NATIONWIDE & INTERNATIONAL 1-25-21

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS SARAH AYALA JOSEPH (JOE) BARKA BILL BRANNEN SHANNON BRIMACOMBE RUTH BRUNO GEORGE CARLOZZI JOSHUA CHAVEZ ANNE CLANCY NEAL COLLINS HANK CORREA JR. CLAUDIA DA SILVA PATTI DEPHILLIPS MARYANN ERNST JOE FALLEA LACEY FERDERER BRETT FRIESEN LAURIE GLASS & DANA COOPER TYLER GOLDSMITH SUSAN GORMADY STEPHANIE HINER RONDA HOPPER HUAZHI HU JENNIFER IRVIN LINDSAY KRONK LINDSAY KYLE MARK & GINA LEEPER TARA McGUIRE & HAPPY FULK KADEE McGWIER DUSTIN MULLINS

FEATURED AGENTS DIANA NELSONPETERSON JENNIFER PORTNOY DONNA SABITONI ANDREA SCOTT BLAKE SHAWN STEPHANIE SIMMONS SEAN STEIMER JODY STEINBERG SARAH STEMPER MELISSA TUCCI KATIE WESTRIN RYAN WOJAN JAMES F. WOOD PAUL ZYLA & NANCY WILLIAMS

COVER STORY

JOE FALLEA

NATIONWIDE & INTERNATIONAL EDITION

Janine Atamian, Esq. is proud to congratulate

DONNA SABITONI 6

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BRETT FRIESEN JOE FALLEA

DONNA SABITONI

on being featured for the State of Rhode Island in Top Agent 37 Magazine!

BRETT FRIESEN

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CLAUDIA DA SILVA

BILL BRANNEN JENNIFER IRVIN

HUAZHI HU

STEPHANIE HINER MARK & GINA LEEPER KADEE McGWIER

MARYANN ERNST MARK & RUTHGINA BRUNO LEEPER

www.

165 Silver Lake Avenue, Providence, RI 02909

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Janine Atamian, Esq. Premier Title & Escrow Company, Inc.

RONDA 866-943-8566 | jatamian@ptecompany.com HOPPER ptecompany.com HOPPER RONDA

CLAUDIA DA SILVA

BILL BRANNEN

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JENNIFER IRVIN HUAZHI HU

LINDSA

Stephanie Hiner began her real estate career coming from a background in lending. “I always wanted to get into real estate,” she recalls, “so when I was pregnant with my daughter, I decided to pursue my dreams 78 of getting my license.”

After being licensed for a few years and doing real estate part-time, Stephanie jumped into it full-time at the beginning of this year and hasn’t looked back. Her clients value her exceptional work ethic, personal attention and passion for helping them achieve their real estate goals.

Born and raised in the area, Stephanie serves northern Virginia and the surrounding region.

She works within a one-hour radius from RUTH BRUNO MARYANN ERNST STEPHANIE HINER ANDREA SCOTT LINDSAY KRONK Fredericksburg, including King George, Culpeper, Orange, and Richmond. Repeat and referral clients already make up a significant portion of her business, and it’s easy to see After a successful career in Clinical Outside of Brimacombe says ittowas a health become friends anyway, it’s nice to with With a people-loving personalityJoeand a began his real estateShannon looking purchase a home.

Barka careeranyone on the market.They That plus my extensive why people keep so coming backjust to work Engineering, and a long period of entreabout local 83 87 club buddy, broker/owner Jerry Reece, who touch base and catch up.”

84 80 Stephanie.

“I work 7 days a week and I do this 88 8 found years ago, but his familiarity withmade us feel so loved and network of agents and in the city assion for real estate, Sarah Ayala appreciated as brokers George Carlozzi took all Hetocurrently full-time, so I am fully available clients,” she come workpreneurial for him. Hework, kept industry goes back muchsuggested furtherclients. gives me and my clients a leg up.” er dream career as an agent the serving Thank you both so much for being she explains. Shannon “I am also in passionate for what I saying, “‘You’d be a great real estate agent.

What differentiates a highly of his experience and decided to put it into committee Top Agent Maryann Ernst has developed a much-earned than that. “My family is in real estate, do, and my dedication to clients and working e Riverside County area of Southern soherawesome.

The most genuine, kind heartRegency.

“I decided to work withinterRegency because Ruth Bruno officially began real estate career You’re going to work for me someday,’” she competitive industry is their keen lovepublic of the Real Estate.

Having always best interests shows. To mepolic it’s so I grew up around it,” Joe says. “I’ve When it comes tobeen marketing his list-in their for reputation as a trusted real estate advocate her really recalls.

Turns out, he was right.

Shannon profession, a sense of integrity, deepand knowl2 years ago, but her background in the business I wanted a collaborative, family-like atmosphere alifornia. She got her start about five ed agents, that are truly looking to find your not just a job, it’s a passion a love that I ested in architecture and home design, understand been in the thick of it since way back.” ings, Joe emphasizes the important After living in Chicago for two years and working a went that. ahead“I’ve andmany got her loved license 23 years edgeMateo of the Kansas Cityother marketplace, and of people helping people,” she says.San “Having the always have forCounty. helping people.” real buyers and sellers ears ago, while she was in her last year goes back further than forever homeitgrateful and make needs proved tosure be all theyour perfect choice.inHis estate,

SARAH AYALA LINDSAY KYLE

GEORGE CARLOZZI

JOSEPH (JOE) BARKA SHANNON BRIMACOMBE

Throughout his clients and my effective use of account a logistics firm, Lindsay Kron ago, and she’s uncompromising commitment to quality. my presentation background, and workan ethic hasmanager at real years estate,”helping Ruth says, “and I’venever beenlooked doingback. it team,role

college. “I was studying for a degree met and you’re comfortable during the vast ofme knowledge and lives.

Takin buy andinsell since homesbefore in Boston, technology play in ensuring that time end, to Stephanie makes sure to stay in knew that it2was make change.

“I was alway She ensures the highest levelaof discretion, I even Joe got has myare license, buying andamount helped succeed and doexpertise, as well asmaximum I have inTo contact with all herand clients. occasional himself apart intimate exposure.

“Now more than ever we’re paired his negotiation skills, the interested in real estate, my“IThrough dad a real genere uman resources management, butsetwasn’t whole process.

We couldn’t be happier now with partner Stacey no matter thethe transaction size. justorwas love yearssharp having a license.” sellingthrough homes his withShannon my family.

Iworks come from a with Top Agent Maryann Ernst –short of Compass inof Burlingame, Grandmother were both pop-bys, in industry,” recalls clientgrowing appreciation events, as explain well as SARAH AYALA SHANNON KYLE JOSEPH (JOE) BARKA knowledge the large city’sfamily, different neighrelying on technology,” he “I says.

“I have GEORGE CARLOZZI contractor when I was up,”“Whether Lindsay Cohen for ReeceNichols Real Estate making people happy,” sheschool, says. have paved the way for smooth transacbeing consi and aboutwith half of usdecision are California – isin a real consummate professional with well Maryann. was planning on attending law xcited about it,” sheLINDSAY says. “My mom had ofvery our to work with the Ayalas.” texting and calling, Stephanie is always sure to over a decade of real estate industry experience under and my Mother suggested I come work for her and BRIMACOMBE “So I asked myself, ‘what can I do to put all my skill borhoods, asestate.” well After as hisspending invaluable a great professional photographer I work based15in years Leawood, Kansas, specializing in it’s first-time home-buyers, investors, or Ruth’s caring attitude toward her clients sets her working in the tions and happy clients. George currently the she commun reach out and check on the people works er real estate license for years, and was her belt. hardworking and empathetic to tours split commissions so I could pay for my education. interests and marketing degree to work?’”

Soo Johnson fastHonest, moving real estate down-sizers, it’s a how powerful transition in network of connections in thedoing local realCounty’s with, and I Hathaway do with corporate world market research, marketapart.

“I really love3D meeting newMatterport. people and withmy to see they’re doing. works at Berkshire Home her clients’ needs, Maryann has a much- I did that for a few months before school was to beways telling me I’d be good at estate it.” So, Sarah’s other passion isis developed her community, market.

With anFortune impressive sales volume of $56 M this theirimportant lives and Itoget to be a part of that.” after, Lindsay got he ing, is and development for world. Joe theproduct consummate agent who loves Real estate very visual, and it’s catch earned reputation as a trusted-realMetro estate advocate for gin, and I ended up liking it so much I only attended Realty/Milwaukee, Inherlicense hislistings, time When it comes to marketing real estate an year, Shannon reports thatServices her business issellers 75% and arah took her advice and hasn’ttolooked andgoals. she’s always looking for inrepeat ways to stay 500 companies, Ruth decided ither was time help his clients achieve their real estate people’s attention that Joe many grateful buyers and San way.”

Mateo lawuses schoolsocial for one media, week before I decided to withdraw Stephanie makes full to usethe ofcommuallcising, the offers available and helps buyers and sellers throughout read referral clientele.

“I believe people keep coming back Shannon strongly believes in giving back received job from County.

Having built her business on a basis of integand commit myself to real estate full time.”

A year a change. involved.

Real estate “I wasinterned the naturalfor especially ack since. She loves the close relationships shefordevelthe mayor of Riverside for Facebook and Instagram, to disseminate rity deep industry knowledge, there are few better nity later that’s she officially obtained herher. license and she hasn’t Wisconsin. spending quality time andshe referring us and because ofRealty excellent customer service,” been so good to “All three offour my kids went agents she wit shad fit.

“I really love it,” says.

“I’ve In 2018, Top Agent Kyle created Lindsay KyleSoutheastern with Joe works with clients throughout Boston, his listings toon theseven public. ps with her buyers/sellers, and is excited toLindsay see growth about adowntown year, and atbeen one point I was different Copyright Top Agent Magazine Realtors currently working inas her market. looked backhere, since.so I am very involved in donating she exclaims.

“We treat every client ifthriving they were our to school to the to owed.

“I decided joi is looking to continue gro fortunate to have helped 7 first-time homewith a focus on the Seaport area, South Boston, the Luxury Real such Estate, serving Edmond, Oklahoma and itsisenvirons. ear after year. “We’ve developed a great network boards for thehome area,” she says.

Currently main focus only client.

Each transaction handledjourney withher the highest district,” she says.

For example, heranteam moneamakes husband and wife team buyers and 7 sellers list their so far Developing long-lasting relationships is a key compoifying his reputation.

“I’m Between then and now, Maryann has built impresMaryann began her lucrative in real estate Phone 310-734-1440 | Fax 310-734-1440 Waterfront, and the Fort Point neighborhood.

Close detail.”

Giving back is important to tary Joe, donations and he and hisschools and sponsors and attention to their like as events their assistant an r referrals since we’ve started, which is thethis largest is the Riverside Partnership.

When she’s atNeighborhood the ageto of twenty-three.

Mother toby the exceptional customer year, and it’s sorespect exciting.” nent George’s success, andsive hebusiness does due so always what service I can bring to the tabl to 80% of Joe’s business from repeat and Lindsay wifeoflike to“My donate toand St. my Jude Children’s Research Lindsay Kyle began her professional career as a comes It’s not surprising that receives stellar the Fall Festival.”

When not working, Shannon enjoys learned by doing ver ompliment we could ever askoilfor.

It’s been so wonnot busy improving the neighborhood or working, she’s remembering that each transaction has a person behind of, or what I can do better Landman in the and gas industry.

“As the busireviews for her esteemed work ethic.

Clients Tommy referral clients, an impressive feat that speaks to that the Hospital, as well as reviews to a local dog rescue Big mag@topagentmagazine.com | www.topagentmagazine.com It’s not surprising receives stellar watching hercalled kids participate in sporting activities. quickly,” she explain As the an idea agent with Regency Real EstateShannon Copyright erful helping theness friends family ofand ourhusband clients.” hanging out with family and friends or reading. slowed,and I discussed with my andfor Nikki Larson recently wrote: “Lindsay was sothey it.Fluffy “One of Laird the most important clientshe truly Top Agent my Magazine clients.”

Ch trust confidence he of inspires.

“Iher pride myself on ethic.

Dogs where got their attributes own dog. When esteemed work Clients and Rachel After aAnd year as of a soakin

in aMission Viejo, Ruthabove serves going into real estate,” the she relationships recalls. “ItBrokers seemed like patient and went andseem beyond toappreciate help usJoe find make and sustain,” he says.

“When is notto working, loves his twohope daughBoulden recently wrote: “We had a great experience It’swith Shannon’s that that one of her children will eventuaboutplaying me is that I haven’t lost continue by a cod upto asabide much informatio the Iher Orange County, logical transition for me.” After obtaining license our California first home. area.

She isRuth always willing to meet you at with Shannon Brimacombe for both buying selling ally move into her business,I perhaps take over in the I meetto someone new, I try to go beyond real estate ters, ages 4 and 1.

He is also school andselfless experience as sh personal touch.

Iand don’t lookan atartthem asgraduate numbers. workto and service t ’s clear that Sarah’s commitment providing Looking ahead, Sarah’s goal is to continue fine tuning be happier withdeal thewith team in 2013, Lindsay kept her landman jobcouldn’t while getting all hours, youratcrazy texts and questions, our homes.

Sheclients was extremely knowledgeable thethatfuture.

For now, she plans to continue along her successful get later, toout know them learn my and likes to paint. want my clients toabout know I personally care about ness according to Christia uperior service her is business what helps herand stand inmoved this better. business.

“I do want get my broker’s license and up to speed.

A year she into herIand sentwhat multiple homes thatto met our criteria.

I have localtomarkets andcity, had great connections to help make path of helping her clients achieve their real estate goals. are interested in and what they like do in the estate full time. that andWeI’m always what’s in their agents who are just starting dustry. “It’s the real personal touch sets us apart,” she expand to a team one day,them, but before IJoe do that I thinking want to about possible. recommend and that helps me to do a better the jobprocess findingasthesmooth right asbest In the future,will plans to continue growing busiCopyright Top Agent interest.

Connecting with people onhisaMagazine personal you focus on working har her to anyone who needs to find an A+ realtor and will ys. “People really respect the fact that I’m casual and make sure our processes are good.”

No matter where property them.” ness year over year and connecting with his client In 2018, Lindsay created Lindsayfor Kyle Realty 2 level to gaining theirevery trust and confidence, Top whichAgent thatMagazine with honesty and in definitely use her theno future. “leads e can bond throughout the process.” her this path leads, shein is doubt going to enjoy with Luxury Real Estate,Clients serving trust Edmond,

base, and his eventual goal is to start a team of his

for a successful transaction. At the end of the and itsout environs.

She is the exclusive Joe’s in-depth knowledge currentof developments own.

Joe wants to continue offering his nd know that sheOklahoma is looking for them.

“They feel of minute it. “I reallyinjustallows loveAbove what Iall, do.”

Shannon and Stacey have earned a spot in Kansas City listing agent for the Twin Village com-market is another major advantheBridges local real estate

day behind a person, and that clients the every same deal great ispersonal service theyperson love. has

naturally be profitable.”

PATTI DePHILLIPS

NEAL COLLINS JOSHUA CHAVEZ LAURIE GLASS & DANA COOPER

After leaving behind an international explore all the positives of these properPeople-loving, driven and self-motivated, care in real Laurie Glass and Danaensures Cooper follow-up of Cooper through emails, phone host fun client appreciation parties 99 and 100 career in the Conservation field, Neal ties, such as reduced energy bills and how 91 95 96 Patti DePhillips has flourished as an agent prid 92 cided to or reaches out through social media.

Glass Homes and Maxcalls, Broock Realtors, community events likethe Pumpkin Giveaways Collins decided to get into the world of space enhances our well being,” he in the Bergen County, New Jersey marelse t looked are Michigan’s real estate dream team,where he felt he could make and blanket the city with Fourth of July flagsas the driving force real estate says.

Having passion ket.

She got her start after working for a mantha, Within the community, Josh and Samantha Top Agent Hank Correa Anne Clancy had start you.” be happy incredibly rewarding.” covering everywhere from theaWoodward say “thank considerable positive change.and He aisverytoearly behindin—is has been incredibly moti- Anne ensur perience local charities organizations large Wall Street firm as his a work recruiter for Better Wh Homes andundivide Garden corridor, to the Lakes, tosupport the Thumb.

They and in real estate.

She began at just the that throughout the process clients get the co-founder of Latitude, a real estate vating as well as rewarding for Neal.

His her Valencia recently sponsored a golf team in support investment banking and infrastructure. invo also dominate the market in firm Huntington Laurie and Dana were some of the first agents Correa Realty in Hilo, brokered byage eXp Realty, which dedication from them feeling personally attention.

“I trycomes to make feel like they’re myHaw on with all of the Children’s Cancer Fundof of20 NMworking and is in apartment The parallels between her current and chil Woods where they both live centered and where in the industry to create short, personal on the ideas of sustainability, and professionally aligned by knowing a hardworking, dedicated rentals with the knowledge that client as far as being there for them whenever the sion for plans to help in any way he can in the future. pasttours career immediately apparent tion they conduct about forty percent of and realnever video of became their listings which they health, community.

His passion for that his business isshare aligned with hishas deeper c who decades of exp bought Josh and Samantha forget what is truly PATTI DEPHILLIPS she wanted to firm’s eventuallyNEAL get COLLINS into need me,” she says.people HANK CORREA JR. LAURIE JOSHUA CHAVEZ “Huntington LACEY ANNE CLANCY once shelarge started. worked with chu creating a better world, andGLASS histhe “I know we are really making a PETERSO estate FERDERER transactions. with their social“Ivalues. media following.

The DIANA NELSONexperiimportant to Woods them and will always put helping his many buyersCha an & DANA COOPER real estate full-time.

After she got very closely, and was involved in importunconventional emphasis on the ecologchange with the work that we do.

We help is ranked in the top ten towns in the U.S. videos can receive as many as 1,700 views DUSTIN MULLINS ections.

Lord and their family first. Their two-year-old Happy Fulk and McGuire started When listing a home, Tara and Happy rely Lacey does a Tara steady business of multi- their estate achieve their real estate her license she transitioned intoSocial When she’s notIt working, likes tothat get her adrenalin ical impact of real estate, continue people and planet and through Patti explains. turns out,Anne time and is a small, close ple knit community,” inant an decisions,” hour.

Media followers say thrive they e everyson and soon to beHappy born daughter are Josh to For thirty years, Diana Nelson-Peterson fore homes each month. me the professional photography, videography, When Susan Gormady and her husband real estate business, Tara Homes, on their years of television marketing to When Dustin Mullins broke both year, hoping it would sell.

That’ Offering a full spectrum began his professional career in to come across with integrity, and I want them to impress and inspire the numerous clients get a chance to work with amazing people. helping clients buy and sell homes. going with various daredevil activities.

“I’m a bit of helping people decide on the perfect career is similar and hang out wa Laurie Glass says.

“I’ve lived here the look forward to new videos and love seeing 111 112 and Samantha’s whole world and true loves.

In their free owned Kazoo & Company Toys, one of arri 108 argent 104 107 103 drone footage, Susan is oncustomized track to how made choice to sell their house of his anklestoinlead aand brutal skiing acci- We I health operate.

Atheir lot ofsellers. times my less than 5 years ago—but in that short tailor plans for he and his growing team throughout help people increase their and ustry. Though he wasofthe successful know that it’s my mission them to a better estate services – from resale to new construction, majority my life and Dana has been the inside of area homes.

Laurie and Dana to helping them find the ideal house.

In both fields, Anne currently works at RE/MAX and serves the Twin adrenaline junkie,” she says.

She enjoys four-wheelin time they enjoy spendinginvolvement time outdoors, camping, the largest children’s toy stores in the my is going important years ® dent, he decided to use 55 the transactions tragedy as lower are under contract before I ,tremendous close thisThey year, for total the time help Community of a have REALTOR North America serve. wellbeing, their carbon footprint, and become he didn’t feel itwithout wasalmost challenging place financially. they made waves also take aings hands-on approach when long tenure inathe industry, coupled withshe’s his comm nuous growth of his and relaxing with family and their dog. nation.

Having an accomplished mys here for thirty years.

We have aarea great network focus on socialPatti media and run print andand online ads.

“We abides by thebuilt motto of always wanting what Looking ahead, toCities Lacey, and she served on the of local wanted Metro and Western Wisconsin. boating, horseback riding.

And when in th an opportunity to start a new chapter put them on MLS. When clients Susan had no idea that it would eventuof $43,000,000 in sales volume.

But for financially resilient.

It doesn’t hurt that we work with .ent “I’m a creative person, and I of Josh’swonderful clients friends, inclients theschool Nashville, estate helping their sellers getwith a to home ready for career navigating contracts with major she forTN threereal Lacey isin put elated andboard neighbors!”

Asyears. a result ofmarket. the listing out there everywhere and manyhas people see to providing top-of-the-line customer service, ha is best for her clients.

This helped hertoachieve grow.

She want mood to relax, she prefers travel tropical destin his After working in theincredible car me, things start mov Neal’s vision for hisPursuing business never about million some properties as well.” working my self.lead I needed tocareer “To be successful inlife. this business, I’ve realized ally herhelping in the real estate her, it’s the client relationship that matters eeastreats his the buyers/ “Ito love Josh says. awas job in corporations like AAFES and Amazon, my alsopeople atheir member the Renaissance Zone an authentic confidence the community hasout,” in of them, an impressive it—often more than once,” Laurie says.

The demand they Through work with both sellers and listing.

“It’s not unusual to see us shopping great success in real estate, with a growing number of fulfill their real him a household name in his market and a clear ch business for many years, he“Ibecame he hopes says. to continue growin Having been thetop real estate business for 20 years, tions.

Going Anne dollar deals, instead he wanted create a work space ”aisal.”

Realthem. estate seemed to was agents generally have fourthe things.

They are business. really enjoyed the most. love the people Iforward get tomarket. work atheis says. best for realHaving estate a perfect career move for both himself and she and set her eyes on theoften housing tion Committee for thein city of Milnor, and to ninety percent of their business comes from repeat and create before the listing hits the market results in aaaccurately repeats referrals. giving great ser buyers in residential real estate, they have for light fixtures orserving staging pieces that disabled anddreams had toreferral be off work for anyone looking for Realtor in theher Hilo area. that would educate agents on regenerative real estate In order to ensure that his company reflects for him.

“I had already been fliphungry and envision big ahead; they are Anne has developed a solid base of repeat and her real estate business and clients whi selling process, and learning a lot along with, and I love their stories.

It’s an honor estate, personSamantha.

“Buying a house is a big deal,” he explains. she sponsors local events including r own both referral Inspired, Diana sold Kazoo and Company clients. found a shared quick sale at a very competitive price.

The pair closes an nine months due to his injuries.

He With his outgoing personality that I did the be andclient allow them tolet help their andlasting improve Neal’s vision, every agent that comes ondetailed board passion for homes, will add that extraoftouch andofcare reallyand make that in aspect ofJosh his humble; they arethe emotionally intelligent in their school sports and an annual golf ecame t enjoyed as an agent hisway, appreciates that him betouracommunity part of long Toys and went real where she Bec the shelife,” decided toeach get licensed inhas and arelaprivilege tointo beare involved inhalf such business.

“I’m interested in building keeping the same amount atte average ofthe $40 million aLatitude year.

They inestate, the top ofgood used his disability time for a greater love of working with people, it’ “They trust me,” she says.

“I give them advice DIANA NELSONDUSTIN MULLINS their environment.

“Our focus is not just bottom is Living Future Accredited.

This accreditaTARA M c GUIRE & s, as awith banker, I saw howAmerican well ability to thoroughly connect with all demographics and LACEY FERDERER “When IAside was eighteen years old my sadly community and for the clients they serve.my aalways property shine,” says Tara.

“We love TYLER SUSAN GORMADY nament to benefit school.

When she Home shine, his wife the dreamGOLDSMITH ofher home ownership.

He could apply her negotiation skills and has 2013.

After quickly finding footing along huge event in their lives. from tionships, and Ithe keep in touch with clients after tion she’s provided them with.

Andfather someon Dana, whose background consisted of years of successful the and top one percent of Realtors infor the country and have purpose, and started taking real hard estate difficult for Dustin toas turn clients JENNIFER PORTNOY STEPHANIE SIMMONS PETERSON line.

We have strong ethical values of truly wanting tion is one of the most rigorous green certifications, HAPPY FULK and I work them.

I do whatever it takes, SEAN STEIMER okers were doing, so I decided to personality types; lastly, they understand not working orthe giving back, nr honcoordinator. Josh enjoys guiding people through process andLacey making the entrepreneurial spirit to serve those inextra Den and Iyour had to move toinvolved the Pacific Northwest,” putting in that time and effort for hous our in the industry, sheisthe launched the getting married, or Real having first baby, classes.

He many knew right away that real friends.

“I’m ain huge people perso end of a Susan transaction.

They know I’m always there who’s always been heavily flipping sales, retail management and pharmaceutical sales received accolades such as Trend Top Agents tostressful. counsel andthe guide our clients through process, and itmeans symbolizes thelooked agent’s in-depth knowledge on whether that giving them strategic advice or his se.”

Tyler licensed in 2014. the housing market on the macro micro enjoys traveling and spending time with her family. service shewas provides y estate give each other the “Every entire experience less In future, Josh plans toboth this herand community.

“IHank, haven’t back,” age when asked how he got start in the rea With an average of $20 million in sales clients.” home is different.

Every client to connect with people at all levels of Gormany Group, powered by Classified buying a home is usually a rare event in private marketing team who does my estate was the right choice and as soon a relationship builder.

I’veto never decided to take a leap for and them.” follow anWith early passion and “Favorite Realtors” onto Nextdoor.

Sean individualizes the process when marSean Steimer is makes awould third generation Realtor, and help them make theshe right choices.

The question sustainable and regenerative design.

Neal is is reguAnne an effort to educate her clients and investing in properties, she looking kee economic level.” estate goals.

“Every agent works differently.

What I’m Outs helping them clean out the closet.”

Working at Terrie a love of helping others To best se learned the skills and leadproperty on social media, Blake is able omplish their goals. keep working in the business and also like to add Diana says.

“Real estate has proven to be rate is different,” sayssocial Stephanie Simmons, life.

It doesn’t matter if they’re making Marina media,” Jennifer explains.

She also business.

“I had an uncle there who was in rea as he got his license he joined Century 21 Prestige. stranger in my life.

It’s that personal relatio Realty, and together with her team she somebody’s lifetime.

So I find it very during each of the past 2 years, they keting listings, because no two properties andIplans aRealtor third Arizonian.

Theinformed 120 had for real estate, becoming a“We’re ingeneration 2012.

Laurie constantly ask our team, and Josh myself, is,interest ‘How do larly sought out ashis a speaker on sustainability in the124 123 119 115 116 Innew the future, Lacey to grow the territory her throughout the process so they’re well every expanding her investment portfolio. ependent agent since 2017, Tyler d-set when it comes team members. growing and learning,” a perfect compliment to my skill set.” key ary to run an excellent team drive conversation and in both the O’Connor Realtors, her top priority is providing a top agent in her first year as an indenothing and trying to save to buy their very good at is being my clients’ best adheav and a passion for real estate, loves gettin mom’s keeps inwe touch personally with clients.

“Iestate He is give currently the leader of the Dustin Mullins you build withand athe client that makes them com are alike. to combine grassroots Steimer family began selling real inbeing serves the areas North of Boston, with humbling be a environment, part of that.” and Ihome. spent about eight months with him, which go from real estate agents, to Change built is “Ithelike host of The Regenerative was the successful CFO of aas company, but wasn’t fully To back to the community that has given them so have consistently been ranked inrange the top 10 agents for Outside their careers, Happy Tara are tremen® business covers, so she help anbeing even wider st corner ofof North Goldsmith Realty Group with Better To stay in touch with past clients, Tyler phone nd work ethic.

Their says, and as keep long hecan keeps working in real estate, his know that I the want . a“You can’t ever pendent REALTOR first home orSarah buying their fifth lstthe manager the Kevin Blain property and the community as afrequent whole.

In Chattanooga. step oflist the way.

She also stays on top ofmakes real estate superior service and listening to their needs.

