxury buyers, and anyone in between, including renters. I treat each and every one of them like royalty, and I am dedicated to serving all of their real estate needs.”

For more information about Gloria LaForgia, please call 973-477-4632 or email GLF1989@aol.com Top Agent Magazine

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JENNIFER LEAHY For Jennifer Leahy, real estate was always intriguing. “My mom’s boyfriend growing up was a real estate developer, so I grew up around it,” she explains. She got her start on the mortgage side in her 20s but left real estate to become a special education teacher for many years. Jennifer came back to the sales side five years ago and quickly became the #1 agent at Douglas Elliman of CT, and in the spring of 2019, she started a team. Today, she has five agents, two assistants and is looking to make 2020 her best year yet. Now serving Westchester County and Connecticut, around 75% of her business is made up of repeat clients and referrals, a testament to her superior service and dedication.

“This is my career. I work very diligently and consider being a fiduciary to my clients a big responsibility,” she explains. “I make sure to protect their assets. On the buyer’s side, I get them the best deal possible, and on the sales side, I get them the most for their asset.”

Jennifer grew up in the area, so is also able to offer expert guidance in transitioning to the region. “They trust I will know what’s happening in the schools, government, etc. and know the inside scoop.” When it comes to marketing, Jennifer also goes above and beyond, not only does her team make sure the house is market ready with staging, paintings, etc., they utilize the power of social media and boosting properties online. “We will declutter and make sure to take our time with photos. If something needs to be renovated, painted or organized we always suggest addressing it, especially as the market continues to change. Once we do that, we launch it and put it live on the MLS. We utilize technology, social media, Google ads and our large network, especially in New York City. If the client agrees, we recommend an extended public open house, so everyone has the chance to see it.”

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After the transaction, clients love to leave glowing reviews about their time together. One recently said, “We gave Jennifer a tight deadline for selling our home and she delivered. Always checking in with us, always giving feedback, staying on top of the market and being proactive every step of the way. She even went out of her way to do things outside the scope of her work to get this done on time. Cannot say enough good things about our experience.” Another wrote, “Jennifer is without a doubt the most helpful, effective and professional Realtor I have ever worked with and I am immensely grateful for her support. She helped us in numerous ways with 2 buy transactions, going above and beyond in her efforts on our behalf.”

When Jennifer isn’t working, she’s spending time with her two small children and staying involved in the community through the local town government.

“I volunteer for local organizations as well and am on the board for the David Lynch Foundation, which teaches meditation to women, children who have experienced trauma and veterans.”

As Jennifer looks towards the future, she is excited to continue growing and achieving great heights in her career. She will never tire of this industry. “I love helping people manifest their dreams.”

For more about Jennifer Leahy, please call 917-699-2783 or email Jennifer.Leahy@elliman.com Copyright Top Agent Magazine

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SOCIAL MEDIA MISTAKES

Real Estate Agents Must Avoid There is perhaps no greater marketing tool for agents these days than having a large presence on social media, but there is more to social media marketing than just opening an account and gaining followers. A lot of agents forget the social part of social media. It’s all about engagement, but it needs to be the right kind of engagement. This can often be the first impression potential clients or industry peers have of you, so make it count. There is no second chance to make a first impression, and that is especially true for real estate agents. Here’s just a few things you want to avoid.

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Top Agent Magazine

1 Using it to Vent

Social Media is a great place to complain and commiserate about things, but save that for your personal page. A real estate transaction is already a stressful ordeal, the last thing anyone wants is someone who seems like they’ll bring a negative energy to the process. Even worse?

Bad mouthing other Realtors® or listings. You’re selling yourself and your skills, so don’t sell anything that shows you in a bad light. Much like marketing a property, everything you put out should be professional and inviting.

2

Lack of Consistent Branding

Yes, social media is about social engagement, but it’s also about creating brand recognition. While you don’t want it to be purely promotional, you are running a business, so create a consistent branding across all social media platforms. If you can afford a professional graphic designer to help you out with this, that’s great. But at the very least, have the same profile pic, cover image and highly visible contact information, across the board. And don’t forget to share links to your other accounts, some people prefer different social media applications.

3Not Posting Enough

It’s good to create a schedule of how many times you’ll be posting per day and to pick times when you might have the most engagement.

Don’t over do it, but three posts a day at the right time, tends to be a good goal. There are numerous tools on Facebook, for example, that

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can let you see when interactions are the highest.

Stick to your schedule and adjust accordingly.

It’s also important to not just post your listings.

Be a resource for people who follow your page.

Post community events, or other informative articles that are relevant to home ownership.

Be a page they want to follow even when they aren’t buying or selling a property. They’ll remember you when the time comes.