While year of people who’ve been lookvocate,” says Stemper, a top broker team and serves clients throughout able and lets them know they’re dealing with Jody Steinberg has flourished community method from my dad’s era, like door knockthe Phoenix, AZ metro area in the mid-70’s.

Agents?’

There are a lot of mission-driven people Real Estate Podcast, and is a regular contributor on a focus on Reading, North Reading, satisfied.

She had a degree in Art and Architecture and felt much, Laurie and Dana are involved in the Women’s became intrigued this business.

I ended upf of clients.

“Ikeep like helping people,” Lacey says.

“Imarket-wide nd small-town area their brokerage, Parks Realty.

On aClient level, dously inathelps their community.

They strong ens Real Estate.

Based in Charlotte, North calls.

He also utilizes Giant,closed a They personal concierge client receives extra clients will growing and learning from him as well. look atteam it as selling a house.

Real estate all get the same level of service Today, Diana isactive a ILead Keller Williams, she are ofboth the transaction eam—which had over 60 2019, the Team $18 million she does have a team her makeby thewhere process trends that she can best serve them. clients ing, and Iso call them when anything comes ® Shawn professional.

My clients develop a high lev ingthat &Members. person-to-person networking, and DeKalb “It was my grandfather and grandmother inworking out there, but they often fall short because they don’t Medium’s Regenerative Real Estate publication. out of Sheboygan, Wisconsin. comm in the Atlanta, as a REALTOR Wakefield, Woburn and the surrounding towns.

Outside of work Susan belongs to the Women’s she hadn’t found her true calling.

Right before her father League where they have both been Board They don’t think a lot of people realize how complicated g relationships with isfrom about people.

Every person whofor real fromtome.” a 70-mile radius histhe central locale. service estate agents.

“I’ll make sure send out little dves it. When marketing back to Hawaii, and I will got my real estate license services clients throughout Denver and the and surrounding were named Diamond Award winners by conscious Greater supporters of buyers Second Harvest Food Bank and theAs was the number one team inthey in transactions. ention, up.

All buyers have their own particular easier behind the scenes, and sellers only With his family running the #1 pizza place in trust in me often turn into my family,” he using state-of-the-art technology,” he says. the beginning, then my dad and uncle got into have the right business model.

We are hyper real estate isher, until you actually get into it, with all first y’sanclients become ismonths buying their home isGeorgia doing League of Reading and helps raise money for the passed away told “Life is short.

Find what youShe sitspecial onbecame the committee forteach, the Home Tour, a fundraiser for as both an Outside “I’m here inform, and help my most region. anddeeply volume intool,” eight isor atselling $9 million. gifts on birthdays and other occasions.

Ito also like tohis areas.

There, shereal has been rapidly growing ofsuppor her ca was just shy of nineteen.” dtshis theawesome number one team inhethe service things they’re looking for, so what Isales keep track Nashville Realtors for their volume in 2019 and Nashville Rescue Mission.

Elsewhere, they are “Our print and online media are from a twothe business in the 80s, and now my sister Chattanooga, Dustin started out estate work closely with Patti.

“When they call me, they about our brand and we stand for, and we focus When Neal’s not busy working, he’s busy running In order to stay in touch with clients, Anne uses social it for a different reason.

They’re all in a Stephanie loves getting involved in her paperwork that’s involved and thegifts negotiation. ferral business, an love“Kevin to do the and it.” So in 2011, Laurie decided to make underserved women and children in the area.

They are work Nicknamed “The Cheerleader” by her clients, Jimmy Fund.

She also loves fitness, cooking, and He and Samantha agent and an best investor by centering her around business, nity. affordable OnDustin topshelt of is ha hand deliver around the holidays,” he says. clients make their decisions.

Our interested inSusan’s the industry gis. them and keep updated.” ller Williams. wasdo an Blake’s favorite part ofwhile the job is getting tohas time Emmy Award-winning videographer and and Ithem are in the business, too,” he said.

“As journey with a “We’ve great built-in network of people, but Because of family’s arehelps on pace to achieve that status again for 2020. involved in their churches and their children’s schools. will get me.

That’s just how Iauction choose toquality dohis my busion educating andnavigate developing our agents so that they after hisbeen 4-year-old and spending time with his different season of their lives.” community.

She aatmember of I like being able to walk my clients through it all, s online the in level of trust media and also communicates through texts and phone e, listing plata change and become a real estate agent.

“I’m so glad I major donors to the Men’s Club fundraising and customer service. for the Limb Prese liever hard work and commitment.

“I spend positive energy buyers and sellers the entertaining family and friends her house.

Going an award-winning photographer, because youcan cangoimagine, around motto at our brokerage is Service Over helps that never stops from going out He and marketing deeply involved withwe hisbusiness community ntor,” Blake said. “Hestep taught know his clients.

“Ithelove tohim nurture warm managing rental properties.

“I Jody’s inte Since then,outdoor Hank has built aworking thriving on her local Lions Club for the past three out and conversations be change-agents who can positively family. also enjoys adventures, ness.”

Whether Patti is getting arally client topgiving dollar for by step, and answering any questions they might sold multi-million dollar luxury listings and we’ve also When not serving clients or back, Tara enjoys hile also JENNIFER connecting sponsor of theFoo Ju ybout morning making cold calls, anywhere from In addition to posting onare theare MLS, Tyler markets his listings did, we love what we do!

It’s incredibly rewarding torelationship help members of the local Berkley Chamber of Commerce, SEAN STEIMER regardless ofdinner the circumstances.

“The truth forward her goal is to continue helping her agents calls.

“I really enjoy the aspect of this job.

SARAH STEMPER JODY STEINBERG Community involvement is very importBLAKE SHAWN STEPHANIE SIMMONS know that quality makes a difference.

One of table were mostly about things like PORTNOY himself.

“Networking is absolutely crucial in this family is one of the largest Chattanooga the ups andtransaction downs of this leads.

We able to show our character Stephanie works out of the great state ofenamored years.

Throughout that time, she has transform their communities.

It’s about combing your in the yard, and reading.

Looking towards the future Sales.

We will always put the client first. tion have along the way.

I love the feeling of getting them was by real estate and advocacy, foundation of honesty, integrity and a fierce wor their property, or finding them the best home for their best for“A the sold homes to first time home buyers,” Happy says. spending time outdoors with her husband David, chilAs a former business owner, Diana offers her clients she’s not assistin rsula, day,”abuyer he says. big reason for my success on social media as well as agent to agent.

“Better Homes & people every day.

We are blessed to have the best clients.” through which Laurie and Dana recently hosted a social ant Jennifer.

She her help when the to matter is, people don’t always move for happy succeed and her clients accomplish theirLatitude real estate our YouTube videos, for the example, received square footage and home appraisals.”

After There aren’t a lot of businesses that get quite this business.

I’m always handing out on my business club sponsors.

He is also a huge advocate fo and services theto greater Worth served as anhe executive vice president through social media videos, and ake ableback toof officially join values with aoffers powerful financial model,” heposts, says. plans growing to be global leader the closing so they canFort sign and be other on about their way, nts was coming is Texas And the more you put your client first, the enjoy price range, she consistently exceeds expectations.

Currently, the lion’s share of Hank’s business i it,cards homes, mortShe empha ansupport efficient approach towould listing their homes.

After avid golfer, PAUL ZYLA & NANCY WILLIAMS bility in getting comfortable with the word Gardens has aofproprietary system that blasts out my listings media campaign to local businesses hurt by the “But we treat each and every client the same and give dren Maeve and Callum and her dog Sunny; meanwhile, Marina it’s needed, including recently over 30,000 views; that’s how amazing they growing upeverything surrounded by allhelping aspects of real reasons.

It may be prompted due to a loss a family dreams.

“Now that I have my group I like to and Johnson County area.

Though her and headed up several fundraisers. to people from all walks of life.

In fact, in LGBT community, and very active atcan hisb personal.

This is such a large purchase and you get to mily when he married Kevin’s fun photos with clients, so new clients who on sustainability in real estate.

With each new agent n,” Lacey explains. hassle-free.” preparing them with professional staging, photography relaxing with her upon referrals, returning clients and positive w more business will come to you.” doin objection for that matter.

Articulating to thousands of clients.

It’s incredible,” he notes. are.”

In addition, Sean sends out email packtoother Venice and Santa to organize a committee with some other neighbors to estate, Sean said that getting his license was gages and the people,” she says.

It of keeping Dana and Laurie’s broker raves that the secret to their pandemic. independent business is only a year old, The Lions Club provides eyeglasses Agent Katie Westrin – of William would be expert negotiation skills and a Ryan Wojan began his real estate career at do.

It’s a simple way to stay in touch with my spare time I often go to explore new restauchurch.

Outside of work and community inv the best that we have to give.”

Happy enjoys traveling with Bo and member, or aeveryone divorce.

But I always approach befocuses aget great mentor, as as an amazing resource for her When itof comes to marketing storyitwell means they are able to scale impact andhusband community come toeach ussoNeal already have an idea of what a.

After Blain passed ssible for the buyer Paul Zyla was a professional auctionWhat doestheir Paul lik spend aestate lot time together, you toon know each esitate totoKevin spread the and videography, she supplies them with targeted listAfter working together, clients glowing reviews a format that leads people toHainsworth success ages and fliers, and also posts tospend social media areal natural choice. coordinate security when crime was rising in the area. ful area live in,” Stephanie has been inisn’t for the for children in need.

This isme especially mouth.

“I leave think it’s because I’m very well known success is that care deeply about their clients.

Laurie 135 128 rants and Ito take 10 business cards with ment, he loves to time with hisI family, eis Real Estate’s Nancy thorough, intelligent approach to marketathey residential leasing brokerage in Chicago, somebody on awith more personal level.” was only a matter of time before clients and situation with a positive attitude and try to make it them.

My business goal is simply to continue to help 131 132 127 eer for most of his life.

Concurrently, “First, love intet two children, Karlyn and Sam. telling and showcasing the benefits of sustainable living transformation.

For him it’s about being a part of the as much as I can on 8,shared his widow Dani honored his legacy by our culture is like.

That allows us work with people inpeople’s an online other well,” she says. ings over digital and social media platforms.

Leaving Diana has strong past five years.

She looking forTyler aJennifer near and dear to Stephanie’s heart as real estate websites. on most largest asset.

There istalawas lotpretty What enjoys most about his work is taking the role he in boats, and even Their efforts were successful, and continues to about their time together.

One recently said, “Iand would the goal of passing them all out by the end of the see the world, absorb new cultures. and Dana are passionate about what they do and treat a For the future, Laurie and Dana want to keep offering the he owned several retail and conveple and getting tom community,” he explains, when asked how he m Guilford, Connecticut – is a ing that includes exclusively professional working as a leasing agent and managing Sarah has worked in the service industry for most of Looking to the igure out a solution through multimedia, public speaking, and writing.

“We solution to meet the challenges the world faces. a pleasant and stress-free experience for my clients,” as many people as I can.”

Photo by Dragon Fly 360 Imaging she took the and pursued real estate as athree full-time career. increase their grow thei Dani Blain Real Estate. we like, love, and care for already!”

Blake leverages his One of the unique strengths the pair brings to real nd soldbrokerage, ourAhome in noonce stone unturned, she also provides flyers andexpertise post- a and recent graduate change, and she the decided that real she wasstores one ofisthose children.

Once Sean became aa“We Realtor, he co-founded The sown private.” signifiwork on keeping the Marina safeleap and beauccount with that, including asking right as Peninsula aestate market advisor.

“For example, ifand aSteimer family of nience and was very successful.

“But what I find recommend Patti, without question, toimpressive anyone looknight,” he says. $100K sale the same as a million dollar sale. think same dedicated level of service to their beloved clients. ed, hardworking Realtor who is deeply photography deft utilization of social ”ey This total level of “I provide the highest level of a premiere member of Zillow, Trulia, and Realtor.com. the office.

He then went to work for a Ryan is proud to be involved in his to inspire such levels of trust and she says. the fantastic, supportive culture relationships tobackground put on hyper-local fundraisers to benefit her life. tobusinesses real estate, shearound started out Nor did for ourrepeat home might beplace aestate good Stephanie and cards to generate additional buzz aplans home. joined her team.

With her in writing and marketing, as James F.are Wood started isBoth their team togiving handling their busiTara and Happy have ambitious for expanding their growing What Sean loves about his career the joys and Team with his father.

They are Realtors with Realty tiful tofit. live.

When she isabout not working or scontinue comes from He sold all ofclients,” his wheeling and deal on their personality types, having aAnne strong about toapproach become aDana family of four and need toBefore move, Imoving must Dustin istook excited about future ofhis his bus is thorough inJosh her approach torentals, getting aeventually listing ing to sell or rent amost property.

She her time For more information Chavez, everyone deserves the same attentive “We love are jobs.

Webuy, love our Laurie says. nsures a to stress-free mmitted providing many grateful media.

The most frequent outcome iseach aamongst fast property management community, serving on the Board of the customer service,” Melissa Tucci Melissa also uses some less traditional approaches, those he works with.

“I believe that herher clients are happy that she gave itand a service,” shot. those in need.

Recently, his team led amoney water drive with om father-in-law, Blake joined Outside of work and giving back to her community, and blessed. would Elsewhere, Diana’s open houses are known to be the be building To learn more about Neal Collins, email neal@chooselatitude.com, and tried to settle into retirement, but it day, it all comes challenges day brings.

“Every day is different and Executives, based incommercial Scottsdale, Arizona.

The Steimer Team as a nail technician and aesthetician in a salon.

She would love toId back, Jennifer enjoys spending time with her husband to his seebeloved whyIunderstanding people gence, and the market posiensure that I get the most amount of for the sale of ness.

Together, they’ve been able to beat the odds in business over the coming years.

They say their focus career in real estate back in “Purchasing a home is the largest well as her genuinely client-focused nature, Jody’s business Dustin’s hardwalk-through work mentality and drive toI,make andusenvisions a houses lot of growth within his two team with my husband and showing multiple please call 505-363-2296, e, I take care of the says.

“We feel every transaction closely and love to ready for the market.

She first does a home nts with the very bestShawn customer service top dollar, not toatime mention happy –wasn’t Stephanie loves tobusispend with her husband and development company inhome.

Chicago for 4sister Directors for the local chapter Rotary didn’t agree with him.

“I really ingalso skills.very When d I Susan’s high level offactors service, professionalism, and the eas who aof great, donations of thousands ofsale bottles ofneeded water for homeless eng thewants leader of The Team. talk of the neighborhood.

“I’m not aand Realtor; I’m a people and expanding exciting,” he observes. every day Iof get help includes his father, mother, and – for athis true family says, aof top agent services hosting live podcast and radio talk show, as well as great reputation, my is ,” Jennifer explains. and 10-year-old son, and hanging out with friends, chooselatitude.com, or Instagram @latitude.realty. visit hundreds people per day, these their Then, Iwho must get family the best value in things happen are two traits that have earned him aa“And the firm.

He wants to continue as ahl to move on to bigger things that would allow our motto ofwh large part because their experience working together will be onclients continuing to develop atobusiness network ofgrowing personal 2008.

Formerly anquite accountant, investment most people will ever grew rapidly, so she asked Rebecca Sideris tosure join her team. ,”seller/buyer.”

Lacey says.

“My email realtorsjoshandsam@gmail.com, help our“Pretty clients find their dream home.”

The majority of “We work hard tobeing make our are taken care over acan 2-year period.

We ended up moving into the much 100% of my business comes from repeat children.

She also enjoys taking time for self-care.

“I happy retired,” he recalls.

He was best numbers, and provides her clients with a list of things they in her market.

Katie who has and returning and referring – clients.

Josh years before relocating back to Northern International.

He has also sat on commitachieve their real estate dreams.

Plus, there’s nothing ness that also has an amazing support staff.

They mainly businesswoman who happens to do real estate,” she Through it all, th people in the area. ability to connect with people has translated into many geeilable with me because I family, and neighbors. theStephanie. entirety ofreal San Diego county. appearing on theprofessional television show Dream, aired Hank, who isAmerican also a his general contractor who has further me toreferral persevere through a new for home that offers everything need,” large percentage ofwant repeat and referral clients.

“My and guide team into delivering the ultd and that’sallowing it.”

For mo herthey to continue people while allowing her to ting the client approached by ahelping friend, John Ganong, ing, I know I’ve clients,” She credits her before joining forces estate.

For nearly aadds decade and relationships throughout the region. like to pamper myself!” she says, laughing.

“Massages, clients become their friends, and Laurie and Dana of!”

Dana with aand smile. or visit he realized that realty compliperfect home!

She also listed and sold previous “Our job is to guide our clients on bei Today Jody, Rebecca, Elizabeth Towles, Tichina Anderson ove in order keep in and ahandling stellarto reputation for on asays like the experience of handing over theour keys to awell newhe homeserve Maricopa County but have sold properties all over says.

“I can bring my clients the comprehensive vision with the same ten potentially help home sell for money, Michigan, he grew up.

Ryan has tees for the Chamber of Commerce, as totheir berepeat part ofand something greater otcontinue be treated.” referral “Ijoshchavez.com spend atolot of time trying conversations.

Iherself look atclients. itwhere as a“I’m hedo explains.

“Itheir like totothink I’m a more bringer of happiness clients appreciate my positive energy and conficlient service.

One day would like toabecom always available my clion Fox and CNBC. “It’s hard work and dedication,” she many clients build new homes, says with chu who invited him to join his Real Estate personable attitude for their loyalty.

She explains, “I pedicures, facials.

You name it, and I’m all about it!” plea beWOJAN her own boss.

After her boyfriend suggested real isall doin home, seamlessly!

Patti isofNashville,” extremely knowledgeable, Realty One of New Mexico 505-883-9400 Tara and Happy were a|level job share team in the sales and “We truly love Happy says.

“Tara and I both owner.

The expressions their faces isthe priceless, thealready Top Agent Magazine the state.

Sean reports that they get their leads/ business saction isofover, Josh KATIE WESTRIN PAUL ZYLA &ofand mented his business acumen and organization needed toonCopyright maximize the her work aroun ndation honesty, integrity and deep When she’s not working, Katie enjoys well, and most importantly, avoidin and Danielle Wagner are LaVista Hills Team.

By prior®value RYAN JAMES F. WOOD In the future, Jennifer plans to continue doing what she MELISSA TUCCI been working in Northern Michigan since as the Board Directors for Alpine and carry on Kevin’s legacy,” Blake says.

Blake enjoys the opportunity to lead his team and help while always being mindful of their budget.

“We try to to get to know the client on a personal and earn g his sheep; there is a lot of pushback yet and success.” dence in getting things done.

Some have confided in Chattanooga and provide y #1 REALTOR firm.

Paul loved the work so much that he decided to Paul volunteers his services to the stings, Lacey uses a treat them as people and not asfrom a transaction.

I haven’t ents whether they have questions laughing.

“I do a and lot.” like to sayagent, that I’m the Centrum Vitamin of ema real satisfaction Itaking get aslooked their is unparalleled.” mostly repeat clients andthere’s referrals with somesays, social NANCY WILLIAMS professional, diligent committed.

She sincerely their property.” that you acco loves and community.

“I don’t think anknowledge indispensable estate as aeverything career option, she into the business. their current sta marketing department of Nashville’s local NBC televibelieve in this city all itwith has to offer.” ustry –this can boast that almost time with her family and For more about Laurie Glass & Dana Cooper , Regional keep creating amazing, Christian, them to be of service.

“I believe everyone on this team and unmatched tocan of and early on he estabTennis Association, which was pursue real estate full time.

That was 16and years ago and ways, including as pa honored that she andattention herpositions team itizing their clients’ needs and doing possible to agents work opportunities.

“I can want to in me their horror stories of working with prior their trust.

I people don’t want them totrust feel like this is just aspending ,tobe you are eventually guiding towards do 2014, ither as cost effectively as possible,” she says.

She also had to summer pay forserving leads as people me to take care of Looking to the future, Stephanie plans to grow her bases.

This includes know the business fromMerrimack A – Z. IfLions we can’t find “W som onarea real estate orme,” estate. outreach results.

“Inon-real amshe dedicated to theIfbusiness, and to,” sheand says. ow the area well, anyone who knows the better than says. he’s never looked back.

Club, Chamber entirety ofsoHome her business ission based onmedia advantage of the outdoor activities availulture.”

100% from God to be an impactful component station. are so thankful for those years we had agents who would let a his listing just there for arealized people who are hungry, humbled, focuse lished himself as“We aisSusan top producer inclients’ his instrumental in workable regulaThe fitwith instantaneous.

“I getting immediately firm thaor their family and friends that they refer tosent me!” business.

2020 was awas year for sit her.

By the end n.”

When not working or giving back his time togreat church, as Premium business transaction for me.” has also ensured call 248.658.8030, email info@cooperglasshomes.com, or visit them at CooperGlasshomes.com detail.

Today, he isgrown the owner reach this pivotal goal in life.

“We achieve their goals, the majority of LHT business invests in professional photography and markets on her Copyright Top Agent Magazine In addition to being a successful agent, Sean is also a I’m devoted to my clients,” Sean notes.

“I’m there awarded the honor of Citizen of home, I can literally help them build it,” says Han When assisting buyers, Diana is equally detailed, something, that’s they need an electrician, a plumber, Melissa is deeply involved with several charities on “I alove my job, I’m always learning the therand agents may not of December, she will have done nearly twice the “I eat referred clients, sure measure able inTara.

Connecticut coastline town. of the community.

I and train them toher understand that each Tyler loves to focus onclients physical fitness and activity.

“I’ve apers, the Fargoarea who canbecause help his clients achieve their tion-size tennis courts inSean Gaylord.

HeSalesman also together in a same corporate environment,” says “It gave that clients would have the exact concierge-level that Ibe would love this,” says Sarah. got my license every client’s i of JFW Realty through Keller published author.

His book, & Maui: & them throughout the entire transaction, which can very time, and never tire of hearing them consists of repeat and referrals.

Paul now works with Nancy Williams for Roche Realty munity.

He also conducts auctions website, social media, as well as her YouTube channel. guiding them through the ins-and-outs of their transI will always lend business is always changing.

I’m very fortunate that ys.

“I can give speTo find out more about Lacey Ferderer, company has that more times than I can cou orinagent ahome gardener, Iinfind an I’m the national and local Onedone especially near and When itacomes to staying touch and marketing heranswer. business that she planned.

“This has been really he excellent estate advocacy sheaffair. provides.

She isthey’re also acompetitions philanthropist who is very me listing dedication sitesreal like purchase or sale has apassionate huge impact on the lives oflearn al estate has always been family t Tyler’s has made a difference, participated physique both on the state and real estate goals. is ayear director onlevel. the WaterWonderland MLS To more about Dustin Mullins of service no matter which on her team Group in Meredith, New Hampshire, serving the Lakes causes in the Lakes Region.

Charit us time to learn our individual strengths and to realize Sales Puppy, is the story of a salesperson who loves to help stressful.

I walk them through the process and am always and then came to North Shore Homes.

Now it’s three apart,” Sarah sa Williams Prestige Properties, action.

Most importantly, she puts their at thehomes buyers sellers I geta Stephanie togood work with I really being around. about thesays, area. they areinterests with their or and having t listings, isback a people big ofenjoy social media. eye-opening.

It’sdear exciting, and I didn’t anticipate it!”San please callsupporter 701-680-2579, .and As always resource for my clients.

I care.

I’m notconsiders to Melissa’s heart isAgent the Diego Foundation, stellar reviews.

One client recently wrote: levels,” he says.

He also flipping our clients,” he says.

“We dealing with lives and livezed he Lacey had a passion for the industry active with theare charitable New Haven Mothers of Twins Region.

With anhouses annual sales volume of $15M, Way, MDA, St.an Vincent DePaul, Board of Realtors, andPaul he asays was awarded people and his puppy assistant who loves to please people. available tohave answer their working with.

“The people Inational partnered with Copyright Top Magazine email Dmullins@prestigebrokers.net, or call (423) 991–4806 that we could accomplish aover lot more together.” perty that somebody I’ve had such lovely, wonderful clients years, “The more eyes that see the listing, the better itquestions.” isthe for she says.

“Everyone’s asking me what my goal is for and a half years later, and I just became managing email laceyferderer@drtel.net, where he assists clients throughout Massachusetts Although real estate involves a lot of long hours and Jody and her team give 100% to every transaction to make and family.” ut everywhere it can that his business iswhich atthe least 70% repeat andmany referral cliteams.

“Forthat the kids who can’t affor He so intuitive and made my as2016, one ofIt’s his favorite sieamazing! helping hiswas grandparents to run their not about how many homes we are going toof beganmiss.” her journey as a look licensed agent inlihoods.

Association, which provides and emotional There are other factors have played driven by monetary reasons.

I with want to funnels money various charities All book sale proceeds goto to Phoenix Children’s No portion of this issue be reproduced inhobbies. any manner without prior consent of the publisher.

With Smith Realty Group in Gaylord, Ryan serves thematerial Businessperson of the Year Award by the local are like extensions of myself. all share amore.” similar To learn more about Anne Clancy clients,” says.

She also We likes adding a help.” personal next year, broker andwhatsoever I organization don’t know.

I would’ve to have a might This and forward to may working many orI thankful visitshe zillow.com/profile/LaceyFerderer To learn more about Nelson-Peterson, email entele.

Heowner! believes hisliked experience and knowledge very expensive, we typically raise and Iit’s am so grateful to myDiana clients and themselves, andinmyconstruction and Connecticut.

Dual-licensed in both states and dedication, for Anne it’s also incredibly rewarding. gfor experience seamless.

I am for the their clients happy.

When it comes to listing homes, she yowing management company.

After deciding to sell, it’s about how many families we can help.” a career project managesupport for mothers trying to navigate the world with Hospital.

It’s not surprising that Sean receives stellar reviews for his part in Hank’s continuing success story, an requesting help.

Melissa gives a portion of every transnorthern Michigan including Otsego, Cheboygan, Chamber last year.

When he is not working or giving touch to her closings by sending follow-up gifts. done next year what I did this year.

God has been very approach toMagazine business, customer service, as well as estate a esty and straightforTop Agent isbuying published byselling Feature Publications GA, Inc. Although precautions taken to ensure thecan accuracy in aretail thatbusiness. has taught Paulemail how visit toare conduct himself in so they go inor and pick outMag wh anneclancy@homepros.net, Although and real requires lot dianalynn.kwrealty.com call (303 would use him again and and again!”

Asasays for future, Tyler says he’d like to previous expand his Copyright Top Agent my broker for all of their support.” work ethic and knowledge, considering his background. he became officially licensed in 2014. ® the lauded for his client service, James offers his buyers “It may be cliché, but Itriplets really enjoy helping people. nt.

“My parents, Nancy Dave Hainsworth,” twins, and multiple births.

Katie, who has twins good to me and led me on this journey.”

No matter where this path leads, Jody explains, “We go above and beyond to help the seller make Montmorency, Crawford, Antrim, and Charlevoix back, Ryan loves to spend time with his three young among them would be expert negotiation skill For more about Susan Gormady eent, the most informed Melissa has been a REALTOR action to the foundation.

Other organizations she gives for the past twenty years. similar philosophy and drive.” an honest and professional manner.

“It’s all about great supplied concern about cost,” he explains. “ of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts by its Copyright Top Agent Magazine He says, “Istressful, currently have nine active commercial listings of what decisions and can Happy and work When not working, Sean admits he’s a “gearhead” and needs. client recently “Sean Steimer / Tara The Steimer visit anneclancy.professionals.net, When asked setsOne her from other agents in ie, “have been inShe the realcounties. estate industry for twenofwrote: her own (and an older daughter), was Vice President This is70% aapart monumental moment for them, and helping customer service and being responsive,” he observes. and sellers aHeart hands-on advocate for their disclosure and I’m About of hisbe business comes from repeat boys, and he also enjoys hunting, fishing, snowmoplease call (617) 212–6301, Team will no doubt enjoy every minute the house look great, use great photographers, and market comprehensive, intelligent approach to market to include the American Association, the American started out in yellow page advertising, one of the tsteam doyears. what I do,” he explains.

“It takes a with big future plans to extend my residential and commerenjoys tooling around with classic cars.