4

Not interacting With Your Followers

It’s called social media for a reason. The more you engage with your followers, the more they see you as a real person, and not just a marketing tool. Not only do you get to know your past clients and potential clients, on Facebook, engagement actually will make your posts seen by more people. So it’s a win/win.

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Not Sharing or Linking to Others

It might not seem like a good idea to not promote the blogs, pages or listings of other people, but it’s not only an excellent way to build goodwill, it will also increase your own presence when they reciprocate. So make a point to share posts and links for local businesses and even the blogs of your peers, if it’s a post that offers valuable insight into an expertise you don’t have. That will encourage them to share your posts and even your listings, which will increase your potential buyer pool. This is another incentive to create your own blog. Unique informative content is always of value, and more likely to be shared than promotional links.

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SUSAN McCOY | CHARLES RUTENBERG REALTY With a love for helping others and a dedication to going above and beyond expectations, Susan McCoy has achieved great success as a real estate agent in the Long Island region. She’s been in the business for 22 years, working previously as a financial analyst in New York City. When she started a family, she felt real estate would be the best fit, allowing her to have flexibility while also utilizing her business skills. Today she has a team of seven, and is looking forward to growing that team even more. The vast majority of her business is made of repeat clients and referrals, a testament to her superior service.

“They know they’re in good hands when they work with me,” Susan explains. “There’s no need to worry, from start to finish. I make sure my team and I provide five star service.” She even guarantees it: for her sellers, she guarantees their home will sell, or she will buy it. For her buyers, if they don’t like their home after 18 months of living there, she will sell it for free. Susan also has a VIP buyer’s service, which allows her to show her buyers MLS listings as well as properties that are off market. When it comes to marketing her listings, she makes sure she’s doing everything possible to help the property look its best, including professional photography, drone shots and staging. Susan also advertises her listings online and on all social media platforms.

After the transaction, clients love to leave glowing reviews about their time together. One recently said, “Sue did an outstanding job marketing and closing the sale of my parents’ home. Throughout the entire process, she was extremely professional and attended to every detail. I was particularly impressed with her hard work and the high number of perspective buyers who viewed the property. As a sales professional myself, I appreciated the excellent level of service Sue provided. I’d highly recommend her.” Another wrote, Top Agent Magazine

“Susan helped us find our new home for our growing family! She is professional and very knowledgeable in her field. She helped navigate through many homes and never lost patience with us. She is extremely responsive and makes herself available any time you need her.”

As Susan looks towards the future, she is eager to continue building her business as well as her team.

She is implementing a new way to gain more clients through reverse prospecting, and is excited about its potential. “I will be able to attract and retain new team members easily with this system.”

No matter how much she grows, she will no doubt love this industry just as much as the day she first started.

“It’s a happy time in people’s lives, and I feel honored to help them in what is likely the largest transaction of their lives.”

For more about Susan McCoy, Licensed Associate Real Estate Broker, please call 516-445-4520 or email Susan@therealmccoyteam.com 39 Copyright Top Agent Magazine

ANTONIO SARMIENTO Antonio Sarmiento earned his start in real estate a little over five years ago, following a successful turn in marketing.

At the time, he’d reached a professional crossroads, and after seeing his wife’s success as an agent, Antonio decided to follow suit. “I saw the fulfilment she was getting, the relationships she was building, and I decided to give it a try,” he remembers.

Now, he, his wife, and their third business partner have opened two offices of their own, along with a reputation for client and broker centered service that prioritizes communication and education throughout.

Serving Chicago’s north and northwest side and suburbs, Antonio, his wife and their partner now lead two offices, to the tune of eighteen agents. Under the banner of 606 Brokers, they’ve swiftly established a legacy of repeat and referral clientele that constitutes over half their business. In fact, Antonio still receives regular referrals from the first client he ever served, more than half-a-decade ago. Buyers and sellers turn to Antonio and his team time and again for their wise counsel, interactive approach, and track record of success. “Communication is essential, from the get-go,” Antonio explains. “I truly believe in educating my clients so that they can make an empowered decision. That’s a huge part of our vision as a brokerage.

We want to go beyond the transactional and advocate for our clients. To do that, we focus on treating others the way we want to be treated. We’re honest, straightforward, and we help our clients no matter what their goals are—from renting to investing and everywhere in between.” Because education is a major driver for Antonio, he goes out of his way to stay current on industry trends and developments, so that he can best serve his clients. He even underwent a lender training course so that he could benefit from a holistic understanding of the entire homebuying process, financing and all.

When listing properties, Antonio begins with a walkthrough to pinpoint areas for improvement that will maximize resale value. From there, professional 40

photography ensures listings stand apart from the pack, while strategic pricing, open houses, and boosted visibility across social media and online listing platforms guarantees high-ranking exposure. Likewise, he taps his city-wide network of fellow professional to create additional buzz, while targeted promotion in a quarter-mile radius generates local intrigue.