“I love going to car or donating h Team made the process of purchasing a new home quick, authors.

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

Published in the U.S. her area, Stephanie explains that it comes down to the Mostly, Stephanie is excited to grow her team in order “These days, clients expect you to be available in a When not working sverybody now serve the Central Valley and hard to make it a fun experience.

They have found that ive So, I was real estate-adjacent for a very of the non-profit for two years. everything or call (651) 592–3754 Nearly ninety percent of Sarah’s business comes them find the right home—a home they’re going to and referral clients, an impressive feat that speaks to biling, and boating. email susan@classifiedre.com, “Real estate never sleeps,” he says.

“No matter With a strong local presence, as well as large social many listings. more important than having a good, continuously.”

They doher light staging.

When Cancer Association, and the YMCA. Outside of hervisiting real toughest sells an agent can do. was very successful, shows, as well as flipping and fixing cars. It’s definitely my his great easy, and painless.

As “I this was mytoeven first time purchasing successful cold It’s important cial real estate realm.” diverse network of contacts that she has“I built. know provide high-quality service toare.” asworking many people moment notice and we wife enjoy grandc of California with an impressive 65% ofmost gbe time.

Then, at when Icalling. had my children, it just made one of the important elements to remember during or visit susangormady.com the trust and he inspires.

“Clients apprerepeat and referral customers.

She credits this media audience, and savvy marketing that includes when I’m needed, I’m available to answer any quesgo-to after work hobby,” says. aconfidence home, I had many questions regarding the from process, and also loves tostart travel, and Maine is hi everyone from successful business owners to those who as possible.

She says, “When you buy or sell with me,work, Ihe estate business and charity Melissa loves to and I thought I would take it to the next level,” she honor to be trusted by buyers and sell with buyers, Jody says, “We make sure the buyer is mortssecoming from repeat andciate referral clients. to transition intomight a career allow me to and “My plans for will theany future of my business areRyan tothat keep servathat transaction isrent,” and sellers are mywould attention tocommunication. detail communication,” Ryan In the future, plans tolevel continue growing his team’s It’s not surprising Paul and Nancy receive stellar be Melissa struggling toThe pay she says.

“I’m able always keep your best interests at heart.”

Steimer Team was able to“Buyers answer and allher of them, to relatability and high of service.

“I also tions my clients may have and help them make the every day with a run.

“It gives me a clear mind,” she explains. has an assistant and markets her propwhen I say there’s no place like home. gage-ready, spend as much time as our buyers need to assure er listings, Jennifer Copyright Top Agent Magazin clients aremore family and friends.

And wemake For more about Tyler email tgoldsmith@paraclerealty.com, For more about Tara McGuire & Happy Fulk nd a little time with them, soGoldsmith, Iifjoined paring myavailable clients the best way Ireviews know how,” says Katie.

“I for their esteemed work ethic.

One recently Moving forward, Paul hopes to co explains.

“We certain that our clients’ interests brand and expanding to additional locations.

Above used to having information at their fingerAs for thecrazily future, Sean saysclient that even though theall, pandemic makingmy me feel very comfortable along the way.

They aswent a bartender, enough,” Sarah explains. urces to ensure maxright decision.” says.

She also enjoys spending time with her husband erties independently.

“Iof work really hard, and home I work awork hem before, they become friends by the wrote: “Doing business with Paul Zyla and Nancy least the next five years. “After tha they find the right and do whatever it takes to get to Copyright Top Agent Magazine ’ team, helping people to buy and sell.”

The Nancy want to keep moving forward, and to keep working my goldsmithrealestategroup.com, or call (704) 759-6639 visit email team@happytarahomes.com, threw a bit of a curve ball into his 5-year plan, he will out their way on multiple occasions to make sure things aretips, looked outthey for onwant a regular and know that nothing he wants to keep providing high-quality service to his and to bebasis, in the every step of eaction syndicated across more about Stephanie Simmons, email stephaniesimmonsrealtor@gmail.com, Williams was like working with a more friend we’ve known as of now, I have no “It helps my clients toto see me likehis a current friendbut than closed,” he Melissa says. and three daughters. lot,” Top Agent Magazine 3 immediate p nsworthhas Team has long been a says. topFor listing and hardest and in the most ethical way I“I can tovisit best serve continue move forward along path to success. were team taken care of before I could even ask for assistance.

I LHT closing.”

Throughout any transaction, agents emphaTo find more about Jennifer Portnoy, is missed.” clients. enjoy the interaction clients and the HappyTaraHomes.com or call Tara at forever.

They answered every crazy questionwith we asked of tforms, and through the out way.

We make that a priority during the process,” ® call 682-702-6664 or visit stephaniesimmons.fathomrealty.com their REALTOR .”

He says, “I want toIt’s continue to serve my clients and committed to help would recommend themtheir to & will behim sure to communication.

When listing a home, James isworking fully to ti-million-dollar producers, specializing inhighly shorethe people ofanyone my community.” please call 310-420-7861, size educating clients and open challenge that comes with it,” he says.

“I love and he remained extremely personable throughout er properties nation(615) 521-4663 or Happy at (615) 587-9116 Happy.

Copyright Top Agent Magazine tings, Blakeproperties. and It hispays team usesays ajennifer.portnoy@compass.com, combinathem attain the American dream of home use in the future!” residential Looking tohis the future, Melissa excited tothem complete off.

Melissa hasthem been named one of San the entire purchase.

The closing flowed swiftly effi- ownership.” email or Diego’s clients.

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TARA M GUIRE & HAPPY FULK

SUSAN GORMADY TYLER GOLDSMITH

SARAH STEMPER JODY STEINBERG

BLAKE SHAWN

KATIE WESTRIN RYAN WOJAN

MELISSA TUCCI

JAMES F. WOOD

www.

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The personal attention Ryan gives his clients also goes

with different individuals, rising to the challenge of

CONTENTS 8) 7 REASONS WHY YOUR PROSPECTS AREN'T TURNING INTO CLIENTS

58) HOW TO SPEED UP FIRST-TIME HOMEBUYER TRANSACTIONS

105) UNTANGLING THE BIDDING WAR: A BUYER’S & SELLER’S PERSPECTIVES

17) CONCIERGE CARE: SERVICES THAT LURE CLIENTS AND TRANSFORM YOUR REPUTATION

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

109) 4 WAYS MENTORING UP-AND-COMING EMPLOYEES MAKES YOU A BETTER AGENT

22) RECONSIDER 70) 6 WAYS TO GET YOUR REFERRAL-ONLY WHEN CLIENT TO TRUST YOU PLANNING FOR THE FUTURE 82) CREATIVE WAYS TO SAY THANK YOU 28) YOUR SECRET PRESENTATION WEAPON 34) 1 BILLION-PLUS REASONS WHY YOU SHOULD BE ACTIVE ON FACEBOOK 40) 5 FRESH NEW APPROACHES TO CONTENT MARKETING 46) GOAL CONTRACTS (A LIFE SKILL FROM THE OLD SCHOOL) 52) WELCOME HOME: WORKING WITH RELOCATORS IN TRANSITION

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85) MAKE SOCIAL MEDIA MARKETING YOUR CALLING CARD 89) TAKE MY WORD FOR IT: THE POWER OF TESTIMONIALS & MAKING WORD-OF-MOUTH COUNT 93) WHY EMPLOYEE APPRECIATION MATTERS & CAN BOOST YOUR BOTTOM LINE 97) 5 TIPS TO MAKE NEW HIRES A LONG-LASTING SUCCESS 101) IS BRANDING THE WAY TO TAKE YOUR BUSINESS TO THE NEXT LEVEL?

113) 8 TIPS ON USING DISRUPTIVE THINKING TO IMPROVE INNOVATION 117) TURN OPEN HOUSES INTO DESTINATIONS 121) ARE YOU IN OR OUT? 125) 5 SURE-FIRE WAYS TO GET MORE REFERRALS 129) ADDING VALUE TO LISTINGS & THE ADVANTAGE OF IDENTIFYING NEIGHBORHOOD AMENITIES 133) HOW TO ANSWER THE INEVITABLE QUESTION: WHY SHOULD I CHOOSE YOU?

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

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DONNA SABITONI, BROKER ASSOCIATE With an entrepreneurial spirit, Donna Sabitoni found her true calling in real estate. “I’ve been self-employed all of my life,” she says. Real estate was initially a side career for Donna, but it soon evolved into a full-time job and passion. Eighteen years later, she still loves it just as much as the first day she started. “I truly enjoy what I do, I love helping people.” Serving the entire state of Rhode Island, she has an average sales volume of 9 to 14 million dollars per year. Whether she’s working with buyers or sellers, her ultimate goal is to build genuine connections with clients and help them reach their real estate goals.

These strong connections and relationships with clients have resulted in Donna’s strong repeat and referral rate of about 80 percent. “A lot of people are appreciative of my honesty, my integrity and my transparency,” she explains, as she stays realistic and genuine throughout every transaction. Even after the deal is closed, Donna does everything she can to maintain her relationships with clients. “I keep in touch with them a lot,” she says. “It’s an open door.” Whether she is sending well wishes during the holidays, offering new recipes, or reaching out whenever they come to mind, Donna values having a good personal rapport with everyone she does business with.

Consistently impressed by Donna’s customer service and work ethic, clients leave glowing reviews of her services. One former client shared, “My husband and I have worked with several realtors in the past few years and Donna is by far the most knowledgeable, hard-working, and responsive Realtor® we have met!

She is understanding and works to support her clients in any way they need support. She provided expert advice and worked hard to protect our best interest. I highly recommend working with Donna.”

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Donna’s passion for helping people extends far beyond her career in real estate. As a native Rhode Islander, she loves contributing to the community however she can. In her free time, Donna enjoys preparing food for the Crossroads Center, supporting local schools and contributing to any other organizations in need. Additionally, her hobbies include gardening, spending time with friends and family, cooking and keeping up with her physical fitness.

“I will never retire,” Donna explains. “I’m super energetic and I’m a multitasker, so I could never see myself living a sedentary lifestyle.” Donna understands the importance of a client relying on her to help buy or sell one of their most valuable assets, and she looks forward to continuing to help people find the homes of their dreams well into the future. “I don’t like what I do, I love what I do,” Donna says. Her advice for all real estate agents is, “If you love what you do, then you will naturally become great at it.”

For more about Donna Sabitoni, please call 401-529-1204 or email donna@prestigeri.com

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Janine Atamian, Esq. is proud to congratulate

DONNA SABITONI

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

Janine Atamian, Esq. Premier Title & Escrow Company, Inc.

866-943-8566 | jatamian@ptecompany.com ptecompany.com www.

165 Silver Lake Avenue, Providence, RI 02909

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7 Reasons Why Your Prospects Aren’t Turning Into Clients Real estate experts suggest prospecting daily so that your sales pipeline never runs dry.

But sometimes all that effort doesn’t translate into results. If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

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1. You’re Too Slow The Association of Real Estate License Law Officials estimates that there are about 2 million active real estate licensees in the United States alone. Of course, not all these individuals are working in the same markets. Nonetheless, that

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If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

means that realtors face a lot of competition. If you are slow to respond to messages from prospective clients, someone else is sure to beat you to it. As a rule of thumb, it’s best to return calls and emails within 24 hours.

If you’re too busy working with active clients to return the phone calls and emails of prospective clients, consider hiring a real estate assistant who can help take administrative or marketing tasks off your plate.

2. They Don’t Trust You There are different reasons why a client might not trust you, some of which overlap with others on this list. When a client asks you a question, do you answer it directly or do you sidestep it?

Do you have testimonials and reviews from happy clients publicly available? Do you have an online presence? Social proof of your skills and knowledge is key.

3. You Don’t Seem Knowledgeable Enough Is your client constantly coming to you with new listings or marketing ideas rather than the Top Agent Magazine

other way around? Do they mention real estate and finance terms you’ve never heard of or ask you questions you’ve never thought to ask yourself? Every agent starts somewhere, but if this seems to be a pattern, it’s one clients will pick up on too.

Your clients want to know that you will add value to their home buying or selling experience, and part of that value is your expertise and passion.

4. You Have No Web Presence It’s not enough to be on Zillow or have a Facebook page. There are clients who don’t use these platforms, and at the end of the day, you don’t own the content or your access to it. Both platforms could suddenly go out of business and any following you’ve gained could be lost.

It doesn’t cost much to create and maintain a website today. If customization matters little to you, sometimes you can even get up and running for free. At the very least, it’s a good idea to invest in a domain name because yourwebsite. wordpress.com looks a lot less professional than yourwebsite.com.

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5. You Don’t Seem to Care When clients don’t think you care, it usually means they don’t feel like you are listening.

You may have systems, processes, and a proven marketing strategy. You may like to get right down to business, but to your client, this isn’t just business—it’s their life and their family’s livelihood.

When your client tells you what’s important to them, they want to make sure that you really hear them. Make sure your body language conveys that. Slow down. Shut your office door.

Make eye contact, nod your head, and pause before you speak so that they understand that you’ve put thought into your words—that they aren’t simply lines from a script.

6. You Use Too Much Jargon Remember that your clients don’t speak real estate. At most, they might buy or sell a home once every few years. They hired you to be their advocate and may even expect you to be a bit of a teacher too. Use layman’s terms so that your

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client fully understands how the two of you will work together.

7. Your Target Audience Is Everyone Your clients are home buyers and sellers, yes, but who is your ideal client? Some specialties you might consider are college students and recent graduates, working professionals, military families, seniors, CEOs, or other high-profile clients.

As a newer agent, your target audience might be anyone who will hire you, but over time, you might find that you click more with certain clients, that their lifestyle is similar to yours, or that their goals align with your mission. Whatever the reason, marketing your business to this “ideal client” rather than every potential client will make selling your services easier.

Remember: It’s within your power to alleviate your client’s concerns, but understanding why your prospects aren’t turning into clients is a good start.

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JOE FALLEA Top Agent Magazine

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JOE FALLEA Top Agent Joe Fallea is ranked as both the number one Top Producing Realtor and Top Listing Agent in 2019 and 2020 by his brokerage — RE/MAX Preferred Realty Ltd in Windsor, Ontario.

Joe Fallea – Sales Representative with RE/MAX Preferred Realty Ltd in Windsor, Ontario – is a highly dedicated and knowledgeable real estate professional who has more than earned his status as a top agent and multi-million-dollar producer. Hardworking, intelligent, and imbued with a true concern for obtaining the best possible outcomes for 12Copyright Top Agent Magazine

his buyers, sellers and investors, Joe has earned scores of accolades from his chosen industry. Ranked as both the number one Top Producing Realtor and Top Listing Agent in 2019 and 2020 by his brokerage which is the top brokerage in the area. Joe is the go-to agent for anyone needing honest and empathetic real estate advocacy.

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Prior to becoming licensed in 2017, Joe owned and was Executive Chef of a few restaurants for twenty-five years, an experience that translated into deep community roots. “It was one of the top restaurants in the city, before I Top Agent Magazine

decided to sell the business and work full-time in real estate,� he explains. Joe also has vast experience as an investor, having purchased his first properties at the age of twenty-one.

Additionally, Joe - who was honored with Copyright Top Agent Magazine13

Joe truly enjoys what he does for a living. “I just love it,” he says.

“I love becoming a part of my clients’ lives and finding them the right home, or investment property. It’s incredibly rewarding to take care of people. I treat every deal as if it’s my own.”

Platinum Club and Chairman’s Award in his first few years, among other achievements – currently works both solo as a resale and new construction residential agent and as part of a group handling client commercial investments through the Windsor Essex Real Estate Team with founder Partner Mike Seal who has been in the business for over 2 decades.

Joe is also the preferred agent for Keyspire, a large Canadian private investment group and also the Trusted Agent of Canadas HGTV star Scott McGillivray.

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Joe, who has single handedly processed hundreds of transactions – an impressive feat by any measure – truly enjoys what he does for a living. “I just love it,” he says. “I love becoming a part of my clients’ lives and selling their homes for properties for TOP DOLLAR and finding them the right home, or investment property. It’s incredibly rewarding to take care of people. I treat every deal as if it’s my own.”

There are many other factors that come into play when assessing Joe’s incredibly Top Agent Magazine

rapid ascendancy in the real estate industry, and chief among them would be his expert negotiation skills and his comprehensive, leave-no-stone unturned approach to marketing his listings. Combined, these almost always translates into a fast sale for top dollar, not to mention satisfied clients.

When he’s not working, which is rare, Joe enjoys spending time with his family and friends, cooking and hosting summertime Top Agent Magazine

gatherings in his yard. He is also an ardent philanthropist who supports multiple charitable organizations. “As the former owner of a restaurant,” he explains, “I was a part of many charities in my community. Also, my wife is a doctor, who is a great supported in our community with charity organizations of choice.”

Joe’s plans for the future of his business are fairly straightforward: to continue growing Copyright Top Agent Magazine15

his business, and to acquire additional investment properties for his personal portfolio.

Above all, however, is his overarching objective: to continue providing his many clients

sales@joefallea.com

16Copyright Top Agent Magazine

with the award-winning, top-of-the-line customer service that has become synonymous with his name.

Any buyer, seller or investor in his market could do no better than to engage the services of Joe Fallea and his proven track record of successfully helping his clients achieve their goals.

www.

joefallea.com

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Concierge Care: Services that Lure Clients and Transform Your Reputation It’s a no-brainer: customer service is central to success in the real estate industry. While properties may be the product, this industry really revolves around people and the relationships you cultivate along the way. With that in mind, how would you describe the service you provide? If solid service is the baseline, then to set yourself apart you must deliver service that’s exceptional. But, how? Returning calls and displaying a friendly face won’t necessarily separate you from the pack. If you really want to take your customer service to the next level and build a reputation for white-glove, concierge-level courtesy, then keep a few of the following tips in mind as you create a professional style that’s completely bespoke.

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Make your communications matter For many agents, communication during and after a transaction are perfunctory affairs, with one-sizefits-all newsletters or promotional postcards that feel mass-produced. To really grab the attention of your clientele, you’ll want to build a recognizable brand. To accomplish this, begin by adding value to your regular communications. Clients are likely to bypass your communications if they think your only intent is to sell them something. Focus instead on creating content that’s compelling and dishes out value to your clientele. Just like a favorite blog you revisit again and again for its quality content, con-

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sider your communications as an extension of your brand and identity. A few popular ideas from which clients can derive value include: local restaurant guides, tax tips for homeowners, reports on home values and the marketplace, or highlighting home décor and landscaping trends. Make your communications readable and useful, and your clients past and present will think twice before skipping past your name.

Showcase the lifestyle Clients remember when you go the extra mile, and that additional effort distinguishes run-of-the-mill agents from high-powered professionals. Whether listing or buying, consider a property’s lifestyle.

First, think about a client’s everyday experience.

Where’s the best breakfast spot nearby? How’s access to public transportation or bike paths? Which outdoor recreational opportunities exist in the area?

Where might your client swing by for coffee?

Neighborhood guides that outline the livability of a home and its area not only boost value and highlight potential, but they also demonstrate your ability to think outside the box and connect on a personal level. After all, a home isn’t just a house; a home is all about the daily experience that unfolds within and beyond those four walls. With that in mind, do your homework and make yourself a local expert.

Your clients will feel they’re in good hands and will better envision their future unfolding, all thanks to your thorough legwork.

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant 18

message, or email, whereas older clientele may prefer face-to-face time or connecting by phone call.

Adapting your communication style is as simple as a brief discussion: ask your client how they prefer to communicate and adapt accordingly. While it may seem like a small matter, it provides clients with a sense of comfort and control. Again, the key here is communication. Talk with your clients about their preferred methodology. Maybe they prefer a marathon house-hunting trek on a weekend day, or perhaps they rather sift through listings online before making in-person visits to a narrowed list. It’s okay to encourage clients or fill them in on industry norms, but it’s important to create an experience that’s tailored to their style and personality.

Authentically seek feedback While it may feel uncomfortable, asking for feedback during and at the end of a transaction can dramatically improve your working style and professional blind-spots. It can also help you adapt your working style to better suit your respective clients.

Of course, it’s important to be open-minded and to quash the need to be defensive. Not all feedback will be useful, but you can incorporate the parts that are. This not only grows your skillset, but it also demonstrates to clients that you are open to constructive criticism and sincerely prioritize a job well done over personal praise. As a bonus, positive feedback can be parlayed into client testimonials, which are incredibly useful tools to boost your business on the whole.

It’s no secret that real estate is a busy, self-determined business. While your client care may feel all accounted for, there is always room to grow. Professionals at the top of their field know this and never stop building out their repertoire. If you want to take your business to the next level and create an imprint that’s synonymous with concierge care, then keep these ideas in mind as you build your relationships and your brand.

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BILL BRANNEN Top Agent Magazine

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BILL BRANNEN

Bill Brannen’s familiarity with the real estate business gives him a distinct wisdom when it comes to buying and selling homes. His dad has been a successful real estate broker for almost 50 years, encompassing most of Bill’s life. Bill watched his dad’s transactions unfold as a teenager, and when his time came, he quickly started a career of his own in real estate in Atlanta and surrounding Northwest Georgia. It came second nature to him. He’s been in the Atlanta area since 1971 and has seen the dips and recoveries in the real estate market play out through the eyes of a broker’s son and as an agent himself.

Because of his deep knowledge of how real estate functions, Bill is able to provide profound insight to his clients. Not only is he experienced; 20

Bill is also an investor himself, and very tuned in to current market trends. “I put my money where my mouth is. If I tell you it’s a good deal, it’s because I would buy it,” Bill laughs. Bill knows how big of a deal these transactions are, too, and aims to give his best advice. “I do the best I can to be as honest as I can, considering this is the biggest financial transaction most people will make in their entire lives.” Bill is candid with his observations. He values giving his clients an honest perspective of where they are, where current market trends are, and what they need to do to achieve their goals. This strategy of being up front and straightforward with his information has earned Bill the trust of his community: he does 80% of his business through referrals and repeat clients.

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Above all, Bill loves providing a low-stress experience for the first-time homebuyer. He is keenly aware of the hurdles all people face when purchasing a home for the first time, and he knows it can be overwhelming. But when the going gets tough, Bill wants his to clients to trust him. He stresses mental preparation and advises his clients of the trials they will face before they happen. “I tell people all the time, it’s like a roller coaster,” Bill says with warmth.

“Keep your arms and legs inside the car at all times. There’s going to be some jerking and hard turns, but I will get you to the station and you will glide to a nice, smooth stop.” Bill seriously enjoys taking care of people and keeping them on the right track. He relishes in every part of his job. “We wear a lot of hats in these transactions,” Bill admits. “We’re financial counselors, marriage counselors, psychiatrists.

We do a lot.” He doesn’t mind, though. He employs a wholistic approach, checks all the boxes, and when the time comes, he gets his clients where they need to be to make the right choice, no matter what it takes.

In his free time, Bill plays in a rock band called 120 East. Besides weddings and corporate events, they have played in a movie project for Clint Eastwood and a Netflix project with Dolly Parton. Bill and his wife Diane love to travel just for the fun of “seeing new things”.

He considers himself blessed to have been able to travel to the Dominican Republic, where he’s built houses in underprivileged communities with church friends. Bill plans to continue to pursue his real estate career for as long as he is able, and get people through the good times and the hard times of their real estate experiences!

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For more information about Bill Brannen call (678) 488-1030, email billbrannen@gmail.com or check out his team Maximum One Realty at maximumonerealtors.com.

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Reconsider Referral-Only When Planning for the Future

A 100% referral rate is a testament of client happiness. But even a 30% referral rate is proof of client satisfaction. It’s all relative, say some agents. One number pays tribute to past success, which is certainly a story worth telling. But the other might better predict the future. Many agents plan for the idea that 22

working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector.

Unless you are clairvoyant enough to flawlessly predict every market change or every

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Many agents plan for the idea that working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector. life change that your clients and referral partners may experience, it’s wise to maintain an active marketing presence. The reasons vary, however, depending on the goals and trajectory of each individual’s business.

If long-term success, a growing team, a legacy or expansion into new areas are not priorities, then working a sphere of influence may be enough for some agents, especially those who may be in the industry mostly for the love of the business. But for a majority of agents, no matter how much they love their work, their real estate and mortgage businesses are careers, first and foremost.

Let’s start with the team-builders and mentors. Agents and brokers who are building teams are wise to invest in business marketing, advertising and community outreach. Ty Hutchins, who owns and operates Ty & Company Real Estate in Colorado’s Front Range, says that, while she could personally live off referrals alone, her goal is to build up her agents. “I do the marketing piece for my team, so I can help them succeed,” she says. That marketing includes running commercials on TV and in movies theatres, as well as lead generation that identifies potential buyers, sellers and Top Agent Magazine

investors between the Colorado Springs and Denver markets. Her team’s goal, she adds, is to promote their reputation of being honest, hardworking professionals with the reach of a major brand but the personalized approach of a boutique.

Then there are the growers. Khrista Jarvis and Nicole Jung of The Khrista Jarvis Team in the San Francisco Bay Area, are on a considerable growth track. “We’re the #1 team in our area and the top team in Compass Real Estate nationally,” explains Khrista. While high marks for service on behalf of their clients have led them to these heights, they know that they must continue to evolve and market their brand. “We do a good deal of social media marketing for our listings and for our business,” she says. Their names, therefore, are frequently linked to sentiments of trust, dependability and market knowledge, both in their marketing and in their reviews.

Next, there are those who weathered the worst of times. Susan Roche entered real estate sales in 2003, following several years of property management in North Carolina.

The key to her sustained triumphs through major market swings lies in her long-range planning. “If the market starts to dip or fall,

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I have safety nets in place,” says Susan Roche, team leader of Simply Real Estate, based in Charlotte. “When it’s a seller’s market, I still plan for a buyer’s market and when it’s a buyer’s market I plan for a seller’s market..” In other words, no matter how comfortable her existing work may feel, she networks consistently. She also employs a full-time marketing director who leads several projects including ongoing research, events and social media exposure in addition to listings marketing. By staying ahead of market changes, Susan knows she can unfailingly represent her clients’ best interests while still maintaining a safety net for her business.

Even professionals with more than three decades’ experience and deep referral networks know the importance of business

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marketing. Cathy Richards, co-owner with Nancy Dalaska of Epic-Wasatch Homes in Park City, UT, entered real estate in 1987 and still draws at least a fifth of her business from lead generation, social media marketing and community outreach. Her business partner, Nancy, adds that real estate is about much more than their own business. “We love collaborating and brainstorming with other agents to help them prosper,” says Nancy. “We believe the healthier the market, the better we all are.”

Regardless of market conditions, even the best reputation can’t guarantee long-term success. To sustain and grow, it’s wise to feed your business by increasing exposure, remaining flexible and maintaining systems for customer service, networking, research, marketing and lead-generation.

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CLAUDIA DA SILVA Top Agent Magazine

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CLAUDIA DA SILVA

In 2016, Claudia Da Silva moved back to the U.S. from Europe for the second time. “I really wanted a career that I could take anywhere in the world,” she recalls.

“My father was in the building industry. I also had a relationship with someone who was a builder, so you can say I’ve been involved in the real estate industry most of my life.”

well. She is caring and listens to her clients. Claudia is someone with integrity who you can trust and who goes above and beyond for others best interest. Give her a call.”

To market her listings, Claudia employs professional photography, videography, and 3-D walkthroughs.

Claudia is part of one of the biggest agencies in The Woodlands, Texas, covering the northern Houston region. She reports that in the past year, she closed over $6 million in production and that a majority of her business is repeat and referral. “It is my honor to serve and help others, and I couldn’t find a more rewarding profession to do so by guiding clients through one for the biggest decisions of their lives,” she says.

What sets her apart from her peers is her integrity and warm personality. “I nurture my clients,” she notes. “I truly care about each and every person. I tell them and show them I am here for them and that I will be their Realtor for life. It’s my mission to turn my profession into a business with heart.”

It’s no wonder that she receives stellar reviews for her esteemed work ethic. One client recently wrote: “Claudia is one the most beautiful realtors I have come to know. She is sharp, intelligent, and knows her field 26

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“It’s critical right now to have a strong virtual presence, especially during the pandemic,” she notes. She also has an active YouTube channel and her own video podcast.

What does she like most about her job? “I love the relationships I forge. So many of my clients have become good friends, and I truly care about them,” she asserts. “But I also believe that the success of my business illustrates that women can accomplish anything they set their minds to. I am all about female empowerment, and I want to send out that message.”

Claudia says that she has a deep appreciation for her profession and currently serves on three committees with the Houston Association of Realtors. “I don’t just talk the talk; I walk the walk,” she says. “It’s so important to keep real estate education at the forefront of our work. If you’re not educated, you can’t do your job properly.”

She also involved with the Greater Houston Builder’s Association and the National Portuguese American community.

As a Certified International Property Specialist Claudia also helps clients buy and sell broad. Often contacted when clients are looking for a second home or investment property abroad due to her extensive network, knowledge of other cultures, countries and international team. Right she has listings in Brazil, Costa Rica, Mexico, and very soon Portugal.

As for the future, Claudia says it’s most important to maintain a positive attitude to keep things moving forward, no matter how difficult times may be. “I want to expand but continue to provide luxury customer service at any price point,” she notes. “A relocation expert, Claudia says, “And because of my International background and certifications, I hope to help clients buy and sell in the US and across the globe.”

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To learn more about Claudia Da Silva, email claudia@claudiadasilva.com, or call (281) 898-8337 Copyright Top Agent Magazine 27

Your Secret Presentation Weapon

by Rich Levin

You are at a listing presentation, and Agent: “Do you know the number you know the seller is interviewing one complaint owners, like you, have other agents. Would you like to about their present REALTOR®? distinguish yourself as the best?

Here’s how.

“The agent doesn’t communicate or loses touch. It’s one of the simplest This is on an age-old and proven things and one of the most sales concept that is taught in high- important. I know some of the best level sales training in every major agents in town who sell a lot of corporation. In real estate, it is a homes and have the best intentions, subtlety that most agents simply but they just don’t follow up like don’t build into their skill set. Those they should, and you fall through who learn and use this skill stand out the cracks. and win against the competition.

“I set aside an hour each day just for Have you ever lost a listing and staying in touch with my clients.” could not figure out why? The seller says that they had more confidence “You don’t want to be in the dark, in another agent. This skill is the uncertain and uncomfortable. I reason they will choose you. They want you confident that we are both may not recognize why; they just doing everything we can to get your have more confidence in you. property sold for the most money in the shortest time. “I like to make Sample Seller Script these calls between eleven and Here’s an example. After, I’ll break noon on Thursday mornings. What it down for you so that you can is the best number to reach you at apply it for yourself. that time?”

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Robbins was a twinkle in his AABC: The Breakdown There are four steps to this mother’s eye. Most agents miss the presentation skill. They are subtle mark on this in today’s competitive and easy to learn. You must practice real estate market. To hit a bull’s to be natural with this skill, which I eye, use AABC as your secret weapon. You will begin to notice call AABC. sellers and buyers having more • Step one is the Action you take. In confidence in you, relaxing with the example above, it’s communicating you, and trusting your judgment. regularly.

Sample Buyer Script • Step two is the Advantage you “Would you like to have the bring that differentiates you. In the advantage of seeing the newest example above, it is setting aside an properties on the market, every day?” hour each day.

A – The Action: “Every day—often • Step three is the Benefit to them. twice a day—I will search for propIn the example above, it is making erties that are new to the market.” them certain, comfortable and A – The Advantage: “In our area confident. there are nearly three thousand real • Step four is the Close, which is estate agents. Every day, some of asking for a decision. In the them are placing new property on example above, it is asking for the the market. Within hours, often less, specific number to be reached on a I make sure that you are aware of any and every property that even specific day and time. remotely matches your desires.”

AABC B – The Benefit: “You’ll have the Action: What you do. best opportunity to find the property Advantage: Your distinction. that has the most of what you want Benefit: What’s in it for them? before you are in competition for it, Close: Asking for a decision. and you often get it at the best price.

This has been taught by Fortune 500 Each year, many of the homes I sell Companies decades before Anthony are those fresh listings that have Top Agent Magazine

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only been viewed by my buyers.

It’s fun for me. It’s the best way to give you the competitive edge.”

C – Close: “Do you want me to contact you each day as soon as we become aware of any property in which you may be interested? If I call during the workday with an excellent choice—something that looks perfect—would you be able to come fairly quickly to see it?”

You will find AABC is your secret weapon. While other agents present their same old way, the buyers and sellers to whom you present see, hear, and feel something different, something more. They will more easily sign exclusive contracts with less commission challenges. They will trust you and make your job with them easier, because they strongly believe in your efforts on their behalf.

A Few Subtleties I like to start with a question. Do you know? Have you heard? Would you like?

The Action can be very simple. It is your Advantage—the way you do it differently—that makes the distinction.

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The Benefit is always more money, the best time frame, and/or more ease and convenience. That is WIIFT: What’s In It for Them.

The Close is critical. In addition to confirming their agreement, it makes them an active participant in the process.

In my work, I occasionally accompany Agents on listing presentations—Agents who take over a hundred listings a year. Once they begin to apply AABC, they immediately express that they feel, hear, and see the difference in the way their clients responded to them.

This is an advanced skill that raises your effectiveness and enhances your relationships and your results.

It requires preparation and practice.

It is a secret weapon that can shift your work and your career into the next gear.

Rich Levin is one of the most successful Real Estate coaches in the nation by virtue of the measurable results of his clients and creator of the Real Estate Hierarchy of Success, a working model for understanding and planning your business.

Copyright©, Rich Levin. All rights reserved.

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BRETT FRIESEN

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BRETT FRIESEN

Brett worked at Apple before starting his career in real estate. At 18, how could he have known that a fortuitous meeting with a customer needing her phone repaired would change the course of his career? This customer happened to be a Realtor®, and Brett so impressed her, that on the spot, she suggested he come work at her brokerage.

For two years, Brett worked as his mentor’s office manager, before getting his own realtor’s license and setting out to make his way in the industry. Fast-forward to today, Brett is about to celebrate his six-year anniversary as a REALTOR® and his fifth with RE/MAX. Brett serves the greater Tulsa area, working with a tight-knit team, and is looking to expand. By the end of 2021, they plan to have an in-house licensed transaction coordinator, and bring on a buyer’s agent and a marketing coordinator. “We’re trying to explode!”

Brett says of his business’s growth ambitions. Brett

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has done $7 million in volume so far this year, and his average sales price is $200,100.

To date, Brett’s business is 79.5 percent client and COI referral. Brett attributes the trust his clients have in him to his fun personality and sincere communication style that has earned him a reputation as a “No-Filter REALTOR®.”

“I shoot from the hip and I’m very straightforward,” Brett says. “That’s something that has earned me a lot of respect from my clients. I’m there to protect them, and nothing else matters.”

Brett sees his role as helping people to have confidence when buying a home, whether they end up buying with him or not, prioritizing relationships over transactions. Brett says, “I love educating and empowering others to make informed decisions.”

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Brett is dedicated to staying in touch with past clients and colleagues, maintaining a top 50 VIP program for clients and referrals who have brought him great business. He regularly sends out e-newsletters and holiday and birthday videos, making sure to make a personal connection at least once a month.

When it comes to marketing, Brett harnesses the tools available to him through RE/MAX, combined with his unique approach to getting a listing as many views as possible on social media; Facebook and Instagram posts featuring top-notch photography, incorporating fun themed photos with dinosaurs, aliens and more, guarantee to get shared and catch a perspective buyer’s eye. It’s a strategy that has consistently sold Brett’s listings in a matter of weeks.

In the Tulsa community, Brett contributes to charitable organizations such as Children’s Miracle Network and uses his social media savvy to promote local businesses, sharing their Instagram content to his Stories, and messaging support for businesses that are struggling through the Covid pandemic. Brett explains that through his community Facebook page, ‘Stand up to Covid-19, Support Local Business,’ he and his husband were able to plan their September wedding using all local vendors. “It’s challenging to plan a wedding during a pandemic,” he says, “But it was well worth it knowing we were supporting other local businesses in our community.” In 2021, Brett is launching an Instagram video series featuring interviews with a new business every other week to help spread the word and grow their customer base.

When he’s not working, Brett is an avid runner and cross-fitter. On weekends he enjoys popcorn and movies at home and spending quality time with his husband and dogs to kick back or go adventuring. His favorite place to escape for a recharge is to the beach or shopping.

Looking to his business future, Brett implements a five-year plan, working towards the goal of a ten-to-twelve-member team and a $60 million per year volume, while continuing to cultivate community and education-minded practices. “We want to be come the go-to resource in our community for anything that they could need.”

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To learn more about Brett Friesen, call 918.235.4661, email brett@brettsellstulsa.com or visit brett.yourhometulsa.com.

Follow on Facebook/Instagram@brettsellstulsa

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1 Billion-Plus Reasons Why You Should Be Active on Facebook

By Bubba Mills

The number is staggering and potentially career ending for REALTORS® who ignore it: 1,440,000,000. That’s the total number of monthly active users on the social medium Facebook.

That number alone is reason enough to use it regularly in your real estate business. But Facebook can also help turn you into the expert in your community. Just by sharing knowledge and relevant events about the community you can become the go-to source for all things local – a perfect way to capture the attention of prospective buyers.

Plus, Facebook advertising also gives you tons of targeting layers like age, location, recent life events and interests. Plus, it constantly adds new targeting filters and functions that help you reach even more niche prospects who closely meet your customer criteria. Talk about pinpointing a target audience.

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Another Facebook real estate ad tool is Website Custom Audiences that lets you create Facebook ads that target users who have visited your website.

And several apps specifically for Facebook have emerged. Consider these: • Heyo.com: Helps you host contests, showcase promotions and high-

light special offers.

• Woobox.com: Let’s you easily create quizzes and other fun tools for engaging content.

• Pagemodo.com: Helps you make your Facebook business page both sleek and stylish and tabs allow for easy lead capture.

But the latest offering is just as cool. It’s called Facebook Live and it lets you stream live video on the internet. I recently wrote about Periscope, another live video streaming app, but when you use Facebook Live you’re automatically featured at the top of Facebook users’ news feed. What’s more, statistics show that live video is viewed more than recorded video.

How can REALTORS® use Facebook Live?

Open Houses: Broadcast a walk-through of a new listing

and highlight all the great features.

Webinars: Host live webinars targeted to buyers and sellers. They can sub-

mit questions just like a real-life seminar.

Real Estate Talk Show: Offer the latest news in the industry plus share lo-

cal events and your newest listings. In short, become the Lester Holt or Diane Sawyer of real estate in your town with your own “TV” show!

Facebook offers these tips for using Facebook Live: Promote: Tease upcoming Facebook Live broadcasts for more viewers.

Plan better: Take time to plan what you want to do in the video, whether

it’s a few key talking points or to have a few questions ready ahead of time in a Q&A, in case incoming comments slow down.

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Invest in some equipment: A shaky live stream turns off viewers so con-

sider a tripod or other stabilizing tools, especially if you’re taking viewers on a tour of an open house. And check the shot before going live.

Get the lighting right: If you’re indoors be sure you have plenty of good

lighting and avoid a lot of light directly behind you because it’ll wash you out.

Sound good: A common mistake for beginners is overlooking sound.

Consider an external microphone to make sure your viewers can actually hear you.

And if the live option makes you a little nervous, you can also stream pre-recorded videos. Hey, that has worked like a charm for TV for decades. Some businesses promote their web series to “air” on Facebook Live at a certain time like TV shows. After they are streamed, Facebook Live videos function as normal Facebook videos. Some business owners believe videos may perform better if they begin as live ones.

NowThis, a news company that publishes entirely on social platforms, experimented by streaming a 38-minute compilation of its favorite viral videos via Facebook Live. The stream received over 20,000 views and over 500 comments, according to Facebook’s counters.

Yes, all the new-fangled internet tools, apps and options for REALTORS® can be a bit overwhelming. Just take it one step at a time and you’ll slowly be right there in the business-winning mix. E-mail me today at Article@CorcoranCoaching.com and I’ll send you more free information about how technology can help your real estate business.

Copyright©, Bubba Mills. All rights reserved.

Bubba Mills is the CEO of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international Real Estate, Mortgage, and Small Business coaching company committed to helping clients balance success in business, while building value in life. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.CorcoranCoaching.com.

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RONDA HOPPER

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RONDA HOPPER

Born and raised in San Diego, Ronda Hopper first took up real estate eighteen years ago. At the time, she was partially inspired by a poor experience with an agent, and she wanted to better protect future homebuyers and sellers in their investments.

After taking a few years away from the business to raise her daughter, she eventually returned to being a full time agent, where she combined her background in real estate finance and all around business acumen to forge an accomplished career in California.

digital and social media campaigns, as well as her own extensive professional network, which consists of more than five hundred colleagues, past clients, close friends and family members. Moreover, she leans on the resources at Keller Williams to give her sellers an added international reach. “I always market my listings directly to my data-

Today, Ronda is a Realtor for Keller Williams Realty where she services clients throughout La Mesa and the surrounding areas. As a Certified Divorce Real Estate Expert, she has harnessed her compassionate and outgoing personality to assist clients of all kinds, especially those going through the challenges of buying or selling during a divorce.

When listing a home, Ronda offers a comprehensive approach. After helping her clients fully prepare their property for the market, she proceeds to share it over a variety of targeted 38

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base,” she says. “By looking to who I know, I can quickly find someone who is interested in the property.”

Meanwhile, Ronda is equally thorough when assisting her buyers, carefully guiding them through each step of the process and helping them find the right home for their needs.

Between her expertise in divorcing clients and her in-depth knowledge of the local market, she can see through even the trickiest transaction. But Ronda is also there for her buyers and sellers long after the deals are done, staying in touch through mailers, social media and appreciation events around town, such as a recent Thanksgiving pie giveaway. Through the years, she has earned a terrific reputation throughout California, with the vast majority of her volume coming from either repeat clients or referrals. “I’m a connector by nature,” she says. “When I know I’ve made a difference in someone’s life, that’s all the payback I need.”

Outside her career, Ronda is tremendously active within her community, serving on a local networking group that connects area businesses. When she’s not with clients or giving back, she can be found spending quality time with her beloved husband of thirty years or traveling around the world in pursuit of her favorite hobby, sea shelling.

Going forward, Ronda has strong ambitions for the future of her business. Currently, her husband is pursuing his own real estate license, and the couple will be looking to build out their team once he comes aboard. For the time being, though, Ronda is more than satisfied with the opportunities and relationships that lie ahead. “The bulk of my business comes from happy clients,” she says. “I love making a positive impact on someone’s real estate endeavors; whether buying or selling, I want them to have the best experience possible.”

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To learn more about Ronda Hopper please call (619) 302-3119, email Homes@RondaHopper.com, or visit www.SDHomeSweetHome.com Copyright Top Agent Magazine 39

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

• People

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

• Can

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

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HUAZHI HU

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HUAZHI HU | BROKER IN CHARGE, HHOME REALTY LLC

“I really love getting involved with people,” Huazhi Hu explains, especially when it comes to learning about their cultures and helping however she can. While still working full-time as a dental office assistant, Huazhi obtained her real estate license in 2016 to pursue a career that better suited her interests and talents. Shortly after transitioning to Lenovo, she discovered that she really loves to involve with social events. She has since been excelling in the industry and in 2019, founded HHome Realty. She, along with her eleven team members, currently serve the Raleigh-Durham area and the Research Triangle Park. “We are young, we are passionate, and we love to learn from each other.”

Huazhi also tries to focus on keeping open and honest communication with her clients throughout the transaction, as she knows that it can be difficult for clients to find agents with whom they can also connect as real people. “They know me very well. They trust me,” she explains. Clients can tell that Huazhi always puts their needs at the heart of each transaction. One former client shares, “She does not hesitate to speak openly and honestly when advising a first-time home buyer like myself. She conducts her business

“A majority of referrals are from my friends and former clients,” Huazhi says, and she primarily attributes this success to the long-term relationships she always forms with her clients. “I know that business is forever,” she explains. “If they need my help, I’ll be there for them.”

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both professionally and characteristically.

I would highly recommend Huazhi to my friends and family when searching for a trustworthy and effective Realtor®.” Even once the transaction is over, Huazhi always makes every effort to maintain her relationships with clients through social media, including Facebook, Twitter, YouTube, LinkedIn, and WeChat.

Within the Raleigh-Durham community, one of Huazhi’s favorite ways to get involved is through working with Asian Focus & CAFA, organizations that support diversity and inclusion in North Carolina and puts on drives and other volunteer events for people in need. She has also helped with the local Taste of China, Chapel Hill Lightup and the Dragon Festival in previous years. In her free time, she enjoys contemporary and K-pop dancing, traveling, experimenting with photography and videography, cooking, and spending time with her son and friends.

Huazhi says that her favorite part about being a Realtor® is meeting so many people from various cultures, as she loves the challenge of learning new things and forming lasting relationships. In the future, she and her team plan to “keep learning and training” even more so that they can better help the community’s real estate needs.

HHome’s vision is not to be a real estate powerhouse in the industry, but rather produce top professionals who specialize in serving multicultural families while using social media to achieve extraordinary results. “I usually feel like I just need to follow my heart,” Huazhi says. Seeing that it has worked so well so far, she is sure to continue exceeding her clients’ expectations in the future.

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For more about Huazhi Hu, please call (919) 806-7033 or email hhomenc@gmail.com Copyright Top Agent Magazine 45

Goal Contracts

By Barry Eisen

(A Life Skill from the Old School) A few months ago I spoke at a real estate sales meeting in an office where I’ve spoken and taught seminars for many years. As soon as I was finished, an agent, who had transferred into this office about a year before, standing in the back of the room, graciously offered a glowing testimonial about my seminar he had taken ten years ago. He talked of a number meaningful changes for the better he had experienced in his life since that seminar. Then he took out 46

of his pocket a small number of 3 by 5 cards and held them up like he was holding the Holy Grail. Of all the internal and external techniques he was exposed to in the seminar, these cards (Goal Contracts) were his game changer.

I stopped guessing years ago, which ideas or systems I teach will be best or most appreciated. We all perceive ideas so differently. Generally, feedback I get in coaching sessions is Top Agent Magazine

that the biggest issue for most, who are not fulfilling their own personal promises, is lack of focus, not lack of ability or planning. There are lots of good ideas available to shake a person out of the Limbo they’ve created. Here’s one that has worked for many. If you like the idea, don’t just acknowledge it as a “nice idea.”

Do it for a month. Get past the initial new/awkward/judgmental stage. Then decide whether this is an idea worth continuing or not. Come from KNOWING, not second-guessing. 3. On the second line, answer the You have everything to gain and time question. What is the specific nothing to lose.

TARGET or DUE DATE for that goal to be accomplished? (A specific The Goal Contract date creates a sense of urgency.)

Get as many 3 X 5 cards for as many 4. On the third line of each card selected personal/business goals answer the HOW? question. This is the action step, where the rubber you’d like to accomplish. meets the road. How are you going 1. Create 4 horizontal lines across to get from where you are to where each card with a few spaces in you are going? Dig deeper than the lazy answer: “If I knew what to do between each.

I’d be doing it!” If you’ve crossed the street by yourself a few times You have everything to already, chances are you know what gain and nothing to lose. you need to do. Write this down in a few words on the third line.

2. On the top line of each card answer the question WHAT? What 5. On the bottom line of each card, is that card’s goal? Write that goal SIGN YOUR NAME. As simple and on the top line (e.g. Weigh 150 lbs., perhaps silly as this may seem, we $200,000, run a 42 minute 10K, etc). have been conditioned to live up to Top Agent Magazine

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you feel self conscious), on your office and home office desk, etc.

Just the physical act of moving the cards, subconsciously reinforces what the cards represent. Since most of our attitudes and actions are subconsciously motivated, you will feel more immediately compelled to make the better, usually more 6. Stick a small piece of double productive decision. sided tape on the back of each card.

This is a little idea that can play big 7. Carry these cards with you in getting you to another level. through the travels of your day. In Because it’s easy to do, it becomes your pocket or handbag, carry case, easy to NOT do. Do it, you’ll like it! on the dashboard of your car (not when you have others with you, if Copyright©, Barry Eisen.

responsibilities we sign for (mortgages, insurance, credit cards, cars, etc). Personal and business goals don’t generally fall into that category. A small action can have a huge impact. As you sign your name, feel the responsibility of your commitment.

Barry Eisen teaches personal development seminars and coaches Southern California top producing rEALtOrS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 48

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JENNIFER IRVIN Top Agent Magazine

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JENNIFER IRVIN

Top Agent Jennifer Irvin of RE/MAX currently works as a solo agent and serves clients throughout Southern California.

Jennifer Irvin was introduced to the business of real estate by her best friend, who suggested that Jennifer’s love of helping people, and her variety of contacts in the community, would make it a great career choice for her. After being a stayat-home mom for 17 years, she decided to give it a try and obtained her real estate license two and a half years ago. After quickly falling in love with the work and her ability to help change people’s lives, she settled at RE/MAX FREEDOM where she currently works as a solo agent and serves clients throughout Southern California.

work in real estate because I like to help people, and I have their best interest in mind. My goal is to always help the buyers find something they’re going to be happy with, not just something that will put money in my pocket. And with my sellers the goal is to help them sell at top price. I am dedicated to the needs and wants of my clients,

Her knowledge of the area, as well as her devotion to clients, have both contributed to Jennifer’s quick success as a REALTOR®. These are also the traits that have allowed her to run a business that is fully based on client referrals, and has no need for personal advertising. “I Copyright Top Agent Magazine

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and I believe that’s what makes them comfortable in referring me to their friends and family.”

Effective communication is another crucial component of Jennifer’s client-oriented approach to business. Whether it’s educating clients throughout the transaction, picking up late night phone calls to ease an anxious client’s mind, or staying in touch after they purchase or sell, she is always there to talk to them and help guide them.

Clients often hear from her through phone calls, emails, texts as well as personal visits where she brings them thoughtful gifts.

Jennifer looks at every transaction on an individual basis, always keeping in mind her client’s goal. She typically markets her listings with the help of the RE/MAX website as well as various social media services such as Facebook and Instagram.

Due to her hard work and dedication, she has sold over $7.2 million in volume in just two and a half years. But for Jennifer, it’s getting her clients great results that keeps her working hard. “I love to be able to help people achieve their goals, or help them find their first house or their forever home. I’m very connected to all of my clients, so the outcome really matters to me,” she says.

When she’s not working, Jennifer loves to spend her free time having fun on the water as well as off-roading. In the future, her business plan is to continue providing her clients with an outstanding level of service while making the real estate process stressfree. Her main goal is to grow and expand, but to do so organically while maintaining her business as fully referral based. She plans to achieve that with hard work and always exceeding client expectations.

To learn more about Jennifer Irvin email agentjennirvin@gmail.com, visit facebook.com/jennirvinrealtor, or call (760) 403–8798 www.

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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 52

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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MARK & GINA LEEPER

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MARK & GINA LEEPER

Top Agents Mark and Gina Leeper have built a thriving business on a foundation of honesty, integrity and a go-above-and-beyond business ethos.

Married couple Mark and Gina Leeper – of Pinnacle Estate Properties, Inc. in Northridge, California – are a pair of hardworking dynamos who consistently place the needs of their many buyers and sellers front and center during every transaction. With a focus on building lifelong relationships with present and past clients, Mark and Gina’s solid work ethic and deep industry knowledge have earned the pair a stellar reputation as trusted real estate advocates for their clients not only in their area of market expertise – the neighborhoods of Chatsworth and Northridge/Porter Ranch – but throughout Southern California.

workforce, and real estate seemed like a natural progression because I was already working with selected contractors as a design consultant for their renovations or ground up construction projects.” Within a few months, Mark, who had worked in Logistics Management for over a decade, decided to also get his license. “The company I worked for kept trying to get me into sales, but I never really thought I could be a salesperson.

However, real estate is a totally different thing; it’s a lot more about service than it is about sales. So, it was easy to make that career jump and we’ve been successfully working real estate full time ever since,” explains Mark.

Mark and Gina began their real estate journey in 2005.

“I decided to get my license after staying home with my kids,” recalls Gina. “I wanted to get back into the

Mark and Gina have built a thriving business on a foundation of honesty, integrity and a go-above-andbeyond business ethos. Currently, the lion’s share

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of their business is based upon referrals and repeat clients, an excellent barometer of the incredible customer service they provide. “We constantly keep in contact with our clients especially after closing and truly embrace the idea of being their realtors for life,” says Gina, when asked how she and Mark manage such impressive levels of loyalty amongst those they work with. “Personal communication keeps us connected with our clients throughout different seasons of their lives.” Adds Mark, “Our clients know that we have and always will look out for their best interests, and once they experience working with us, it’s easy for them to want to come back.”

Proof of their clients’ satisfaction can be found in their glowing reviews, including this one from Zillow. com, on which site they hold a perfect overall five-star rating: “Mark and Gina are amazing, and proved to be invaluable in our home sale experience! Not only are they swiftly responsive, but they also provided great insight in regard to the preparation for listing our home and the list price. We were deeply appreciative and impressed by their level of service…”

There are many factors that play a large role in Mark and Gina’s ascendancy in the real estate industry, and chief among them would be their expert negotiation skills and their comprehensive, leave-no-stone-unturned approach to marketing. Combined, these talents result in fast sales for top dollar, not to mention happy – and returning and referring – clients.

When they’re not working, Mark and Gina enjoy traveling, hiking and attending concerts. They love to serve the community by giving back to partnered organizations through their church that support local homeless shelters in the San Fernando Valley and extends to the Youth on the Navajo Reservation in Arizona and to widows/mothers in Rwanda, Africa.

Looking to the future, Mark and Gina’s plans are fairly straightforward: to continue building their business, to grow a team to support that growth, and above all else: to continue providing their many clients with the exceptional customer service that has always been part of their lifelong philosophy.

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For more about Mark and Gina Leeper, call 818.445.6211 or email Mark@ OR Gina@MarkAndGinaHomes.com

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How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 58

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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KADEE McGWIER Top Agent Magazine

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KADEE McGWIER

Top Agent Kadee McGwier – of Kelly Right Real Estate in Coeur d’Alene, Idaho – is an award-winning top producing Realtor who truly cares about her many grateful clients. Whether helping buyers or sellers, Kadee’s commitment to exceptional customer service has translated into her reputation as an honest and trusted real estate advisor to her clients in both Eastern Washington state and Northern Idaho.

She has also been named as a Quality Service Award Winner in her brokerage in 2019.

her business is based on repeat and referral clients, an accurate barometer of the excellent customer service she provides. “I believe it’s because of my professionalism, creative thinking to pull together deals and ability to be personable with a variety of personalities,” says Kadee, when asked how she inspires so much trust and loyalty. “I’m also available to my clients seven days a week, and I try to go above and beyond for them. I don’t work my

Kadee, a self-professed former ski bum, began expressing interest in real estate, while expecting her first child. “I have several relatives in the real estate industry,” recalls Kadee, “and my father has built houses in the Northern Idaho region for thirty-eight years. I was looking for a career that would allow me to spend time with my child, so I decided to attend real estate school and get licensed.” Kadee obtained her real estate license in 2015 and began building a thriving business based on a foundation of integrity, hard work and a focus on helping her clients achieve – and frequently exceed – their real estate goals.

Kadee, who is known for her cheerful personality that puts even the most skittish buyer or seller at ease, can make the claim that the lion’s share of 62

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clients into my schedule, my clients make my schedule for me.”

Kadee also works hard to build solid, long-lasting relationships with her clients, ones that far transcend the closing table. “I genuinely enjoy being in contact with my clients,” she says. “I love the friendships I form with them.” Kadee, who holds a perfect, five-star overall rating on Zillow and all other online feedback platforms, is also an expert negotiator and skilled marketer, which combined results in fast sales for top dollar, not to mention happy clients. Just one of the many glowing reviews she has received includes this one: “Kadee’s efforts and professionalism are exemplary. She sold two of our Coeur d’Alene properties. She follows up leads and makes us feel informed throughout the journey. I love that she is a positive thinker. We would recommend Kadee if you are looking to buy or sell real estate in Idaho or Washington.”