Beyond the office, Antonio is engaged on both a civic and charitable level. He is involved in the Logan Square Chamber of Commerce, hosts annual coat drives through his offices, and is avidly involved in the Juvenile Diabetes Research Foundation. As a diabetes and transplant survivor himself, Antonio is a big believer in early action and education. “I want to use my platform to help others, because of what I went through,” he says. “We’ve overcome a lot of adversity and need to remember to always push forward. We have each other’s backs no matter what.”

As for the future, Antonio intends to keep progress steady as his family business continues to grow. “It’s such an overwhelming feeling of satisfaction when you can help someone through a major life decision like this,” he reflects. “I feel incredibly grateful to work in a business where I can help others and form all the wonderful relationships we have.”

For more about Antonio Sarmiento email Antonio@606brokers.com, visit 606brokers.com, or call (773) 870–5101 www.

Copyright Top Agent Magazine

A Step-by-Step Guide to

Converting Internet Leads to Real Life Sales In the era of apps, instantaneous social platforms, and text messaging, it’s little surprise that the modern homebuyer begins his or her search for real estate representation online.

Even if you’ve got a top-notch website or an influential social media presence, how do you connect with web surfers who have yet to commit to the services you offer? Take a look below to learn a few key techniques to bridge the gap between digital interest and real-world sales.

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RESPONSIVENESS IS KEY Like it or not, our digital culture relishes immediacy and instant gratification. With that in mind, be sure to stay on top of online interest forms, e-mails, or newsletter signups. Don’t let an online lead go to waste by taking too long to engage and follow-up.

Things move fast, and it’s easy for potential clientele to forget which websites they’ve visited. Even if your lead isn’t ready to commit then and there, you demonstrate your

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Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION When online back-and-forth goes stale, communication drops off quickly. If you’re following up via e-mail, social media, or text, be sure to keep topics focused squarely on the potential client. Ask open-ended questions to give your lead the opportunity to loosen up and engage on a personal level. There’s no better way to cement a digital lead than to take a pointed interest in the specifics of their situation. Doing so transforms the impersonal invisibility of the internet into a true connection.

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when 42

adding value to your follow-up technique: incorporate area promotions and access to local events, make a date for coffee, or offer a brief consultation free of charge to make the first move.

DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease.

Digital leads don’t have to be difficult to capture. The internet plays a powerful role in funneling modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.

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JUDI WILSON Judi Wilson is able to serve her clients well because she knows where they’re coming from - literally. Judi grew up in Champaign County, Ohio, and she knows the joys of small town living. Judi found her dream home in a sleepy small town, and now she’s helping others find the same joy and satisfaction she has, serving Ohio’s Champaign, Madison and Clark Counties.

Judi entered the real estate business recently, but has already been an enormous success. At age 37 she decided she was done working for other people. “I decided I was tired of lining other people’s pockets,” she said. “I had wanted to get a real estate license for years, and I decided to take the leap.”

That leap paid off. In fact, when she sat down with Top Agent she was just wrapping up ten transactions that were in contract, and she had three listings active, with prices ranging from $119,900 to $244,900. After just three years in the business Judi is ready to expand, and is eyeing hiring an administrative assistant to give her more time to prospect for clients.

Mechanicsburg, which brings together local government, business and individuals to celebrate and lift up Mechanicsburg, Judi is there for her community.

When she’s not busy helping people find their dream homes or working to give back to her community, Judi loves to spend time with her friends and family.

“We entertain a lot,” she says. “We’re also very family oriented. I love to travel, and every year my mom and I take a vacation together, and my husband and I go down to St. Augustine, Florida a couple of times a year. We love it down there!”

Judi continues to grow her business, and as she does so she is offering a helping hand to others. “I own a community office for HER REALTORS®, and part of my job is mentoring new agents,” she says. “I help them get their business going. I have one I’m mentoring right now, and two others who, as soon as they pass their tests I’ll start mentoring them and pass on everything I’ve learned.”

They’re in great hands, as Judi Wilson has proven she has the skills and the drive that make her a top agent.

But she won’t have to do too much prospecting - about 40% of her business comes from referrals, which speaks to the excellent customer service experience she gives her clients, who are happy to recommend her to friends and family. When it comes to new clients, Judi looks to the internet. “I do marketing on Facebook,” she says. “And on Instagram. I focus a lot on social media, because that’s where everybody is at!”

Being successful where she grew up drives Judi to give back to the community that helped form her. Whether it’s being on a team that organizes a car show to benefit first responders, bringing Santa to her office to anchor a food drive or her involvement in Our Towne Top Agent Magazine

To find out more about Judi Wilson visit judiwilson.herrealtors.com, call 937-869-3213 or email her at Judi.wilson@herrealtors.com https://

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