When she’s not working, Kadee – an avid skier and snowboarder – enjoys nothing more than spending time with her family. “My son is on the spectrum and my daughter has medical needs. They are my biggest motivators.

Given the cards they were dealt, that could easily set them back, if my children want to do something, I am going to make sure that they can do it. The sky’s the limit.” She continued on to say, “That mindset has had a big impact on how I do business.” She is also an ardent philanthropist, and she supports multiple charitable organizations. Additionally, Kadee was recently elected Secretary of the North Idaho Network of the Women’s Council of Realtors.

Kadee – who recently ventured into the property management arena to great success – has big plans for the future of her business. These plans include continued growth, and the addition of new team members who share her client-first business philosophy. Her overarching objective, however, remains the same always: to provide the top-of-the-line customer service that has become synonymous with her name.

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For more about Kadee McGwier, please call 208-449-2023 or email Kadee@SummitHomesniw.com

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

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

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 64

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

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

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

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

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

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

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

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

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

Kitchens and baths

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

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

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

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

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

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

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ANDREA SCOTT Top Agent Magazine

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ANDREA SCOTT

With exceptional interpersonal skills and a passion for real estate, it’s no surprise that Andrea Scott has had a flourishing career as a Realtor for over 17 years. Prior to obtaining her real estate license, she spent 13 years running her own company focused on managing celebrities’ careers and finding speakers for events. “The skills that I developed in that career transferred well into my career as a Realtor,” Andrea says.

During what can be a stressful process, Andrea’s calm demeanor and vast experience allow her clients to relax. Andrea is on top of every aspect of the real estate process, anticipating and heading off the myriad of issues that can arise. She sells properties for “over the asking price, in less than a week, and with the absolute best terms for my clients,” allaying her clients’ stress. One of the ways Andrea does this is through innovative marketing strategies, many of which are 68

electronic. “Today, buyers have to feel an emotional connection with a property – they have to fall in love with it - before they even get there” Andrea says. Expert property preparation, exceptional professional photography and videography, and targeted positioning create unparalleled results for her clients.

Clients are consistently impressed by Andrea’s skills and expertise. One client shared in a review, “Andrea Scott didn’t just sell our home, she nurtured the experience. Andrea genuinely

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cared about our house. She cared about us and kept us in the loop about everything we needed to know. Andrea and her team not only listened to our needs, they went out of their way to make the experience of selling...exciting. Probably the best way to have a real estate experience.

Ever” and another shared, “Andrea is such a pro. We were able to get our home sold quickly and the process was painless. Andrea goes above and beyond for her clients and her knowledge and expertise especially in the East Bay really showed.” Andrea prioritizes close communication with clients throughout the transaction. “I’m back to them within a few minutes pretty much any time of day,” she explains.

Within the community, Andrea enjoys pursuing her interests and giving back to those in need whenever possible. She is active with local animal rescue and various environmental organizations, as these causes are very important to her. Andrea also contributes money to the elementary school to help them keep programs that have been cut and add teachers’ helpers to the classrooms. When she is not working or helping others, Andrea loves spending time with horses, practicing yoga, and doing anything outdoors.

As her business and clientele grow, Andrea looks forward to creating ever more raving fans and to continue exceeding expectations and honing her skills.

With a strong track record of success, innovative marketing strategies and constant support of her clients, there’s no doubt she will achieve all of her goals and more.

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For more information about Andrea Scott, please call 925 788 9374, email Andrea.Scott@TheAgencyRE.com, or visit FindAndreaScott.com www.

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6 Ways to Get Your Client to Trust You The word “REALTOR®” can leave a sour taste in some people’s mouths. Many of today’s home buyers and sellers grew up during the 2009 recession. They are wary of anything 70

or anyone who comes off as too salesy, and they want to work with individuals who they can trust.

But how do you prove to someone you’ve likely never met that you can be trusted?

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1

Put Testimonials or Case Studies on Your Website

When something goes wrong, own up to your mistakes. Don’t hide bad news from your clients. Be upfront and responsive.

Testimonials and case studies are social proof that you have both the experience and the skills to do the job your clients are hiring you for. People often leave testimonials when they are either incredibly disappointed or extremely happy with the service they were provided, so they’re a good indication to prospective clients of the treatment they’ll receive.

Case studies, which you can post on your blog or website, have much of the same effect, but even more than testimonials, case studies demonstrate your real estate and finance expertise because they explain how you achieved a specific set of results.

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Be Responsive and Accessible

Can your clients reach you easily? That doesn’t mean you need to be available 24/7, but you should respond to your clients within a few hours of receiving their message. When agents don’t respond to their clients’ calls or emails for days on end or fail to provide them with a direct line of contact, their clients’ experience can quickly become frustrating.

Agents are busy but so are their clients. If you constantly show up late to or reschedule meetings, your clients won’t feel like their time is respected or their business is valued. Make sure you set a realistic schedule for yourself rather than spreading yourself too thin.

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Be Honest and Transparent

Sometimes you don’t have the answer to a client’s question. Be honest about your strengths, weaknesses, and the limits of your knowledge. A good response might be, “I don’t know, but I can find out.” Be transparent with your clients, and they’ll respect you for it.

You should always act in their best interest.

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Go the Extra Mile

If you do the bare minimum, that’s what your clients will remember. Their experience won’t be memorable, and they won’t gush about you in online testimonials or in real life to people they know who could use your services. It’s that simple.

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Put Yourself in Your Client’s Shoes

Clients understand that you need to earn money, but that doesn’t mean they want to feel like they’re just a dollar sign to you. Be empathetic to your client’s concerns, even if you’ve heard it all before. Your clients should know that you are there for them.

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Be Consistent

Being responsive, friendly, and knowledgeable shouldn’t be an act. If you “turn on” your personality for clients and then suddenly become a different person when they leave the room, it’s likely that the cracks in your mask will eventually become apparent.

But “faking it till you make it” is so common it’s become a cliché. When we are starting out, we don’t always have the systems or resources in place to create a smooth client journey, from onboarding to closing, so instead we constantly try to reinvent the wheel. Give yourself time to pause, slow down, and reevaluate your workflow. Creating systems creates

consistency, and those systems can and should be constantly updated.

Developing trust between you and your clients will take time, but doing these things can give you a running start.

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RUTH BRUNO

Ruth Bruno officially began her real estate career 2 years ago, but her background in the business goes back further than that. “I’ve always loved real estate,” Ruth says, “and I’ve been doing it since before I even got my license, buying and selling homes with my family. I come from a very large family, and about half of us are in real estate.” After spending 15 years working in the corporate world doing market research, marketing, and product development for Fortune 500 companies, Ruth decided it was time for a change. Real estate was the natural fit. “I really love it,” she says. “I’ve been fortunate to have helped 7 first-time homebuyers and 7 sellers list their home so far this year, and it’s so exciting.”

Regency. “I decided to work with Regency because I wanted a collaborative, family-like atmosphere of people helping people,” she says. “Having the team, my background, and my work ethic has helped me succeed and do as well as I have in 2 short years of having a license.”

Ruth’s caring attitude toward her clients sets her apart. “I really love meeting new people and

As an agent with Regency Real Estate Brokers in Mission Viejo, Ruth serves the Orange County, California area. Ruth couldn’t be happier with the team at

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hearing their story,” she says. Her tenacious work ethic also helps her take care of her clients. “I don’t want to put any stress on anyone, I want everything to go smoothly. I’m very meticulous. I say what I’m going to do, and I do it. I don’t back down on my word.” That honesty and integrity factors into the exceptional service she provides for her clients.

When it comes to marketing her listings, Ruth’s network of connections in the community and among her team allows her to ensure maximum exposure. With her background in Marketing & Market Research she utilizes those skills and technology to stand apart.

Having grown up in the area, community involvement is important to Ruth.

For 10 years she has volunteered with Helping Hand Worldwide, which operates a mobile food pantry for seniors.

She is also involved in CERT, the Community Emergency Response Team in the city of Irvine. Also, recently, Ruth has been helping as a crossing guard at a local school. When she is not working or giving back, Ruth enjoys playing sports, especially beach volleyball. She also loves going to the beach, riding her bike, and spending time with family and friends.

In the future, Ruth plans to continue growing her business, as well as learning more and bettering her skills so she can continue to educate herself and her clients. “It’s always my pleasure and my honor to help people,” she says. “I love the excitement I get from my clients in the end when they’re super happy and they can relax. It warms my heart to be able to help them.”

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To find out more about Ruth Bruno, please call 949-415-8344, email ruth@ruthbrunorealestate.com, or visit ruthbrunorealestate.com www.

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MARYANN ERNST

Top Agent Maryann Ernst has developed a much-earned reputation as a trusted real estate advocate for her many grateful buyers and sellers in San Mateo County.

Top Agent Maryann Ernst – of Compass in Burlingame, California – is a consummate professional with well over a decade of real estate industry experience under her belt. Honest, hardworking and empathetic to her clients’ needs, Maryann has developed a muchearned reputation as a trusted real estate advocate for her many grateful buyers and sellers in San Mateo County. Having built her business on a basis of integrity and deep industry knowledge, there are few better Realtors currently working in her thriving market.

Grandmother were both in the industry,” recalls Maryann. “I was planning on attending law school, and my Mother suggested I come work for her and split commissions so I could pay for my education.

I did that for a few months before school was to begin, and I ended up liking it so much I only attended law school for one week before I decided to withdraw and commit myself to real estate full time.” A year later she officially obtained her license and she hasn’t looked back since.

Maryann began her lucrative journey in real estate at the age of twenty-three. “My Mother and my

Between then and now, Maryann has built an impressive business due to the exceptional customer service

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she provides every client, regardless of price point. “Every one of them receives the same luxury service,” she says. This egalitarian approach has translated into a business that is based significantly upon repeat customers, referrals and positive word of mouth. “I believe it’s because I approach this job with truth and honesty,” says Maryann, when asked how she has inspired so much loyalty amongst those she works with. “I don’t take on every client, I have a process that includes an initial interview to make sure we’re a good fit for each other. This is a very personal business, and they’re trusting you to help them with what is arguably the largest sale or purchase they will ever make.”

There are many other factors that have contributed mightily to Maryann’s success story, and chief among them would be her expert negotiation skills coupled with her leave-nostone-unturned approach to marketing strategies, both of which combine to create quick sales for top dollar, not to mention happy – and returning and referring – customers.

Maryann, who credits much of her success to her equally dedicated and hardworking support team, also tries to maintain a healthy work/life balance, and when she’s not helping her many clients, she enjoys spending time with her two sons. The three recently started to practice Brazilian Jujitsu together, in addition to indoor go-kart racing. Maryann is a fitness buff who can also be found frequently driving her custom track tuned M3 at local race tracks like Laguna Seca and Sonoma Speedway. She is also an avid philanthropist who currently serves as Vice President of her children’s Women’s Board, and also supports multiple local charities.

Maryann’s plans for the future are fairly straightforward: to continue building her already impressive business, and to grow her team to further support that increase. Above all, however, remains her primary objective: to continue providing her buyers and sellers with the unparalleled customer service that has become her calling card.

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For more information about Maryann Ernst please call 415-361-9921 or email Maryann@MaryannErnst.com

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STEPHANIE HINER Stephanie Hiner began her real estate career coming from a background in lending. “I always wanted to get into real estate,” she recalls, “so when I was pregnant with my daughter, I decided to pursue my dreams of getting my license.”

After being licensed for a few years and doing real estate part-time, Stephanie jumped into it full-time at the beginning of this year and hasn’t looked back. Her clients value her exceptional work ethic, personal attention and passion for helping them achieve their real estate goals.

Born and raised in the area, Stephanie serves northern Virginia and the surrounding region.

She works within a one-hour radius from Fredericksburg, including King George, Culpeper, Orange, and Richmond. Repeat and referral clients already make up a significant portion of her business, and it’s easy to see why people keep coming back to work with Stephanie. “I work 7 days a week and I do this full-time, so I am fully available to clients,” she explains. “I am also passionate for what I do, and my dedication to clients and working in their best interests really shows. To me it’s not just a job, it’s a passion and a love that I have for helping other people.”

To that end, Stephanie makes sure to stay in contact with all her clients. Through occasional pop-bys, client appreciation events, as well as texting and calling, Stephanie is always sure to reach out and check on the people she works with to see how they’re doing.

When it comes to marketing her listings, Stephanie makes full use of all the available 76

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resources. She always has professional photographs taken, and she is ramping up her use of video and 3D tours in this new real estate climate. “I also do a lot of pre-marketing on my listings, and we market them heavily through our company,” Stephanie says. That is in addition to pushing social media ads, as well as more traditional methods like flyers and postcards. The results speak for themselves: this year Stephanie is on track to reach about $16 million in volume.

Outside of real estate, Stephanie is highly involved with her three kids’ elementary and middle schools. She enjoys being out by the pool, hanging out outdoors with her kids and husband, getting away to a nearby lake, and in general anything outdoors.

In the future, Stephanie plans to bring on and start a team and grow her business even more. “I would also like to be more active in the community and further my education within the industry,” she says. Above all, Stephanie says she wants to continue providing her clients the best service possible. “What I love about real estate is that it’s different every day. Every transaction is different and every client’s situation, needs, wants, and desires are different. This makes it interesting every day.”

Stephanie emphasizes her commitment to serving her community and clients. “I was born and raised in the area, and I’m dedicated to all my clients. I’m a very positive person, and helping others is my passion. It’s what I love doing.”

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To find out more about Stephanie Hiner, please call (540) 621-9355, email Shiner@coldwellbankerelite.com, or visit stephaniehinerrealtor.com www.

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LINDSAY KRONK

After living in Chicago for two years and working as an account manager at a logistics firm, Lindsay Kronk knew that it was time to make a change. “I was always interested in real estate, and my dad was a general contractor when I was growing up,” Lindsay explains, “So I asked myself, ‘what can I do to put all my skills, interests and my marketing degree to work?’” Soon after, Lindsay got her real estate license and received job offers from four agents she shadowed. “I decided to join a husband and wife team as their assistant and learned by doing very quickly,” she explains.

After a year of soaking up as much information and experience as she

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could, she went out on her own and quickly became a top agent in Chicago. After over 4 years of success working in the Chicago neighborhoods, Lindsay returned back to her hometown of Cleveland, bringing her big city experience with her. She hit the ground running fast and in her first two years received many accolades with Howard Hanna. Her business was booming to the point she was ready to expand, and in December of 2019, she formed The Elle Kaye Group of Howard Hanna adding two teammates: a licensed agent who is also their marketing manager and a transaction coordinator.

Lindsay loves being back in Cleveland, and she says, “Having that big city experience is super important.” She is used to having a “hustle mentality,” which she believes sets her apart from other local agents. “Our communication is very quick and effective and we pride ourselves on educating our clients

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creating friendships along the way,” Lindsay says.

Additionally, Lindsay and her team always put great effort into their marketing strategies through social media, open houses, email blasts, and more.

Overall, Lindsay says, “The passion for my career comes out and people can tell that we’re authentic and real, and we’re not here just to make money.”

This has resulted in many happy clients, as well as a high rate of referrals and repeats. As one former client shared about Lindsay’s services, she is “Really easy and enjoyable to work with. Very responsive, attentive, and reliable. Hard worker and will always be there for you. Very pleased and would recommend, especially for a first time home buyer like myself who literally knew nothing about the home buying process. Made me feel very comfortable. Highly recommended!!!”

Because Lindsay is originally from Cleveland, she loves getting involved with the community. She says that it is a “very diverse, culturally affluent, happening, progressive city,” and she enjoys seeing it flourish as time goes on. Lindsay volunteers with Ohio City Incorporated as a youth volleyball and basketball coach, and she says, “As a team, our goal for 2021 is to partner with a couple of charities and focus more on philanthropy.” In her free time, Lindsay enjoys traveling to new places, bringing her dog to the park with her fiancé, spending time with friends, and enjoying the beautiful outdoor areas in and around Cleveland.

Regarding her plans for the near future, Lindsay says she wants to “grow the team by at least two licensed agents and one more transaction coordinator.” She would also like to get involved with coaching and mentoring younger agents, and overall, her goal is to change the connotation about real estate agents, showing that The Elle Kaye Group is in their corner as professional consultants and trustworthy friends. Lindsay says her favorite part about real estate is helping people, as it is “just such a rewarding feeling,” and she is sure to continue making a real impact on the Cleveland community as her business expands.

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For more about Lindsay Kronk, email lindsaykronk@howardhanna.com, call 216.536.2446, visit ellekayegroup.com or @ellekayegroup for Instagram & facebook

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LINDSAY KYLE

In 2018, Top Agent Lindsay Kyle created Lindsay Kyle Realty with Luxury Real Estate, serving Edmond, Oklahoma and its environs.

Lindsay Kyle began her professional career as a Landman in the oil and gas industry. “As the business slowed, I discussed with my husband the idea of going into real estate,” she recalls. “It seemed like a logical transition for me.” After obtaining her license in 2013, Lindsay kept her landman job while getting her business up to speed. A year later, she moved into real estate full time.

It’s not surprising that Lindsay receives stellar reviews for her esteemed work ethic. Clients Tommy and Nikki Larson recently wrote: “Lindsay was so patient and went above and beyond to help us find our first home. She is always willing to meet you at all hours, deal with your crazy texts and questions, and sent multiple homes that met our criteria. I have

In 2018, Lindsay created Lindsay Kyle Realty with Luxury Real Estate, serving Edmond, Oklahoma and its environs. She is the exclusive listing agent for the Twin Bridges Village community and currently has many homes and lots available for sale within the community. With a sales volume on track this year to reach $8.5 M, Lindsay reports that her business is 25% repeat and referral clientele. “My clients tell me I’m authentic and down to earth,” she says. “Many become good friends, which says a lot.”

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known her since middle school, and she is honest and trustworthy. Don’t feel like getting schmoozed, let her find where you want to call HOME!” Lindsay believes in using the personal touch when reaching out to her clients. “I will either check in with a phone call or a text message to see how they’re doing,” she notes. “I also send out Christmas cards that feature my family on the cover. They like to see that.” To market her listings, Lindsay relies on social media as well as her website. “I am known for holding open houses at off hours, on Mondays and Thursdays, which bring in lots of people,” she says.

Lindsay enjoys working with her clients and forming genuine relationships. She has helped people find their first home and others find the last home they will purchase. “It’s especially rewarding to find clients their forever dream homes,” she says.

Lindsay believes strongly in giving back to the community. “Right now, I’m involved with my children’s schools,” she explains.

“Our school district is listed as Title A, for lower income families, so I’m happy to be able to donate to those families in need.”

She’s also active in her church.

When not working, Lindsay enjoys spending time with her husband, Nathan, and two sons, Carter and Axle. In addition, she loves to host get-togethers at her home. “Did I say I love people?” she laughs. Her hobbies include reading, spending time with her family and friends, and going to the lake.

Moving forward, Lindsay sees herself remaining where she is for at least three years. “I’m on track to getting my broker’s license and eventually want to open my own brokerage,” she says. “It’s my goal to bring in and train new agents, mentoring them into their own successful careers.”

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To learn more about Lindsay Kyle, email her at lindsaykylerealty@gmail.com, or visit lindsaykylerealty.com, or call (405) 471-1530 www.

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Creative Ways to Say Thank You

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

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

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

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

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

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

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

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

4. For homes with swimming pools or Jacuzzis, a

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

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

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

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SARAH AYALA With a people-loving personality and a passion for real estate, Sarah Ayala found her dream career as an agent serving the Riverside County area of Southern California. She got her start about five years ago, while she was in her last year of college. “I was studying for a degree in human resources management, but wasn’t excited about it,” she says. “My mom had her real estate license for years, and was always telling me I’d be good at it.” So, Sarah took her advice and hasn’t looked back since. She loves the close relationships she develops with her buyers/sellers, and is excited to see growth year after year. “We’ve developed such a great network for referrals since we’ve started, which is the largest compliment we could ever ask for. It’s been so wonderful helping the friends and family of our clients.”

It’s clear that Sarah’s commitment to providing superior service is what helps her stand out in this industry. “It’s the personal touch that sets us apart,” she says. “People really respect the fact that I’m casual and we can bond throughout the process.” Clients trust her and know that she is looking out for them. “They feel they’re just chatting with a friend and being helped by a friend.” Whether she’s helping them find their dream home or selling their property for top dollar, she is always going above and beyond to get them towards their goals. When it comes to marketing, Sarah also exceeds expectations, advertising properties all across social media and the MLS. Many clients find her through Instagram, where she posts regularly (@ sarahsayala).

Working with her mom, Tracey, Sarah is able to offer a high level of support and frequent communication. One recent client raved, “Sarah and Tracey were ABSOLUTELY amazing to work with. I’m sure everyone knows how stressful home buying can be, these two women kept us up-to-date, informed, and at peace the whole time. I strongly recommend them to Top Agent Magazine

anyone looking to purchase a home. They made us feel so loved and appreciated as clients. Thank you both so much for being so awesome. The most genuine, kind hearted agents, that are truly looking to find your forever home and make sure all your needs are met and you’re comfortable during the whole process. We couldn’t be happier with our decision to work with the Ayalas.”

Sarah’s other passion is her community, and she’s always looking for ways to stay involved. “I interned for the mayor of Riverside for about a year, and at one point I was on seven different boards for the area,” she says. Currently her main focus is the Riverside Neighborhood Partnership. When she’s not busy improving the neighborhood or working, she’s hanging out with family and friends or reading.

Looking ahead, Sarah’s goal is to continue fine tuning her business. “I do want to get my broker’s license and expand to a team one day, but before I do that I want to make sure our processes are good.” No matter where this path leads, she is no doubt going to enjoy every minute of it. “I really just love what I do.”

For more information about Sarah Ayala, please call 951-743-4463 or email ayalasre@gmail.com.

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JOSEPH (JOE) BARKA Joe Barka began his real estate career 8 years ago, but his familiarity with the industry goes back much further than that. “My family is in real estate, so I grew up around it,” Joe says. “I’ve been in the thick of it since way back.”

Throughout his years helping clients buy and sell homes in Boston, Joe has set himself apart through his intimate knowledge of the city’s different neighborhoods, as well as his invaluable network of connections in the local real estate world. Joe is the consummate agent who loves to help his clients achieve their real estate goals.

Joe works with clients throughout downtown Boston, with a focus on the Seaport area, South Boston, the Waterfront, and the Fort Point neighborhood. Close to 80% of Joe’s business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence he inspires. “I pride myself on the relationships I make and sustain,” he says. “When I meet someone new, I try to go beyond real estate and get to know them better. I learn what my clients are interested in and what they like to do in the city, and that helps me to do a better job finding the right property for them.”

Joe’s in-depth knowledge of current developments in the local real estate market is another major advantage. “My clients know that I have the inside scoop on upcoming listings and off-market listings,” he explains. “They know that I have a finger on the pulse of these neighborhoods, and that’s very important in Boston. Because we’re in such a competitive market, it really helps to know about listings before they come

on the market. That plus my extensive network of agents and brokers in the city gives me and my clients a leg up.”

When it comes to marketing his listings, Joe emphasizes the important role presentation and effective use of technology play in ensuring maximum exposure. “Now more than ever we’re relying on technology,” he says. “I have a great professional photographer I work with, and I do 3D tours with Matterport.

Real estate is very visual, and it’s important to catch people’s attention that way.” Joe uses social media, especially Facebook and Instagram, to disseminate his listings to the public.

Giving back is important to Joe, and he and his wife like to donate to St. Jude Children’s Research Hospital, as well as to a local dog rescue called Big Fluffy Dogs where they got their own dog. When he is not working, Joe loves playing with his two daughters, ages 4 and 1. He is also an art school graduate and likes to paint.

In the future, Joe plans to continue growing his business year over year and connecting with his client base, and his eventual goal is to start a team of his own. Above all, Joe wants to continue offering his clients the same great personal service they love.

“I’m an extrovert, and I love meeting new people,” he says. “I’ve met some of the most interesting people through this job that I probably never would have met otherwise. Getting to meet so many different people and learn from them is a big part of what I love about real estate.”

To find out more about Joe Barka, contact him by phone at 617.784.8760, or by email at joseph@barkarealestate.com.

You can also find him online at BarkaRealEstate.com www.

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Make Social Media Marketing Your Calling Card These days, it’s no secret that buyers begin their home search online. As the industry continues to take a digital turn, Realtors in the know must learn to utilize a whole new range of tools available to them—and for good reason. Social media is a dynamic hybrid of personal contact and targeted marketing. To make the most of this new medium, agents can’t settle for the occasional post and expect results.

Instead, let’s consider a few techniques that will make your social media presence Top Agent Magazine

interactive, unmissable, and effective in generating business.

Your Profile is a Portal Ideally, you’ll have profiles across Facebook, Instagram, LinkedIn and otherwise—but no matter what portal you’re utilizing, make sure your profile page is up-todate, well-curated, and easily navigated.

Consider your profile a landing page.

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Your photo, location, contact information, homepage, and a brief bio should all be readily visible so that potential clients can get an immediate sense for who you are and what your voice is. If a client wants to connect with you, it should be obvious how to do so. You might also incorporate a few savvier tools that make your profile more engaging—like hashtags. These searchable tags can help you lure potential clientele and give your audience a chance to explore deeper. #DreamHome #JustListed and #HomeInspiration are popular, existing tags to choose from, but you can cultivate your own hashtag by consistently tagging posts, which gives clients an extensive thread to comb through.

Interacting with Your Audience Posting regularly is great way to appear in feeds, but engaging with your audience is just as important—and it helps you reach a new audience in the process. It’s a positive start to like your audience’s posts, pictures, and statuses, but commenting takes your engagement a step further and separates you from typical respondents. It’s also important that you diversify your engagements. In other words, don’t center every communication around your business, propositioning your services, or trying to sell. If applicable, present your value-add, but otherwise steer your engagement towards the personal. Let your clients know that you’re there, you’re human, and 86

ready to work at their pace. Which leads us to our next point...

Blending the Professional with the Personal Engaging with your audience is one thing, but what about generating original content?

How do you strike the right balance between a Call to Action, industry updates, and a personal touch? Think of it this way: any post you create should provide a point of connection for your audience.

Sometimes, you might be sharing a family photo, or commenting on some unifying current event—like the Super Bowl! Other times, you may be sharing a Coming Soon listing, or providing tips to spruce up a home for spring. Regardless, you should focus on quality. Is your copywriting engaging? Does it express your unique voice and personality, while maintaining clarity? Are you giving your audience something to connect with, even if you are sharing property photos or advertising an open house? Instill some fun and some personalization to every piece of content you make, so that clients can picture the voice and person behind the post.

Things are always changing on the social media frontier, but some rules never shift.

Adding clarity, consistency, and personality to your online presence are three surefire ways to grow your business and make social media second nature.

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SHANNON BRIMACOMBE Shannon Brimacombe says it was a health club buddy, broker/owner Jerry Reece, who suggested she come work for him. He kept saying, “‘You’d be a great real estate agent.

You’re going to work for me someday,’” she recalls. Turns out, he was right. Shannon went ahead and got her license 23 years ago, and she’s never looked back.

Shannon now works with partner Stacey Cohen for ReeceNichols Real Estate based in Leawood, Kansas, specializing in Johnson County’s fast moving real estate market. With an impressive sales volume of $56 M this year, Shannon reports that her business is 75% repeat and referral clientele. “I believe people keep coming back and referring us because of excellent customer service,” she exclaims. “We treat every client as if they were our only client. Each transaction is handled with the highest respect and attention to detail.”

It’s not surprising that Shannon receives stellar reviews for her esteemed work ethic. Clients Laird and Rachel Boulden recently wrote: “We had a great experience with Shannon Brimacombe for both buying and selling our homes. She was extremely knowledgeable about the local markets and had great connections to help make the process as smooth as possible. We will recommend her to anyone who needs to find an A+ realtor and will definitely use her in the future. “

become friends anyway, so it’s nice just to touch base and catch up.”

What differentiates Shannon in a highly competitive industry is their keen love of the profession, a sense of integrity, deep knowledge of the Kansas City marketplace, and an uncompromising commitment to quality.

She ensures the highest level of discretion, no matter the transaction size. “I just love making people happy,” she says. “Whether it’s first-time home-buyers, investors, or down-sizers, it’s a powerful transition in their lives and I get to be a part of that.”

Shannon strongly believes in giving back to the community that’s been so good to her. “All three of my kids went to school here, so I am very involved in donating to the district,” she says. For example, her team makes monetary donations to their schools and sponsors events like the Fall Festival.” When not working, Shannon enjoys watching her kids participate in sporting activities.

It’s Shannon’s hope that one of her children will eventually move into her business, perhaps to take over in the future. For now, she plans to continue along her successful path of helping her clients achieve their real estate goals.

Shannon and Stacey have earned a spot in Kansas City Business Journal’s Top 25 for the 10th consecutive year in a row. Ranking in the city’s Top 1% of real estate agents and 18th in the entire state of Kansas, the dynamic duo has one of the highest average price points in the city at $500,000 per transaction.

Shannon believes in implementing the personal touch when reaching out to her clients, including pop-bys and phone calls. “Because I’ve been living here for 22 years, and we’re a small community, I find myself running into clients all the time,” she says. “It could be at a sporting event, a grocery store, or at Starbucks. Many of them Top Agent Magazine

To learn more about Shannon Brimacombe, please , or call (913) 269-1740, email ShannonB@reecenichols.com, or visit brimacombeandcohen.reecenichols.com https://

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GEORGE CARLOZZI After a successful career in Clinical Engineering, and a long period of entrepreneurial work, George Carlozzi took all of his experience and decided to put it into Real Estate. Having always been interested in architecture and home design, it proved to be the perfect choice. His vast amount of knowledge and expertise, paired with his sharp negotiation skills, have paved the way for smooth transactions and happy clients. George currently works at Berkshire Hathaway Home Services - Metro Realty/Milwaukee, and helps buyers and sellers throughout Southeastern Wisconsin.

Developing long-lasting relationships is a key component of George’s success, and he does so by always remembering that each transaction has a person behind it. “One of the most important attributes clients truly seem to appreciate about me is that I haven’t lost that personal touch. I don’t look at them as numbers. I want my clients to know that I personally care about them, and I’m always thinking about what’s in their best interest. Connecting with people on a personal level leads to gaining their trust and confidence, which allows for a successful transaction. At the end of the day behind every deal is a person, and that person has a story worth listening to.”

George’s caring approach and hard work has paid off in $11,000,000 in sales volume since starting in real estate in November 2017 with an additional $3,000,000 referred across the country. But aside from all of his success, he genuinely enjoys every aspect of working in real estate. “It may sound like a bizarre hobby, but I love walking through different homes and taking in the architecture. I also enjoy the mechanics of the deal and contracts, as well as the human interaction. Buying or selling a home is a crucial event in people’s lives, and I’m honored to be a part of that moment.”

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Outside of work, George is passionate about local community involvement.

He currently serves on a political action committee to strengthen his grasp on public policy. “My desire is to really understand public policy as it applies to real estate, because it affects people’s lives. Taking a look at zoning policies or the real estate developments that are being considered is my way of serving the community.”

In his time off, George enjoys exercising, reading, taking long walks, and spending quality time with family. Going forward, he is looking to continue growing his business and solidifying his reputation. “I’m always trying to figure out what I can bring to the table that others haven’t thought of, or what I can do better than the competition to help my clients.” And as a Christian businessman, he will continue to abide by a code of ethics that includes hard work and selfless service to others. “I operate my business according to Christian principles. My advice to agents who are just starting out in the business is that if you focus on working hard, serving others, and doing that with honesty and integrity, your business will naturally be profitable.”

To learn more about George Carlozzi please call (262) 515-3535, email GeorgeCarlozzi@gmail.com, or visit facebook.com/ReEstByGeorge www.

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Take My Word for It:

The Power of Testimonials & Making Word-of-Mouth Count Ratings, reviews, and testimonials are among the most powerful tools an agent or real estate professional has at his or her disposal. Think of it this way: almost all of us go online to get a sense of dining options, film scores, and product reviews. When it comes to real estate pros, people what the same measure of comfort and advice from those who have already experienced your services. The Top Agent Magazine

bottom line is this: testimonials create a relatable emotional appeal to others, while giving potential clients some first-hand insight into your ability to deliver.

With all that in mind, consider the valuable rationale behind testimonials and word-ofmouth attention: how to harness it, and what it can do for you and your business.

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Testimonials and word-ofmouth buzz build your brand If you aren’t displaying positive testimonials and reviews on your social media outlets and website, then you’re missing out on a key opportunity. Those exploring your pages are likely seeking real estate representation, and reviews and testimonials serve as a first-hand glimpse into who you are and what you can do.

If you can, try to tie reviews and testimonials to specific names or social media handles, as you’ll be highlighting the interpersonal component at play. Think of it this way: potential clients are more likely to trust the experiences of past clients than to place blind faith in your pitch, which is crafted to create a sale. Most customers would rather look to the experience of fellow consumers before taking your word for it, sight unseen. Well-place testimonials and personal reviews can bridge the gap when it comes to your brand and the prospective client.

Testimonials and word-ofmouth buzz demonstrate your value compared to others Good agents are a dime a dozen, but top agents stand apart from the pack for a variety of reasons. Chief among those reasons is the ability to differentiate themselves from the norm by highlighting their personalities, their track records, their values. Testimonials and wordof-mouth buzz don’t just focus on whether an experience was good or bad. It dives into the details of personality and consumer relationships. While the qualifications of many agents might be similar, you can stand out by show90

casing stellar reviews and testimonials that shine upon your character and delivery. When pitched by two agents with similar experience and credentials, but only one has the testimonials featuring positive experiences and lasting relationships—wouldn’t you be more inclined to work with the agent who has a proven track record of success?

Do your homework and compile the testimonials that will drive your business At the close of a transaction, consider providing a comment card with room for clients to write a few reflections, or create an e-mail ready online form that makes submitting feedback a breeze. You can also touch base via e-mail and ask politely for a review of their experience with you. Referred or repeat clients are excellent candidates for testimonials, as they will already know your business well, or will likely be happy to contribute their perspective.

If asking for testimonials makes you cringe, you can always incentivize this process in minor ways. For example, you could offer a fun, cost-effective gift certificate in exchange for a testimonial.

Whichever way you gather testimonials that speak to your positive performance, there is no question that these documented first-hand experiences are priceless when it comes to drawing and retaining clients. If you want to inspire interest and build a living brand, there is no better method than by having clients vouch for your working style.

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JOSHUA CHAVEZ “I always wanted to get involved in real estate,” explains Josh Chavez. He decided to pursue it full-time in 2005, and hasn’t looked back since. He and his wife, Samantha, who have 20 combined years of experience have helped the Los Lunas, Belen, Valencia County, and Albuquerque, NM, areas with all their real estate needs. “I’ve had a passion for it since high school,” Josh says, as he bought his first home at 18 and has years of experience with new construction and inspections.

Josh says, “I love real estate. I love everything about it.”

That passion has resulted in the continuous growth of his business, with an estimated 70 percent of Josh’s clients come from repeats and referrals. He treats his buyers/ sellers like family, only wanting what is best for them.

With years of experience in real estate, both personally and professionally, he stands out as an agent in his community. His team also helps him shine, with his wife Samantha working as his transaction coordinator. Josh and Samantha make a great team; they give each other the strength and support they need to accomplish their goals.

They always have had a similar mind-set when it comes to their personal life, relationships, and work ethic. Their strong partnership means that every client receives extra help and attention whenever they need it. When marketing listings, Josh says that “social media is an awesome tool,” but he does not limit himself to just this. He and Samantha frequently use their company website, online listing platforms, flyers, and YouTube videos, while also connecting with other local realtors to find the best buyer for the property.

After the transaction, clients don’t hesitate to spread the word about their work. One client shared in an online review, “Josh and Samantha listed and sold our home in less than 24 hours! The advertising they did for our home was outstanding. We are so thankful and blessed. I would recommend the both of them to anyone who wants a great, yet caring realtor for the needs of the seller/buyer.” Josh values every client he works with, so in order to keep in contact with them long after the transaction is over, Josh Top Agent Magazine

ensures follow-up through emails, phone calls, or reaches out through social media.

Within the community, Josh and Samantha support local charities and organizations and recently sponsored a golf team in support of the Children’s Cancer Fund of NM and plans to help in any way he can in the future.

Josh and Samantha never forget what is truly important to them and will always put the Lord and their family first. Their two-year-old son and soon to be born daughter are Josh and Samantha’s whole world and true loves. In their free time they enjoy spending time outdoors, going camping, and relaxing with family and their dog.

“I love helping people out,” Josh says. Pursuing a job in real estate was a perfect career move for both himself and Samantha. “Buying a house is a big deal,” he explains.

Josh appreciates each client that has let him be a part of the American dream of home ownership. He thoroughly enjoys guiding people through the process and making the entire experience less stressful. In the future, Josh plans to keep working in the business and would also like to add new team members. “We’re growing and learning,” Josh says, and as long as he keeps working in real estate, his clients will keep growing and learning from him as well.

Photo by Dragon Fly 360 Imaging

For more information about Josh Chavez, please call 505-363-2296, email realtorsjoshandsam@gmail.com, or visit joshchavez.com www.

Realty One of New Mexico | 505-883-9400

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ANNE CLANCY Anne Clancy had a very early start in real estate. She began at just the age of 20 working in apartment rentals with the knowledge that she wanted to eventually get into real estate full-time. After she got her license she transitioned into helping clients buy and sell homes.

Anne currently works at RE/MAX and serves the Twin Cities Metro area and Western Wisconsin.

Having been in the real estate business for 20 years, Anne has developed a solid base of repeat and referral business. “I’m interested in building long lasting relationships, and I keep in touch with my clients long after the end of a transaction. They know I’m always there for them.” Anne makes an effort to educate her clients throughout the process so they’re well informed every step of the way. She also stays on top of real estate trends so that she can best serve them.

be happy in—is incredibly rewarding.” Anne ensures that throughout the process clients get her undivided attention. “I try to make them feel like they’re my only client as far as being there for them whenever they need me,” she says.

When she’s not working, Anne likes to get her adrenaline going with various daredevil activities. “I’m a bit of an adrenaline junkie,” she says. She enjoys four-wheeling, boating, and horseback riding. And when she’s in the mood to relax, she prefers to travel to tropical destinations. Going forward Anne hopes to continue growing her real estate business and serving her clients while keeping the same amount of detailed care and attention she’s always provided them with. And as someone who’s always been heavily involved in flipping houses and investing in properties, she is looking to keep expanding her investment portfolio.

In order to stay in touch with clients, Anne uses social media and also communicates through texts and phone calls. “I really enjoy the relationship aspect of this job.

There aren’t a lot of other businesses that get quite this personal. This is such a large purchase and you get to spend a lot of time together, so you get to know each other pretty well,” she says.

Anne is thorough in her approach to getting a listing ready for the market. She first does a home walk-through and provides her clients with a list of things they can potentially do to help their home sell for more money, while always being mindful of their budget. “We try to do it as cost effectively as possible,” she says. She also invests in professional photography and markets on her website, social media, as well as her YouTube channel.

Although real estate involves a lot of long hours and dedication, for Anne it’s also incredibly rewarding.

“It may be a cliché, but I really enjoy helping people.

This is a monumental moment for them, and helping them find the right home—a home they’re going to 92

To learn more about Anne Clancy email anneclancy@homepros.net, visit anneclancy.professionals.net, or call (651) 592–3754 www.

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

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

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

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What is employee appreciation and how do you enact it?

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

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

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

How do you make employee appreciation an active part of your business model? To start, keep it simple. Treat your employees to a bagel spread on a Monday morning to boost morale ahead of the workweek. Or, consider 94

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

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

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

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

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

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LAURIE GLASS & DANA COOPER Laurie Glass and Dana Cooper of Cooper Glass Homes and Max Broock Realtors, are Michigan’s real estate dream team, covering everywhere from the Woodward corridor, to the Lakes, to the Thumb. They also dominate the market in Huntington Woods where they both live and where they conduct about forty percent of real estate transactions. “Huntington Woods is ranked in the top ten towns in the U.S. and is a small, close knit community,” Laurie Glass says. “I’ve lived here the majority of my life and Dana has been here for almost thirty years. We have a great network of wonderful friends, clients and neighbors!” As a result of the confidence the community has in them, an impressive ninety percent of their business comes from repeat and referral clients.

Dana, whose background consisted of years of successful sales, retail management and pharmaceutical sales decided to take a leap and follow an early passion she had for real estate, becoming a Realtor in 2012. Laurie was the successful CFO of a company, but wasn’t fully satisfied. She had a degree in Art and Architecture and felt she hadn’t found her true calling. Right before her father passed away he told her, “Life is short. Find what you love to do and do it.” So in 2011, Laurie decided to make a change and become a real estate agent. “I’m so glad I did, we love what we do! It’s incredibly rewarding to help people every day. We are blessed to have the best clients.”

Dana and Laurie’s broker raves that the secret to their success is that they care deeply about their clients. Laurie and Dana are passionate about what they do and treat a $100K sale the same as a million dollar sale. “We think everyone deserves the same attentive service,” Dana says. “We feel every transaction closely and love to help our clients find their dream home.” The majority of their clients become their friends, and Laurie and Dana

host fun client appreciation parties and community events like Pumpkin Giveaways and blanket the city with Fourth of July flags to say “thank you.”

Laurie and Dana were some of the first agents in the industry to create short, personal video tours of their listings which they share with their large social media following. The videos can receive as many as 1,700 views in an hour. Social Media followers say they look forward to new videos and love seeing the inside of area homes. Laurie and Dana focus on social media and run print and online ads. “We put the listing out there everywhere and many people see it—often more than once,” Laurie says. The demand they create before the listing hits the market often results in a quick sale at a very competitive price. The pair closes an average of $40 million a year. They are in the top half of the top one percent of Realtors in the country and have received many accolades such as Real Trend Top Agents and “Favorite Realtors” on Nextdoor.

To give back to the community that has given them so much, Laurie and Dana are involved in the Women’s League where they have both been Board Members. They sit on the committee for the Home Tour, a fundraiser for underserved women and children in the area. They are major donors to the Men’s Club fundraising auction and are members of the local Berkley Chamber of Commerce, through which Laurie and Dana recently hosted a social media campaign to support local businesses hurt by the pandemic.

For the future, Laurie and Dana want to keep offering the same dedicated level of service to their beloved clients.

“We love are jobs. We love our clients,” Laurie says.

“We work hard to make sure our clients are taken care of!” Dana adds with a smile.

For more about Laurie Glass & Dana Cooper, call 248.658.8030, email info@cooperglasshomes.com, or visit them at CooperGlasshomes.com www.

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NEAL COLLINS After leaving behind an international career in the Conservation field, Neal Collins decided to get into the world of real estate where he felt he could make a considerable positive change. He is the co-founder of Latitude, a real estate firm brokered by eXp Realty, which is centered on the ideas of sustainability, health, and community. His passion for creating a better world, and his firm’s unconventional emphasis on the ecological impact of real estate, continue to impress and inspire the numerous clients he and his growing team throughout North America serve.

Neal’s vision for his business was never about million dollar deals, instead he wanted to create a work space that would educate agents on regenerative real estate and allow them to help their community and improve their environment. “Our focus is not just the bottom line. We have strong ethical values of truly wanting to counsel and guide our clients through this process, and help them make the right choices. The question I constantly ask our team, and myself, is, ‘How do we go from being real estate agents, to being Change Agents?’ There are a lot of mission-driven people out there, but they often fall short because they don’t have the right business model. We are hyper conscious about our brand and what we stand for, and we focus on educating and developing our agents so that they can go out and be change-agents who can positively transform their communities. It’s about combing your values with a powerful financial model,” he says.

When it comes to marketing Neal focuses on storytelling and showcasing the benefits of sustainable living through multimedia, public speaking, and writing. “We

explore all the positives of these properties, such as reduced energy bills and how the space enhances our well being,” he says. Having passion as the driving force behind his work has been incredibly motivating as well as rewarding for Neal. His dedication comes from feeling personally and professionally aligned by knowing that his business is aligned with his deeper values. “I know we are really making a change with the work that we do. We help people and planet thrive and through that get a chance to work with amazing people.

We help people increase their health and wellbeing, lower their carbon footprint, and become financially resilient. It doesn’t hurt that we work with some incredible properties as well.”

In order to ensure that his company accurately reflects Neal’s vision, every agent that comes on board of Latitude is Living Future Accredited. This accreditation is one of the most rigorous green certifications, and it symbolizes the agent’s in-depth knowledge on sustainable and regenerative design. Neal is regularly sought out as a speaker on sustainability in the built environment, is the host of The Regenerative Real Estate Podcast, and is a regular contributor on Medium’s Regenerative Real Estate publication.

When Neal’s not busy working, he’s busy running after his 4-year-old and spending quality time with his family. He also enjoys outdoor adventures, working in the yard, and reading. Looking towards the future he plans on growing Latitude to be the global leader on sustainability in real estate. With each new agent it means they are able to scale impact and community transformation. For him it’s about being a part of the solution to meet the challenges the world faces.

To learn more about Neal Collins, email neal@chooselatitude.com, visit chooselatitude.com, or Instagram @latitude.realty. www.

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5 Tips to Make New Hires

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

The hiring and training process is time-intensive and doesn’t come cheap. This means that makTop Agent Magazine

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

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

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

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

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

3. Get a sense of big-picture career plans Another reason new hires move on may have nothing to do with you or your office. In fact, many hires in entry-level or even intermediate roles have doubts about their long-term vision.

That’s why it’s important to be upfront from the beginning regarding a candidate’s five-year plan and ultimate dream job. Maintain realistic 98

expectations when asking these questions, but use it as an opportunity to gage a candidate’s seriousness about the real estate or mortgage industry. Why this line of work over another?

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

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

5. Give new hires meaningful work to do It’s natural to keep the kid-gloves on with new hires, but don’t let that stop you from giving them a chance to shine. New team members will feel empowered and motivated if given meaningful projects to focus on. Don’t relegate their daily duties to busy work as they build experience. Instead, task new teammates with something challenging, or that draws on a specific skill you hired them for. You’ll instill confidence, demonstrate your commitment to their growth, and with any luck—keep them around for the long haul.

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HANK CORREA JR. Top Agent Hank Correa Jr. – of Better Homes and Gardens’ Hank Correa Realty in Hilo, Hawaii – is a hardworking, dedicated Realtor who has decades of experience helping his many buyers and sellers achieve their real estate goals.

Offering a full spectrum of real estate services – from resale to new construction, Hank’s long tenure in the industry, coupled with his commitment to providing top-of-the-line customer service, has made him a household name in his market and a clear choice for anyone looking for a Realtor in the Hilo area.

“When I was eighteen years old my father sadly passed and I had to move to the Pacific Northwest,” recalls Hank, when asked how he got his start in the real estate business. “I had an uncle there who was in real estate, and I spent about eight months with him, which is when I became intrigued by this business. I ended up moving back to Hawaii, and I got my real estate license when I was just shy of nineteen.”

Since then, Hank has built a thriving business on a solid foundation of honesty, integrity and a fierce work ethic.

Currently, the lion’s share of Hank’s business is based upon referrals, returning clients and positive word of mouth. “I think it’s because I’m very well known in this community,” he explains, when asked how he manages to inspire such impressive levels of trust and loyalty amongst those he works with. “I believe that I have a great reputation, and my business is also very diverse.”

Hank, who is also a general contractor who has helped many clients build new homes, says with a chuckle, “I like to say that I’m the Centrum Vitamin of real estate. I know the business from A – Z. If we can’t find someone a home, I can literally help them build it,” says Hank. “My company has done that more times than I can count.”

There are many other factors that have played a large part in Hank’s continuing success story, and chief among them would be expert negotiation skills and a comprehensive, intelligent approach to marketing his many listings.

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“I love everything about what I do,” says Hank. “I like to say that I never work a day in my life, because when you enjoy what you do you never have to wake up and go to work.” Hank also possesses the empathy for his clients that is lacking in many other agents. “We bought a home that was in foreclosure,” he says, “so the family that was living there ended up being displaced. We helped them get a rental, and we put them on a program to rebuild their credit. Ultimately, we’re going to be helping them get back to owning a home again. I think being able to help people that way is hugely rewarding.”

When he’s not working, Hank is a philanthropist who supports local charitable programs, including the local hospice, and he spent several years on the St. Joseph’s Catholic School Board. He is also an avid traveler and foodie.

Looking to the future, Hank’s plans include growing his business and allowing his sons – all three of whom have followed in his footsteps – to take on more responsibility in his business so that he can eventually transition to a management only role.

Above all, however, is Hank’s primary objective: to continue providing his many grateful clients with the unparalleled customer service that has become his calling card.

For more about Hank Correa Jr., please call 808-961-3300 or email Hank@HankCorrea.com 99 Copyright Top Agent Magazine

PATTI DePHILLIPS People-loving, driven and self-motivated, Patti DePhillips has flourished as an agent in the Bergen County, New Jersey market. She got her start after working for a large Wall Street firm as a recruiter for investment banking and infrastructure.

The parallels between her current and past career became immediately apparent once she started. “I worked with people very closely, and was involved in important decisions,” Patti explains. It turns out, helping people decide on the perfect career is similar to helping them find the ideal house. In both fields, Patti abides by the motto of always wanting what is best for her clients. This has helped her achieve great success in real estate, with a growing number of repeats and referrals.

“They trust me,” she says. “I give them good advice and I work hard for them. I do whatever it takes, whether that means giving them strategic advice or helping them clean out the closet.” Working at Terrie O’Connor Realtors, her top priority is providing superior service and listening to their needs. While she does have a team that helps her make the process easier behind the scenes, buyers and sellers will only work closely with Patti. “When they call me, they will get me. That’s just how I choose to do my business.” Whether Patti is getting a client top dollar for their property, or finding them the best home for their price range, she consistently exceeds expectations.

After working together, clients leave glowing reviews about their time together. One recently said, “I would recommend Patti, without question, to anyone looking to buy, sell or rent a property. She took her time with my husband and I, showing us multiple houses over a 2-year period. We ended up moving into the perfect home! She also listed and sold our previous home, seamlessly! Patti is extremely knowledgeable, professional, diligent and committed. She sincerely 100

cares about her clients and takes great pride in her work. Don’t look anywhere else! She is hands-down, THE BEST!” When Patti isn’t working, she’s staying involved in the community through her children’s schools and various foundations. She is an active member of her church and is on the board for the local Chamber of Commerce. During any free time, she loves to travel, go out to dinner, and hang out with family.

Looking ahead, Patti’s sights are set on continuing to grow. She wants to help as many people as possible fulfill their real estate dreams. “My plan is to keep giving great service to my clients and feeling proud that I did the best for them.”

For more about Patti DePhillips, please call 201-424-9136 or email pdephillips@tocr.com Top Agent Magazine Copyright Top Agent Magazine

Is Branding the Way to Take Your Business to the Next Level?

Despite the importance of finding a Realtor® that is the best person to serve their needs, a lot of people only end up interviewing one Realtor® when they’re thinking about buying or selling a home. A lot of times people make that decision based on a referral, but why not do everything you can to be the name they think of when they make the decision to hire a real estate professional outside of referrals? Especially if you’re starting out and haven’t built up any repeat and referral business yet.

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When you want to make your name synonymous with real estate transaction success, you might want to consider branding yourself. Personal branding, long a staple of Corporate America, is also an invaluable tool for those in the real estate industry as well. Understanding branding and being consistent about it, is one way to insure you’ll have a successful and long-lasting business. It’s up to you to make consumers think that their success in real estate is dependent on finding the perfect agent—YOU. 101

SO WHAT EXACTLY IS BRANDING? Branding is a long term marketing strategy that builds your carefully crafted image over time through consistent repetition. A common misperception about branding is that it’s is the same thing as marketing. While the two go hand and hand in many ways, branding is specifically about creating and reinforcing the perception of not only who you are as a person, but what your business values are, and getting that out to the world in a consistent way Everything from your logo, to your website

to your social media presence, should all line up and reinforce your brand. It’s that repetitiveness that will hammer home the perception you are trying to create. Your brand informs your marketing, while your marketing strengthens your brand. Of course then you have to do is make sure your service lives up to what you’re selling. Getting them in the door is one thing, but you’re in it for lifetime customers and referrals.

Every brand is strengthened when it is built on a foundation of integrity and trust.

CREATING A BRAND Although it might take time and money upfront to get it right, branding is almost guaranteed to pay off in the long run. But branding is more than just having a graphic designer come in and make a logo. Consider branding more of a promise to your clients and potential clients, succinctly stating the value and expertise working with you will afford them. There are clear, tried and true methods to creating your branding. Because you have to go all in on the way you want to brand yourself, it’s important to evaluate fully before you make the leap.

This all starts with an honest assessment of your business and where you want it to go, including how much time and money you’re willing to invest to get there. After that you may want to add focusing on a niche market to your branding. Regardless of whether or 102

not you have a niche, another important part of branding is coming up with a memorable tagline that sells your brand or niche. All of your graphics, picture and information, should be consistent across all social media platforms, marketing materials, advertising and websites.

If you are interested in branding yourself, there are numerous books on the subject that will give you an in-depth tutorial on the process and the steps you need to take.

But what it basically all comes down to is commitment. Find a brand that is true to you, one that you can commit to performing and then back it up by not only meeting, but exceeding what you promised.

If done right, soon you’ll become an in-demand agent whose name is synonymous with success!

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LACEY FERDERER Lacey Ferderer began her real estate career in 2010, when she became the owner and licensed abstracter of Sargent County Abstract & Title. A few years later, in 2014, Lacey recalls, “I wanted to expand into something else related to real estate, so I began working as an agent with Fadness Realty & Appraisal.”

In 2017, Lacey decided to open her own brokerage, and that’s how she became the broker and owner of Premium Home Realty Co. Lacey’s clients value her honesty, dedication, and the personal service she provides in helping them achieve their real estate goals.

Lacey serves the entire southeast corner of North Dakota, a predominantly rural and small-town area where she is able to develop strong relationships with her clients. About 70% of Lacey’s clients become repeat customers or provide referral business, an impressive feat that demonstrates the level of trust and loyalty she inspires.

“The biggest thing that keeps clients coming back is that I take care of as much as I can,” Lacey explains.

“I make it as headache-free as possible for the buyer or seller. I tell my clients, I will do as much as I can on my own. If there’s an issue, I will figure out a solution before I even have to talk to you.” This total level of service puts clients at ease and ensures a stress-free experience. “If I’m listing a house, I take care of the listing all the way up until closing,” Lacey says. “My clients basically have to show up, and that’s it.”

When it comes to marketing her listings, Lacey uses a varied approach to cover all her bases. This includes advertising on Facebook, as well as Premium Home Realty’s website, local newspapers, the FargoMoorhead MLS, and the big home listing sites like Trulia, Zillow, and Realtor.com. As Lacey says, “When I market a listing, I get it out everywhere it can be in the area.” The results speak for themselves, and Top Agent Magazine

Lacey does a steady business of multiple homes each month.

Community involvement is important to Lacey, and she served on the local school board for three years. Lacey is also a member of the Renaissance Zone Committee for the city of Milnor, and she sponsors local events including school sports and an annual golf tournament to benefit the school. When she is not working or giving back, Lacey enjoys traveling and spending time with her family.

In the future, Lacey plans to grow the territory her business covers, so she can help an even wider range of clients. “I like helping people,” Lacey says. “I don’t think a lot of people realize how complicated real estate is until you actually get into it, with all the paperwork that’s involved and the negotiation.

I like being able to walk my clients through it all, step by step, and answering any questions they might have along the way. I love the feeling of getting them to the closing so they can sign and be on their way, hassle-free.”

To find out more about Lacey Ferderer, please call 701-680-2579, email laceyferderer@drtel.net, or visit zillow.com/profile/LaceyFerderer www.

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TYLER GOLDSMITH Tyler Goldsmith began his professional career in the banking industry. Though he was successful in the business, he didn’t feel it was challenging enough for him. “I’m a creative person, and I felt I couldn’t be my authentic self. I needed to make a change,” he says. Real estate seemed to be a logical step for him. “I had already been flipping houses and enjoyed that aspect of his life,” he recalls. “Plus, as a banker, I saw how well Realtors and brokers were doing, so I decided to pursue my license.” Tyler was licensed in 2014.

A full-time, independent agent since 2017, Tyler now represents the Goldsmith Realty Group with Better Homes & Gardens Real Estate. Based in Charlotte, North Carolina, he serves a 70-mile radius from his central locale.

Tyler reports that his volume in eight months is at $9 million.

Tyler is a firm believer in hard work and commitment. “I spend three hours every morning making cold calls, anywhere from 100-300 calls per day,” he says. “A big reason for my success is due to my ability in getting comfortable with the word ‘no’ or any other other objection for that matter. Articulating conversations in a format that leads people to success isn’t easy, especially on most people’s largest asset. There is a lot that goes into account with that, including asking the right questions based on their personality types, having a strong emotional intelligence, and understanding the market position. When calling hundreds of people per day, these factors bring confidence further allowing me to persevere through difficult objective handling conversations. I look at it as a shepherd herding his sheep; there is a lot of pushback yet with persistence, you are eventually guiding people towards the right direction.”

It’s apparent that Tyler’s dedication has made a difference, as he receives stellar reviews. One client recently wrote: “Tyler was sooo amazing! He was so intuitive and made my first home buying experience seamless. I am thankful for the experience and would use him again and again!”

“Very few agents do what I do,” he explains. “It takes a skilled hunter to be successful at cold calling. It’s important

to come across with integrity, and I want them to know that it’s my mission to lead them to a better place financially.

“To be successful in this business, I’ve realized top agents generally have four things. They are hungry and envision big dreams ahead; they are humble; they are emotionally intelligent in their ability to connect with all demographics and personality types; and lastly, they understand the housing market both on the macro and micro economic level.”

To stay in touch with past clients, Tyler makes frequent phone calls. He also utilizes Client Giant, a personal concierge service for real estate agents. “I’ll make sure to send out little gifts on birthdays and other special occasions. I also like to hand deliver gifts around the holidays,” he says.

In addition to posting on the MLS, Tyler markets his listings on social media as well as agent to agent. “Better Homes & Gardens has a proprietary system that blasts out my listings to thousands of clients. It’s incredible,” he notes.

What Tyler enjoys most about his work is taking the role as a market advisor. “For example, if a family of three is about to become a family of four and need to move, I must ensure that I get the most amount of money for the sale of their home. Then, I must get this family the best value in a new home that offers everything they want and need,” he explains. “I like to think I’m a bringer of happiness and success.”

When not working or giving back his time to his church, Tyler loves to focus on physical fitness and activity. “I’ve participated in physique competitions both on the state and national levels,” he says. He also considers flipping houses as one of his favorite hobbies.

As for the future, Tyler says he’d like to expand his business.

He says, “I currently have nine active commercial listings with big future plans to extend my residential and commercial real estate realm.”

For more about Tyler Goldsmith, email tgoldsmith@paraclerealty.com, visit goldsmithrealestategroup.com, or call (704) 759-6639 http://

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Untangling the Bidding War: A Buyer’s & Seller’s Perspectives In a competitive marketplace, bidding wars become the norm. While this may put sellers in an excellent position to recoup on their investment, it can push buyers beyond their budgets and test their temperaments in the process. As an agent, how do you navigate both sides of the coin? After all, you want to net the best results for your client—regardless of which side of the closing table they’re on. To fortify your approach to a heated bidding war, here are a few ideas and insights to better clue you in on the perspectives of buyers and sellers alike.

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Buyer’s Perspective: Emotions Running High?

Channel it.

When the market is booming, buyers feel the pressure—especially when affordable inventory is limited. This can create stress, feelings of hopelessness, and impulsivity. As an agent, how do you channel this emotional energy into something positive? Consider asking buyers to put those anxieties and high hopes onto paper. Have buyers outline

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who they are, why they’re inspired to buy a home at this juncture in their lives, and how they see their lives unfolding once they become a homeowner (or repeat homeowner). Think of it as a letter of intent.

Buyers benefit from taking abstract fears and dreams and articulating them on paper. Likewise, this document can serve as a valuable tool during a bidding war. Letters like these can help sellers with multiple offers make a personal, emotional connection with a particular buyer.

Sellers Perspective: Manage expectations.

When multiple offers are rolling in on a property, it’s easy for sellers to get carried away. Numbers are flying, expectations are heightened, and sellers may become hypnotized by higher and higher offers and ideal outcomes. While it’s good to celebrate prime market positioning, it’s also important to maintain an even keel so that your seller’s mind is clear and they’re thinking rationally through their options.

Sometimes the highest offer isn’t necessarily the sure thing. Manage your clients’ expectations by leading by example, offering a balanced perspective, and talking them through all potential outcomes so that they don’t only hone in on the best-case scenario.

During a bidding war, tensions are running high for seller’s too, who will soon begin their next chapter in another home. Keep a cool head and remind your client to see the big picture, recognize that it’s possible for some offers to fall through, and to sit tight until the closing table has been successfully reached.

Buyer’s Perspective: How do you authentically and convincingly convey your interest?

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a 106

personal touch can make. Some popular approaches to standing out include personal letters—as mentioned above—tailored to the property. Was the property in question a family home for years? You might have clients detail their dreams of raising a family inside those walls, rather than tear the property down and rebuild something to boost the lot’s value. Including a family photo is also a good tact for personalizing letters in a bidding war. Likewise, little gifts included with your offer can speak volumes about your personality and due diligence as an agent. It may seem a little cheesy, but when sellers are looking at ten near-identical offers, those personal touches can really paint a compelling, personalized picture.

Seller’s Perspective: How powerful is cash?

Data shows that cash offers—typical of investor clientele—double the chances of having an offer accepted. This goes hand in hand with waiving a financing contingency, which also helped boost the probability of an accepted offer, according to research. Cash is king, however, since offers that aren’t completely reliant on comprehensive financing seem to minimize risk for sellers, who are already eager to see a deal go through. Cash deals also tend to go through quickly, freeing sellers up to pursue their next property and move on to new horizons. While not every buyer has the ability to operate in cash, it’s a worthwhile consideration for those in ultra-competitive markets and with liquid capital.

While the bidding process can be stressful for agents and clients alike, it’s important to remember that it’s a time of opportunity, too. If you want to make the most of it as a seller, data shows that a personal touch can endear buyers to their seller counterparts. For sellers navigating a competitive process, it’s important to keep a balanced perspective. For agents, here’s the bottom line: get creative, be resourceful, and use all the tools in your arsenal to achieve the best result for the clients you serve.

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SUSAN GORMADY When Susan Gormady and her husband made the choice to sell their house without the help of a REALTOR®, Susan had no idea that it would eventually lead to her career in the real estate business. Having really enjoyed the selling process, and learning a lot along the way, she decided to get licensed in 2013. After quickly finding her footing in the industry, she launched the Susan Gormany Group, powered by Classified Realty, and together with her team she serves the areas North of Boston, with a focus on Reading, North Reading, Wakefield, Woburn and the surrounding towns.

Nicknamed “The Cheerleader” by her clients, Susan’s positive energy helps buyers and sellers navigate the transaction regardless of the circumstances. “The truth of the matter is, people don’t always move for happy reasons. It may be prompted due to a loss of a family member, or a divorce. But I always approach each situation with a positive attitude and try to make it a pleasant and stress-free experience for my clients,” she says.

Susan’s high level of service, professionalism, and the ability to connect with people has translated into many repeat and referral clients. “I spend a lot of time trying to get to know the client on a personal level and earn their trust. I don’t want them to feel like this is just a business transaction for me.” Susan has also ensured that clients would have the same exact concierge-level of service no matter which agent on her team they’re working with. “The people I have partnered with are like extensions of myself. We all share a similar approach to business, customer service, as well as a similar philosophy and drive.”

With a strong local presence, as well as large social media audience, and savvy marketing that includes Top Agent Magazine

professional photography, videography, and drone footage, Susan is on track to close 55 transactions this year, for a total of $43,000,000 in sales volume. But for her, it’s the client relationship that matters the most. “I love the people I get to work with, and I love their stories. It’s an honor and a privilege to be involved in such a huge event in their lives. Aside from getting married, or having your first baby, buying a home is usually a rare event in somebody’s lifetime. So I find it very humbling be a part of that.”

Outside of work Susan belongs to the Women’s League of Reading and helps raise money for the Jimmy Fund. She also loves fitness, cooking, and entertaining family and friends at her house. Going forward her goal is to continue helping her agents succeed and her clients accomplish their real estate dreams. “Now that I have my group I would like to be a great mentor, as well as an amazing resource for them. My business goal is simply to continue to help as many people as I can.”

For more about Susan Gormady please call (617) 212–6301, email susan@classifiedre.com, or visit susangormady.com www.

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TARA McGUIRE & HAPPY FULK Happy Fulk and Tara McGuire started their real estate business, Happy Tara Homes, less than 5 years ago—but in that short time they have made tremendous waves in the Nashville, TN real estate market.

Through their work with both sellers and buyers in residential real estate, they have found a shared passion for homes, the community and for the clients they serve.

With an average of $20 million in sales during each of the past 2 years, they have consistently been ranked in the top 10 agents for their brokerage, Parks Realty. On a market-wide level, they were named Diamond Award winners by Greater Nashville Realtors for their sales volume in 2019 and are on pace to achieve that status again for 2020. “We’ve sold multi-million dollar luxury listings and we’ve also sold homes to first time home buyers,” Happy says.

“But we treat each and every client the same and give everyone the best that we have to give.”

One of the unique strengths the pair brings to real estate is their team approach to handling their business. Together, they’ve been able to beat the odds in large part because of their experience working together before joining forces for real estate. For nearly a decade Tara and Happy were a job share team in the sales and marketing department of Nashville’s local NBC television station. “We are so thankful for those years we had together in a corporate environment,” says Tara. “It gave us time to learn our individual strengths and to realize that we could accomplish a lot more together.”

Although buying and selling real estate requires a lot of decisions and can be stressful, Happy and Tara work hard to make it a fun experience. They have found that one of the most important elements to remember during a transaction is communication. “Buyers and sellers are used to having information available at their fingertips, and they want to be in the know every step of the way. We make that a priority during the process,” says Happy.

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When listing a home, Tara and Happy rely on their years of television marketing to tailor customized plans for their sellers.

They also take a hands-on approach when helping their sellers get a home ready for listing. “It’s not unusual to see us shopping for light fixtures or staging pieces that will add that extra touch and really make a property shine,” says Tara. “We love putting in that extra time and effort for our clients.”

Outside their careers, Happy and Tara are tremendously active in their community. They are both strong supporters of Second Harvest Food Bank and the Nashville Rescue Mission. Elsewhere, they are deeply involved in their churches and their children’s schools.

When not serving clients or giving back, Tara enjoys spending time outdoors with her husband David, children Maeve and Callum and her dog Sunny; meanwhile, Happy enjoys traveling with her husband Bo and their two children, Karlyn and Sam. Tara and Happy have ambitious plans for their growing business over the coming years. They say their focus will be on continuing to develop a network of personal and professional relationships throughout the region.

“We truly love Nashville,” Happy says. “Tara and I both believe in this city and all it has to offer.”

For more about Tara McGuire & Happy Fulk email team@happytarahomes.com, visit HappyTaraHomes.com or call Tara at (615) 521-4663 or Happy at (615) 587-9116 www.

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

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

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

Teaching lessons to others reinforces your own professional values.

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

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

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

Mentorships allows you to see the big picture.

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

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

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

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

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can 110

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

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DUSTIN MULLINS When Dustin Mullins broke both of his ankles in a brutal skiing accident, he decided to use the tragedy as an opportunity to start a new chapter in his life. After working in the car business for many years, he became disabled and had to be off work for nine months due to his injuries. He used his disability time for a greater purpose, and started taking real estate classes. He knew right away that real estate was the right choice and as soon as he got his license he joined Century 21 Prestige.

He is currently the leader of the Dustin Mullins team and serves clients throughout Chattanooga.

With his family running the #1 pizza place in Chattanooga, Dustin started out his real estate journey with a great built-in network of people, but that never stops him from going out and marketing himself. “Networking is absolutely crucial in this business. I’m always handing out my business cards to people from all walks of life. In fact, in my spare time I often go to explore new restaurants and I take 10 business cards with me with the goal of passing them all out by the end of the night,” he says.

Dustin’s hard work mentality and drive to make things happen are two traits that have earned him a large percentage of repeat and referral clients. “My clients appreciate my positive energy and confidence in getting things done. Some have confided in me their horror stories of working with prior agents who would let a listing just sit there for a

year, hoping it would sell. That’s not how I operate. A lot of times my listings are under contract before I even put them on MLS. When clients start working with me, things start moving,” he says.

With his outgoing personality and love of working with people, it’s not difficult for Dustin to turn clients into friends. “I’m a huge people person and a relationship builder. I’ve never met a stranger in my life. It’s that personal relationship you build with a client that makes them comfortable and lets them know they’re dealing with a true professional. My clients develop a high level of trust in me and often turn into my family,” he says.

Because of his family’s business, Dustin is naturally deeply involved with his community. His family is one of the largest Chattanooga Football club sponsors. He is also a huge advocate for the LGBT community, and very active at his local church. Outside of work and community involvement, he loves to spend time with his family, travel, see the world, and absorb new cultures.

Dustin is excited about the future of his business and envisions a lot of growth within his team and the firm. He wants to continue growing as a leader and guide his team into delivering the ultimate client service. One day he would like to become the #1 REALTOR® in Chattanooga and provide young agents with work opportunities. “I want to help people who are hungry, humbled, and focused.”

To learn more about Dustin Mullins email Dmullins@prestigebrokers.net, or call (423) 991–4806 Top Agent Magazine

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DIANA NELSON- PETERSON For thirty years, Diana Nelson-Peterson owned Kazoo & Company Toys, one of the largest children’s toy stores in the nation. Having built an accomplished career navigating contracts with major corporations like AAFES and Amazon, she set her eyes on the housing market.

Inspired, Diana sold Kazoo and Company Toys and went into real estate, where she could apply her negotiation skills and entrepreneurial spirit to serve those in her community. “I haven’t looked back,” Diana says. “Real estate has proven to be a perfect compliment to my skill set.”

Today, Diana is a Lead at Keller Williams, where she services clients throughout Denver and the surrounding areas. There, she has been rapidly growing as both an agent and an investor by centering her work around customer service.

As a former business owner, Diana offers her clients an efficient approach to listing their homes. After preparing them with professional staging, photography and videography, she supplies them with targeted listings over digital and social media platforms. Leaving no stone unturned, she also provides flyers and postcards to generate additional buzz around a home.

Elsewhere, Diana’s open houses are known to be the talk of the neighborhood. “I’m not a Realtor; I’m a businesswoman who happens to do real estate,” she says. “I can bring my clients the comprehensive vision and organization needed to maximize the value of their property.”

When assisting buyers, Diana is equally detailed, guiding them through the ins-and-outs of their transaction. Most importantly, she puts their interests at the

forefront of the deal to ensure that they arrive at intelligent investments. “Here’s my rule: If I wouldn’t buy a home myself, then why would I sell it to you?” she says. “I’m more than happy to tell my people to walk away from a transaction if it doesn’t fit them.”

Because of her client-first ethos, Diana has earned a fantastic reputation around Denver as an honest and hardworking agent, as evidenced by her outstanding rate of repeat clients and referrals. The key to her success? “Trust. My clients know that I want what’s best for them. Over the course of the transaction, we even become close friends!”

Outside of her career, Diana is devoted to her community. On top of having served on the board of directors for the Limb Preservation Foundation, she is an ongoing sponsor of the Juvenile Diabetes Association. When she’s not assisting clients or giving back, Diana, an avid golfer, can be found enjoying time on the green or relaxing with her husband.

Diana has strong ambitions for the future as her son, a recent graduate of Baylor University, has recently joined her team. In the months ahead, she will also be building two beautiful townhomes in Platt Park and expanding her work with investment properties.

Through it all, though, Diana will be serving clients with the same tenacity and warmth that has anchored all her work around Denver. “My career is living proof that you can accomplish whatever you set your mind to,” she says. “When someone tells me that I can’t do something, that’s the moment when I commit to it, and I will always lend that confidence and strength to my buyers and sellers.”

To learn more about Diana Nelson-Peterson, email dianalynn@kw.com, visit dianalynn.kwrealty.com or call (303) 887-7491 www.

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8 Tips on Using Disruptive Thinking to Improve Innovation You might be wondering what disruptive thinking is. How can anything disruptive be good? Well, if you’re caught in a stagnant place, shaking things up might be exactly what you need to gain some momentum in your personal or professional life.

the norms that keep you from being creative and implementing big ideas. Here are some simple things you can do to find opportunities that might be hidden if you stay stuck in the status quo.

Sometimes taking a step out of your bubble will give you a much needed perspective and allow you to achieve the breakthrough you need to take things to the next level. There is no more valuable commodity in today’s business world than innovative thinking, and the key to innovative thinking is breaking down

1. TAKE RISKS

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Without risks, there usually won’t be any major rewards. Sure being steady and careful might keep things going marginally well, but if you really want to go big, you need to go all in sometimes. If you go through the history of great innovations, none of them

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were achieved by playing it safe. Embrace mistakes. Learn from them, they often provide valuable insight and that will lead to great success on your next attempt.

2. FAMILIARIZE YOURSELF WITH A COMPLETELY DIFFERENT INDUSTRY This might seem counter-intuitive, but you’d be amazed at what you can learn by looking into successful companies, no matter what the business type is. You’re almost certain to find valuable solutions, systems or technology, that might fit your business, giving you a unique advantage over the competition.

3.BE CURIOUS Break some of your daily habits, even if it’s as simple as ordering a new dish at your favorite restaurant. Even the smallest changes can help spark a new idea. Always be on the lookout for new ways to do things. Little innovation are all around you. If you remain curious and keep an open mind, you’ll be surprised as to what might spark the next great idea.

4. PICK THE BRAIN OF A NON-EXPERT Yes, there is a lot to be gained by having access to someone with an expertise in your field, but you can learn a lot from a newcomer as well. They are a blank slate, and may inspire you with their completely unique point of view on things as someone just starting out.

5. BE LESS JUDGMENTAL It’s very easy to dismiss a new idea. You have experience and that can oftentimes lead 114

to a million reasons why something won’t work. But there really is no harm in ignoring your initial impulse and thinking it though a bit more. If you or someone you work with has passion for an idea, it’s definitely worth pursuing.

6. CHANGE YOUR PERSPECTIVE We tend to look at things in a linear way.

If you feel like you’ve stalled out on something, literally flip the script. Re-imagine it from different perspectives, reverse engineer the process. Anything you can do to see it from all angles, might get the creative juices flowing again, and could even lead to a breakthrough.

7. VALUE CHAOS Yes, it’s great to be organized and have a plan, but sometimes a little randomness can be that added ingredient that makes it all work. One of the major keys to successful disruptive thinking is breaking up everyday patterns. Sometimes the path to rational solution is filled with chaotic moments.

8. BE WILLING TO LET GO Don’t be rigid. Even the best ideas can always be refined and improved. You’ve invested a lot of time in your idea and it can be hard not to cling to it, but input from other people will only strengthen what you want to do.

Having big ideas is great, but you also need to be pragmatic. Recognize changes you might need to make to get your big idea implemented. Disruptive thinking is all about flexibility.

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JENNIFER PORTNOY Jennifer Portnoy began her real estate career in 1996. Raised on the Marina Peninsula, Jennifer worked at her mom’s company for 24 years and just last year she moved to Compass. Jennifer’s clients value her hard work, personal attention, and the comprehensive customer service experience she offers in helping them achieve their real estate goals.

Jennifer serves the Marina Peninsula, a 1.2-mile strip along the beach in Marina del Rey that is walking distance to Venice and Santa Monica. “This is such a wonderful area to live in,” Jennifer says. “You’re close to the boats, and even though the beach is public, it feels private.” A significant portion of Jennifer’s business comes from repeat and referral clients, and it’s easy to see why people keep coming back. “I give 100%,” Jennifer explains.

“People feel comfortable working with me because I treat them the way I would want to be treated.”

Jennifer’s local expertise proves to be an indispensable asset to her clients. “Because I know the area so well, I am able to explain things that other agents may not understand or know,” Jennifer says. “I can give specific insights about the property, and about the area.

There are nuances with each property that somebody who’s not as familiar with the area might miss.” This knowledge combines with her honesty and straightforwardness to help her clients make the most informed decision possible. “I provide full disclosure and I’m very open,” Jennifer says. “I tell everybody everything they need to know.”

When it comes to marketing her listings, Jennifer makes use of all the available resources to ensure maximum exposure. Her listings are syndicated across Zillow, Homesnap, and other platforms, and through Compass she is able to market her properties nationally as well as internationally. “Compass does a great job with their marketing, and I also have my own Top Agent Magazine

private marketing team who does my social media,” Jennifer explains. She also keeps in touch personally with clients. “I keep a list of people who’ve been looking, and I call them when anything comes up. All buyers have their own particular things they’re looking for, so I keep track and keep them updated.”

Community involvement is very important to Jennifer. She offers her help when it’s needed, including recently helping to organize a committee with some other neighbors to coordinate security when crime was rising in the area.

Their efforts were successful, and Jennifer continues to work on keeping the Marina Peninsula a safe and beautiful place to live. When she is not working or giving back, Jennifer enjoys spending time with her husband and 10-year-old son, and hanging out with friends, family, and neighbors.

In the future, Jennifer plans to continue doing what she loves and serving her community. “I don’t think there’s anyone who knows the area better than me,” she says.

“I love my job, because I’m always learning and the business is always changing. I’m very fortunate that I get to work with people I really enjoy being around.

I’ve had such lovely, wonderful clients over the years, and I look forward to working with many more.”

To find out more about Jennifer Portnoy, please call 310-420-7861, email jennifer.portnoy@compass.com, or visit compass.com/agents/jennifer-portnoy www.

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BLAKE SHAWN Blake Shawn learned the skills and leadership necessary to run an excellent team as the general manager of the Kevin Blain Real Estate Team—which had over 60 team members and was the number one team in California and the number one team in the nation for Keller Williams. “Kevin was an incredible mentor,” Blake said. “He taught me so much about the ups and downs of this industry.” Blake was able to officially join the Blain family when he married Kevin’s daughter, Mia. After Kevin Blain passed away in 2018, his widow Dani honored his legacy by founding her own brokerage, Dani Blain Real Estate.

As a way to continue the fantastic, supportive culture he learned from his beloved father-in-law, Blake joined her brokerage as the leader of The Shawn Team.

“I wanted to continue to be part of something greater than myself and carry on Kevin’s legacy,” Blake says.

“My goal is to keep creating this amazing, Christian, faith-based culture.”

For Blake, real estate has always been a family affair.

He first realized he had a passion for the industry back when he was helping his grandparents to run their local property management company. After deciding to become an agent, he became officially licensed in 2014.

property on social media, Blake is able to drive conversation and interest in both the property and the community as a whole. In 2019, the Shawn Team closed $18 million in transactions.

Blake’s favorite part of the job is getting to know his clients. “I love to nurture warm leads. We are able to show our character through social media posts, videos, and fun photos with clients, so new clients who come to us already have an idea of what our culture is like. That allows us to work with people we like, love, and care for already!” Blake leverages his relationships to put on hyper-local fundraisers to benefit those in need. Recently, his team led a water drive with donations of thousands of bottles of water for homeless people in the area.

Blake enjoys the opportunity to lead his team and help them to be of service. “I believe everyone on this team is 100% sent from God to be an impactful component of the community. I train them to understand that each home purchase or sale has a huge impact on the lives of our clients,” he says. “We are dealing with lives and livelihoods. It’s not about how many homes we are going to sell, it’s about how many families we can help.”

Blake and his team now serve the Central Valley and Central Coast of California with an impressive 65% of their business coming from repeat and referral clients.

“A lot of our clients are family and friends. And if we don’t know them before, they become friends by the time the transaction has closed,” he says.

To market listings, Blake and his team use a combination of great photography and compelling storytelling to bring the property alive in the minds of potential buyers. “We have a vision of restoring the downtown of our city, so we meet with owners to ensure we understand the history of each property we are a part of,” he says. By highlighting the most interesting aspect of each 116 116

For more about The Shawn Team, contact Blake Shawn at (559) 631-0562 for the Central Valley, or at (805) 835-1727 for the Central Coast.

Reach out by email to: Blake@TheShawnTeam.com or visit card.get-card.com/blake-shawn https://

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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 118

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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STEPHANIE SIMMONS “Every home is different. Every client is different,” says Stephanie Simmons, a top agent in her first year as an independent REALTOR®. “You can’t ever look at it as selling a house. Real estate is about the people. Every person who is buying or selling their home is doing it for a different reason. They’re all in a different season of their lives.”

to connect with people at all levels of life. It doesn’t matter if they’re making nothing and trying to save to buy their first home or buying their fifth home.

They all get the same level of service from me.”

Stephanie loves getting involved in her community. She has been a member of her local Lions Club for the past three years. Throughout that time, she has served as an executive vice president and headed up several fundraisers.

The Lions Club provides eyeglasses for children in need. This is especially near and dear to Stephanie’s heart as she was once one of those children.

Stephanie works out of the great state of Texas and services the greater Fort Worth and Johnson County area. Though her independent business is only a year old, Stephanie has been in real estate for the past five years. She was looking for a change, and she decided that real estate might be a good fit. Both Stephanie and her clients are happy that she gave it a shot.

“Pretty much 100% of my business comes from repeat and referral clients,” says Stephanie. She credits her personable attitude for their loyalty. She explains, “I treat them as people and not as a transaction. I haven’t had to pay for leads as people trust me to take care of their family and friends that they refer to me!”

When it comes to staying in touch and marketing her listings, Stephanie is a big supporter of social media.

“The more eyes that see the listing, the better it is for my clients,” she says. She also likes adding a personal touch to her closings by sending follow-up gifts.

When asked what sets her apart from other agents in her area, Stephanie explains that it comes down to the diverse network of contacts that she has built. “I know everyone from successful business owners to those who might be struggling to pay rent,” she says. “I’m able

Outside of work and giving back to her community, Stephanie loves to spend time with her husband and children. She also enjoys taking time for self-care. “I like to pamper myself!” she says, laughing. “Massages, pedicures, facials. You name it, and I’m all about it!”

Looking to the future, Stephanie plans to grow her business. 2020 was a great year for her. By the end of December, she will have done nearly twice the business that she planned. “This year has been really eye-opening. It’s exciting, and I didn’t anticipate it!” she says. “Everyone’s asking me what my goal is for next year, and I don’t know. I would’ve liked to have done next year what I did this year. God has been very good to me and led me on this journey.”

Mostly, Stephanie is excited to grow her team in order to provide her high-quality service to as many people as possible. She says, “When you buy or sell with me, I will always keep your best interests at heart.”

For more about Stephanie Simmons, email stephaniesimmonsrealtor@gmail.com, call 682-702-6664 or visit stephaniesimmons.fathomrealty.com www.

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SEAN STEIMER Sean individualizes the process when marketing his listings, because no two properties are alike. “I like to combine the grassroots method from my dad’s era, like door knocking & person-to-person networking, and using state-of-the-art technology,” he says.

“Our print and online media are from a twotime Emmy Award-winning videographer and an award-winning photographer, because we know that quality makes a difference. One of our YouTube videos, for example, received over 30,000 views; that’s how amazing they are.” In addition, Sean sends out email packages and fliers, and also posts to social media and real estate websites.

Sean Steimer is a third generation Realtor, and a third generation Arizonian. The Steimer family began selling real estate in the Phoenix, AZ metro area in the mid-70’s.

“It was my grandfather and grandmother in the beginning, then my dad and uncle got into the business in the 80s, and now my sister and I are in the business, too,” he said. “As you can imagine, conversations around the dinner table were mostly about things like square footage and home appraisals.” After growing up surrounded by all aspects of real estate, Sean said that getting his license was a natural choice.

Once Sean became a Realtor, he co-founded The Steimer Team with his father. They are Realtors with Realty Executives, based in Scottsdale, Arizona. The Steimer Team includes his father, mother, and sister – a true family business that also has an amazing support staff. They mainly serve Maricopa County but have sold properties all over the state. Sean reports that they get their leads/ business mostly from repeat clients and referrals with some social media outreach results. “I am dedicated to the business, and I’m devoted to my clients,” Sean notes. “I’m there with them throughout the entire transaction, which can be very stressful. I walk them through the process and am always available to answer their questions.”

It’s not surprising that Sean receives stellar reviews for his work ethic and knowledge, considering his background.

One client recently wrote: “Sean Steimer / The Steimer Team made the process of purchasing a new home quick, easy, and painless. As this was my first time purchasing a home, I had many questions regarding the process, and The Steimer Team was able to answer any and all of them, making me feel very comfortable along the way. They went out of their way on multiple occasions to make sure things were taken care of before I could even ask for assistance. I would highly recommend them to anyone & will be sure to use them in the future!”

What Sean loves most about his career are the joys and challenges each day brings. “Every day is different and exciting,” he observes. “And every day I get to help people achieve their real estate dreams. Plus, there’s nothing quite like the experience of handing over the keys to a new homeowner. The expressions on their faces is priceless, and the satisfaction I get as their agent, is unparalleled.”

In addition to being a successful agent, Sean is also a published author. His book, Sean & Maui: Salesman & Sales Puppy, is the story of a salesperson who loves to help people and his puppy assistant who loves to please people.

All of the book sale proceeds go to Phoenix Children’s Hospital.

When not working, Sean admits he’s a “gearhead” and enjoys tooling around with classic cars. “I love going to car shows, as well as flipping and fixing cars. It’s definitely my go-to after work hobby,” he says.

As for the future, Sean says that even though the pandemic threw a bit of a curve ball into his 5-year plan, he will continue to move forward along his current path to success.

He says, “I want to continue to serve my clients and to help them attain the American dream of home ownership.”

To learn more about Sean Steimer, please call (623) 239-7276, email seanmsteimer@gmail.com, or visit thesteimerteam.com www.

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Are You In or Out?

by Barry Eisen

Have you ever felt like you’re doing all the right things but your wheels are just spinning? You’ve invested a lot of time into a business, a job, a relationship, a sport, a course of study, but the results don’t justify the effort or time. You have so much invested, you just can’t walk away. You can see the light at the end of the tunnel but it doesn’t seem to be getting closer.

What to do, what to do?

As a business/personal coach I hear feedback every week from those who feel frustrated, powerless, and stuck in one or more areas. The reasons, or justifications for continuing doing things they tolerate rather than love are many. But, like panic attacks, unless you address the issues and make changes they get worse and you get more of them. For most, not paying attention and continuing in the same direction is a mind numbing experience, which produces a low selfesteem and is a recipe for a boring life.

Ask yourself the question, “What area Top Agent Magazine

or areas of my life am I tolerating and simply taking the path of least resistance?” In other words, “Where am I painting by the numbers?” (That’s a reference to the over 50 reader.)

Without being defensive (that’s the part of the ego that says everything is all right and points the finger of blame outward rather than to the real inward source) are there areas in which you’d like to be more passionate, confident and more in tune?

When I ask those who feel stuck or trapped if they know what to do to make the positive change, most everyone knows their own truths. Knowing and doing are very different. As Khalil Gibran once said, “To know yet not to do is to not really know.” And most are honest enough to admit that they’ve lost their vision of what was important and let distractions get in the way.

(Damn those bright shiny objects!)

A remedy that works most of the time is to refocus by identifying the area of concern, setting a short term goal 121

Visualize the success you desire. Top performers do this in every field. Do it too...with consistency.

(such as six months), creating a plan of action and following through like your hair’s on fire for that period of time.

Six months simply represents a period of time to get past the learning curve of establishing new attitudes and actions.

At the end of the six months, do a reality check. Is the success you’ve created by doing things right without excuses worth the effort you’ve put in? Or, was the victory not so satisfying? If not, move on to something else. But whether you stay focused on your successful makeover or decide to move on, you decide KNOWING, not playing mental gymnastics with yourself. Not knowing is the pain of guilt many carry. “What if?!”

Passion, confidence and a positive self-esteem don’t develop by working on them, they happen by creating victories.

Keys to getting unstuck: 1) Be willing to own your shortcomings 122

and poor attitude as well as your strengths. The truth CAN set you free.

2) Be teachable and open to learn better ways of thinking and acting.

Learn from those ahead of you, not the ones behind you.

3) Associate with those who will support, not tear you down.

4) Consistently read or go to seminars, from those who have done their homework, to get new ideas and reinforce the basics.

5) Accountability buddies and coaching work. Live up to goals.

6) Visualize the success you desire.

Top performers do this in every field. Do it too...with consistency.

Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 Top Agent Magazine

JODY STEINBERG With a love of helping others and a passion for real estate, Jody Steinberg has flourished as a REALTOR® in the Atlanta, Georgia region. She first became interested in the industry while managing rental properties. “I was enamored by real estate and everything about it, homes, mortgages and the people,” she says. It was only a matter of time before she took the leap and pursued real estate as a full-time career.

With her background in rentals, writing and marketing, as well as her genuinely client-focused nature, Jody’s business grew rapidly, so she asked Rebecca Sideris to join her team.

Today Jody, Rebecca, Elizabeth Towles, Tichina Anderson and Danielle Wagner are the LaVista Hills Team. By prioritizing their clients’ needs and doing everything possible to achieve their clients’ goals, the majority of LHT business consists of repeat clients and referrals.

Jody and her team give 100% to every transaction to make their clients happy. When it comes to listing homes, she explains, “We go above and beyond to help the seller make the house look great, use great photographers, and market continuously.” They even do light staging. When working with buyers, Jody says, “We make sure the buyer is mortgage-ready, spend as much time as our buyers need to assure they find the right home and do whatever it takes to get to closing.” Throughout any transaction, LHT agents emphasize educating their clients and open communication. It’s this white-glove, hands-on service that sets Jody and the LaVista Hills Team apart.

Jody and the LHT have great customer satisfaction ratings with their buyer and seller clients. “Jody knows the business inside and out,” one client shared in a review. “We followed her recommendations to make minor but important changes to the house that did not involve large cash outlay. The result was a sale in hours rather than days or weeks. Jody was also an excellent source for contractors to handle home inspection repairs. We were totally at ease with Jody driving the sale process and handling the numerous issues that arose before closing.”

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To best serve her clients, Jody loves getting involved around her community. She volunteers with DeKalb Association of Realtors® and supports refugee services and affordable housing initiatives.

Jody’s interests include traveling, advocacy, and time with friends.

She emphasizes the importance of keeping in contact with past clients and helping other agents increase their expertise and grow their businesses.

“Purchasing a home is the largest and most meaningful investment most people will ever make,” she explains.

“Our job is to guide our clients on being prepared, choosing well, and most importantly, avoiding pitfalls.” Jody feels honored that she and her team can help so many people reach this pivotal goal in life. “We run into clients all the time, and never tire of hearing them rave about how happy they are with their homes or having them refer us to friends and family.”

No matter where this path leads, Jody and the LaVista Hills Team will no doubt enjoy every minute of it. “There’s nothing more important than having a good, safe home, and it’s an honor to be trusted by buyers and sellers. I really do mean it when I say there’s no place like home.”

For more information about Jody Steinberg, please call 404.932.5771 or email Jody@JodySteinberg.com 123 Copyright Top Agent Magazine 123

SARAH STEMPER “Every agent works differently. What I’m very good at is being my clients’ best advocate,” says Sarah Stemper, a top broker working out of Sheboygan, Wisconsin.

“I’m here to teach, inform, and help my clients make their best decisions. Our motto at our brokerage is Service Over Sales. We will always put the client first.

And the more you put your client first, the more business will come to you.”

Sarah has worked in the service industry for most of her life. Before moving to real estate, she started out as a nail technician and aesthetician in a salon. She needed to move on to bigger things that would allow her to continue helping people while allowing her to be her own boss. After her boyfriend suggested real estate as a career option, she looked into the business.

The fit was instantaneous. “I realized immediately that I would love this,” says Sarah. “I got my license and then came to North Shore Homes. Now it’s three and a half years later, and I just became a managing broker and owner! I am so grateful to my clients and my previous broker for all of their support.”

Outside of real estate, Sarah is involved heavily in her community, particularly the four-legged and furry members of that community. “I’m a huge animal lover, so most of my volunteering is at our local shelter,” Sarah says, describing how she helps out by caring for dogs up for adoption by taking them for walks. Sarah also enjoys hiking with her own rescue dog, doing yoga, and reading.

Looking to the future, Sarah is excited to continue expanding North Shore Homes. Sarah explains, “I would love to continue to grow the company, live our motto of Service Over Sales, and keep putting the client first.” Even though her brokerage is already doing very well, Sarah plans to exceed their current standing. “We are a home-town, homegrown firm that allows us the flexibility to cater to every client’s individual needs. That’s what sets us apart,” Sarah says.

Nearly ninety percent of Sarah’s business comes from repeat and referral customers. She credits this to her relatability and high level of service. “I also work as a bartender, crazily enough,” Sarah explains.

“It helps my clients to see me more like a friend than their REALTOR®.”

This approach works wonders for Sarah, and she completes on average thirty transactions per year.

She keeps herself approachable by marketing mostly via social media such as Facebook. She hires a professional photographer to take all the pictures of her properties, and she utilizes sponsored posts to make sure her listings have a wide reach. “That brings a lot of traffic to my listings,” Sarah says.

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To learn more about Sarah Stemper and North Shore Homes, call 920-627-1086, email Northshoresarah1@gmail.com, or visit northshorehomessheboygan.com.

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5 Sure-Fire Ways to Get More Referrals

by Bubba Mills

Wouldn’t it be great if you didn’t have to market your services? Just serve and help clients all day—it’s why you chose real estate in the first place, right? To help people. But if you’re like most REALTORS®, you’re likely working your butt off just to get those clients.

So what’s the answer? Referrals— from your current and past clients, family, friends and acquaintances.

Imagine what your business would look like if everyone you knew gave you just one good buying or selling referral. Yeah, savor that feeling for a minute.

savings. Remember this: when you take exceptional care of your clients, they’ll do your marketing for free.

Referrals are where the money is and here are five tips you can start using today to get more: 1. Make your service downright unforgettable. Past clients can’t refer you if they don’t remember you.

Help them remember you by giving them memorable service. Take time to brainstorm ways to increase your service. Remember that referrals are earned, not paid for. By the way, I teach a seminar called Marry Me! Getting Your Clients to Say ‘I Do!’ that gives tips on how to offer service that yields referrals. Visit http://getbubbasnotes.com/marryme and get them free.

Run the numbers. Your average client who sticks with you is worth $25,000 if they move three times (first average commission is $5,000; they move in five years, that’s another $10,000 for the buy and sell. Same with the third 2. Cross promote and partner with move, another $10,000.) Then if the other businesses. Think about all the client refers two people, suddenly local businesses in your city and you’re talking $75,000. And that’s then ask this question: What can I without marketing, so add in that do to help those local businesses Top Agent Magazine

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while promoting my business?

Think coupons for your clients and leaving your business cards in their stores.

3. Think A.B.A.—Always Be Asking. If you don't ask, you don't get referrals. Add a P.S. to your email signature. Something like this: “P.S. If you know anyone thinking of buying or selling real estate, please tell them about ABC Real Estate and hit the reply button and tell us how we can help them!”

Also, put some serious thought into your closing gifts. I’ve given Cutco Knives with my name engraved on the blades. Every time they use the knives, they think of me. Give gifts that have a shelf life.

4. Get involved in your community.

People are more likely to refer to someone they believe is a good person – someone that gives back to the community. And remember, it’s not your signs all over town that make you a community icon; it’s what you do for your community.

Volunteer at retirement centers, help rebuild and paint local parks, serve food at the local soup kitchen, take part in fundraisers and be seen at block parties and street picnics.

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get referrals. Thank your referrers for their help, and keep them updated on how the new relationship is going.

The referral system is built on strong relationships and shared value.

Share what’s on your mind. How much time are you spending to get referrals? Can you improve your referral numbers? If not, why not?

What’s preventing you from getting more referrals? What successes or failures have you had with asking for referrals in the past? Please send any comments or questions you have to Article@CorcoranCoaching.com or http://www.facebook.com/Corcoran Coaching.

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

To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.Corcoran Coaching.com.

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MELISSA TUCCI “I provide the highest level of customer service,” Melissa Tucci says, a top agent who services the entirety of San Diego county.

“I’m always available to my clients whether they have questions on real estate or non-real estate. If they need an electrician, a plumber, or a gardener, I find an answer. I’m always a good resource for my clients. I care. I’m not driven by monetary reasons. I want to help.”

Melissa has been a REALTOR® for the past twenty years.

She started out in yellow page advertising, one of the toughest sells an agent can do. “I was very successful, and I thought I would take it to the next level,” she explains. Melissa has an assistant and markets her properties independently. “I work really hard, and I work a lot,” Melissa says.

It pays off. Melissa has been named one of San Diego’s Most Influential Women in San Diego Magazine, ranked as one of 2019’s Top 100 Agents in The Wall Street Journal, and has also been ranked by Star Customer Service Satisfaction in Forbes and San Diego Magazine.

Additionally, she is the only official real estate agent of the San Diego Padres.

Last year, Melissa closed on 175 homes. Her volume per year typically lands between $90 and $95 million. While she works with a wide range of prices, the average value of her properties settles between $800,000 and $1.5 million.

Melissa makes sure each client receives the same specialized attention from her. “I treat all my listings as if they’re a $20 million listing,” Melissa says. “They get the same treatment and marketing, because that’s a reflection of me and my business. I want to be the best that I can be.”

When it comes to marketing her listings, Melissa takes a thorough, systematic approach. “I know what works and what doesn’t,” she says, crediting her two decades in the business for her marketing knowledge. She posts extensively on social media such as Facebook, Twitter, Instagram, LinkedIn, Youtube, and Snapchat. She’s also Top Agent Magazine

a premiere member of Zillow, Trulia, and Realtor.com.

Melissa also uses some less traditional approaches, hosting a live podcast and a radio talk show, as well as appearing on the television show American Dream, aired on Fox and CNBC. “It’s hard work and dedication,” she says, laughing. “I do a lot.”

Melissa is deeply involved with several charities on the national and local level. One especially near and dear to Melissa’s heart is the San Diego Foundation, an organization which funnels money to various charities requesting help. Melissa gives a portion of every transaction to the foundation. Other organizations she gives to include the American Heart Association, the American Cancer Association, and the YMCA. Outside of her real estate business and charity work, Melissa loves to start every day with a run. “It gives me a clear mind,” she says. She also enjoys spending time with her husband and three daughters.

Looking to the future, Melissa is excited to complete work on a project that’s been three years in the making.

“I’m building a 29,000 square foot mixed use space. It’s hopefully due to be completed in the next year. It has twenty-two underground parking spots, a restaurant, office space, and five town homes my husband and I will keep as vacation rentals,” Melissa explains. “It’s really exciting to see that come to fruition.”

To learn more about Melissa Tucci, call 619-787-6852, visit melissatucci.com, or email sold@MelissaTucci.com www.

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KATIE WESTRIN Top Agent Katie Westrin – of William Raveis Real Estate’s Nancy Hainsworth Team in Guilford, Connecticut – is a talented, hardworking Realtor who is deeply committed to providing her many grateful clients with the very best customer service available in her market. Katie - who has built a stellar reputation for herself on a foundation of honesty, integrity and deep industry knowledge – can boast that almost the entirety of her business is based on repeat and referred clients, a sure measure of the excellent real estate advocacy she provides.

Katie began her journey as a licensed agent in 2016, following a career in construction project management. “My parents, Nancy and Dave Hainsworth,” says Katie, “have been in the real estate industry for twenty-five years. So, I was real estate-adjacent for a very long time. Then, when I had my children, it just made sense to transition into a career that would allow me to spend a little more time with them, so I joined my parents’ team, helping people to buy and sell.” The Nancy Hainsworth Team has long been a top listing team and multi-million-dollar producers, specializing in shoreline residential properties.

“I think it’s because my parents have instilled in me that the moves that people are making are milestones in their lives,” says Katie, when asked how she has managed to inspire the loyalty that keeps her clients returning and referring friends and family. “We take our responsibility to them very seriously. Our entire team is very collaborative, and we meet daily to discuss our clients’ needs. I believe our customers sense that they become part of our family during the transaction. The purchasing or selling process can be very daunting for a client, and our goal is to make them feel empowered, to guide them, and to keep ourselves educated so we can in turn keep them educated.”

There are many other factors that come into play when assessing Katie’s success story, and chief among them

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would be expert negotiation skills and a thorough, intelligent approach to marketing that includes exclusively professional photography and deft utilization of social media. The most frequent outcome is a fast sale for top dollar, not to mention happy – and returning and referring – clients.

When she’s not working, Katie enjoys spending time with her family and taking advantage of the outdoor activities available in her Connecticut coastline town.

She is also a passionate philanthropist who is very active with the charitable New Haven Mothers of Twins Association, which provides material and emotional support for mothers trying to navigate the world with twins, triplets and multiple births. Katie, who has twins of her own (and an older daughter), was Vice President of the non-profit for two years.

“My plans for the future of my business are to keep serving my clients the best way I know how,” says Katie. “I want to keep moving forward, and to keep working my hardest and in the most ethical way I can to best serve the people of my community.”

For more information about Katie Westrin, please call 203-509-3619 or email Katie.Westrin@Raveis.com Copyright Top Agent Magazine Top Agent Magazine

Adding Value to Listings & the Advantage of Identifying Neighborhood Amenities Everyone knows the famous real estate phrase: location, location, location. In fact, it is hard to underestimate the pivotal role that a region can play when it comes to determining a home’s value. In today’s competitive market, the littlest things can truly add up—especially when it comes to neighborhood amenities. While most savvy agents know the figures regarding school Top Agent Magazine

district ranking and local property taxes, have you ever considered the under-the-radar amenities that drive buyers and bidding wars? To derive the highest value from a listed home, you need to paint a complete picture of the area in which you’re selling. With that guiding principle in mind, let’s consider a few modern amenities and how they add drastically to your bottom line.

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Walking a fifteen-minute radius of the area or performing a deep-dive into customer review sites or food blogs can help you identify hidden gems or local favorites.

A little can go a long way: restaurants, coffee shops, and entertainment

Know thy history: creating a narrative of the neighborhood

Everyone has a favorite take-out spot, coffee shop, or neighborhood watering hole. Identifying the key players in an area—such as restaurants, nightlife, and entertainment hotspots—will create a livable picture that prospective buyers can latch onto. Walking a fifteen-minute radius of the area or performing a deep-dive into customer review sites or food blogs can help you identify hidden gems or local favorites. While a cute coffee shop down the street may seem like a bonus instead of a foundational amenity, you never know what kind of homebuyer you might net if you include the cozy characteristics that make a house a home.

As humans, we’re drawn to narratives. Sales pitches and marketing campaigns hinge on an alluring storyline. That’s why understanding a neighborhood’s history can frame and contextualize a property to great effect. After all, buyers aren’t just drawn to sturdy foundations and bedroom counts; they like to imagine their lives unfolding inside those four walls.

Get a sense of the area’s historical timeline, architectural style, noteworthy community members, and the like. Conveying this intriguing information to buyers helps them connect more personally with a property, while understanding the holistic picture of their potential new home.

From here to there: public transportation and commuter access While this rule may not apply to all properties, considering access to public transportation is a major draw for today’s buyers. Especially amidst the more eco-conscious Millennial segment eager to buy within city limits—knowing public transportation access points and schedules can add serious value to listed properties. Also, think outside the box: do nearby thoroughfares boast dedicated bike lanes? Are there plans to expand rail lines to the area in the future? Deliver a confidant picture of the area’s public transportation access and prospective buyers will trust your expertise.

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While it is always good to cover the basics of school districts and property values, it is even more useful to expand your knowledge base and bring a warm, human element to locational knowledge. Not only will you appeal to a younger demographic of homebuyers who values this strategic information, but you will also broaden your understanding of your service area at large. Think of it this way: a neighborhood is far more than a collection of homes on a block. A neighborhood is about atmosphere, access, and a sense of community. If you authentically appeal to this guiding truth, and buyers will surely rise to the occasion.

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RYAN WOJAN Ryan Wojan began his real estate career at a residential leasing brokerage in Chicago, working as a leasing agent and managing the office. He then went to work for a property management and commercial development company in Chicago for 4 years before relocating back to Northern Michigan, where he grew up. Ryan has been working in Northern Michigan since summer of 2014, and early on he established himself as a top producer in his area who can help his clients achieve their real estate goals.

With Smith Realty Group in Gaylord, Ryan serves northern Michigan including Otsego, Cheboygan, Montmorency, Crawford, Antrim, and Charlevoix counties. About 70% of his business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence he inspires. “Clients appreciate my attention to detail and communication,” Ryan explains. “We make certain that our clients’ interests are looked out for on a regular basis, and that nothing is missed.”

The personal attention Ryan gives his clients also goes a long way. “In real estate you need to work for your client and not for a commission,” he says. “You have to work for your clients and work in their best interest, even if that means telling them that they shouldn’t pay that much for a property or that a house isn’t the best fit for them. I want my clients to have a good experience and I want to help them make the decision that’s best for them.”

Staying in touch with past clients is important, and Ryan makes himself available for anything his clients might need. “A lot of people who come to this area are coming here for the first time or buying a vacation home,” he explains. “So I tell all my clients, if you ever need a referral for anybody—whether it’s handyman work, surveyors, or just general info about the area—feel free to continue to use me as a resource. And many of them Top Agent Magazine

do. It’s a simple way to stay in touch with somebody on a more personal level.”

Ryan is proud to be involved in his community, serving on the Board of Directors for the local chapter of Rotary International. He has also sat on committees for the Chamber of Commerce, as well as the Board of Directors for the Alpine Regional Tennis Association, which was instrumental in getting workable regulation-size tennis courts in Gaylord. He also is a director on the WaterWonderland MLS Board of Realtors, and he was awarded the Businessperson of the Year Award by the local Chamber last year. When he is not working or giving back, Ryan loves to spend time with his three young boys, and he also enjoys hunting, fishing, snowmobiling, and boating.

In the future, Ryan plans to continue growing his team’s brand and expanding to additional locations. Above all, he wants to keep providing high-quality service to his clients. “I enjoy the interaction with clients and the challenge that comes with it,” he says. “I love working with different individuals, rising to the challenge of a difficult prospect or negotiation, and having clients leave the transaction with a smile on their face.”

To find out more about Ryan Wojan, you can contact him by phone at 312.545.8596, or by email at ryan@smithrealtygaylord.com. You can also find him online at smithrealtygaylord.com/Ryan-Wojan www.

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JAMES F. WOOD James F. Wood started his career in real estate back in 2008. Formerly an accountant, he realized that realty complimented his business acumen and unmatched attention to detail. Today, he is the owner of JFW Realty through Keller Williams Prestige Properties, where he assists clients throughout Massachusetts and Connecticut. Dual-licensed in both states and lauded for his client service, James offers his buyers and sellers a hands-on advocate for their needs.

“Real estate never sleeps,” he says. “No matter when I’m needed, I’m available to answer any questions my clients may have and help them make the right decision.”

When listing a home, James is fully committed to his clients. On top of supplying them with professional photography and videography, he also provides unique resources such as video walkthroughs and floorplans of their home. James then shares his listings over a variety of digital and social media platforms, all while investing in his clients to ensure they get top dollar for their property. “I have no problem spending marketing dollars to boost my listings,” he says. “My mission, above all, is to find my sellers the best return on their investment. I’ll do whatever it takes.”

Elsewhere, James is equally helpful to his buyers, guiding them through the process with a blend of expertise and personalized service. Most importantly, he is always there for his clients with the utmost candor. “Honesty is crucial to my business,” he says. “I’m willing to tell my clients if I don’t like a property—just as I’m willing to turn down a

listing. My clients know they can come to me for a straightforward answer to their questions.”

James also emphasizes the importance of fighting for his clients. “I’m negotiating every single day. If there’s money to be saved on a home, I’m going to find it. And if there’s an opportunity to drive up a price and create a bidding war, I’m going to jump on it.”

For his commitment to integrity, James has won an outstanding reputation around Massachusetts and Connecticut, with the vast majority of his volume coming from either repeat clients or referrals. However, he takes more satisfaction in the people helped over the course of a transaction. “I get a tremendous sense of gratitude from what I do. There’s nothing more rewarding than finding my clients a place where they can hang their hat and call home.”

Outside of his career, James enjoys spending quality time at home with his beloved family. When he’s looking to relax, he can be found hitting the links or entertaining guests at his home.

Always looking forward, James has strong plans for the future. In the months ahead, he intends on expanding his volume, building a team and providing the same level of open, trustworthy service that has brought him so much success in real estate. “No matter who a client is, I’m going to treat them the same,” he says. “Whether you’re on the buying or selling side, you’re not going to find a more vigilant agent to hold your hand throughout the process. To me, a satisfied customer is the best business strategy—and I pride my work on that statement.”

To learn more about James F. Wood, email jamesfwood@kw.com, visit jfwrealty.properties or call (203) 969-8157 www.

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How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even Top Agent Magazine

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

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same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions.

In real estate, there’s so much to enjoy.

There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones.

There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person 134

you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

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PAUL ZYLA & NANCY WILLIAMS Paul Zyla was a professional auctioneer for most of his life. Concurrently, he owned several retail and convenience stores and was very successful.

He eventually sold all of his businesses and tried to settle into retirement, but it didn’t agree with him. “I really wasn’t happy being retired,” he recalls. He was approached by a friend, John Ganong, who invited him to join his Real Estate firm. Paul loved the work so much that he decided to pursue real estate full time. That was 16 years ago and he’s never looked back.

Paul now works with Nancy Williams for Roche Realty Group in Meredith, New Hampshire, serving the Lakes Region. With an annual sales volume of $15M, Paul says that his business is at least 70% repeat and referral clientele. He believes it’s his experience and knowledge in retail that has taught Paul how to conduct himself in an honest and professional manner. “It’s all about great customer service and being responsive,” he observes.

“These days, clients expect you to be available in a moment notice and we are.”

It’s not surprising that Paul and Nancy receive stellar reviews for their esteemed work ethic. One client recently wrote: “Doing business with Paul Zyla and Nancy Williams was like working with a friend we’ve known forever. They answered every crazy question we asked of him and he remained extremely personable throughout the entire purchase. The closing flowed swiftly and efficiently as clockwork. Needless to say, it all was a good experience for us!”

What does Paul like most about his job?

“First, I love interacting with the people and getting to know them,” he says.

“But what I find most exciting is the wheeling and dealing. At the end of the day, it all comes down to the negotiating skills. When I can get my clients the best numbers, whether buying or selling, I know I’ve done my job.”

Paul volunteers his services to the community in many ways, including positions as past president of the Merrimack Lions Club, Chamber of Commerce, and was awarded the honor of Citizen of the Year in that community. He also conducts auctions for many worthwhile causes in the Lakes Region. Charities include the United Way, MDA, St. Vincent DePaul, and the local football teams. “For the kids who can’t afford uniforms, which are very expensive, we typically raise about $20,000 a year, so they can go in and pick out what they need without concern about cost,” he explains. “It’s very rewarding.”

When not working or donating his time, Paul and his wife enjoy visiting his great grandchild once a month. He also loves to travel, and Maine is his favorite destination.

Moving forward, Paul hopes to continue to work for at least the next five years. “After that, I’ll see what I’m at, but as of now, I have no immediate plans to retire,” he says.

“We also have a great reputation with other agents in the area,” Paul notes. “We always make ourselves available to them, and they like working with us.”

When reaching out to clients, the partners love delighting them with Jacqui Lawson cards. “People love getting them,” Paul exclaims. “We send them out for holidays, birthdays, and other life situations.”

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For more about The Zyla Williams Team, Paul Zyla and Nancy Williams, email them at pkzyla@rocherealty.com, nwilliams@rocherealty.com, visit Rocherealty.com, or call 603-528-0088 www.

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